The eighth deal kicked the door
Many marketers have done a good job in front of them, but they can't make a deal. In fact, this is a kind of psychological self-limitation of marketers. At the transaction stage, you must use urging and restrictive questions. This is an ironclad rule. Otherwise, your process will have to be repeated from the beginning.
The transaction stage is when you help consumers make up their minds, but often at this time, many people dare not urge customers to make a deal. In fact, as long as you judge that you have entered this stage, you will immediately use urging and closed questions to urge him to make a deal, otherwise he will cover his money for a few more days, and any changes may occur in these days.
What is a closed question?
For example, "Do you have time at 3 pm or 5 pm" has already limited a range for the customer when asking questions.
Most people who study marketing have learned such a case-wonton stalls sell eggs. The two wonton stalls have the same location and similar scale, and the number of eggs they can sell is different. The egg supplier is very puzzled. One day, when he went to investigate, he found that the two bosses asked customers different questions. One adopted an open question: "Do you want eggs?" eggs are sold less. Another boss asked a closed question, "Do you want one egg or two?" he sells more eggs.
Restrictive questioning is also good or bad. Take selling clothes as an example. You ask the customer, "Do you want to buy it today or in two days?" Although such a question is also a restrictive question, it is not a very good question. You should ask, "Do you want this red one or yellow one?" This is called an urging restrictive question. To let customers make choices in time, this is the most painful time for customers, because they have to pay out. After asking the question, you must stop talking, look at him and wait... The key at this time is to stop talking after asking.
The ninth trick: good after-sales service
People often think that after-sales service is to make phone calls and door-to-door maintenance. In fact, these are only a small and passive part of after-sales service. The real after-sales service is the continuation of our service after people buy goods or services. That is, we provide consulting services for customers in the process of using them, become the consultant of customers, and solve the problems of customers in use. In order to build a real stable customer.
The tenth trick requires customers to introduce
People's sharing is instinctive, and once the customer does recognize the product and service, the customer is willing to share. Customers are met by transfer. At this time, he can actively help you to introduce, and does not want to return, because this is his psychological great demand, some marketing personnel at this time embarrassed to say "help me introduce a few households", this opportunity may be lost.
You can directly say to him: "We still have a lot of tasks, please help me to introduce a few?" It doesn't matter, don't be embarrassed, why? Because the introduction is his final needs to meet, when I bought a dress, the next day two colleagues bought the same, to prove that I have a good vision, they are following my taste.
The power of transfer is very great, it depends on how the marketer uses it. When a customer transfer is successful, your sales behavior is completed, because you meet the ultimate needs of the customer.
These ten moves should not only be firmly grasped by every marketer, but in fact everyone should understand its importance, which will be of great benefit to work and life. A person's life is a process of selling himself and being recognized by others. But all of these are just methods. What really makes us prosper in real life is that our personality is not attractive, and it is always "virtue first, method second".
