Learn to create value and create value for the customer.

"Pay for value", learn to create value, create the value that he needs for the customer, this kind of sale thought, always to everybody repeatedly exhort and emphasize, but you can understand how much?

If you really understand and do it, then you will have to go out of your way.

How to stand in the customer's perspective and meet their needs, the most direct way is to solve their problems in the dialogue, so that customers have a feeling of excellent quality and reasonable price!

Next, share several common sales scenarios!

Sales scenario 1: your price is too high.

Error response:

The price is good to discuss...

2. Sorry, we are brand, not counter-offer.

Problem diagnosis:

Customers always want to buy things cheaper, which is a normal consumption psychology of customers, and it is not the main problem that decides whether he buys or not.

When a salesperson receives a customer, he or she will face hundreds of questions from the customer. However, after the classification of these problems, there are only two problems: true and false.

Many salespeople don't know that most of the customers' problems are fake.

Can customers ask "cheaper" is a typical false problem, it's just all consumers a idiom, as an experienced sales staff there is no need to start haggling about this problem, but should guide him attention when customers care about the price value.

The first answer in this case is a passive sales behavior that is not self-defeating;

The second answer is wishful thinking, which is hard for consumers to accept.

Strategy:

When the consumer is concerned about the price, the salesperson should be in a position to let the customer focus on the use value of the product.

It's not worth it to change the customer's concern for you.

Language template:

Salesmen (take skin care for example) : ladies, you can't just buy something cheap. Have you ever used similar skin care products before? Our products are pure natural, gentle and unstimulating, no harm to the skin, use will only make your skin better and better. I think it is the most important for me to buy things for myself and safety. You say that?

Sales person: if you think the price of this skin care product is not suitable, I would like to introduce you to a better price...

Sales scenario 2: I won't buy it today, but I'll buy it in two days.

Error response:

I won't buy it today. It will be gone in two days.

2, sooner or later, it's better to buy it today.

Problem diagnosis:

The customer says "I don't buy today, buy after two days" must have reason.

And the two answers in this case seem to be a bit of wishful thinking, which is hard to resonate with customers.

Strategy:

The salesperson must find out the real reason that the customer does not buy, and then correct guidance, can let the customer return the heart to change.

Language template:

Salesman: it doesn't matter if you buy it today. I can introduce some basic knowledge of our products to you. When you want to buy it in the next two days, you can know it.

Salesman: ok, that's all right. After two days can according to your skin, help you to match the suitable skin care product!!

Sales scenario 3: don't buy it today. Wait two days before you do the promotion.

Error response:

Promotion is not for everyone.

(speechless)

Problem diagnosis:

The first answer in this case, though relatively real, lacks a strategy to turn customers around.

The second is more negative.

Strategy:

Each activity has a feature: sales will increase or increase significantly within the duration of the activity, but sales will be sluggish for a period of time before and after the activity.

The reason is that the advertising and publicity before the event will cause the consumers to hold the money to buy, while the accumulated popularity and sales during the activity also overdraw the sales in a period of time after the activity.

One of the main responsibilities of a professional terminal salesperson is to guide each customer to the right choice and timely consumption.

Language template:

Salesperson: you can wait for our next activity, but the next time we haven't decided the specific activities, I suggest you can buy it now, because it is the next activity does not necessarily have this such a big discount, 2 it is time to wait, but I think your skin can't wait, early nursing care yourself is more important than anything

Sales scenario 4: you don't want to talk so much, you say the lowest amount can sell.

Error response:

I can only let you 20 yuan, no more.

That's 270 yuan. That's the lowest price. (the price is 298 yuan, the first price is 280 yuan)

Problem diagnosis:

Customer said, "you don't talk so much, you say the lowest how many money can sell", prove the customer want to buy this product, the sales staff should focus on what this product is suitable for the customer's place and the superiority of this product, rather than a negative price.

Strategy:

The customer is always concerned about the price, and the salesman will always deduce the value of the goods. For customers to see value more than price, let customers feel excellent quality and reasonable price, customers will not be afraid to pursue low prices blindly.

Language template:

Saleswoman: madam, the product is the national uniform price. It is not negotiable. The price is not the main one. You can wash your hair, brush your teeth, wash your face and shower. It's super convenient and practical. I will introduce you to this item for up to three minutes. After you hear me, I will decide whether to buy it or not later. If the salesperson asks you to buy it in a few words, it will be irresponsible for you. If you regret it, will they refund the money to you?

以上几种销售讲话模板，您可以学习学习，学习这种销售思路，不用担心客户！                                                                              

My nae is fengao. I'm from China. Shandong WeChat ID dyh8236.