Simple and practical sales techniques of foreign trade
1. Request turnover France
Request transaction method is also known as direct transactions law, which was sales staff take the initiative to propose to the customer transaction requirements, direct sales of requiring customers to purchase goods methods.
(1) The use of the timing of the request transaction method
① sales staff and customers, sales personnel about the need for customer care households, while existing customers have also received the advertised product, so customers generally will not resent the direct request of sales personnel.
② If customers have a favorable impression of the advertised product, but also revealed the intention to purchase issued buy signals, can also temporarily undecided or unwilling to take the initiative to request transactions, marketing personnel can use a request for contract law to facilitate customer purchases.
③ sometimes the customer’s expressed an interest in the marketing of products, but thinking has not yet aware of the problem transactions, when sales staff in answering customer questions, or detailed description of products, you can request to allow customers to realize the consider purchasing the problem.
(2) The use of the advantages of the request transaction method
① in brokering a deal quickly
② full advantage of opportunities for all kinds of transactions
③ sales can save time and improve work efficiency.
④ can show the salesperson a flexible, mobile, active and enterprising spirit sales.
(3) the limitations of the request transaction method
Request for the timing of transaction method, if applied properly, could put pressure on customers and undermine the atmosphere of transactions, but allow customers to produce a deal of emotional conflict, as well as sales personnel may have lost the initiative in closing.
2. Assumes that turnover France
Transaction method assumes that transactions can also be called the assumption method is the sales staff has accepted the assumption that customer sales proposals, agreed to purchase, based on the transaction by presenting some specific problem, the direct sales of requiring customers to purchase goods in a way.
For example, “General Zhang You see, an assumption that such a device later, you are not the province of a lot of electricity, and decreased costs, increased efficiency, is not it?” Is to have a future that seems to describe the visual phenomenon out.
The main advantage of contract law assumes that the assumption that transaction method can save time, improve sales efficiency, you can properly reduce the pressure on our customers transactions.
3. Select the Law deal
Select transaction method, that is made directly to the customer to purchase a number of programs, and require customers to choose a purchase method. As previously mentioned, “soy milk do you add two eggs, or add an egg?” There, “We see the Tuesday or Wednesday, see?” These are options traded law.
Personnel engaged in the sale should be spotted in the sales process customer buying signals, first assume that the transaction, and select the transaction, and to the range of choice limited to the scope of transactions. Select the main points of closing law is to enable customers to decide whether or not to evade the issue.
(1) the use of options traded Act Notice
Sales staff to provide options from which matters should be allow customers to make an affirmative answer, and not to give customers a chance to refuse. Made a choice to its customers try to avoid having too many programs to its customers, the best option would be two up not more than three, otherwise you can not achieve the purpose of transaction as soon as possible.
(2) Select the advantages of contract law
Can reduce the client’s psychological pressure, and create an atmosphere of the transaction.
From the face of it, choose the transaction method seems to have traded the initiative to the customer, and in fact is to allow customers to choose within a certain range, can effectively facilitate transactions.
4. Small spot turnover France
Small point contract law contract law, also known as a secondary issue, or the transaction method is called evasive. Sales personnel in the use of small spot transactions, indirectly contributed to the methods of trading.
【Case】 an office supplies sales personnel to sell to a certain office shredder. Office of the Director of Products after listening to fiddle from prototype, to himself: “The thing is Daoting appropriate, but the Office of the Maoshoumaojiao these Xiao Nianqing I’m afraid it is useless for two days on the bad.” Marketing officer 1, immediately went on to say: “That’s OK, tomorrow I freight comes, the way to use the paper shredder and precautions for everyone to talk about, this is my business card, if in use fails, please feel free to contact me, We are responsible for maintenance. The Director, if there are no other problems, so we set up? ”
Dots turnover method has the advantage: You can reduce the customer transactions, psychological pressure, but also help sales staff take the initiative to try to deal. Retain a certain transaction scope, there are hard to sell the officer reasonably effective use of contract signals in brokering a deal.
5. Concessionary contract law
Offer concessions on closing transaction method, also known as the Law, referring to the sales staff through the provision of favorable conditions to promote customer immediately bought a decision method. For example, “Zhang general, we have this period of time there is a promotion, if you now buy our products, we can give you free training, as well as free maintenance for three years.” This is called added value, added value is the value of a enhancement, so is also known as a concession contract law, nor is to provide preferential policies.
6. To ensure turnover of France
Ensure that transactions law refers to the sales staff directly to the customer for the transaction assurance to the customers a way to immediately deal. The so-called transaction refers to sales staff to ensure the customers bear the promise of an act after the transaction, for example, “Rest assured, this machine we have March 4 sent to you, full installation by me personally to supervise. So there is no problem after the , I asked the general manager of the report. “” You are rest assured that you are this service is entirely my responsibility, I have five years in the company’s time. We have many customers, they are to accept my services. “customers feel You are directly involved, which is to ensure that transactions law.
(1) The use of contract law to ensure the timing of
The product price is too high, the amount paid relatively large, the risk relatively large, customers of such products are not fully appreciate the quality of its properties is not sure when the psychological barrier closing hesitated, sales personnel should be a guarantee to customers in order to strengthen their confidence.
(2) To ensure that the advantages of contract law
Customer transactions can eliminate the psychological barriers, enhance the confidence of transactions at the same time can enhance the persuasiveness and appeal will help sales staff can properly handle transactions related to objections.
(3) The use of contract law to ensure Note
Customer’s transactions should be spotted psychological barrier for customers worried about several major issues directly to ensure prompt and effective closing conditions, to remove the worries of customers and enhance the confidence of transactions, led to the further transactions.