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In sales, sometimes the sales staff tries to ask the customer to buy the goods, but as a result, few people accept it, and sometimes there is no sales, but the customer will chase after buying. In fact, this is an effect of "things are rare". Therefore, if the sales staff can properly give the customer a good "threat", they will be more determined to determine the customer's determination to purchase products or services, and also encourage customers to take the initiative to shorten the communication time.
When people buy products, they always have a kind of luck. They always think that the price of the sales staff will definitely be lower, so they will not give up the bargaining attempt. When sales people sell goods to customers or negotiate with customers, they are often in a passive position. If they say that they are doing the best, they are trying their best to persuade, even plead, customers are still indifferent. Even if there is a purchase, the customer will inevitably raise various objections for bargaining, or always repeat, and can not make up their minds. Faced with such a situation, it is really a headache for sales staff.
At this point, if the salesperson makes some "threat" measures to make the customer feel that it is possible to lose ownership of the product, then the sales activity may change.
Usually, people don't cherish what they get, but if they are given something they might have lost, they will value it. For such a mentality, sales personnel can receive good results if they can use them reasonably.
In real life, when there are a lot of things, customers will not be eager to buy, and if there are only a few pieces left in this case, the customer will be anxious and will rush to buy.
Customers always have a mentality that they are afraid of buying. This psychology is also widely used in sales. For example, in addition to creating a warm sales atmosphere, many merchants' limited promotion activities also convey a “threat†to customers, suggesting that consumers cannot enjoy such discounts if they exceed the deadline. So consumers will snap up and enjoy it. At this time, the sales staff may wish to learn these shopping malls and give customers a "threat." Because customers generally do not take the initiative to buy, they need sales staff to convince. Sometimes, the salesperson can say, and then say, the customer is still indifferent. In the face of this situation, we must change our strategy and give a hint that if you don't buy our products, you will suffer losses, which will help impress customers.
Xiao Yang is a salesperson of health care equipment. He is going to meet customer Liu today. After Liu and Han’s chills, Xiao Yang introduced the health equipment he sold to Liu. General Liu said: "Young man, I don't have the need in this regard yet. If you need it, I will definitely call you. Right, how much is your call?" Xiao Yang knows that Liu has been ousted. Xiao Yang quickly said his phone, and then went on to say: "I heard that your mother will have a 70-year-old life, and it will be no problem to have aunt live for 70 years!"
Liu always sighed: "Hey, although it has been maintained very well in normal times, after all, it is older, and the body is not as good as one day."
Xiao Yang said: "The maintenance of the elderly is correct, but it is necessary to do some exercise often, which can enhance the body's resistance, and secondly, it can maintain a good mood."
General Liu said: "I used to exercise regularly, but I can't do it this year. She feels too tired. Besides, I am afraid of any problems. I can ruin me."
Xiao Yang went on to say: "Our company's fitness equipment can help you solve this problem."
Next, Xiao Yang said all the benefits of health care equipment. When he saw that Liu had already revealed his willingness to buy, he said: "You think, if you can't give her a meaningful gift when the mother is 70 years old, the aunt will be very disappointed. Our health equipment It will make her old people feel your filial piety. Every time I see it, the old people will think of this memorable birthday. In fact, there are only 3 sets of this health care equipment sales department. If you don’t buy it now, wait for you. I’m afraid I’m not going to buy it, I can only wait for the company’s headquarters to ship. I missed your mother’s longevity, which is really a shame!â€
"Well, you will go back to the company now and help me send this set of fitness equipment to my office. I want to give my mother a surprise." Liu couldn't wait to interrupt Xiao Yang's words.
When the salesperson tells the customer that if they don't buy the product now and may lose some benefits, the customer will inevitably have more or less desire to buy, which is obviously more attractive than telling them directly about the product. However, it should be noted that the threat strategy is better combined with positive persuasion. Otherwise, it is easy to cause customer uneasiness and cause unpleasant negotiation. After all, no one in the world is willing to be threatened, especially for customers. The “threat†mentioned here is actually a kind reminder from the sales staff to the customer. Therefore, in the process of communicating with the customer, the salesperson must ensure that his suggestion is objective and practical, and can not use lies. Deceive customers' feelings. The sales staff must be skillful in persuading on the basis of respecting and caring for the customer, so that the customer is determined to purchase the product or service.
A shoemaker was chatting with a hawker selling biscuits on the street. Then came a woman who was wearing the time. She came to the shoemaker and took out a pair of leather shoes and asked: "Master, please help me repair the shoes. â€
The strange thing is that the shoemaker took a look and didn't pick up the work, but said: "Sorry, I am busy with work. If you are in a hurry, there are still a few shoes in the inside, you can go find them. â€
Of course, the woman is not willing to stand on the street waiting for shoes, and she walks inside with her shoes.
The hawker who sells the sesame cake is puzzled by the shoemaker: "I really don't understand, how come it is easy to have a living door, but you gave it away?"
The shoemaker explained: "I see that her shoes work fine, the leather is good, and there are thousands of pieces to say less. If it is not repaired, it can't be afforded." But I don't dare to pick it up. Work, others don't dare to pick up. Later, I promised that she still has to come back to me."
Sure enough, the shoemaker was right, not long after, the woman came back and begged him to repair the shoes for himself.
The shoemaker took the shoes to his left and right. "You have to carefully and carefully repair the shoes. It takes a lot of time. You can take it with you." Although the woman was very unhappy, she had no choice but to nod.
After the woman left, the shoemaker went three times and five, and the shoes were repaired in a blink of an eye.
At this time, the hawker who sells the sesame cake is even more confused: "You can be really funny, so you can fix it so soon. What do you want people to take tomorrow?"
The shoemaker said: "If she looks at me and fixes the shoes, and it is so fast, I will receive more than three pieces, and many people will not give it. If I wait until tomorrow, I will leave an impression of time and labor. Then you can collect more money."
The next morning, the woman came to pick up the shoes on time at the scheduled time. When she saw that the shoes were well repaired, she was happy to ask how much. The shoemaker quoted 15 yuan, and the woman took out a 20-dollar bill and told the shoemaker: "You don't have to find it."
Psychologists say that customers buy products or services on the one hand to get some kind of benefits or to bring convenience to themselves, on the other hand, to obtain certain security or health needs.
When a salesperson finds that a customer is concerned about a product or service, he or she can subtly remind the customer that if they do not purchase such products or services in time, they will lose important safety or health protection. Sometimes, when the normal product value description does not play a decisive role, the opposite direction is often more sensitive to the customer's heart.
Of course, when carrying out the so-called "threat" suggestion, the salesperson must first figure out what the customer's product advantage is more concerned. Only by correctly positioning can the "threat" play its due role and enable the salesperson. You can avoid spending a lot of trouble on some of the details that customers don't care about.