A complete collection of selling skills and vocabulary of leather shoes

Sales is a game to judge heroes by their results, and sales means closing a deal. Without the transaction, even the best sales process can only be a romantic night. In the salesman's mind, there is no choice but to close the deal. But customers are always "not enough friends" and often "close the door". Only when the salesperson unties the customer's "heart knot" can the transaction be realized. In this process, the method is very important. The following are several closing methods introduced in sales skills to eliminate customers' doubts:

1, the customer said: I'll think about it.

Countermeasure: Time is money. Time is rare, so we must hurry.

(1) Query method:

Usually, in this case, the customer is interested in the product, but it may be that you haven't figured out your introduction (such as a certain detail), or you have ulterior secrets (such as no money, no decision) and dare not make a decision, and then there are quite detached words. So we should find out the reason by asking, and then prescribe the right medicine. Sir, I didn't explain clearly just now. You said you should think about it?

(2) Hypothesis method:

Assuming that the transaction is completed immediately, what benefits (or happiness) can the customer get? If the transaction is not completed immediately, they may lose some benefits (it will be very painful) and use people's hypocrisy to facilitate the transaction quickly. Mr. so-and-so must be very interested in our products. Suppose you buy now, you can get ×× (plus gifts). We only come once a month (or have a promotion), and now many people want to buy this product. If you don't make a decision in time, you will …

(3) Direct method:

By judging the customer's situation and asking the customer questions directly, especially when the male buyer has money problems, the direct method can irritate him and force him to pay the bill. Seriously, Mr XXX, is it because of the money?

Or are you trying to avoid me?

2. The customer said: It's too expensive.

Countermeasure: You get what you pay for, but it's not expensive at all.

(1) comparison method: ① comparison with similar products. For example, the XXX brand in the market, this product is much cheaper than the XXX brand, and the quality is also better than the XXX brand. ② Compared with other projects of the same value. For example, if you have money now, you can buy a, b, c, d and other things, and this product is what you need most at present, so it is not expensive at all.

(2) Disassembly method:

Disassemble several parts of the product and explain them part by part. Every part is not expensive, so it is cheaper to combine.

(3) the average method:

It is most effective to spread the product price to the month, week and day, especially for some high-end clothing sales. How many days can you wear ordinary clothes, but how many days can you wear famous brands? On average, it is obviously cost-effective to buy expensive brand names every day. How many years can this product last? According to xx years, xx months and xx weeks, how much is actually invested every day? You can get this product every time you spend xx money, which is worth it!

(4) praise method:

Through praise, customers have to pay for face. Sir, as soon as I look at you, I know that I usually value XXX (such as appearance, taste in life, etc. ) and will not be reluctant to buy this product or service.

3. The customer said: The market is depressed.

Countermeasures: buy when it is bad and sell when it is good.

(1) Please:

A wise man reveals a trick: when others sell, the winner buys; When others buy, the winner sells. Nowadays, decision-making requires courage and wisdom, and many very successful people have established the foundation of their success during the economic recession. By saying that buyers are smart, smart, successful, please customers, and lose their wallets when they get carried away!

(2) Small method:

Prosperity is a big macro-environmental change, which cannot be changed by one person. For everyone, it is still step by step in a short time, and everything is "business as usual". In this way, things will be diluted, major issues will be handled lightly, and the impact of the macro environment on the transaction will be reduced. For example, many people are saying that the market is depressed these days, but it doesn't have much impact on us personally, so it won't affect your purchase of XX products.

(3) Example method:

Take the example of our predecessors, successful people, people around us, fashion, leaders and singers' idols, so that customers can feel yearning and impulse and buy at once. Such as: Mr. XXX, XXX bought this product at XXX time, and how did you feel after using it (what's your comment and what's changed for him). Today, you have the same opportunity to make the same decision. Would you?

4. The customer said: Can it be cheaper?

Countermeasures: price is the embodiment of value, and cheap goods are not good.

(1) Profit and loss method:

Trading is an investment, with gains and losses. It is not comprehensive to make a purchase decision only by price. Only looking at the price will ignore the quality, service and added value of the products, which is a pity for the buyers themselves. Do you think that you have invested too much in a certain product? But too little investment also has its problems. Too little investment will make you pay more, because the product you buy can't meet the delivery date (you can't enjoy some additional functions of the product).

(2) Card method:

This price is the lowest in the country at present, and it has reached the bottom. If you want to lower it, we really can't. By showing the card (in fact, it's not a card, and it's 108 thousand miles away), the customer feels that the price is reasonable, and he won't lose money if he buys it.

(3) Honesty method:

It is a truth that there are few opportunities to buy the best quality products with little money in this world. Tell customers not to be so lucky. For example, if you really need low-priced products, we don't have them here, and as far as we know, there are no other places, but there are some more expensive products, you can have a look. (Excerpted from China Customer Relationship Network)

Many sales techniques are universal, and you can skillfully apply them to your industry.