As a salesperson, it is not the first time that someone has complained to me that I am in a passive position. As long as the customer says "not interested", it is useless to prepare a thousand words in advance. What should I do? How can we change passivity into initiative?
First, if the customer says to think about it, you should take the initiative!
This is one of the common refusal words of customers, "I'm thinking about it." If this is the time when you don't invite the next telephone communication, the customer's consideration will be endless.
What you need to say at this moment is: "I'll call you again at the weekend." What is convenient for you? "
Second, if customers want to discuss with colleagues, you should take the initiative!
Whether the customer says "I'll contact you later" or "I need to discuss it with my colleagues", it's just an excuse. If you acquiesce, you lose the initiative.
Therefore, as a salesman, you should reply: "I totally understand your idea. After all, my words alone cannot prove whether this cooperation is really beneficial to your company. Why don't I bring you the information next week? " I wonder if you have time? "
Third, if the customer directly answers no, you should take the initiative!
"I don't need"; "I'm not interested" is the most common sentence that salespeople hear when they call customers. In fact, anyone who receives a strange sales call will answer like this.
As a salesperson, you should say, "You are right. If I don't see any information, I won't be interested. I wonder if you are free this weekend. It's not too late for me to bring it here and explain it to you in person, and then make a decision! "
Fourth, if the customer asks for the first information, you must take the initiative!
I believe that such a reply will be familiar to salesmen who often contact customers by phone, but often the information is sent out, but it is no longer there. What should I do?
Experienced salespeople will reply: "Before contacting you, our company has tailored this scheme for your company, but in order to ensure that it meets the needs of customers, we need to have a detailed conversation with customers to meet their real needs. I don't know if you are free next Monday. I'll explain it to you in detail in person. "
Fifth, the customer says you are not available, so you must take the initiative!
However, whenever there is an appointment for an interview, customers will say that they are not available, or have a meeting and other excuses to "decline" the interview.
At this time, such a reply can make the other party reluctantly accept: "Don't worry, I won't keep you too long. I just need a few minutes. I'll leave when I'm finished, and I won't delay you for another minute. "
In the dictionary of sales, there must be no word "passive". Whether you can be "absolutely proactive" depends on whether you really want to place this order. The above statement is just an example. Learning and using it flexibly can help you to be in an invincible position and eventually become the sales champion of the company!
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