How to make reasonable concessions to customers in salesman eloquence training
In the process of communicating with customers, some salespeople think that they are playing the role of "attacker" in each communication: taking one step at a time to achieve the sales goal, this will make the customer feel a sense of pressure. But if the compromise strategy in sales communication is used properly, it will help to achieve a win-win situation for both buyers and sellers. So, how to make reasonable concessions to customers?
How to make reasonable concessions to customers in salesman eloquence training
For example, you can take this approach: "I have discussed the price of the product you proposed with the company, and the final suggestion is that if your purchase volume reaches more than 100,000 boxes, we can deal at the price you said. "Do you need this batch of goods urgently? Well, do you think this is good? The products are not packaged in the same way as before, which can save time for loading. As for the quality of the products, you absolutely don't have to worry about it..."
Such compromises can not only increase sales volume or save costs, but also make the other party feel that their requirements have been met and increase the desire to buy, which is a way to kill two birds with one stone. However, when making compromises, you also need to master certain skills, otherwise it is likely to backfire.
How to make reasonable concessions to customers in salesman eloquence training
First of all, the timing should not be too early, otherwise, your concessions will further raise the customer's expectations, making them think that as long as they persist, you will continue to make concessions and put yourself in a very passive position. Customer: "I think the price of the product is too high. If you can lower the price, I will seriously consider it..." Salesperson: "Well, I will drop another 10 yuan for each product, which is the lowest price. It's lower..." Customer: "It's still high, and it's a little bit lower. I'll buy it if it's a little bit lower." Salesperson: "That's fine! Then drop another 5 yuan, and it really won't work..." Customer: "Okay, what do you usually ask for the payment method?" Salesperson: "First half of the payment, the other half will be paid on delivery..." Customer: "I'm afraid this will not work, I don't have that much cash now, if you can If you accept the goods and pay together, the business is yours." Salesperson: "Sorry, the company has never had such a precedent, and I have no such authority..." Customer: "Then there is no way... Go back and ask your boss, and come talk to me again!"
See, that's the consequence of giving in too much in the first place. Remember, concessions must be made at the last minute. Don't make concessions easily unless you are helpless, otherwise the customer may gain an inch. Also, try to be as embarrassing as possible, which will make the client feel like they are really taking advantage.
Second, it's best for salespeople to consider the rewards they'll get before compromising, and to consider whether the rewards might be worth it. For example: Customer: "Can the price drop a little more?" Salesperson: "How much do you want?" Customer: "I want to ask for 100 pieces first..." Salesperson: "If you only need 100 pieces, I'm afraid some Difficulty..." Customer: "But I can't accept the current price..." Salesperson: "One hundred pieces are really not many, it is not convenient for delivery, if the price is too low, it will be difficult for us to do it. No, do you think this will work? If you can pick up the goods yourself, then we can give you a discount on the basis of the original price." In addition, if it is really impossible to make concessions, there must be a certain space for communication. When you and your client are at odds over a certain issue, stop wasting your time, which can easily lead to failure. But at this time also pay attention to leave a certain space for effective communication later, do not make the situation too tight. For example: Customer: "A little more, I will pay and pick up the goods immediately." Salesperson: "This is indeed the lowest price, and I will lose money if I drop a little more. If I can, I will give it to you, and it will not delay you. It's been a long time." Customer: "Yeah, it's been a long time since we've talked about it, so you'll let a little bit more, just because this amount of money can't be done, isn't it a pity?" Salesperson: "It's a pity, but it's true It should be the lowest price." Customer: "Then I'd better go to another place to see..." Salesperson: "You can go to another place to inquire about the price, but I can guarantee that this is definitely the lowest price, if you still feel that after reading it I am suitable here, then come over again, and I will sell it to you at this price..."
How to make reasonable concessions to customers in salesman eloquence training
If you give up communication as soon as you find that there is no room for concessions, it is equivalent to killing yourself. You have to learn to create enough space for future communication under the premise of the failure of the first communication. If the customer has a second communication, it basically means that he has already planned to buy your stuff.