How to know the meaning of the customer's words in sales, you will know after reading it

In the process of salespeople selling to customers, customers will always raise objections of one kind or another, just wanting you to lower the price through these objections, let alone we have a trick. Customers also have routines. This requires the salesperson to figure out why the customer said this, and how to deal with it after the customer speaks out. These are all issues that the salesperson needs to consider. Many salespeople, as soon as a customer raises doubts or distrust of the product, abandon the customer and start another sale elsewhere. Too many customers are very optimistic about the product, but they are not sure whether to buy it. At this time, they will raise objections. These objections are the signals that they will buy the product. If you really can’t hear the customer’s words The meaning behind it is that if you can't get a customer, you will lose the customer. Of course, the customer will not lose, but your loss will be huge. Joe Girard once said: "If you drive away one customer, it is equivalent to expelling 250 customers." This fully shows that every customer is valuable, if we are very patient with each customer , the one who can persevere is sure to win.

In the sales process, customer objections are mainly manifested in the following aspects:

The first: When customers buy products, even if you introduce them very well, no matter how suitable the product is for consumers, there will definitely be conflicting opinions on the price. Always think that your product is not worth the money, and start bargaining with you. This is when the customer really wants to buy your product, the first objection to the price, because this itself has a direct relationship with the customer's interests. If a customer who has just entered the store doesn't even look at it, it is definitely not your customer. Pay attention to this point;

The second: in the sales process, sometimes customers will target a certain salesperson, thinking that the salesperson has problems with verbal communication, lacks due sales etiquette, etc., all of which give customers a lie. If you find that you are defective in any aspect, you must let others receive it and wait until you have truly changed. Otherwise, even if you have a thorough understanding of your product knowledge, but the customer picks up your faults, you will fall into a passive situation;

The third type: in the process of receiving customers, the customer will say that your product has a problem. There are not a few such customers. He will raise objections in terms of the quality, design and category of your product. Such customers often have a bottom line in their hearts and understand their real needs, but they are worried about whether the product can really meet their needs. The reason for this objection may be because of the customer's cultural quality or knowledge level, etc.;

Fourth: When selling products to customers. If the customer says, "I don't need it," or "I already have it," like if you're in either of those situations, it's a sign that the customer disagrees with the demand. If the customer said this, on the one hand, the customer really does not need this product, on the other hand, it is because of the customer's prejudice, and on the other hand, it may be making an excuse. In the first case, the salesperson should stop selling. In the latter two cases, the salesperson should use the techniques of resolving objections to resolve. (in the next class)

Fifth: Sometimes when we are talking with customers near the end, the customer will say: "I don't want to buy it yet, let's wait for a while" or "Let me think about it first, and then discuss it with my family", In this situation, the salesperson feels helpless, but don't be discouraged. Maybe it's because the customer doesn't have enough funds, hasn't decided whether to buy, or wait for the lowest price of the event to buy. So whenever there is a 1% chance, never let it go;

The sixth type: Another situation where customers will say: "I still need to discuss with my family, I can't make up my mind." This situation also happens from time to time. This requires salespeople to be good at identifying the true meaning behind the customer's words. For example, customers need time to learn more about product information, investigate market conditions, etc. In this case, the salesperson must explain his products to the customers clearly, only in this way can the customers know which product is more suitable for them when they compare.