Sales of the traditional school the salesman asked for the purchaser's business, called the transaction. To get customers (buyers) in orders for technology, known as the turnover of Technology (closing techniques). Many transaction technology, points taken are closing law, continued to support transaction method, hypothetical nature of transactions law, the only placeholder transaction law, contract law to retain benefits (preferential turnover method), emotional-type transactions law, conformity transaction law, ensuring that transactions law, Try closing law, a shortage of transactions law, all belong to the traditional transaction method, used improperly, some are suspected of manipulation. If you use these methods can reduce the sales of moral hazard (such as bribery), it is worth promoting. But the modern or future sales of school that, in major transactions, with specialized skills training of sales staff turnover, in fact deals are not many. Traditional techniques deal only in some low-priced products, sales and meaningful. They think that deal is to obtain clients at virtually no clients at sales would not have happened. Up clients is access to customers based on trust, customer information provided under the salesperson to make purchasing decisions (buying commission). Is the buyer wanted to buy, rather than the salesperson to facilitate transactions. Therefore, sales staff to obtain a customer's order, it must be taken to artificially manipulate the way the transaction technology. Based on the author 13 years of sales experience, summed up the five kinds of artificial means to manipulate the transaction. For new entrants into the retail industry's fellow reference.
Direct Claims Act. This is the most effective and direct way to obtain orders, the general staff in the sales, after receiving the customer buying signals, using clear language to the customer directly to buy recommendations (purchase options). Such as "Mr. Lee, we all agree that XXX models of cars that match your low-noise, fuel efficiency and driving comfort of the request, I can for this type of car for your next order?" This method can quickly help customers make a purchase option to save sales time and improve efficiency. For the Tiger type and peacock-type customers, so well. Generally in the following three cases, this approach will be successful: first, marketing communication, the customer does not raise objections to the introduction of sales salesman there is no objection, the salesperson can directly question: Manager Li, you see, if the there was no problem, we will sign a contract, right? Second, the sales communication process, the customer has objections, but through the sale of introduction, this concern eliminated, but also products showed a great interest in, the salesperson can ask questions: Mr.Huang, you intend to set the number of cargo? Third, customers have been interested in buying, but are unwilling to open. Such customers are mostly peacock-type customers, sales staff can now ask questions: Mr.Wang, transportation and installation of this machine, I will personally participated in the entire. Today, we signed the purchase contract is good, you?
Interests of the summary method. Salesperson about the sales process on the use of USP and FABE technology, and customers have given a positive response. Sales staff can help customers an integrated sales chat, referring to the various interests in order to facilitate customers to make informed decisions. Such as "As I have mentioned, we are fasteners used to be an independent laboratory evaluation, and it is more than the nearest competitor's products provide 20% higher tensile strength, making it more than 4 life years. We also discussed our company was requested in your three-hour delivered to you within a fastener their site, this commitment to an effective 24 hours a day. Finally, we talked about we have a total of four engineers, they are the only responsibility is to our existing customers to provide technical support for the new fastener. Are you willing to let us have discussed the procurement committee and signed them to submit your purchase proposal? "and also such as" Manager Li, just now we are talking about in the You also recognized XX products, profit margins, 90-day payment period, as well as fast delivery, these characteristics have been to make customers like you because of the lucrative distribution of this product. In the next month, I would let you be 10 boxes of the first batch of orders, which will make your store make more money. "
Balance sheet method. Sometimes referred to as the present. Franklin method. Sales chat process, the customer no apparent objection to the sales transaction. Salesperson can be an ordinary piece of paper draw a "T", the vertical line on each side to write a title, leaving a blank in the following, in order to fill in the specific benefits and selling points, and then invited the clients to set out the reasons for purchasing decisions . Vertical lines on the left in general to write salesman recommended products, customers are now being used to write the right products. If the customer did not have time together to fill in, he would ask the salesperson fill in later, come discuss with him. I have many times used this way, the success rate of 100%. This approach generally owl-type and Cowra-type customers effectively.
Exploration method. Seller inquiry with pre-designed questions with potential customers hesitant to discover the reason, once clear of these reasons, the salesman asked a number of "if you want ... ... ... ..." questions. This method attempts to potential customers concerns are brought to table to talk about. When a customer identified issues of concern, the salesperson can successfully solve these problems, sales staff can get orders. (If I successfully resolved this problem, you are willing to entrust us?) We chat with the following sales to illustrate this method:
Seller: Could we see a face next week, let me make one for your needs a full investigation? No more than 2 hours.
Potential Customer: No, I think we still are not ready to this point.
Seller: You do not want to further advance is certainly some reason, what is the reason for this?
Potential customers: I am not sure whether the company you are big enough, you can deal with our size customers.
Seller: In addition to this reason, there are other reasons? 12
Potential customers: no.
Seller: If I can solve our problems of scale, do you allow us to do the investigation?
Potential customers: ah, I can not exactly answer.
Seller: So, there should be other reasons, I can ask what is the reason?
Potential customers: one who services your friends have told me that you are billing departments are frequently sent him the material he did not want to invoice.
Seller: In addition to this, there are other reasons?
Potential customers: No, this is my concern to two questions.
Seller: If I can immediately resolve these problems, some time before you are willing to let us do the investigation?
Potential clients: Of course.
Selection. Seller to provide to potential customers several options for the purchase program to allow customers to make their own choices. The general properties of the product the contents of tips for selecting objects, such as product prices, specifications, performance, number of orders, delivery method, time and location. The selected range of no more than three. For example, in shopping malls selling a T shirt counter, a customer curious look T-shirt, a salesman can say: how like? To buy a bar. To be black, blue or red? This is the option contract law. The author in the training process, in a question about technique, it is often the examples: selling eggs - Global Brand Network - the old lady often ask clients: To a few eggs? One or two? This question is closed-end questions with belonging to choose transaction method. This method in industrial sales, especially for those tiger-type customers. The author in the front-line sales career, in the Department of Pharmacy often used this method, such as "Master Li, you see, XXX (product name) to provide two boxes or three boxes?" In the clinical doctor, and often use this method, such as the "Wang teachers, this month, prescription products in patients with XXX is 100 or 150?" success rate of 90%. Reasons for the failure of this method, if the wrong tone with the occasion will give customers the feeling of pressing tasks. Therefore fails, next time you can adjust the tone with the occasion, while on the same client, not continuous use, you can intermittent use.
Succeeded in obtaining a potential customer orders, in addition to using transaction technology, sales staff also need to follow several principles, including maintaining a positive attitude, so to arrange the rhythm, rather than the bold assertiveness recklessness can not be over-selling, not afraid of facing the rejection of such. As a salesperson need to remember: Customers are not buying products or services, they buy the issue-specific solutions. First salesman to find potential customers in need, after which the customer prefers to use to provide information to help customers to choose a way of getting orders. This transaction technology will not be seen as manipulation and rude customers. Transaction to obtain orders (or access to customer agrees operations), are paid off, the effort, many through this Seller is not without skills training, but fear of customers say "no." Potential success of the sales staff did not know that did not refuse to sell, so they dared to make transactions with the turnover of technical requirements.
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