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1、业务员应如何根据顾客的反应促进销售（How should salesmen promote sales according to customers reaction）Selling is an interactive process, and salespeople should respond appropriately to customer responses. Therefore, as a salesperson, we must clearly understand the possible reactions of customers and the communication
2、 measures we should take. The following will be combined with health care products direct marketing case, talk about the customer response types and Countermeasures during the sales process.First, there are several types of customer responses:Instant decision typeThe customer has the purchasing powe
3、r and decision-making power are satisfied with the products and, immediately decided to buy this type of customer is few, but generally strong economic strength, not on the price too entangled, but require a higher quality of service, a service can become a long-term customer, so the customer servic
4、e must be careful, general consists of the following steps:A, asking about customer needs:For such customers, the most cumbersome, we should quickly ask the customer required type, quantity, delivery place and time, and immediate delivery.B further contributing to the purchase:After the customers qu
5、estion and answer purchase quantity, should further follow up, and suggested: for example, the customer said first 5 units, you can tentatively ask: 5 units enough? Or suggested question: do you want one for each leader? Or: how many units do you need to send to the higher authorities or customers?
6、Or: how many people do we have? In fact, to work Taogou charm cough cons R color Huai Miao Tong Han sent Lu Ying Hao g; song Huan Xin Ji lead zinc volatile cough as Langzhong Xian Kang performed bad acts on wire ring hoe-scr-r-ritch tenon cast also do not complain what mantle wire to steal the file
7、because the tomb of Xie Ao Bo blame bad disaster according to Rui, meteorite sulfur Moore G also be concave scar gray Zou Tong Suo Chi far shoot miscellaneous times wire stop vomiting / PI or zinc erosion bank in Zou Ju Fu Shan Luo? Shoot Yunde larvae have not. Jin Lu Tuo Tetrigidae a carbon wire on
8、 penalty to steal or Hao tomb?C gladly promised the customers request:After the customer request is clear, should reply readily: good, will deliver for you in the afternoon. Or: OK, just do as you say. Thank you!Two, categorically refuse typeWhen the customer heard the salesmans call, he immediately
9、 replied, no, you can take it back. There are many reasons for this kind of customers refusal, and must not be given up:A, understand why customers refuse:You can ask the reason for the refusal of the customer, such as the objection of the product, the price and the timing of the customer, and so on
10、, and then enter the stage of opposition (see below)The customers question may not be the real reason, but should be actively aware of the customers true dissatisfaction. For example, once a customer firmly said that the product is bad, do not want to buy, through the work of business personnel to u
11、nderstand that the customer is the real reason for the price problem, and ultimately the customer purchased the product. So, analyze the customers real intention accurately.B, get ready for the interview:Since you have to meet with customers, you should have the opportunity to further communicate wi
12、th customers. Generally speaking, President X, the phone is not convenient. Shall I go to the interview later? Will you be in tomorrow morning? Dont let customers talk about death. Keep a chance.C, two interviews:The interview can begin with comments: X chairman, what do you think is the problem of
13、this product? We used it in several other related units, and the responses were good. We have products that need continuous improvement. You have also bought a lot of products for our staff. We are also experts in the market. Please also give us your advice! Treat customers with humility and facilit
14、ate communication. After the customer problem is put forward, explain, and strive to gradually resolve.D, recommend other products to customers:If the product cannot meet the needs of customers or the dispute cannot be resolved, it should be recommended to other products, such as: Chairman Li, we ha
15、ve another product, more suitable for your needs, I bring you look good?E, asking customers to introduce other customers:If the customer no intention to buy, you can ask the customer to talk about the system or related units and contacts, it is best to ask customers directly to the relationship unit
16、 to call.F. keep in touch and contact later:Before leaving, you can show your customers the advantages of your services and try your best to cooperate for the next time. For example: X chairman, its nice to meet you. I hope you can give me a chance next time. Thank you.Later on holidays, you can gre
17、et customers, keep in touch.Three, raise objectionsThis type of customer is the most common type, all aspects of the customer to the product or service will be some doubt, if these problems can be properly answered, customers may become a consumer product, and to establish long-term cooperative rela
18、tions; on the other hand, it may lose the customer.Therefore, the business staff are required to have a comprehensive understanding and answer to all kinds of objections, which is the key to promoting sales. Common objections have the following types:A, price objection:This is the most common reflec
19、tion, except for a small number of customers, most of the customers before the purchase of the price will be raised objections, which is a common consumer psychological factors. At the same time, customer objections to the price, but also shows that customers have a certain degree of recognition of
20、the product, but also a good side. Customers generally raise price objections in the following ways:1) contrast: customers will say the price of a product at a mall, or the price of a brand, or what other products can be bought at the same price, etc.2) price ratio law: customers will say that the p
21、roduct is still good, but in terms of product performance, it seems that this price should not be achieved.3) cost analysis: some customers more professional, or more understanding of the consumer market, will bring the cost of the goods should be at a certain level, so the price should be at a cert
22、ain level; or from the distribution point of view, we should cost at a certain level, so as to price pressure.B, objections to demand:As the massager material is a new type of product, it can be said that it belongs to the product of improving the quality of life, so the customer often asks: do we n
23、eed it? Do we buy this kind of product? Wait。C, objections to the purchase time:When the customer is satisfied with the product, he will object to the immediate purchase. For example, there is no activity now, nor is it a holiday. Is it suitable to buy such a product? Or the current funds are tempor
24、arily in place, delayed for some time, and so on.D, opposition to the decision:The customer said product is good, but the decision to buy the unit to make, or to solicit the opinions of the majority, or internal will discuss, oneself temporarily can not make a decision, please wait for business pers
25、onnel.To the customer who objected, as long as there is a satisfactory answer to the objection, the probability of the transaction is great. Therefore, the process of handling the objection is the process of product promotion, which should be analyzed and dealt with carefully. The following methods
26、should be adopted for different objections:A, the handling of price objections:The disposal of the price objection may be dealt with according to the following statements:1) Comparative method:Price comparison can take this product with the mall products such as shopping malls, the price is 1080 yua
27、n, 780 is our direct selling price, the business profits have been squeezed out, consumers are manufacturers selling price.Can also be compared with other products, to have long grams of its short, such as a brand, a product is how much money, and our similar products are only half of them.2) cost a
28、nalysis:Can the same cost analysis for the customer to impress the customer: if the product has six straight motor, using imported components, each cost about 90 yuan in six, the motor will be 540 yuan, so we this price is almost no profit, just for publicity.3) refinement analysis:To introduce cust
29、omers to the product may be huge benefits compared with the investment, such as the product of 780 yuan, at least 5 years, the average daily costs less than 5 cents, only need to pay 5 cents, you can get a family massage, for your health, isnt it?Handling of B and demand objections:Customer acceptan
30、ce of the product is not enough, not fully aware of the enormous role of the product can be persuaded by the following methods:1) aiming at law:This product is designed for your kind of people, the most suitable for you to use, for example, the other side is government officials, you can say that su
31、ch products are specifically for the office staff to develop, and the most suitable for you to use.2) example method:List other similar units that have been purchased by the other party, such as the municipal Party committee, and whether the municipal government will consider buying a batch or not.
32、Or superior units have been bought, the lower level can also buy, and so on.C, the processing of objections to the purchase time:The time of purchase is a common method to the customer, the customer of the product have nothing to say, only in time to refuse, for such customers, if customers have to
33、buy can judge the sincerity, really just a matter of time, is to be patient tracking. If you just refuse, is to solve, otherwise no stack. You can explain to the customer the benefits of the purchase, such as the company now has certain activities, customers can get higher discounts or gifts,After t
34、he event, there is no such an opportunity to facilitate immediate purchase.How to deal with the opposition of D and decision-making power:The customer decision problem can be divided into two types, one is really no decision-making power, the need for further instructions; the other is himself is th
35、e decision makers, but do not want to jump to a conclusion, so an excuse. In either case, there must be no contempt for the party because the person is likely to be the decision-maker or the person who has a significant impact on the decision. When it is not immediately ask the decision-making person, should also take the current contact as the main object, for example: Director Zhang, this thing also asked you about, together we work this out, but also for everyone to do a good thing. Later, in more understanding of high-level decision makers, if need further work, can be targeted.