Salesmen Can See Through Their Customers' False Objections.

Salesmen will encounter all kinds of objections from customers in promotional activities.

According to the authenticity of objection, customer disagreement can be roughly divided into real objection and false objection.

For sale personnel, false objection often conceals the opportunity to deal. Therefore, salesperson should distinguish the true and false of the customer's objection, see the essence through the phenomenon, and find the true meaning behind the customer.

Only by finding the real reason and meaning of customer objection can we resolve the objection in a targeted way.

So, how can salesmen discern the false objection of customers? This is mainly from the following aspects:

First, clarify the difference between real objection and false objection.

1. real objection

Real objection is the real reason why customers are unwilling to buy, such as products sold by salesmen do not meet their needs, or they really can not afford to pay.

For example, a pair of couples who are going to get married will have a budget of less than 3000 yuan for the wedding photo, and you recommend 6000 yuan wedding photography to them. Even if they are very interested, they may raise the price objection because they are seriously beyond the original budget.

This objection is a real objection, because they really can not afford to pay.

When a customer makes a real objection, it means that the product introduced by the salesperson is not enough for the benefit of the customer, or the client is not interested at all.

At this point, salesmen first need to strengthen their knowledge of products, know more about the benefits that products can bring to customers, and actively understand the psychology of customers.

If the customer is still not interested or is unable to pay, the salesperson should stop in time and sell other products.

2. false objection

Different from the real objection, the false objection is that the customer has the demand for the products sold by the salesperson, but can not raise the real objection and cover up the real idea with other reasons. The purpose is to achieve the advantageous environment of hiding the objection through the false appearance.

False objection is an excuse for refusing salesmen and products.

For example, customers make a false objection to a garment that they can't help but wear: "the style of this dress is OK, but the cloth seems rough, it's not worth the price!"

Many customers raise objection to price is to reduce price, but they are embarrassed to speak. So they raise other objections, such as material, quality, appearance and color, so as to reduce the value of products and achieve the purpose of price reduction.

If the customer makes a false objection, the salesperson will analyze the real reason and take corresponding countermeasures.

Two, four reasons for seeing the false objection.

For the objection raised by the customer, the salesperson should distinguish the real objection from the false objection, and try to get rid of the appearance of the false objection and find out the real reason.

Generally speaking, when customers make false objections, they often give the following four reasons:

1. reasons for procrastination

The reason for procrastination is that customers want to postpone the purchase time. For example, "this kind of cosmetics is not bad, but I also want to see if there is more suitable in the market. I plan to buy it later."

Another example is, "the price of this type of air conditioner is quite suitable, but the weather is cool now, let's talk about it in a month."

Wait.

If the customer refuses to use the reason for delay, the salesperson should persuade the customer with the right reason for the specific circumstances of the customer.

For example, a young lady said she would buy this dress a few days later, and you could reply to her like this: "this dress is more suitable for you than your own size, and it can also set off your noble and elegant temperament.

Look, you really like it. So, if you decide immediately, we will give you a ten percent off, and you don't have to waste time visiting other places, OK? "For those who hesitate to buy immediately, the salesperson can take the initiative to make some appropriate steps to prompt him to decide.

For those customers who are determined to postpone the purchase time, salesmen should not press on and fight with each other, but should welcome the next negotiation with a positive attitude.

2. reasons for confidence

When the client raises the reason for his confidence, it shows that he is giving false objections.

The overwhelming majority of reasons why customers are unwilling to buy is the reason of confidence, that is, the customer's commitment to the salesperson or the lack of confidence in the product itself, or doubts about the explanation of the salesperson, or customers do not like the appearance, manners, behavior or manner of the salesperson.

The main reason why customers don't trust salesmen is that some improper behaviors of salesmen cause customers' antipathy.

When the customer is not satisfied with the sales staff's commitment and the product itself, the salesperson should first say to the customer, "our company is a reputable modern business enterprise, and we have customers' shopping guarantee to buy our products."

At the same time, when explaining products, salesmen should be sincere and realistic, do not exaggerate the effectiveness of products, so as to gain customers' trust.

In addition, sales personnel should also pay attention to establish their own professional image, do not impose unnecessary products on the other side, so as to win customers' goodwill and trust.

3. price reasons

Price is the reason why customers complain about product prices, hoping to lower the price of the paction. This is a common false objection.

Such as "too expensive", "too expensive", "I can not afford to buy", "what price is this product" and so on.

When a customer raises a price objection, the salesperson can take the "piecing together the whole" method, that is, when the customer is explained, the total amount of the payment is divided into smaller shares, so that the price pressure of the customer can be solved.

Four

Reason

The hidden reason is that the reason given by the customer is not a real reason, but a false excuse.

For example, "I used the same kind of cosmetics before, but I don't want to buy it now."

"I do not need it now. I will contact you if necessary."

Wait.

For such hidden reasons, salesmen can ask questions with open-ended questions, such as "what's the effect of the cosmetics you used before?" in order to further explore their needs with customers and introduce the value of the products they sell, which shows that the product can meet his needs and value for money.

Three, identify the false objection of customers.

When the salesperson tries to distinguish the customer's false objection, he can use the following magic formula:

1. listen carefully to customer objections.

As long as the sales staff listen carefully to the contents of the customer's objection, they will find that the customer will raise some objections that have nothing to do with the product, while some customers are very serious, concretely speaking about objection, and putting forward a lot of objections and other salesmen to give an exact answer.

2. carefully observe the demur of the customer

For example, some customers do not know much about the products sold by salesmen, nor do they take the time to listen to salesmen 'explanations, nor do they want to directly negate the sales staff's products.

On the contrary, customers may say "bought" or "busy today, and call you again when you have time".

This shows that the customer does not want to tell the salesperson the real objection.

3. answer customer response after objection.

After answering the objection, if the customer swayed or delayed signing the bill, there were two possibilities: first, the customer had no intention of buying at all; two, when the salesperson commentary, the infection was not strong enough, the two sides did not have intersection points, and the answer was not clear.

Generally speaking, false objections are the ineffective objections raised by the clients.

The so-called "invalid objection" refers to those false, unreliable, unjust and unfounded objections, usually the various excuses put forward by the clients.

We should be patient and effective in guiding such objections.

In addition, when the customer makes a false objection, the salesperson can make full preparations, communicate with customers more frequently, and consult, explore and learn from his objections to colleagues and leaders, and eliminate these false objections and conclude the paction.