How to dispel customers' concerns

After several "battles", some customers are still very alert, with various concerns, and the transaction is close at hand, but they just can't sign the order. At this time, the salesman should show his sincerity, make the customer feel at ease, and then understand the real needs of the customers through clever inquiry and careful analysis, and then find ways to eliminate the doubts of the customers and let them accept their own sales promotion.

1. Give the customer a chance to "go back on our word"

The more expensive the customer buys, the higher the order amount, and the more doubts there are. According to this situation, the salesman should give the customer a chance to "repent", that is, a chance to choose again, so that the customer will make up his mind more easily and the transaction speed will be accelerated. Look at the following situation:

Salesman: "Which style of sofa do you think is better?"

Customer: "I'll think about it ..."

Salesperson: "You must have visited many stores, right? How about sitting here and watching while resting? "

customer: "ok."

salesman: "do you use it for your own home or put it at work? Which color do you like? "

customer: "I use it for my own home. I prefer the fabric and light striped one."

salesperson: "according to your description, what do you think of this one? I think it is more suitable for you. "

customer: "the white one over there is also good. Well, I'm still not sure. I'll go back and discuss it with my family! "

Salesperson: "We can replace them within 15 days. If you find any problems within 15 days, you can change them at any time."

customer: "oh, really? Great, then you can invoice me. "

the salesman made clear the customer's needs and understood the customer's concerns through communication with the customer, so he promised to "change the product at any time if there is any problem within 15 days", which eliminated the customer's concerns.

In fact, this is also a common psychology of people. Salespeople should understand this psychological function and give customers a chance to choose again, so that customers will feel safe and speed up the transaction.

2. Solve the doubt immediately after asking the reason

Salesperson: "Hello, Manager Zhang, I'm Gao Hua, the salesman of Xiangyang Training Company."

Customer: "Hello Gao Hua, what are you up to?"

salesman: "I'm currently working on the marketing skills course scheme of two units. Manager Zhang, by the way, when are you going to arrange a field development training for internal employees when we talked about it last time? "

customer: "we haven't decided on this matter yet. You let me think about it. "

salesman: "I understand your approach very well. As the general manager of the company, you should think carefully before making any decision. Can I ask Manager Zhang a question? "

customer: "what's the problem?"

salesperson: "what concerns do you have in mind? Say it and see if I can help you. "

customer: "Gao Hua, to be honest, I know that you are very kind, and we also want to do an outward bound training, but we don't know much about your lecturers, so we are very worried about the effect after the training."

salesman: "Manager Zhang, you are right. The training effect is indeed a concern of every enterprise, so it is reasonable for you to have such concerns. Do you think this is good? I just have some customer lists and phone numbers that our company has served before. I will send you a fax right away. I hope you can take the time to learn something about our lecturers and training effects. I believe they can give you a satisfactory answer. "

customer: "thank you so much!" "

The salesman in the above case handled it brilliantly. In this case, the following statements are also worthy of reference:

(1) "It is right to consider, and I will seriously consider it before buying any product. I usually consider whether the product is of good quality, whether it will be effective after use, whether the other party's service promise can be fulfilled, etc. What are you worried about now? "

(2) "Thank you very much for considering using our products, which shows that you are interested in our products, but there must be some concerns in your mind that make it difficult for you to make a decision. How about this? Tell your concerns and see if we can help solve them? "