case 1: closing a customer with the mentality of not closing a deal.

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A large supermarket with a female boss. With the mentality of chatting and visiting, I went to the door to strike up a conversation:

"Hello, boss, I'm a sales person of Pepsi." I said.

"En" is the boss's answer.

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"I just walked around before I came in and saw the display of products. There are many varieties here and the sales volume should be quite good. It seems that the proprietress is quite good at choosing location and doing business." I said with a smile.

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"Pepsi's, right? Your sales are unreliable ~ "The proprietress said impatiently with a bitter gourd face.

"what can I say? It seems that I met you for the first time, right? What's wrong? " I answered.

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.................................................................................................................................................................... I wondered in my heart, what happened? I didn't offend her, and I didn't provoke her. Is it because I am a salesman who gives people a strong sense of promotion or something bad? I stood by and thought for a while and began to make an action: I went to the refrigerator to place the goods, and then I took a Pepsi to pay for it. The proprietress seems to have changed her attitude when she sees me working and shopping. I smiled and said, "Elder sister, it's the first time I met you. What unpleasant things did you have with Pepsi before?" Can you tell me? "

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"You don't have a good salesman at PepsiCo, they are all bluffing guys. Your last salesman said that he signed a stack fee with me, let alone gave it to me, and everyone was gone. There is also a redemption ticket. Suddenly one day, I came over and told my son that I had to recycle the redemption ticket when it expired. At that time, he gave him the redemption ticket without knowing it. There were hundreds of dollars of redemption tickets there, and then people disappeared. I really believe your salesman blindly. " The proprietress said angrily.

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"Don't be angry, elder sister. It's true that the last salesman didn't do enough in this respect. I'm really sorry about this ~"

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"Well, it's all over. Anyway, what you salesmen said is not credible. Forget it and go." The proprietress's attitude is still cold.

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"It's all right, I'm here to learn about the situation. After all, this former knot still needs to be solved, and I want to solve it, too. How about this, I use the resources given by my company, you help me display some products, I will give you a rebate, and then I will compensate you for a little loss before. Do you think this is ok? "

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"Handsome, no need, you'd better find another home." The proprietress said with a smile.

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"Elder sister, I want to help you solve the problem. If the company's problems persist before, I'm not at ease. After all, I have to mix in this market. Well, think about it. I'll go back and see if I can help you apply for some other compensation." I said calmly.

"well, suit yourself."

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"Ok, I won't bother you first, and I'll talk to you in detail next time." I answered with the feeling that I would not make a deal this time.

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Just before I left the store, the proprietress suddenly called me, "Handsome, wait."

"what's the matter, boss?" I said with a smile.

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"Handsome looks like you have a good attitude and are sincere. I'll get some goods from you first this time, and you can just compensate me for the display expenses just mentioned."

"ok, thank you for your support." I said happily.

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Later, this store clinched a deal at the first chat, and later became my big customer.

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I summed up three points in this chat and sales action:

First, if you are rejected or ignored, you should take the initiative to do something for your customers to reduce their sense of rejection.

Second, if you encounter a customer's problem, you should try your best to use your own advantages to help her solve it. Once the problem is solved, everything will be easy to say.

Third, we should be steady in mind, not in a hurry to close the deal, and put the customer's problems and needs first.

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Case 2: An order of magnitude visit destroys the psychological defense of customers.

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This is also a customer with a good location and a large sales volume. I also started visiting strangers.

(first visit)

"Hello, Mrs. Boss, I'm a salesman of Pepsi." I said and handed her my business card.

"En" is the boss's answer.

"I just looked at the surrounding environment and the flow of people before I came in. It's very good. It seems that the proprietress is quite good at choosing the store location." I said with a smile.

"ok, what's the matter?" The proprietress is very cold.

"hmm ~ I just took over this area, and when I saw this well-selling shop, I couldn't help but come and talk. I mean no harm. " I said with a smile.

"Oh ~" boss's attitude is still cold.

"The boss's wife has nothing to do. I'll go first and visit you next time." I felt something was wrong with the atmosphere, so I quickly left.

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(It's my second visit. I had a nice weekend last week, and this time I brought some gifts)

"Hello, elder sister, I was here last time, and this time I brought you some small gifts, hoping to give me a chance to talk with you." I said with a smile.

"That's very kind, thank you." The proprietress changed her attitude.

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"The weather has been very good recently. It seems that the drinks are selling well. By the way, how is Pepsi selling? How many pieces can you place an order at a time? " I began to deliberately test the customer's reaction and collect data.

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"It's not bad, isn't it? Last time, I won three pieces and sold almost all of them. Pepsi still sells well here." If the boss picks me up.

"Oh, I'm relieved then ~ By the way, does your wife-in-law sound like a native of Hubei?"

"Yes, how can you tell? My hometown is Xiaogan, Hubei. "

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"Because I know a girl who is also from Hubei, and her voice is a bit like yours, so I took a guess, but I didn't expect to get it right. Haha, I also heard that Hubei people are particularly smart and capable, and they are careful. They are business people. "

"Handsome, you are really good at talking. It seems that you have been in sales for a long time. Where are you from?"

... In this way, McKay gave some information about the customer, talked for ten minutes, and then ended his visit.

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(On my third visit, I gave her a gift cup from the company)

"Handsome, how embarrassed you are to send me something every time you come." The proprietress smiled happily.

"elder sister, it's nothing. It's just some small gifts from the company. It's nothing. The most important thing is that you can use them. Just be happy."

"Handsome, you are nice. Why don't I take some goods from you this time? I'm short of them this time, too, but the price should be reasonable in the early stage, but it can't be more expensive than mine." The proprietress said with a smile.

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Then we started to talk about products and prices, but because the price on my side was slightly higher, the negotiation and chat time was shorter, so we left halfway. The cooperation failed for the first time.

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(fourth visit: continue to be kind: get a cup and take away a special product)

"Sister, this time I brought you something delicious, which was sent to me by my classmate. It happened that I was passing by here today, and I wanted to bring you some to taste, to see how the special product given by this classmate tasted ~"

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"You are too! The proprietress smiled shyly.

"Nothing, because I'm very happy to chat with you, so I'll give you a taste. Let's talk for a while ~"

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I talked with the boss's wife over dinner for ten minutes, and then I said I had a task to leave today. When I first went out, the proprietress stopped me and said, "Handsome, place an order for me. I think you are so nice. It doesn't matter if you need that dollar. I'll get the goods from you later." I am very happy to hear it.

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In this way, after several visits, I still feel a sense of accomplishment in my heart. Although the sales action has not been done well, at least fuzzy sales have been launched conditionally and applied to sales. Only when people are fixed, things will be done.

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Summary: The two cases are my two small practices and processes in three months. They are two small cases in which I encountered various problems in the sales process and my human feelings were thorough, especially the big customer in the second case. Because of the good customer relationship, I became a model customer in that street, affecting some customers around, resulting in the distribution rate of new products in this street reaching 91%.

I'm "Mai Ye", with more than ten years' sales experience. I like to make friends with sales experts from all walks of life to exchange and learn, and share them for you guys for free every day. Join the group if you want to communicate together, no advertising, no exchange of useless things, Maitouwei method, free to join the group: 283647381 verification: 688, give away mysterious dry goods, but ask for a confidant and stay with you for 51 years!

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