The fourth trick is to find the customer's problem.

Because after the trust is established, you and the other party will feel very comfortable. At this time, it is necessary to find the customer's problem by asking questions, that is, what problem he wants to solve.

For example, if you sell air conditioners, you need to know what problems the customer wants to solve when buying an air conditioner: the old air conditioner in his family is broken, because its failure rate is too high, you don't want to repair it, and you need to replace it. Or is it that the customer moved from the old house in the past to the new house now? Or the customer has not used the air conditioner in the past and now wants to improve the living conditions, it's not very convenient to use it by yourself, and now you have to install it in separate parts; it's still for children to get married... and so on. Only when you find the right problem can you really think of your customers and help them find their original needs.

How can we find the customer's problem? Only by asking a lot of questions can we know what the customer wants to solve through this purchase. A good marketer will spend 80% of the time asking questions and only 20% of the time explaining products and answering questions.

The fifth trick is to propose solutions and shape product value.

In fact, at this time, you can already decide which kind of goods to sell to customers. Your solution will be highly targeted, and the customer will think it is tailor-made for him. He will evaluate the feasibility of the solution with you and give up his defense against you.

In this process, you should seize the opportunity to shape the value of your products and tell your customers your brand background, corporate culture and awards without hesitation. Your professional knowledge will be useful. At this time, he can easily listen to what you say.

The sixth move to do competition analysis

Many of our marketers know that it is not good not to talk about competitors, so we sell our products and say we don't understand the situation of our competitors. Wrong! When the sense of trust is not established, the customer and you stand on the opposite side, you do competition analysis, he is very disgusted with you; but when the two sides have established a sense of trust and you propose a solution for him, he is eager to listen to the shortcomings of some competing brands. He very much expects you to do competition analysis, otherwise the process will be interrupted and cannot proceed.

At this time, we should not only analyze the competition, but also make it clear to him what is good for us and what is bad for the other party (but it must be objective, not malicious attacks).

The analysis at this time serves two purposes. On the one hand, it provides enough basis for his final purchase; on the other hand, after he buys the goods, he must show off everywhere: "I bought too well, how did you buy?" We must provide him with sufficient arguments to argue with others to prove that his choice is the wisest.

Seventh trick to lift doubts to help customers make up their minds

After the competition analysis, the customer can't make up his mind to pay immediately. At this time, he must not make a deal, otherwise the consumer will go back on his word after buying.

Money in their own body, always cover for a while. You see, if you buy an air conditioner, if you can't stand the heat, they won't be in a hurry to buy it. He covers it for an extra day and thinks it's his own. Not willing to make up his mind to buy, he must have some resistance.

It is easy for you to judge whether he has entered this state-he said, go back and discuss with my lover; I think the price is still a bit high; now I happen to have no money with me... Seeing the other party like this, we have to keep asking step by step until we find the real resistance point.

For example, you ask, "Is there anything else to consider?" and he says, "I'll go back and discuss it with my lover.", You continue to ask, "What issues will your lover care about.", He would say, what does my lover care about, then ask again, step by step.

If the resistance point is found correctly, the method of lifting will naturally exist.