1. straight-through method
This method requires the salesman to directly target the customer's main purchase motivation, directly sell to him, catch him off guard, and then "take advantage of it" to convince him in detail. Please look at the following scene: the doorbell rings and a well-dressed man is standing on the steps of the gate. When the host opened the door, the man asked, "Is there an advanced food blender at home?" The man was shocked. The host didn't know how to answer this sudden question. He turned to discuss with his wife, who was a little embarrassed but curiously replied, "We have a food blender at home, but it is not particularly advanced." The salesman replied, "I have an advanced one here." With that, he took out an advanced food blender from his bag. Then, it goes without saying that the couple accepted his promotion. If the salesman changes his way of speaking, he will say, "I'm a salesman of company X, and I'm here to ask if you want to buy a new food blender." What do you think about the promotion effect of this kind of talk?
2. Continuous confirmation method
This method means that it is easy for customers to answer questions raised by salespeople in a favorable tone. That is to say, the salesman continuously asks the customer to answer "Yes" to a series of questions raised in his sales instructions, and then, when it is necessary to sign the bill, it creates favorable conditions for the customer to make a positive answer again. If a salesperson wants to find a customer and calls a new customer without saying hello in advance, he can say, "I'm glad to talk to you." It must be important for you to improve the company and turnover, isn't it? " (Few people will say "it doesn't matter"), "Well, I'll introduce our X product to you, which can help you achieve your goal and live a more chic life. You really want to achieve your goal, don't you? " This will make the customer "yes" to the end.
Using the method of continuous affirmation requires salespeople to have accurate judgment and agile thinking ability. Every question should be put forward after careful consideration, especially the structure of the dialogue between the two sides, so that customers can make a positive answer according to the salesman's intention.
Arouse curiosity
The way to induce curiosity is to directly explain the situation or ask questions to potential buyers at the beginning of the meeting, and deliberately say something that can stimulate their curiosity and lead their thoughts to the benefits you may offer them. For example, a salesman handed a note to a customer who refused to see him many times, which said, "Could you please give me ten minutes? I want to ask your advice on a business problem. " The note aroused the curiosity of the purchasing manager-what questions did he want to ask me? At the same time, it also satisfied his vanity-he asked me for advice! In this way, obviously, the salesman was invited into the office.
However, when the method of arousing curiosity by asking questions is almost a trick, you will often get nothing from this method, and once the customer finds out that he has been cheated, your plan will be ruined.
4. "Learning from words" method
The method of "learning from words" is to affirm customers' opinions first, and then say what you want to say by asking questions on the basis of customers' opinions. After some persuasion, the customer couldn't help saying, "Well, we really need this product at present." At this time, the salesperson should seize the opportunity to say, "Yes, if you think that using our products can save your company time and money, how long will it take to conclude the transaction?" In this way, it will come naturally. Without tenderness, customers will naturally buy it.
5. Hedgehog effect
Among all kinds of problems in promoting business transactions, "Hedgehog" technique is a very effective one. The so-called "hedgehog" reaction is characterized by that you answer the customer's question with a question. You use your own questions to control the negotiation with customers and lead the conversation to the next step in the sales process. Let's take a look at hedgehog reactive questioning method: Customer: "Does this insurance have cash value?" Salesman: "Do you attach great importance to the question of whether the policy has cash value?" Customer: "Absolutely not. I just don't want to pay any more for the cash value. " For this customer, if you blindly sell him the cash value, you are pushing yourself into the river and sinking to the end. The man doesn't want to pay for the cash value, because he doesn't want to regard the cash value as a benefit. At this time, you should explain the meaning of the term cash value to him and improve his understanding in this respect.
Generally speaking, asking questions is better than speaking. But it is not easy to ask questions with weight. In short, there are two main questions:
1. Ask exploratory questions. In order to find out customers' purchase intention and how to get the benefits they need from the products they buy, so as to provide them with appropriate services according to their needs and reach a deal.
2. Ask leading questions. Let customers trust the products and services you intend to provide them. Again, if you tell them, they will be suspicious; Let them speak for themselves. This is the truth.