How to close customers quickly in sales? The sales industry is a difficult but fast-growing industry. As long as you work hard, you will certainly get something. For example, if you want to close a customer quickly, you can learn some skills and methods and practice more, and you will definitely become a champion. Here's a quick way to share sales with you.
How to close a customer quickly in sales 1 The first method, the request closing method, is also called direct questioning method. In simple and clear language, directly put forward trading requirements to customers. In this way, the salesman seized the opportunity and took the initiative to "attack". Only when the request transaction method is used under suitable conditions can the expected effect be achieved.
The second method, the hypothetical trading method. It is based on the positive assumption that "customers will buy". Taking this as a starting point, the salesman gradually introduced various sales promotion methods, and once there is progress, he can ask the customer for a deal. Using this method, the salesman artificially puts forward the starting point of negotiation between the salesman and the customer, making the customer feel that the transaction is inevitable.
The third method, the puzzle solving method. It refers to a method of trying to solve customer objections in order to promote the success of sales promotion when customer objections have occurred in the transaction stage. Under normal circumstances, to solve the objections in the closing stage, we can no longer use the language of dealing with sales objections and sales skills. It is necessary to solve customers' problems through objection detection.
The fourth method, induced selection trading method. It refers to the transaction mode in which the salesman determines an effective selection range for the customer and asks the customer to make a choice immediately. This is an excellent way to provide customers with two different choices, so that they can choose one without the possibility of making a third choice.
The fifth method, the herd trading method. It refers to a trading method in which salesmen use the herd mentality of customers to induce or urge customers to buy the clothing products they sell immediately.
The various ways in which salespeople use herding effect must be based on facts and take reputation as the criterion, and they must not fabricate facts to deceive customers, otherwise the herding effect of customers will affect the reputation of clothing stores and undermine the promotion work.
The sixth method, incentive trading method. Refers to a method by which a salesman uses the principle of counter-suggestion to urge customers to close a deal quickly. Salesmen stimulate customers' self-esteem through certain language skills.
Urge customers to complete trading behavior under the action of rebellious psychology. The goading method is suitable for special customers, especially those who are arrogant, withdrawn, serious and cautious, not good at interpersonal communication, indifferent, contemptuous of others, subjective and stubborn, self-righteous, self-respecting and narrow-minded. When using the incentive trading method, we should grasp the discretion and encourage in good faith to urge customers to do the opposite.
The seventh method, the small transaction method. For clothes with higher prices, ordinary customers will not make a purchase decision easily, but will think twice before making a decision, sometimes even after repeated consideration.
Salespeople should not put forward the transaction directly, so as not to put pressure on customers' hearts, but gradually clear the doubts in customers' hearts through a series of tentative questions, step by step, and gradually approach the goal.
The eighth method, prompt trading method. It refers to the method by which sales staff can urge customers to make a purchase decision by summarizing the advantages of the products they sell and the benefits after purchase.
As long as the salesman clearly lists the characteristics, advantages and benefits of the goods, and ensures to meet the needs of customers, let customers weigh the pros and cons and make appropriate choices; If the profit is large, the customer will agree to the transaction. Otherwise, no matter how persuasive the salesperson is, it is difficult to close the deal.
The ninth law, preferential trading law. It refers to the transaction mode in which salespeople use customers' profit-seeking psychology to attract customers to buy promotional products by providing them with preferential conditions.
It follows the strategy of leaving room for promotion. When the promotion is difficult to achieve, it is convenient to release various preferential conditions in time to alleviate the dilemma of promotion.
The tenth method, the opportunity trading method. It refers to the closing method of prompting customers to buy promotional products immediately by reminding them of the last closing opportunity in time. In the promotion stage, we can take advantage of trading opportunities, price concessions, the number of combined goods, various promotion methods and so on. The application of opportunity trading method can put pressure on customers and enhance the persuasiveness and appeal of trading.
How to sell quickly? Customer 2 first judges the intended customer.
A very important reason why sales don't sign the bill is that we don't judge the intended customers. First of all, we must clearly determine the general criteria for judging the intended customers. The three criteria of target customers are money, power and demand. These three standards are applicable to any customer in any industry. Let's take a look at it in turn.
1 Rich (purchasing power)
The money here means that the customer has strength, the company is large in scale, the business scope is wide, the registered capital is high, the customer's company has money and the economic purchasing power of the products.
If you sell luxury bags, it depends on whether the customers entering the store are carrying luxury bags and wearing some luxury jewelry;
If you sell Internet advertisements, first ask your customers whether they have done some Internet advertisements and how much they have spent.
If you are selling wealth management products, you must first ask whether the customer has done wealth management and how much money has been invested.
Newcomers especially like to have problems at this point. Many newcomers have been chatting with customers without knowing whether they have financial strength. At the end of the chat, the client said that I was a little short of money recently, and I will do your online advertisement when I have money later. This is a great waste of time and energy.
Before talking about customers, you must know whether customers have strength, because it is useless to talk with customers who have no purchasing power.
2. Rights (decision-making power)
The right here means that the customer has the decision-making power to buy the product, and he can make the final decision directly. Newcomers who have just entered the sales business are particularly prone to problems in this link.
There was a new sales Xiao Wang in my colleague's department before. He talked with a vocational education manager Li for nearly two weeks, calling and interviewing, but he never asked the customer if he could make a final decision.
Just as manager Li promised to cooperate and prepare to report to the boss, the marketing director asked manager Li to sign a contract with another sales Xiao Zhang. It turns out that the customer that Xiao Wang has been following is the marketing manager, not the decision maker, but his boss is the decision maker.
Just as Xiao Wang followed up with the marketing manager, Xiao Zhang followed up with the marketing director, and Xiao Zhang, who finally followed up with the decision-maker, won this order, and Xiao Wang Bai was very busy.
It can be seen that before the formal talks, it is necessary to confirm whether there is a decision-making purchase right, otherwise it will be useless to do more.
3 There is demand (purchase need)
Demand means that customers have purchasing needs, and customers need this product to help themselves. The money and power mentioned above are easy to judge, but it is not easy to find the needs of customers and it takes a lot of effort.
Demand is divided into immediate demand and potential demand.
Immediate demand refers to the demand that customers must solve some problems at this moment; Potential demand refers to the purchase demand generated by customers who are still satisfied with the status quo but still want to continue to improve.
You have to find out what kind of needs customers have, and then solve them in a targeted way. The key to exploring requirements is to ask questions, and preparing questions is the key to exploring requirements. The third part of this paper will talk about the specific methods to explore the demand.
2 buying signal of the intended customer.
Intentional customers will release some buying signal, so you should be good at capturing it. Intentional customers in different industries have different signals, but there are probably the following points:
Customers of 1 began to ask if there were any discounts.
There are more and more questions, and I began to ask about product details and after-sales service.
Attitudes towards sales began to improve and people became a little excited.
4. Start asking friends for buying advice.
If you are engaged in Internet search engine network promotion business, the following six signals represent customers' purchase intention.
1 The customer bargained and wanted a discount.
Customers ask about the promotion effect and consumption of peers.
The customer basically knows clearly and asks for an interview.
4. Customers consult and sell personal work experience and other matters.
5 customers ask about after-sales service and related account opening details.
6 customers have new products, new projects and new websites to go online.
Be sure to carefully identify the customer's buying signal, and then quickly attack to win the order.
How to deal with customers quickly in sales 3 How to deal with interested customers quickly?
I have always regarded sales as a doctor and customers as patients. What methods do doctors have to treat patients? Can you apply the method of seeing a doctor to sales? How does sales help customers solve problems? Is there anything that must be done in the sales process?
With these questions, I have been thinking and finally found the answer to the question when I was doing independent thinking recently.
Bian Que, an imperial doctor in the Warring States Period, created four diagnostic methods: looking, smelling, asking and feeling, which became the medical program of Chinese medicine. According to Bian Que's hope, smell, ask and cut, I combined many sales scenes and created the "Jin Wang four-word trading method", which means hope, smell, ask and cut.
Hope: observe attentively, look at facial expression, mental state, image temperament, behavior and manners.
When you meet a customer, you should first look at the customer's image and temperament, whether you are happy, whether your mental outlook is good or not, and what kind of behavior the customer has. Through these, you can preliminarily judge whether the customer's personality conforms to your target customer portrait, the customer's mood at this time, and his attitude towards this cooperative interview.
Many times, when you meet a customer, you probably know whether the customer can sign the bill. The customer's facial expression, mental state, image temperament and behavior always convey to you whether he will sign the bill or not and whether he has any concerns. You must observe carefully.
Smell: Listen attentively and listen to the pronunciation and intonation of the speech.
Listening to the voice and intonation of customers can preliminarily judge their cooperative attitude. If the voice is very low and the tone is very low, it means that the customer does not attach great importance to this cooperation. Of course, if the customer is such a character, it is another matter.
It is also very important to listen attentively, not only to what the customer says, but also to the implication of the customer. There are three particularly important listening skills to share with you.
1 Be sure to communicate in a quiet place, otherwise the probability of not signing the bill will increase.
Pay attention to customers. Don't be distracted, don't look around, don't interrupt, and keep eye contact.
After the customer has finished speaking, repeat or relay his words. For example, "according to my understanding, you mean to worry about the quality of our service in the later period, right?" The advantage of this is that you can grasp the key points of the conversation and avoid digression.
Question: Ask questions with your heart, past, present and future, the six elements of a question.
Asking questions to customers is a very important way to explore customer needs. There are two forms of problems.
1 open question
You can ask the customer's past, "customer's wealth and entrepreneurial history"
Ask "the biggest difficulty customers encounter" now
Ask the future "what kind of development plan does the customer have"
These are all open-ended questions, which can make customers open their hearts and help you close the distance with customers.
Two specific problems
After years of sales experience and problem analysis, a set of "six elements of problems" for enterprise customers is summarized, which are asking for basic information, decision makers, enterprise demand, procurement budget, cooperation time and competing product information.
If you are engaged in Internet advertising business, please refer to the following "Question 6 Elements".
Basic information: customer company size, product line, number of sales staff, sales model, etc.
Decision maker: Ask if it is a decision maker.
Enterprise demand: ask customers if they have any problems to solve and what kind of cooperation needs they need.
Advertising budget: ask customers about the promotion expenses and budgets of other online platforms.
Launch time: ask the customer about the expected cooperation time.
Competing company: Ask the customer if any competitors are contacting him.
Mastering the "six elements of question" can help you quickly understand the customer's problems and find the gap to break through. A good salesman is not a good talker, but a good questioner. Be sure to ask more questions during the sales process.
Cut: act with your heart and provide the best customer experience.
No matter what industry you are in, if you can't put customer experience first, your business will eventually fail. As a salesperson, you must create a quality experience for your customers. I summarized the experience, concepts and principles used by eight Fortune 500 companies.
1 Be sure to have a good attitude and never treat customers coldly.
You must do what you promise, never just promise not to serve.
3 professional image, what products to sell must meet the image requirements of what products, and what to do must be like.
4 professional, to be able to help customers solve problems professionally, rather than asking three questions and four questions without knowing what to ask.
Create surprises, such as sending birthday wishes and gifts to customers.
Let customers find you at any time, and never refuse to answer customers' calls. No matter whether the customer complains or complains, you should answer the phone, otherwise it will seriously affect the customer's service experience.
7 Good mental state, no matter when and where you go to see customers, you should show your best mental state and let customers feel your work spirit.
When dealing with the problem in the first time, you must help the customer solve the problem as quickly as possible. Don't delay or ignore it.
The above is the basic explanation about seeing, listening, asking and being earnest, which can be summarized as "observing, listening, asking and acting with your heart". In order to make it easy for me to remember, I made a picture of the "Jin Wang four-character trading method", as follows:
Look, smell, ask and experience.
Summary:
Learning to judge the intended customer is a very important skill in sales, and it is also a basic skill, so we must firmly grasp it. No matter what industry you are in, you should work out your own industry's intentional customer judgment standard and buying signal. No matter what industry you are engaged in, the "Jin Wang four-character trading method" can help you speed up the signing of bills and make it easier.