Home appliance channel sales skills?

First, suppose that the potential customer has agreed to buy.

When prospective customers repeatedly appear in buying signal, but are hesitant, the method of "choose one from the other" can be adopted. For example, a salesman can point to a customer and say, "Do you want a light gray car or a silver car?" Or "delivered to your home on Tuesday or Wednesday?" This "alternative" questioning skill, as long as the prospective customer chooses one, is actually that you help him make up his mind and make up his mind to buy it.

Second, help potential customers choose

Even if many prospective customers are interested in buying, they don't like to sign the bill quickly. They are always picky, constantly spinning around in product color, specification, style and delivery date. At this time, the clever salesman will change his strategy, not talk about orders for the time being, but enthusiastically help the other party choose colors, specifications, styles, delivery dates, etc. Once the above problems are solved, your order will be executed.

Third, use the psychology of "fear of not being able to buy"

The more things people can't get or buy, the more they want to get or buy. Salespeople can use this "fear of not being able to buy" psychology to promote orders. For example, a salesman can aim at a customer and say, "There is only one product left. If you don't buy it, it will be gone. " Or say, "Today is the deadline for the preferential price, please seize the opportunity, and you won't be able to buy this preferential price tomorrow."

Fourth, buy some and try them out first.

When prospective customers want to buy your products, but have no confidence in them, you can suggest that the other party buy some trials first. As long as you have confidence in the product, although the order quantity is limited at first, it is possible to give you a big order after the other party is satisfied with the trial. This "try it" technique can also help potential customers make up their minds to buy.

Five, playing hard to get

Some potential customers are naturally indecisive. Although they are interested in your product, they drag their feet and delay making a decision. At this time, you might as well pack your things and act like you're leaving. This act of pretending to leave sometimes urges the other person to make up his mind.

Sixth, rhetorical answer

The so-called rhetorical answer is that when the prospective customer asks about a product, but unfortunately it doesn't happen, he has to use rhetorical questions to promote the order. For example, a potential customer asks, "Do you have a silver refrigerator?" At this time, the salesman can't answer no, but should ask "I'm sorry! We don't make them, but we have them in white, brown and pink. Which of these colors do you prefer? "

Seven, cut the gordian knot

When you can't impress the other party after trying the above skills, you have to use your killer, cut the gordian knot and let the prospective customer sign the bill directly. For example, take out the pen and put it in his hand, and then directly say to him, "If you want to make money, sign it quickly!" " "

Eight, learn from the teacher, modest attitude.

When you have done your best and the business still fails, you might as well try this method. For example, "Manager X, although I know that our products are absolutely suitable for you, my ability is too poor to convince you, so I give up. However, before you leave, would you please point out my shortcomings and give me a chance to improve? " Humble words like this can not only easily satisfy each other's vanity, but also eliminate each other's opposition. He will give you advice and encouragement, and sometimes he will give you an unexpected command to cheer you up.