Can't the POS machine sell? This time teach you how to follow the order!
1. Think about a question. Why have customers not signed a contract with you? what reason?
Many colleagues have suggested that customers are always dragging, I think that customers are not dragging, but you are dragging, you are not going to change. Always waiting for the customer to change, is it possible? Doing business never emphasizes objective reasons. If the customer does not sign the order, there must be a place where you have not done it. Think about it? This is a mentality problem!
2. Recognize the customer and understand the current situation of the customer. What are the reasons that hinder you?
You must be convinced that every customer will work with you sooner or later, this is only a matter of time. The job we have to do is to advance the time and advance. Reason: The consciousness is not strong, there is no plan, the sales are not good, just the agent, the construction of the new factory or the relocation, the restructuring, the single variety, the limited customers, the too busy, the price is too expensive, I don’t know or trust you or the company, No one manages and so on, we must strengthen our beliefs.
3. As long as the mind does not slip, the method is always more difficult than the difficulty?
Don't panic, don't mess, be clear-headed, and have clear ideas. If we have problems, we have to analyze and solve them. It is normal to have problems. We just like challenges. It is very interesting. Life is full of fun, just like a battle.
4. Grasping the customer's psychology, thinking what the customer thinks, what is the urgency of the customer?
You have to know what he is thinking, what is he worried about? He still has any concerns.
5, everything is in control, you are the director?
Your thoughts must be positive, how do you guide customers to turn disadvantages into advantages, and turn unfavorable factors into favorable factors.
6. Solve problems for customers? what is the problem?
Help customers to do something, be responsible for their customers, do practical things for customers, do good things, and let customers feel our work attitude.
7. Conquer the customer and promote the spirit of sucking blood and sucking the grasshopper?
This kind of spirit is not only reflected in working hours, but also in spare time, must be patient, perseverance, perseverance, use your attachment to touch customers, let customers say: Hey, boy I really served you. Your spirit is worth learning by our business people. Come over with me! I am hired with a high salary.
8. How to solve the problem?
If it can be solved, it will be solved. If it is not possible, it will be lighter and lighter, and the problem will be diluted and avoided. This requires that your mind must be flexible.
9. Assume that the transaction method is one of the commonly used methods for us to make a single order?
Let him watch our customer case first, and so on. Or fill out the form before signing the order. When the talk is about the same, say: Let's do the procedure (sign the contract to make a payment), don't say too thorny words.
10, the single is "half push half"?
It is the forced transaction method, in order to swallow the momentum of the mountains and rivers, to make customers go. Let the customer feel an irresistible force.
11. Prepare a "dream"?
Let customers think about the benefits that our network brings to him and make his dreams come true.
12. Give the customer some benefits?
It is also the last killer, must grasp the customer's heart, how to say, to whom? Who is an important person, how to give? Let customers eat comfortably and rest assured. Or in the form of a gift.
13. Give up, of course only temporary?
To retreat, don't waste too much time on some "old stubborn", take it slowly, just let him not forget you.
14. How to learn to observe and learn to listen?
When talking with customers, we must observe more. Through the observation of customers (eyes, manners, expressions, etc.), we can timely understand the psychological changes of customers and eliminate obstacles in the bud; in listening, we can understand the real needs of customers. It is easy to reach a consensus with customers.
15, the machine can not be lost, the loss is no longer coming?
When you talk to a customer, because your introduction has already aroused the customer's desire, you should use the hypothetical transaction method. When you talk to the customer, you can take out the contract and the attachment, and talk to the customer about the purchase. Things, such as the development of their peers or appropriate flattering of him, etc., while filling out the contract and the schedule to sign and seal.
16, seize the weakness of the customer, a foot?
When talking to customers, customers just have to say that the product will definitely be, but compare it, you go back and wait for my call. At this time, try not to wait, seize the weakness of the customer, first flatter and then force the order.
17. How to grasp the timing of the signing?
The mind of the human being cannot be concealed and will always be expressed through language or behavior. Be careful when you visit. In general, the following describes when a customer purchases a desire to start:
(1) Oral signal:
1. Bargaining, asking for prices to float.
2. Ask about the specific service project and the effect of the production.
3. When inquiring about the production cycle.
4. Ask about the effect of the network, which customers are currently bringing better benefits.
5. When you express your sympathy or topic to the climax.
(2) Behavioral signals:
1. When you keep flipping through the company's information.
2. Asking to visit the company, the visit is to show a strong interest in the company.
3. When starting to discuss with a third party.
4. When expressing an excited expression.
5. The body leans forward, constantly nodding and leaning forward, smiling.
6. When there is a hesitant expression.
18. How to prompt customers to make a final decision?
When you negotiate with a customer to a certain extent and encounter obstacles, try to make the other party make the final decision. For different situations, try the following methods:
(1) Assume that the customer has agreed to sign the contract: When the customer repeatedly appears to purchase signals, but hesitates, this technique can be used to make the other party decide according to your thinking. For example, customers don't know much about the online industry, but they feel that the network is good for enterprises and product promotion. I don't know which version to make, we can say to customers: "(Some) total, you see that you will temporarily The website is set up, and then the effect is added, or the promotion of your company and products is comprehensive. Do you want to do the best? Anyway, there is not much money! You see?" Being introduced into your thinking, not considering doing it or not, but considering how to do it, actually agrees to do it. Let the agreement reach an agreement in this two-choice discussion.
(2) Helping customers to choose: Some customers do not like to sign orders quickly, even if they are interested in doing so, but they are turning around on the choice of the company and the effect of the website. At this time, we have to review the situation, lift the customer's doubts, and not rush to talk about the order.
(3) Desires: Some clients are innate and indecisive. Although they are interested in your service, they are dragging their feet and delay making decisions. At this time, you may wish to deliberately pack up and make a statement. This kind of behavior sometimes prompts the other party to make up their minds. However, in the case of fierce competition, you can't really leave the customer. Even if you leave, you should contact them immediately to avoid being exploited.
(4) Apprenticeship: When you have exhausted your tongue and made all kinds of methods ineffective, see this deal, try this method. For example: "(Some) always, although I know that online publicity is very important to your company, maybe my ability is very poor, there is no way to convince you, I admit defeat. But before admitting, please point out my mistake, let I have an opportunity to improve?" Like this humble words, it is not only easy to satisfy each other's vanity, but also to dispel each other's attitude. He may encourage you while correcting you, and may even bring a chance to sign.
(5) Suggested transaction a) Since everything is fixed, then we will sign an agreement! b) Do you still have questions about the payment method? c) Do you still have any questions, do you want to consult with people? d) Let's sign an agreement first, and I will start to prepare the following work, so that your advertising will be available to consumers as soon as possible, and benefit as soon as possible. e) If you sign the agreement now, what do you think we have to do? f) When do you want your advertising to face consumers? If you ask for it quickly, we have to do it quickly, such as signing an agreement, preparing materials, and so on.
19. What are the precautions when signing up?
(1) Be careful with gossip, so as not to give up the effort, you can't easily let the price.
(2) Try to decide things within your own authority. If you can't do it, call the manager for approval. Make sure that the customer feels that you have done your best to help the customer get the most benefits.
(3) Do not show expressions that are too happy or too happy.
(4) Try to eliminate the other person's anxiety and make it feel the best choice.
(5) Leave early.
(6) Can't argue with the customer – in the final stage, and not argue with the customer's critical comments.
(7) Make a payment immediately.
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