decoration and sales skills:
1. "I'll think about it" closing words
What should we say when the customer says he wants to think about it?
shopping guide:
Mr. (Miss), obviously, you won't take the time to think about it unless you are really interested in our products and services, right? I mean, you told me to think about it, not just to avoid me, right?
so I can assume that you will really think about it, right? Can you let me know, what exactly do you want to consider? Is it product quality, after-sales service, or what did I miss just now? Mr. (Miss), to be honest, will it be because of the price?
2. "Off-season" transaction method
When the customer talks about the off-season of decoration recently, what should he do?
shopping guide:
Mr. (Miss), many years ago, I learned the truth of life. Successful people sell when others buy, but they sell when others are buying.
Recently, many people feel that it is the off-season, but for our company, it is only in the off-season that we have more experience to provide comprehensive and thoughtful services to our customers. And the off-season decoration materials will also save a lot. Mr. (Miss), you can get cheaper price and higher service quality than usual now. Would you like it?
3. "Out of budget" closing method
When the customer (decision-maker) is prepared to delay the closing or lower the price on the pretext of not having enough budget, what should you do?
shopping guide:
Mr. (Miss), I fully understand what you said. You must have carefully calculated your own budget. If the renovation of your home we are discussing today means that you will live in 2111, would you like to increase your budget a little bit to make your family live more comfortably in this 2111? After all, it's a long-term house. It's a pity to reduce the quality of living because of the budget, don't you think?
4. "Customer Bargaining" Transaction Method
What should you do when customers are used to haggling for you?
shopping guide:
Mr. (Miss), I understand your idea. When choosing decoration, the average customer will pay attention to three things: 1. Quality; 2. service; 3. Price. But in reality, I have never seen a company provide customers with the best quality, the best after-sales service and the lowest price at the same time.
that is, it is impossible to have these three conditions at the same time, just as it is impossible for Mercedes-Benz to sell the price of Santana. So if you want to choose a product now, which one are you willing to sacrifice? Willing to sacrifice the excellent quality of our products or the excellent after-sales service of our company? So sometimes it's worthwhile for us to invest more and get what you really want, don't you think?
5. irresistible closing method
what should you do when the customer is not clear about the value of the product or service and feels that the price is too high and there is still some resistance?
shopping guide:
salesman: how much do you think you are willing to spend for the comfortable life of you and your family in the next 11 years?
customer: 1 million!
Salesperson: If we don't need 1 million yuan, the service we provide can make your family live in a comfortable environment. Would you like it? As long as 511 thousand Would you like to? If you don't need 511 thousand, what if you only need 11 thousand? What do you think? It can be used for 11 years, with a year of RMB 1,111, a year of 51 weeks, a week of 211 yuan, and an average of less than one day of investment in 31 yuan. 31 yuan/Day, do you think it is worthwhile to spend 31 yuan every day for the happiness of you and your family in the next 11 years?
6. "Economic Truth" Closing Method
What should I do when the customer wants to get the highest quality product at the lowest price and the price of your product is not negotiable?
Shopping guide:
Salesperson: Mr. (Miss), sometimes it is not completely correct to guide us to make decisions by price, right? No one wants to invest too much money in a product, but sometimes they will regret investing too little. If you invest too much, you will lose some money at most, but if you invest too little, you will lose more, because the products you buy can't bring you the expected satisfaction.