Take the sales staff of our Taobao store as an example, and directly put forward the transaction after getting the customer's buying signal. When using the direct method, the key is to get a clear buying signal from the customer. Like what? Mr. Wang, since you like it, you can take the bill directly. ? When you ask for a deal, you should keep silent, wait for the customer's response, and don't say anything more, because your words are likely to distract the customer immediately and make the deal fall short.
2. Choose a method
Sales staff provide customers with two solutions to the problem, no matter which one the customer chooses, it is a result we want to achieve. Using this method, customers should avoid? Yes or no? Questions, but let customers answer them? A or b? problem For example:? Do you like white or red? Do you want to sign the bill today or tomorrow? Pay attention to whether you use a credit card or cash. When guiding customers to clinch a deal, don't put forward more than two choices, because too many choices will make customers at a loss.
3. Summarize the interest transaction mode.
Show all the actual benefits brought by customers and their own transactions to customers, sort the matters that customers care about, and then closely combine the characteristics of products and the issues that customers care about, sum up all the benefits that customers care about most, and urge customers to reach an agreement finally.
4. Preferential trading methods
Also known as concession trading method, it refers to a method in which salespeople urge customers to buy immediately by offering preferential conditions. When using these preferential policies, salespeople should pay attention to three points: (1) Let customers feel that he is special, and your preferential policies are only for him, so that customers feel that they are distinguished and unusual. (2) Never discount casually, otherwise the customer will make further demands until the bottom line is unacceptable to you. (3) Show that you have limited power and need to ask for instructions from above. Sorry, I can only give you this price within my processing authority. ? Then let's change the subject. However, since you are an old customer of mine, I can ask the manager for instructions and give you some extra discounts. But this kind of discount is hard to get, so I can only do my best. ? So that customers' expectations will not be too high. Even if he doesn't get the discount, he will think that you have done your best and won't blame you.
5. Challenging methods
The incentive method is to use customers' competitiveness and self-esteem to urge them to buy products. A prestigious Hong Kong couple went to the mall to buy jewelry. They are interested in a 90,000-dollar jade ring, but they are hesitant because it is too expensive. At this time, a salesperson who was watching came over. She told two guests that the wife of the president of a Southeast Asian country had seen this ring in the shop and liked it very much. She couldn't put it down, but she didn't buy it because the price was too high. After being provoked by the salesman in public, the Hong Kong couple immediately bought the jade ring because they wanted to show that they were more powerful than the president's wife. Salespeople should be calm and natural when challenging each other, and don't let them know that you are there? Excited? male ...
6. Consistent trading methods
Customers are unwilling to take risks when buying products. Customers are generally skeptical about new products that have not been tried by others and dare not choose easily. They are easy to trust and like products recognized by everyone. A customer took a fancy to a microwave oven, but didn't decide whether to buy it or not. The salesperson said:? You have a good eye. This is the best-selling microwave oven at present. More than 50 microwave ovens are sold on average every day. You have to make a reservation in the peak season to get this position. ?
7. Regret losing your trading method
Use? Afraid you can't buy it? Psychology. The more you can't get something you can't buy, the more you want to buy it. This is the weakness of human nature. Once customers realize that buying this product is a rare opportunity, they will take immediate action. Is it to catch the customer and miss the deal? Get it happily and lose it painfully? Psychologically, by putting some pressure on customers, the other party is urged to make a purchase decision in time. Generally, we can start from these aspects:
The number of (1) is limited, mainly similar to? The purchase quantity is limited. Want to buy it as soon as possible .
(2) Limited time, mainly to enjoy preferential treatment within the specified time.
(3) Limited service means that you will enjoy better service within the specified quantity.
(4) the price limit is mainly aimed at the goods to be increased in price. In short, we should carefully consider the consumer object and consumer psychology, and then set the most effective trading method. Of course, this method can't be abused, and it can't be made out of nothing, otherwise it will eventually lose customers.
Step-by-step closure method
Many customers tend to put off buying. They will say:? I'll think it over. Let me think again. Let's discuss it. Let's talk about it in a few days. ? When an excellent salesperson is pushed off, he will first agree with the customer's statement: shopping should be as cautious as you, and you should think well first. You are still interested in this product, otherwise you wouldn't take the time to think about it, would you? They have to agree with you. At this point, you press:? I'm just curious, I want to know what you should consider, is our credibility? The other person will say: Oh, your shop is good. ? You ask him: this is my character. No, he said. Oh, no, how is that possible? You keep asking questions with the skill of layer-by-layer approximation, and finally let the other party express their concerns. As long as you can solve the customer's questions, the transaction becomes a natural thing.
9. Methods of assisting customers to clinch a deal
Even if many customers are interested in buying, they don't like to sign the bill quickly. He is always picking from the east and choosing from the west, constantly spinning around in product color, size, style and delivery date. At this point, the salesman will change his strategy, not talking about orders for the time being, but enthusiastically helping customers choose. Once the customer chooses a product, you will get the order.
10, comparative transaction method
Write down positive and negative opinions. This is a way to compare the advantages and disadvantages with words and urge customers to make up their minds to buy. The salesperson prepares a pen and paper and draws a picture on the paper? t？ Word list Write down the positive reasons for buying on the left and the negative reasons for not buying on the right. Under the design of sales staff, there must be more reasons to buy than not to buy, so that you can take the opportunity to convince customers to make up their minds and make a purchase decision.
1 1, small transaction mode
Buy some trials first. When customers want to buy your products, but can't make up their minds, you can advise them to buy less trials. As long as you have confidence in the product, although the order quantity is small at first, it is possible to give you a big order after the other party is satisfied with the trial.
12, playing hard to get
Some clients are naturally indecisive. Although they are interested in the product, they will delay making a decision. At this time, you deliberately packed your things and pretended to leave. This act of pretending to leave sometimes urges the other party to make up his mind to buy.
13, order closing method
At the end of the sale, take out the order or contract and begin to fill in the above information. If the customer doesn't stop it, it means that he has decided to buy it. If the customer says he hasn't decided to buy it, you can say: It doesn't matter. I'll fill out the order form first. If you change it tomorrow, I'll tear it up. You have enough time to think about it. Mr. Wang, the delivery date is no problem, other conditions are good, and we have solved the payment problem. In that case, can you sign this document?
14, special treatment law
In fact, many customers, who think they are the most important people in the world, always ask for special treatment, such as the lowest price they can enjoy alone. You can say:? Mr. Wang, you are our big customer. How's this? This technology is most suitable for this type of customers.
15, story-telling transaction mode
Everyone loves stories. If a customer wants to buy your product and is worried that there is something wrong with it, you can say to him: Sir, I know how you feel. I'd be worried about that, too. There was a Mr. Wang in the same situation as you last year. He is also worried about this problem. But he decided to rent our car for a trial period of six months. But a few weeks later, he found that the problem was nothing at all. Emphasizing the satisfaction of the last customer is just like letting the customer feel it personally.