1. Request transaction method
The request transaction method is also called the direct transaction method, which is a method in which the sales personnel actively put forward the transaction requirements to the customers and directly ask the customers to purchase the sold goods.
(1) Opportunity to use the request transaction method
① Sales personnel and old customers: the sales personnel understand the needs of customers, and the old customers have accepted the products promoted. Therefore, the old customers generally do not resent the direct requests of the sales personnel.
② If the customer has a good feeling for the product being promoted, and also shows his intention to buy, and sends out a purchase signal, but he can’t make up his mind for a moment, or he is unwilling to take the initiative to ask for a transaction, the salesperson can use the request transaction method to promote the customer’s purchase.
③ Sometimes the customer is interested in the products promoted, but he is not aware of the problem of transaction. At this time, after answering the customer’s questions or introducing the products in detail, the sales staff can make a request to make the customer aware of the problem of purchase.
(2) Advantages of using the request transaction method
① Quickly close deals
② We made full use of various trading opportunities
③ It can save sales time and improve work efficiency.
④ Can reflect a sales staff flexible, mobile, proactive sales spirit.
(3) The limitation of the request transaction method: if the application of the request transaction method is inappropriate, it may cause pressure to the customer and destroy the atmosphere of the transaction. On the contrary, it may cause the customer to have a feeling of resisting the transaction, and may also make the sales staff lose the initiative of the transaction.
2. Hypothetical transaction method
The hypothetical transaction method can also be called the hypothetical transaction method. It refers to a method in which the salesperson directly asks the customer to purchase the sales products by raising some specific transaction problems on the basis of assuming that the customer has accepted the sales suggestions and agreed to purchase. For example, “Mr. Zhang, if you have such equipment, will you save a lot of electricity, reduce the cost and improve the efficiency? Isn’t it good?” This is to describe the visual phenomenon after I seem to have it. The main advantage of the hypothetical transaction method is that the hypothetical transaction method can save time, improve sales efficiency, and appropriately reduce the transaction pressure of customers.
3. Select the transaction method
Choosing the transaction method is to directly propose several purchase plans to the customer and ask the customer to choose a purchase method. As mentioned earlier, “do you want to add two eggs or one egg to soymilk?” And “shall we meet on Tuesday or Wednesday?” This is the choice of transaction method. In the sales process, the sales personnel should look at the customer’s purchase signal, first assume the transaction, then choose the transaction, and limit the selection range to the transaction range. The key point of choosing the transaction method is to make the customer avoid the question of whether to or not.
(1) Precautions for using the selective transaction method: the choices provided by the sales staff should allow the customer to make a positive answer instead of giving the customer an opportunity to refuse. When making choices to customers, try to avoid putting forward too many plans to customers. The best plan is two, not more than three, or you can not achieve the goal of closing the deal as soon as possible.
(2) The advantages of choosing transaction method can reduce the psychological pressure of customers and create a good transaction atmosphere. On the surface, the selective transaction method seems to give the customer the initiative to conclude a transaction. In fact, it allows the customer to choose within a certain range, which can effectively facilitate the transaction.
4. Small point transaction method
The small point transaction method is also called the secondary problem transaction method, or the transaction method of avoiding the important and avoiding the light. It is a method by which Salespeople Use the small points of transaction to indirectly promote the transaction. [case] an office supplies salesman went to an office to sell paper shredders. After listening to the product introduction, the director of the office fiddled with the prototype and said to himself, “it’s quite suitable. It’s just that these young people in the office are so clumsy that they might break down in two days.” As soon as the salesperson heard this, he immediately said, “well, when I deliver the goods tomorrow, I will tell you how to use the shredder and the precautions. This is my business card. If there is any fault in use, please contact me at any time and we will be responsible for the maintenance. Sir, if there are no other problems, we’ll make the decision.” The advantage of the small point transaction method is that it can reduce the psychological pressure of customers to conclude a transaction, and it is also conducive to the sales personnel to actively try to conclude a transaction. To reserve certain room for transaction is conducive to sales personnel to make reasonable use of various transaction signals to effectively facilitate transactions.
5. Preferential transaction method
Preferential transaction method is also known as concession transaction method, which refers to a decision-making method by which sales personnel provide preferential conditions to prompt customers to purchase immediately. For example, “Mr. Zhang, we have a promotion activity recently. If you buy our products now, we can provide you with free training and three years of free maintenance.” This is called added value. Added value is a kind of promotion of value, so it is also called concession transaction method, which is to provide preferential policies.
6. Guaranteed transaction method
The guaranteed transaction method refers to a method in which the salesperson directly provides the transaction guarantee to the customer so that the customer can conclude the transaction immediately. The so-called transaction guarantee refers to the behavior of the salesperson after the transaction promised by the customer. For example, “don’t worry, we will deliver this machine to you on March 4, and I will personally supervise the whole installation. After there are no problems, I will report to the general manager.” “You can rest assured that I am fully responsible for your service. I have been in the company for 5 years. We have many customers who accept my service.” Let customers feel that you are directly involved. This is the guaranteed transaction method.
(1) When the guaranteed transaction method is used, the unit price of the product is too high, the amount paid is relatively large, and the risk is relatively large. The customer is not very familiar with this product, and is not sure of its characteristics and quality. When the psychological barrier occurs and the transaction is indecisive, the sales personnel should provide assurance to the customer to enhance confidence.
(2) The advantages of the guaranteed transaction method can eliminate the psychological obstacles of the customers, enhance the confidence of the transaction, and at the same time enhance the persuasion and infectivity, which is conducive to the sales staff to properly handle the objections related to the transaction.
(3) When using the guaranteed transaction method, the attention should be paid to the psychological barriers of the customers, and the conditions of effective transaction guarantee should be directly prompted for the main problems that the customers are worried about, so as to relieve the customers’ worries, enhance the confidence of the transaction and promote further transaction.
Post time: Aug-22-2022