1. Assume that the potential customer has agreed to buy.
When prospective customers repeatedly appear in buying signal, but are hesitant, the method of "choose one from the other" can be adopted. For example, a salesman can point to a customer and say, "Do you want a light gray car or a silver car?" Or "delivered to your home on Tuesday or Wednesday?" This "alternative" questioning skill, as long as the prospective customer chooses one, is actually that you help him make up his mind and make up his mind to buy it.
2. Help potential customers choose
Even if many prospective customers are interested in buying, they don't like to sign the bill quickly. They are always picky, constantly spinning around in product color, specification, style and delivery date. At this time, the clever salesman will change his strategy, not talk about orders for the time being, but enthusiastically help the other party choose colors, specifications, styles, delivery dates, etc. Once the above problems are solved, your order will be executed.
3. Use the psychology of "fear of not buying"?
The more things people can't get or buy, the more they want to get or buy. Salespeople can use this "fear of not being able to buy" psychology to promote orders. For example, a salesman can aim at a customer and say, "There is only one product left. If you don't buy it, it will be gone. " Or say, "Today is the deadline for the preferential price, please seize the opportunity, and you won't be able to buy this preferential price tomorrow."
4. Buy some trials first?
When prospective customers want to buy your products, but have no confidence in them, you can suggest that the other party buy some trials first. As long as you have confidence in the product, although the order quantity is limited at first, it is possible to give you a big order after the other party is satisfied with the trial. This "try it" technique can also help potential customers make up their minds to buy.
Step 5 play hard to get
Some potential customers are naturally indecisive. Although they are interested in your product, they drag their feet and delay making a decision. At this time, you might as well pack your things and act like you're leaving. This act of pretending to leave sometimes urges the other person to make up his mind.
6. A rhetorical answer?
The so-called rhetorical answer is that when the prospective customer asks about a product, but unfortunately it doesn't happen, he has to use rhetorical questions to promote the order. For example, a potential customer asks, "Do you have a silver refrigerator?" At this time, the salesman can't answer no, but should ask "I'm sorry! We don't make them, but we have them in white, brown and pink. Which of these colors will we choose?
7, cut the gordian knot?
When you can't impress the other party after trying the above skills, you have to cut the gordian knot and let the prospective customer sign the bill directly. For example, take out a pen and put it in his hand, and then tell him bluntly: "If you want to make money, sign it quickly!" " "
8. Learn from the teacher and be modest?
When you have done your best and the business still fails, you might as well try this method. For example, "Manager XXX, although I know our products are absolutely suitable for you, my ability is too poor to convince you. I gave up. However, before you leave, would you please point out my shortcomings and give me a chance to improve? "
Humble words like this can not only easily satisfy each other's vanity, but also eliminate each other's opposition. He will give you advice and encouragement, and sometimes he will give you an unexpected command to cheer you up.
Extended data:
Purpose and method
Everyone who does business will have their own purposes and methods of doing business, but in any case, they all hope that the less they invest, the more they earn, and that a little money in their hands can be turned into living money, especially those who don't have much money to accumulate. They hope that a small stack of RMB in their hands can earn back a gold ingot. But how to make big money with your own small capital?
1, look out! Don't be busy, you can squeeze anywhere.
Small-scale businessmen, with a heavy psychology of seeking stability, often follow gangs and hold others hostage to do whatever they want, taking a risk-free and stable business road. But this road is not feasible, because everyone wants to make a steady profit without losing money, and there are bound to be many people doing it, so business is bound to be difficult. Small businessmen who invest while it is hot are either facing market giants in the same industry or cleaning up the leftovers of others' oil and water. Perhaps this is why many people see others making money, but they can't make money themselves.
2, see the needle, cleverly occupy the market gap.
The more developed the economy and advanced the society, the more detailed people's needs will be. Therefore, people who do small business should find their own way, devote themselves to goods and services that people don't have, and make use of market blind spots. For example, operating goods that complement big stores; Open up new industries such as scrubbing and shuttle bus service outside the 360 line; In view of the blank of time management, shops, restaurants, novelty shops, night markets, etc. Provide consumers with multi-level convenient services.
3, quick response, the boat turned around quickly.
The business environment often changes rapidly, and the business market is constantly changing. In small business, as long as we always keep a clear head, respond to market changes promptly and sensitively, and seize fleeting opportunities first, we will certainly realize small profits but quick turnover.
4. Active door-to-door flexible business
Large enterprises with abundant funds pay attention to "keeping" in business and "doing" in small business. At this point, small-scale businessmen must learn to calculate. The general requirement of mobile stalls is daily necessities, which every family needs every day. Therefore, it is easy to establish stable contact with customers and make money steadily. On-site service can cater to urgent needs that can be done without going out, and it hits it off.
5, small profits but quick turnover do not press the goods
As the saying goes: "Three cents gross profit is enough to eat, and seven cents gross profit will starve to death." Profits are meager, prices are reduced, customers are attracted by advantages in the competition, and the goal of "small profits but quick turnover to make money" is realized. The funds of small enterprises are quite limited, and they are most afraid of causing a backlog of goods, and the capital turnover will not be dead money. The heavier the burden, the more it will affect the next operation and form a vicious circle.
6. Sell when it is beneficial, and don't be too eager to make money.
Making a lot of money is the dream of many people. But most people will never realize their dreams. What is the reason? Because they are too eager to make money, they don't want to make small money and they can't make big money. A millionaire once said, "Small money is the ancestor of big money." How can we go to Wan Li Road without accumulation of steps? Many rich people in life started from scratch by earning humble money.
References:
Baidu Encyclopedia: Business