Many people who have just started micro-business will say: Why do I talk to customers a lot and tell them all the advantages of the product, but the customers still don’t pay? Why is it that after someone asks a question, when you answer the other person’s question, the other person loses interest?
In fact, the main reason is that you don’t understand sales or customer psychology at all, and you made the following three mistakes during the communication process:
1. Eager to make a deal with a customer
After browsing so many circles of friends, I finally got a person who came to consult me. I was very happy, just like others. I wanted to make a purchase as soon as I inquired, so I wanted to ask the other party to place an order immediately. The customer said something, you said a lot, thinking about telling the customer all the information, so that the customer can buy directly after reading it...
Selling products in Moments , relies on trust. If you only think about your own interests and sell products to the other party during the sales process, the other party will be able to feel it. This is a taboo in sales. In the process of communication, you should think more about the other party and serve according to the customer's needs, so that you can close the deal.
## 02. Answering questions is unprofessional
I know little about the product, misunderstand the meaning of the customer's question, and answer the question incorrectly.
03. Being led by the customer
As a salesperson, I am often led by the customer. , just answer whatever the customer asks, always in a passive state, and have no understanding of the customer's situation or psychological thoughts.
Let me give you a real example:
Customer: Where is your rice produced? Yes?
Salesperson: The seed rice is from Jilin in Northeast China. It is the most authentic Northeast rice. Where does my sister usually eat rice?
First answer the other party’s question briefly, and then ask the other party questions in return. This will prevent the other party from asking you questions again and being led by the customer. At the same time, it can also avoid being left with nothing to say. You can also learn customer information.
Customer: I also eat Northeastern rice
Salesperson: It seems that my sister is also a person who pays great attention to the quality of life. People, how much does the Northeast rice you buy cost per pound?
Give a simple compliment, and at the same time ask the other person’s questions again to learn more about the customer.
Customer: 4 yuan per pound is more.
Salesperson: Well, do you think Northeastern rice tastes the same? What’s the difference between your local rice?
Customer: Our local rice is not as delicious as Northeastern rice. Northeastern rice is softer, while our southern rice is harder
Salesperson: Yes, it is indeed like this, because the rice in the south is indica rice, and the rice in the northeast is japonica rice. The amylopectin content of japonica rice is relatively high, so it has a certain stickiness and tastes good. Relatively soft. At the same time, the taste of rice in the Northeast is only one aspect compared to the rice in the South. More importantly, the nutritional value is higher than that in the South, because the land in the Northeast is black soil, and the black soil is rich in organic matter
Let customers feel your professionalism, and at the same time let them know more about the advantages of the product.
Customer: How do you sell this rice?
Sales staff: We now have three types, including family sets, gift boxes, and small bags for group purchase. Should my sister buy it to eat by herself or buy it? Going to see someone off?
Learn more about customers’ needs without answering their questions directly.
Customer: I bought it for myself
Salesperson: Then I suggest you buy a family set. This is more affordable. If you usually have less time to cook at home, you can buy small bags in group purchases. The family package is 88 per bag, and the small bag group purchase is 96 per bag. After purchasing this time, you can enjoy a dozen next time. 10% off, which one is my sister going to buy?
Let the customer choose one of the two and try to make a deal.
Customer: I bought a family set. How much does a bag of family set weigh?
Salesperson: Our bag weighs 9.2 kilograms, which is more expensive than the Northeast rice you buy in the supermarket, but I can guarantee you You will definitely be 100% satisfied after eating our seed rice. It is absolutely different from the Northeast rice you usually buy in supermarkets.
There is no need to explain too much about the price of rice, but to arouse the other party's curiosity about what is different about your rice, paving the way for the next discussion of the value of the product.
Customer: What’s different about your rice?
Sales staff briefly explain the advantages of the product to customers. If appropriate, take screenshots to show feedback from other people who have eaten the rice. They can also share their own stories.
Throughout the chat process, the customer is gradually guided by the sales staff to learn more about the customer's information, understand the customer's needs, and let the customer understand the value of the product. At the same time, this process is also a process of building trust. As long as It is natural for customers to want to chat with you and keep talking to close the deal. Of course, when chatting, adjustments must be made based on the actual situation of the customer. For example, if you meet someone who is in a hurry, or someone who is ready to buy directly, you need to be straightforward about how to treat different customers differently.
When you learn to chat like this, your transaction rate will be greatly increased. At the same time, you will build trust between you and be able to provide better service and even let the other party Start sharing, start referring customers, and become your agent.
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