Analysis of the reasons why customers failed to reach a deal

Analysis of the reasons why customers failed to reach a deal

Analysis of the reason why the customer didn't close the deal. When we do sales, we often encounter a situation, that is, the customer does not close the deal. Of course, we also need to analyze the reasons why customers don't close the deal. Let me take a look at the relevant information on the analysis of the reasons why customers don't close the deal.

Analysis of the reasons for the customer's failure to close the transaction 1 1. The customer has not fully understood your company, products or services, and has not really understood what benefits your products or services can bring to him;

2. Customers don't recognize and trust you very much;

3. You didn't actually make firm trading moves, and you didn't make customers make up their minds;

4. You didn't dig out the real needs of customers;

5. You didn't provide the customer with a solution that he thought would help him;

6. Customers are hesitating whether to buy now or later;

7. How much benefit and help can you bring to customers when you are worried about the effect of products or services;

8. You don't convey your confidence in the product or service to customers, or you lack confidence in the product or service;

9. The value of your product or service is not in place, which leads customers to hesitate on the price;

10, you didn't give the customer a unique reason: why should I choose you? List these reasons for your reference. As long as you think hard, you will find more reasons.

Analysis of the reasons why the customer did not close transaction 2 1. Customers think it's too expensive.

There are two main aspects that customers think are too expensive:

The first is that it is really too expensive, and the customer is not the customer who needs this product;

The second is that customers feel a little expensive, so they need to give some face and make some profits! But customers who have second thoughts must still have doubts in their hearts. How can we make our profit margin smaller? Then the product value must be shaped.

The follow-up method is as follows:

About the physical properties of the product, the text information on hinges, plates, environmental protection, countertops, sink floors, etc. Will deepen the advantages of this product and strengthen it again. What customers pay attention to is targeted. SMS follow-up.

The brand's popularity description, brand value, brand ranking, brand history and so on prove that the brand is indeed a high-quality SMS description.

I still need to discuss with my family.

The discussion between the customer and his family shows that the product is still recognized in his heart, but the customer can't make a decision at the moment.

The follow-up method is as follows:

Description of pictures and styles, which is convenient for customers and family to look at pictures together;

A written description of the gold brand, materials and environmental protection will deepen customers' recognition of the product.

3. The home improvement company hasn't produced the drawings yet. Let's take a look first.

For such customers, it is necessary to ask which company is the customer's home improvement company? Is it all-inclusive or half-inclusive? When can the home improvement company determine the drawings?

Follow-up method:

First communicate with the home improvement salesman to find out which home improvement company it is and find the corresponding designer.

Second, the water and electricity must be changed first, which has little to do with not being able to produce drawings. You can give the customer a plan in advance.

Third, keep in touch with customers in time and send warm wishes, jokes, concerns and other information from time to time.

4. The customer doesn't feel anxious.

There are two situations in which customers are not in a hurry. He hasn't got the house yet, and he's in no hurry to move in.

Follow-up method:

1. Just because we didn't get the house doesn't mean the customer won't place an order, otherwise the customer won't go out to visit the building materials market so soon in advance. We still have to make a suitable order. If the order is unsuccessful, we should maintain benign communication with the customer, and don't be too eager to accept it, which will cause excessive harassment to the customer and eventually lead to the loss of the opportunity to follow up with the customer.

2. For customers who are not in a hurry to check in, they should be informed of the change of water and electricity, and at the same time tell the teller that it takes a long time for water and electricity change design, CAD design, scheme negotiation and order making, and it is necessary to make preparations in advance.