At first I do the common problems when sales clinch a deal:
1. Customers are intent to buy our products, but also of our sales staff in the chattering, until the time to say: I am considering customers...... Results are gone. 2. Customer's requirements, our products are very clear, he also satisfied. At that moment, because the price clinch a deal, unable to agree. 3 provide solutions to our clients, but no big problems, and put forward some defects about the question of price, or his sales, sales personnel or by customers, or what I was guided to the deal, but no deal. 4 customers to our brand and product like, and has decided to buy, but the price is cheaper, and dissatisfaction intent of our sales staff have grasped oneself, the price of, let customers don't feel too cheap to clinch a deal, after the acceptance of the customer to criticise us, for the product post-sale service is buried.
"Today you sign the bill? This is a 导购员 meeting of a greeting each other 导购员, many friends know not equal to zero, clinch a deal all above all, but after the transaction and customer relationship is better than before the deal 导购员 so that the ultimate goal. But many 导购员 not clear these simple, or not, or after clinching a deal with customer relationship, cause a lot of after-sales service, not to mention again later. Many friends began to ask, how you do it, how to deal with customer happy to clinch a deal? The author in six years in the terminal sales outlets of some happiness, perhaps can clinch a deal for the first 导购员 friends have a little help.
1 how forced single (assuming the deal) Under what circumstances assume clinch a deal? May this time have friends began to ask my guide, when assuming clinch a deal? My answer is: when I'm in a product to the customer, I recommend before, I assume that he will do the business. I even assumptions PengDingZi customer first, let me, I will become an important customer. We have many examples of such assumption clinch a deal to eat: hotel, waiter will often ask you are drinking beer or wine? This problem has two assumptions: first, you should drink, Second, you should drink their wine of hotel.
Case, Sell suit Once, I must check in guangzhou, stroll about the guangzhou baiyun airport shopping plaza, an event occurred. I ramble around the store sells at a suit, I go to the shop sells inside to see the suit, when I went to see miss sales, she asked me the question is: "sir, you should wear formal still leisure suit design?"
I say: "see". She say: "sir literally see. I think you are watching a formal suit, you like black, blue, or gray?" Her question was, let me answer, three any can clinch a deal, black, blue, gray can clinch a deal. But I didn't answer, I say: "see" She say: "sir literally see. I think you are watching the blue suit, excuse me sir you like double-breasted or buttons, I go for you and try." (the sales staff observation capacity), I say: "see". She asked me to answer the question as double-breasted or buttons, almost all is close to clinch a deal. Ace. She say: "sir what you do?" "I am professional lecturer, vocational trainers. "Sir, no wonder you are watching the blue suit, a special perspective, the authorities, the most suitable professionals. Mr. So blue suit, we have a special for you, is two buttons, very suitable for your size, but I don't know. I have to find it." (the sales staff will praise customers), Try it, she never without asking me questions directly to action. You see her, she moves in one go back: "sir, I forget to ask you wear a few yards?" I say: "48." "Oh." In. 48 I answer the last sentence, answer this sentence means? "48 found to you. Really suits, inside try, tailor, wait for us to tailor a tailor." "Sir, try yet? Get out." Wear a suit, "sir, I help you stand KuChang measure to heel.?" "Oh!" She'll take the chalk on top of top painting heel was: "sir, long sleeve me, here?" "Oh!" A painting. "So? Can you waist straight." "Oh!" "So I can? "" Interaction. "Shoulder can?" The whole picture, you now wear this to you draw a size of chalk marks a new suit, and you will not buy, what do you think should not easily? Of course not easy. She say: "sir, go down there, and tailor for you." "How much money."
From see how much money have become the name? This call brainwashed. What the brain washed? Not wash my brain, is washed her brain. She believes that I want to buy one, so she would ask these questions, you like to wear blue, black or gray? You must leisure or official? You must single or double row? You try. Let tailor. She washed her brain, so I believe in yourself is to buy one, she would tell me this speech. So I will have such thinking changed with her ideas to answer the question. She washed his brain is washed others brain. Persuade themselves can convince others, because she has a deal.
Then I said: "cheaper". She said: "4800 cannot cheap, unless you have a card." "I didn't, but your membership card, let me use other you help me to borrow a ZhangHang?" "No." "Help me to borrow one." "Sir, next to you to help me to buy some products." "Good. You can rest assured. "Well, sir, I'll give you a discount, a total of more than 3,000 pieces. Sir, you want to develop your tickets?" Help me (.) sheet She say: "sir, the tailor to, you go to Taiwan." payment I pay back, the tailor to payment voucher began to sew. All the movements makes me feel is one of the nature, the trace, when I took my suit when she said: "sir, do you want to see the leisure suit?" I said: "no, I walked." I had gone, I bought a suit, how do I spend more than 3,000 pieces of buying a suit. Exactly what I think impassability.
Assume, assumptions, then assume! You do not like the novice, arrived at the time to sign the bill to assume this business will succeed. But in time, you will negotiations again assume you will clinch a deal, the customer will start to assume he will buy your product. More important, you know Chinese consumers don't like the idea of 导购员 tell true self. We only know the sales staff, customer real thoughts, suit the remedy to the case of discrepancy, the final solution customer transaction. I've engaged in line with the sales force like the method to force the customer's real dissent, finally solve his problem finish. It is most 导购员 friends, no sign, and doesn't know why the customer refused to him.
2 forced single (assuming the deal or), In order 导购员, forcing friends could use some words. Following the right and wrong words, for friends contrast references: True,
"Please sign your name here." "You consent. Please sign here, write a hard, because there were three carbon." "The trouble you confirm." "I would like to congratulate you made wise decision." "You do it over formalities." "You pay by credit card or pay cash." False statement, "You can order today?" "In this money?" (in transaction special remind 导购员 friends don't say "money" to this word. "Thank you for buying." "You bought back absolutely beautiful, with"
Before you use the right words have forced the three cases: first, Customer immediately clinch a deal, Second, Customers find some excuses immediately left the shop, Third, Customers speak his real ideas, such as: the customer will say: "I think expensive" or: I want, and I * * * to discuss ", "I want to compare", etc.
Clinch a deal is actually very simple, remember this sentence: demands that, then. The key to clinch a deal is required. Most people in the end of sales, you can't even see you do sales every requirements? No. Every time I ask you at the end of the sale to customers. Each time, demands, not a second. He said no. Even the third. He would say no, I assure you. You have five times since the fourth shenqicidi may get business.
"Happiness," the first part of "how to clinch a single" this force is here, the first single "about force after part ii" happy clinch a deal, and what is the next to us. |