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Zhang Chao: We Must Admit That Products Have Both Advantages And Disadvantages.

2010/6/29 9:31:00 66

There is a saying in a well-known enterprise's Internal Journal: "an excellent sales representative must tell the truth for the product. He must admit that the product has both advantages and disadvantages."

But in sales, in order to get the business done as soon as possible, some salesmen will talk about the advantages of the product, but they will hide and hide the inherent shortcomings and shortcomings of the product.

However, salespeople must admit that products have both advantages and disadvantages.

If the product is clearly defective, and the salesperson is determined to hide it and dare not admit it, then once the customer discovers the truth, even if the salesperson makes more explanation, it will be very difficult to restore customer trust.

Of course, we must admit that the shortage of products is not simply going to be there.

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All the problems of the product are listed in front of the customers.

In the sales process, we must maintain honesty and courage to face up to the shortage of products. However, we need to pay attention to certain skills.

Sometimes, although the salesperson has been honest with the customers about all the real information of the product, the customer still thinks that what you say is water. Sometimes, when the salesperson is going to tell the customer some of the defects of the product, the customer will give up the purchase because he can not accept these defects.

Mastering certain skills can not only make customers trust you and the products you sell more, but also can persuade customers more effectively, so that customers can react more positively.

(1) initiate some small problems.

There has never been a perfect product, especially for the customers.

If the salesperson only mentioned the advantages of the product from beginning to end, and said nothing about the shortage of the product, the product you sell will not only be beautified in the hearts of the customers, but will cause more misgivings to the customers.

They may take the initiative to ask, or they may be suspicious in their hearts.

In order to dispel the doubts of customers, salesmen can take the initiative to say something about the shortage of products. When they say these questions, they must be serious and let the customers feel that you are sincere enough, but the contents of these questions must be unhindered, and the other party can receive them.

When the salesperson initiatively describes the problems of the product, the customer will think you are more trustworthy.

(2) the truth is clever.

When telling the customer the truth, the salesperson is not going to tell the truth in any case or anything.

There are some problems that salesmen can say, but they can't throw them all up; some problems can't be truthfully told by salesmen, such as trade secrets.

Salesmen must pay special attention to these questions which can not be said or not, so don't talk freely to win customers' temporary pleasure.

When we talk about some problems, we can adopt the strategy of making a difference, such as: "the price problem you mentioned is not a big problem. Good product investment is naturally higher.

Just imagine, if you spend less money on products that are inferior in quality, are you very depressed? And the quality of our products is absolutely reliable.

(3) responsible for what he has said.

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When communicating with customers, members should not make promises lightly and never agree to what they can not do.

And promised customers, we must try to do it, this is not only responsible for customers, but also for their own responsibility.

If you keep your mouth open, you will not only fail to establish your credibility, but also lose the trust of your customers.

And if the salesperson agrees that the customer can't do something, he must sincerely apologize to the customer and try to compensate the customer in other ways.

(4) do not refer directly to customers.

Although salesmen should serve their clients as God as much as possible, there is no denying that these "gods" have their own shortcomings.

Sometimes they regard you as a punk because of a bad mood; sometimes they put forward too harsh conditions; sometimes they are too embarrassed to admit their real needs.

For customers' problems,

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The staff knows well and can not directly point out that this may hurt the self-esteem of the customers and affect your further communication.

Even if the customer suddenly changes his mind at the last minute, the salesperson can not be more emotional, more reproach and abuse. He must believe that he does not buy him for a reason, and put himself in a position to express your understanding and concern.

The first communication is only the beginning of a paction. Even if the customer does not buy it, just leave a deep and friendly image to the client, so that he will not come again.

The author introduces:

Zhang Chao, an expert lecturer.

He has successively served as GINDE recruitment training manager, HC360 chief trainer, BAIDU training supervisor and so on.

He has devoted himself to marketing management research for a long time and accumulated rich experience in actual combat.

Core courses: "Wan Jin line telephone sales real skills", "influential sales", "excellent sales management skills" and so on.