Many salespeople are extremely afraid to ask customers for orders directly. They are afraid that customers will refuse. In fact, when the salesperson is sure of the customer, he simply and directly puts forward the order request, so that the customer can sign the order with a simple answer or a processor.
Generally speaking, direct guidance skills are used in the final guidance stage, but in order to get the opportunity to meet and discuss, they may also be used flexibly in the sales process. "There is one thing I want to meet with you and exchange views with you. I wonder if I can spare some time? " Have a variety of conversations with customers first, and gradually concentrate. At this time, you can directly request to sign a contract to buy. For example, when negative questions are involved, it is also effective to use direct guidance skills as an ending method. "Don't you like this condition?" Ask in such a negative way, in case the other person replies "I like it!" "or answer:" I am interested! When you are interested in buying information, you can use the direct guidance technique to say, "So, can you order?" ""So, can you make a decision on this? " "So, would you please sign it? "
In any case, direct purchase is the core of promoting orders, please keep this in mind.
A real estate salesman has reached the final stage of the sales negotiation with his client, so he talks to the client in a different tone, as if the other party is already the owner of the house.
"It's already yours. You must be very satisfied. Now let me introduce you to other benefits of this house. It sits facing south! And the tax department will refund the tax you paid in the future! Therefore, I must quickly copy down your tax return number and fill it here, and you will receive the tax refund soon. Please sign here! " The salesperson confidently guides the customer to sign the name.
"The money will arrive within 4 months at the earliest. Isn't it great? Please tell me your bank account number and I'll fill in the information! " I continued, "This is a special application form for a house rental account. If you want to rent out the house, the renter will know who to remit his rent to. You must hope to have rental income every month, right? Is it okay? Please sign here! " In this way, the salesperson signed the customer's name. "My motto is: Don't argue, just let the other party believe! The order came naturally, and the final signature and seal seemed to be taken for granted. " The salesman finally said this.
Expert guidance
As a salesperson, you may have made the best product presentation in the world, or you may be a well-deserved expert in your product field, but if you don't know how to make the final transaction, then you have failed, and you can pack up and go home. Many experts define "facilitating the final transaction" in this way: ask a question and answer the final confirmation of the transaction. After you ask this first-class question, you must remember to abide by this old rule: shut up after asking, and it's someone else's turn to say next.
In fact, when you came in to tell each other your intentions, you had already set the tone for the last question. After that, after finding the buy signal, you should immediately ask the question of promoting the order. An important guiding principle is not to let the other person answer you with "no". If you put a person in a state of identifying with you, you guide him by asking questions, and he keeps saying "Yes, I agree, I understand, I agree …" and so on, and he agrees seven times. Usually you will habitually agree when you ask him for the eighth time.
Thinking itself is causal, so thinking can be continuous. Since thoughts are linked together, they can be piled up one by one like piles of wood. For example, in order to get others to agree with something, you can use questions to guide you. When you ask the first question and get a positive answer, it is equivalent to piling up a building block. When you ask the second question, the more goal-oriented, the more positive answers you get; When you asked the third question, you piled up another building block. When you ask the fourth, fifth and sixth questions, when you ask the seventh question, the eighth building block will naturally pile up, which is a habit. But when you ask questions, you must pay attention to two points: first, the question must lead to your purpose. If the question has nothing to do with your purpose, it is useless. Second, we must do it naturally, and the questions should be smooth and natural. In the process of asking questions, we should create each other's interest and guide each other to generate positive feedback through asking questions. Thinking is a question-and-answer process. If you want to guide a person to think, you should guide him by asking questions. No matter what industry you are engaged in, the person with the best communication ability and influence in the world knows how to say hello, because he knows how to guide others' thinking to the desired aspect by asking questions, which is communication, influence and persuasion. To form a good habit, you should learn to ask such questions frequently: "Don't you think …" For example, "Don't you think this car is beautiful?" "Don't you think it's warmer to wear this mink coat?" "Can't you see that this price is a symbol of high quality?" This technique is especially effective when you sell to two people or a group of people. As long as you can try to get the leader to say "yes", others will naturally follow suit. Of course, you have to judge first and find out who has the final say, because in fact, he is the only one you sell.
If you are engaged in sales, whether you are selling cars, real estate or insurance, if you operate the above procedures flexibly, you can guide customers to be interested in your products very smoothly and get recognition easily.
Elements of a security order
The secret of successful sales and promotion
The competition in the commodity society is becoming more and more fierce. Salespeople should not only pursue the result of the transaction, but also pursue the speed of the transaction. Successful salespeople have four winning secrets:
First, keep visiting customers and ask for a deal.
20% customers will be moved by the hard work of the sales staff when buying, so as to appreciate the sales staff. Product quality is a secondary consideration. Therefore, salespeople should keep visiting customers and ask for a deal.
If a salesperson can keep finding 20% of such customers, keep visiting and ask for a deal, when other salespeople are unwilling to continue visiting or give up because there are too few customer orders, a salesperson wins the customer.
Second, keep visiting customers and make a deal first.
In addition to winning the sympathy of customers through continuous visits, it is also one of the secrets of successful sales to visit customers continuously and quickly and make a deal first.
In a commodity society, time is money. After receiving the customer's phone call, the salesperson will immediately set out to visit the customer. Although sometimes reckless, quick action can always beat competitors and win customers.
Third, treat rejection as a trading opportunity.
When customers refuse, many salespeople will be discouraged and give up the transaction. In fact, the customer's refusal is also a good opportunity to clinch a deal. Therefore, salespeople should not take the customer's rejection as a failure to clinch a deal, but take the customer's rejection as a test for themselves.
Fourth, request, request and request again.
When customers repeatedly refuse to buy, it is easy for salespeople to give up. Sales staff should remember that sales are not smooth sailing, and customers will not immediately agree to the transaction when the sales staff asks for it. Ask, ask, ask again, just try again. Even if the customer refuses, the salesperson will continue to ask questions until the customer is finally moved and willing to make a deal.