It is very important to master some skills in closing a transaction. What are the ways to solve customer concerns and facilitate transactions? Let's share with you the verbal skills of communicating with customers, which can be used flexibly for different customers.
When introducing products, try to describe the picture that makes customers look better. For example, when introducing the hydrating and whitening effect of the mask to customers, it is better to directly say that customers' faces will become more elastic, tender, smoother and more moist after using the mask, and insisting on using it can make their skin look ten years younger than their peers.
Don't talk after the customer makes an inquiry. Because this time is the time for customers and businesses to have a psychological game, then whoever speaks first will lose. Of course, when quoting, don't just quote figures, take out the discount together, and then wait for the customer's answer in silence.
Providing customers with two solutions to the problem, no matter which one the customer chooses, is a result we want to achieve. In this way, for example, customers can directly say whether to eat or pack here, so that customers can avoid the question of "do you want it" and let customers answer the question of "A or B". When guiding customers to clinch a deal, don't put forward more than two choices, because too many choices will make customers at a loss.
Show all the actual benefits that can be brought to customers after the transaction is concluded, sort the things that customers care about in order of importance, and then closely combine the characteristics of products with the problems that customers care about.
For example, the customer is very concerned about crow's feet in the corner of her eyes, so it is good for her to emphasize that there is no crow's feet, and her face value has improved. Seeing how much younger she is, the customer will be happy and will urge the customer to finally reach an agreement. Preferential trading method
A method of prompting customers to buy immediately by offering preferential conditions. When applying these preferential policies, we should pay attention to three points:
1, let the customer feel that he is special, and your discount is only for him, so that the customer feels that he is distinguished and unusual.
2. Never discount casually, otherwise the customer will make further demands until the bottom line is unacceptable to you.
3. Explain that my power is limited. I can't do this. I need to ask the above questions that are beyond my ability, and then change the subject and make some extra concessions.
The closer your product is to the result that customers want, the easier it is for customers to buy! Because what customers want to buy is not your product, but the result! Therefore, it is useless to talk about the functions and advantages of products! Only talk about the results that customers want most! ! Put 90% of time and energy on the results, only 10% on the products! The key point of describing the result: let customers achieve the result most easily, quickly and safely!
Take advantage of the "fear of not buying" mentality. The more you can't get or buy something, the more people want it and want to buy it. This is the weakness of human nature. Once customers realize that buying this product is a rare opportunity, they will take immediate action. Mainly to grasp the customer's psychology of "winning without arrogance and losing with grace", and to make the other party make a purchase decision in time by exerting certain pressure on the customer.
Generally, we can start from these aspects:
A, the quantity is limited, mainly similar to "the purchase quantity is limited, and I want to buy it as soon as possible".
B, limited time, mainly to enjoy the discount within the specified time.
C, limited service, mainly in the specified quantity will enjoy better service.
D, price limit, mainly for the goods to be increased.
Contrast is easy to understand, that is, take the shortcomings of other people's homes to highlight their own advantages. Smart salespeople generally compare two, three or even more. Comparing with market data is much more effective than comparing with simple product data.
A serious and rigid person, a person who loves to laugh. Who do you want to chat with these two people? It's not a bad thing to laugh more when chatting. As the old saying goes, people who love to laugh are not bad luck.
These closing skills are very effective in conquering customers' psychology. Sales skills can highlight the characteristics of their products according to the needs of customers, double the transaction rate, and retain customers who want to buy or are still hesitating.