Sometimes businesses properly expose the shortcomings of goods to consumers, which can not only gain consumers' trust in themselves, but also dilute the shortcomings and strengthen the advantages.
Xiao Wang is a salesperson in the sales office. Once, he was in charge of selling houses in the city. The area is ok and the traffic is convenient. This is a good choice. However, this house has a disadvantage that several rooms have poor lighting.
One day, Xiao Wang showed his clients the house and explained it to them. It can be seen that the customer is very satisfied with the house. But at this moment, Xiao Wang said to the customer, "Sir, I can see that you are very satisfied with this house, but I have to tell you that the lighting of this house is not very good." If you have old people in your family, you'd better not buy this house. "
At first, the customer was shocked, but then his face became beaming. He said to Xiao Wang, "I used to build houses. As soon as this house came in, I knew that the lighting was not very good. Young man, I met a salesperson like you for the first time. It's really great. Aren't you afraid I won't buy it when I leave? Tell you the truth, young man, I bought this house, but I originally bought a building, and now I buy your reputation. "
Why did Xiao Wang tell the shortcomings of his goods, and instead of letting customers go, he succeeded? Let's analyze it. For this customer, it is obvious that he is prepared. Even if Xiao Wang doesn't say that the house is not well lit, I believe the customer already knows. If Xiao Wang praises how good the house is and doesn't mention the shortcomings of lighting, it will only be the distrust of customers. But if Xiao Wang tells the shortcomings of the goods on the spot, he will not leave a bad impression on customers, but will highlight his honesty and gain the trust of customers. In this case, how can customers not buy the goods of such honest sellers?
The shortcomings of some commodities can be seen by discerning consumers at a glance, even if the merchants don't say it. The shortcomings of some commodities, even if they are not easy to see, are hard to hide when encountering experienced consumers. Therefore, in the face of these two situations, the sales staff might as well explain it to consumers locally at that time. This will not only enable you to take the initiative in sales, but also gain the valuable trust of consumers. Why not?
Exposing the shortcomings of goods in broad daylight may be the last thing a merchant wants to see, or it may be a tragedy. However, this tragedy will have a comedy ending, and smart businesses may wish to try it.
In sales, words need to be constantly studied and tempered, and can't be copied mechanically!
In sales, we must always take the initiative in sales!
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