10 commonly used sales transactions
[China Glass Network] 1. Request for the transaction method
The request transaction method is also called the direct transaction method. This is a method in which the salesperson actively requests the customer to make a transaction and directly requests the customer to purchase the sold goods.
(1) The timing of using the request transaction method 1 The salesperson and the old customer, the salesperson understands the needs of the customer, and the old customer has also accepted the promoted product, so the old customer generally does not object to the direct request of the salesperson.
2 If the customer has a good impression of the product being promoted, and also reveals the intention to purchase, and sends a purchase signal, but can not make up the idea, or is unwilling to take the initiative to propose the transaction, the salesperson can use the request transaction method to facilitate the customer to purchase.
3 Sometimes customers express interest in the products they sell, but they are not aware of the problem of the transaction. At this time, after the salesperson answers the customer's questions or introduces the products in detail, they can make a request to let the customer realize the problem. Consider the issue of buying.
(2) Advantages of using the request transaction method 1 Quickly facilitating the transaction 2 Fully utilizing various transaction opportunities 3 can save sales time and improve work efficiency.
4 can reflect a sales staff's flexible, mobile and proactive sales spirit.
(3) Limitation of Request for Transaction Law If the application timing is improper, it may cause pressure on the customer and undermine the atmosphere of the transaction. Instead, the customer may have a feeling of resistance to the transaction, and may cause the salesperson to lose the transaction. Initiative.
2. Assume the transaction method
It is assumed that the transaction method can also be called a hypothetical transaction method. It refers to a method in which a salesperson directly requests a customer to purchase a sales item by proposing some specific transaction problems on the basis of assuming that the customer has accepted the sales proposal and agreeing to purchase.
For example, "Zhang Zong, you see, after you have such a device, do you save a lot of electricity, and the cost is also reduced, the efficiency is also improved, isn't it good?" It is like to have the visual phenomenon described later. come out.
It is assumed that the main advantage of the transaction method is that the transaction method can save time and improve sales efficiency, and the customer's transaction pressure can be appropriately reduced.
3. Choose the transaction method
Choosing a transaction method means directly submitting a number of purchase plans to the customer and asking the customer to choose a purchase method. As mentioned above, "Do you add two eggs to the soy milk, or add an egg?" And "Will we see you on Tuesday or Wednesday?"
The sales personnel should look at the customer's purchase signal during the sales process, first assume the transaction, then select the transaction, and limit the scope of the selection to the scope of the transaction. The point of choosing the closing method is to ask the customer to avoid the problem of whether or not to do so.
(1) Precautions for using the selection transaction method The selections provided by the salesperson should allow the customer to make a positive answer from them without giving the customer an opportunity to reject.
When making choices to customers, try to avoid asking too many solutions to customers. The better ones are two, and the more you should not exceed three, otherwise you will not be able to achieve the purpose of the transaction as soon as possible.
(2) The advantages of choosing the transaction method can alleviate the psychological pressure of customers and create a good atmosphere for the transaction.
On the surface, the choice of the transaction method seems to give the initiative to the customer, and in fact, is to let the customer choose within a certain range, which can effectively promote the transaction.
4. Small point transaction method
The small point transaction method is also called the secondary problem transaction method, or it is called the avoidance of the weight of the transaction method. It is the way in which the salesperson uses the small points of the transaction to indirectly facilitate the transaction.
[Case] ​​An office supplies salesman went to an office to promote shredders. After listening to the product introduction, the director of the office fiddled with the prototype and said to himself: "Things are quite suitable. They are just small and young hands in the office. I am afraid that they will be broken in two days." The salesman immediately listened. Then said: "This is good. When I come to the freight tomorrow, I will tell you how to use the shredder and the precautions. This is my business card. If there is any trouble in use, please feel free to contact me. We are responsible for the maintenance. Director, if there are no other questions, we are so sure?"
The advantage of the small point transaction method is that it can alleviate the pressure on the customer's transaction, and it is also beneficial for the salesperson to actively try to make a deal. Retaining a certain amount of room for the transaction will help the salesperson to use the various transaction signals reasonably to facilitate the transaction.
5. Preferential transaction method
The preferential transaction method, also known as the concession transaction method, refers to a method for the salesperson to prompt the customer to purchase immediately by providing preferential conditions. For example, "Zhang Zong, we have a promotion for this period of time. If you buy our products now, we can provide you with free training and three years of free maintenance." This is called added value, and added value is a kind of value. Ascension, so it is also called the concession method, which is the policy of providing preferential treatment.
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