In the sales process, many salespeople have transaction phobia. Once the sales is sold to the transaction stage, they will feel nervous and tend to behave impolitely and fail to express their wishes in front of customers.

 

In ancient times, all battles were about strategy. Shopping malls were like battlefields, and sales also needed strategy. In the transaction stage of sales, only when the salesperson has mastered various strategies of transaction can he win the transaction safely.

 

Therefore, in order to reach more transactions, the salesperson should correctly grasp and flexibly use the following transaction strategies:

 

1、 Identify the transaction signal and complete the transaction in time

 

In the selling skills, identifying the transaction signal and promoting the transaction at the most appropriate time is the test of the salesperson's selling skills.

 

Many old salesmen know that proposing a deal is a very sensitive topic. If you propose it too early and the customer has no desire to buy, it is easy to put pressure on the customer and cause him to leave your promotion. If he puts forward it too late, he may miss the moment when he has the strongest desire to buy, resulting in the failure of sales.

 

Don't think that the transaction is like a computer program. When each step comes, that result will happen;

 

A deal is more like an apple swinging high enough on a swing. You must first swing the swing to a certain height, and whether you can reach the apple depends on whether your timing and angle are correct. The timing of this shot should be judged according to the customer's transaction signal.

 

In selling skills, the so-called transaction signal is the hint that customers show their willingness to buy goods in terms of language, behavior and expression.

 

Generally speaking, in order to take the initiative in sales promotion, customers will not show this desire on the surface even if they want to buy products from the heart. Therefore, salesmen can only identify the opportunity of transaction according to the transaction signal.

 

1. Expression and closing signal in selling skills

 

1) When the customer starts to observe the product carefully and shows great interest in the product, he plays with the product thoughtfully when listening to you introduce the product. It is likely that he is thinking about how to conclude a deal with you.

 

2) The customer's expression changes from alert and resistance to relaxation, the rotation of eyes changes from slow to fast, the eyes glow, and the cheeks relax, which means that the customer has accepted you and the product from the heart.

 

3) When you speak, the customer nods frequently, indicating that your "brainwashing" has been successful.

 

4) The facial expression changes from indifference and inattention to seriousness or meditation and silence, which shows that he is taking it to heart. Maybe it is not easy to make up his mind, so he has that meditation and seriousness.

 

5) The attitude changes from indifference and doubt to natural, generous and cordial, which also shows the acceptance of you and products.

 

6) Carefully watch the relevant audio-visual materials and keep nodding.

 

7) When a customer leans back on a chair and suddenly looks straight at you after looking around, it means he is making up his mind.

 

2. Language transaction signal in selling skills

 

1) The topic is focused on a unique question, which is repeatedly asked by the customer, which shows that this question constitutes the last hurdle of transaction. It would be better in the past.

 

2) Customers give sincere affirmation and praise to products, or love products.

 

3) Ask a friend's opinion, indicating that he wants to buy and is seeking confirmation.

 

4) Inquiry or bargaining with you is the most significant signal. After negotiating the price, we can basically conclude the transaction.

 

5) Ask about the transaction method, purchase procedures, payment terms, etc.

 

6) Put forward very specific opinions and requirements on the details of the product.

 

7) The customer asked a tentative question of "if I want to buy".

 

8) Ask questions about product quality or process, indicating that he cares about the use after buying, and pave the way for price negotiation.

 

9) Understand the details of after-sales service.

 

3. Behavioral transaction signals in selling skills

 

1) The sitting posture has changed. Originally, I was sitting in a chair and looking back at you. Now I stand up straight and even lean forward, which shows that the original resistance and vigilance to you has become acceptance and catering.

 

2) The action changes. The original static listening to the salesman's introduction becomes dynamic, or from dynamic to static, indicating that his state of mind has changed.

 

3) Customers no longer ask questions, but think seriously.

 

4) Read the documents and instructions repeatedly and observe the goods from a single angle to multiple angles.

 

5) Check and inquire about the contract text of the transaction conditions or see the order.

 

6) Call his family, or call his expert.

 

7) Invite key people to the stage or introduce relevant people.

 

8) Pour water and smoke to the salesperson, which shows that he values you very much.

 

4. Process closing signal in selling skills

 

1) Change the negotiation environment, take the initiative to enter the negotiation room, or promise very happily when the salesperson asks to enter, or when the salesperson writes the content on the order and makes transaction payment, the customer has no obvious rejection and objection.

 

2) Propose to change the marketing procedure. For example, the customer says to you, "tomorrow, the company has a technical meeting, and you can also attend it."

 

The above introduction is the common customer transaction signals in marketing skills, but different industries still have their own characteristics, which need the salesperson to study and grasp carefully. It's a hard work to grasp the transaction signal. For the greatest salesman, when a customer comes into sight, he can judge eight or nine times.

 

2、 Simplify contracts and facilitate transactions

 

At the closing stage, in order to clarify the power and obligation relationship between the buyer and the seller and achieve their respective economic goals, the salesperson and the customer need to sign an agreement, that is, the sales contract, which is the basis of mutual trust in sales activities.

 

The salesperson shall sign relevant agreements with the customer at the time of transaction, and the length should not be too long. As long as the basic factors of transaction such as variety, specification, quantity, unit price, delivery date, payment method and representatives of both parties are included.

 

The more concise the contract is, the less binding it will have on both parties, and the easier it will be accepted by the other party. At the time of transaction, both parties sign a contract. If one party finds that the other party has doubts about some contract provisions, it shall try its best to explain them;

 

If there are provisions in the contract on product quality, service life, service guarantee and other terms beneficial to customers, the salesperson shall give special emphasis to customers;

 

It is better to bind the contracts concluded in the past into a volume and keep them properly for later visitors to learn and enhance their attraction to customers.

 

3、 Select the transaction environment to eliminate interference

 

Generally speaking, a beautiful environment can reduce the psychological pressure of customers, a familiar environment can enhance customers' self-confidence, and a quiet atmosphere can promote the emotional communication between salespeople and customers;

 

The noisy and disturbing environment will hinder the smooth progress of the transaction, and sometimes even lead to the failure of the transaction.

 

Therefore, at the critical moment of transaction, the salesperson should invite the customer to a suitable environment for the final transaction, so as to avoid all kinds of interference affecting the transaction.

 

4、 Negotiate and facilitate transactions separately

 

In the closing stage, the salesperson should also pay attention to the changes of the surrounding environment. The surrounding environment has a great bearing on the success of this transaction.

 

If a third party rashly intervenes in the negotiation, it will change or disrupt the negotiation procedure, distract the attention of both parties, destroy the customer's purchase interest, and even change the customer's purchase determination.

 

Therefore, in order to effectively promote the transaction, the salesperson should create an environment free from external interference as far as possible to negotiate with customers.

 

On a clean and quiet occasion, buyers and sellers negotiate comfortably, which can not only improve the turnover rate of marketing, but also enable their own side to occupy a greater advantage in negotiation and negotiation.

 

5、 Treat carefully and promote many times

 

Various marketing practices have proved that the success rate of a transaction is very low, and more than 90% of the transaction requirements will be rejected by customers.

 

However, the salesperson must understand that the failure of a transaction does not mean the failure of the whole transaction. The salesperson can promote the final transaction through certain methods and skills.

 

However, many salespeople are afraid of negative answers from customers. In fact, life is faced with all kinds of rejection. It is normal for customers to say "no" to salespeople. As long as the products you sell can really solve the problems faced by customers, you are not afraid that customers don't know the goods.

 

Therefore, salespeople need to overcome psychological fear, strengthen psychological training and training, and dare to constantly make transaction requests. Even if the tentative transaction request is rejected, you can recommand the product, strive for another transaction and actively promote the transaction.

 

6、 Conduct guidance and facilitate transactions

 

Salespeople should carefully observe the customer's response and adopt different guidance strategies and sales skills according to the changes of their behavior, which is very important in the sales transaction stage.

 

Once the customer comes to the marketing unit to understand the product situation, its behavior itself has expressed the customer's purchase motivation for the product. At this time, what the other party needs is a more detailed and comprehensive understanding of the product.

 

At this time, he hopes to further understand and verify the product quality, style, internal structure and even the product process, which shows that he has a strong desire to sell products.

 

However, if the salesperson sells products to the customer unit, the customer can generally be divided into two types:

 

1. Regular customers. Regular customers are often very familiar with product quality, style, price and so on, so there is no need for more publicity and introduction by salesperson.

 

The purpose of this promotion is to understand the delivery date, use and operation status of products and book the next contract. Sometimes it also has the task of market research and urging payment for goods.

 

But sometimes the old customers will have some new questions. At this time, the salesperson should answer them clearly and positively. They should not be vague and vague, so as to prevent giving their old customers to their competitors.

 

2. New customers who have never cooperated. For new customers who have never cooperated before, the salesperson should pay special attention to that if the other party requests to read the contract content and query data materials after completing the persuasion and demonstration, the transaction opportunity is coming.

 

If the customer takes the initiative to ask for the same operation after the salesperson has just finished the demonstration, it can also be used as a signal of transaction. The selling party should try various forms of transaction temptation.

 

7、 Make a quick decision and close the deal in time

 

We know that a complete sales promotion process needs to go through different stages, such as customer discovery, sales approach, sales interview, handling customer objections and so on. This process is long.

 

However, in the actual marketing work, it does not mean that every transaction is so long. It can be said that a transaction can be reached at any stage. Once the customer has the intention to conclude the transaction, the salesperson can end the negotiation and agree to conclude the transaction.

 

The salesperson should be flexible in the process of transaction and have the best intuition and judgment at any time.

 

8、 Relax and deal naturally

 

In the sales process, many salespeople have transaction phobia. Once the sales is sold to the transaction stage, they will feel nervous and tend to behave impolitely and fail to express their wishes in front of customers.

 

If this situation is not controlled, it will have a negative impact on customers and the hope of a successful transaction will be dashed. Only when the salesperson looks calm and talks and laughs can he leave a trustworthy good impression on the customers.

 

Even if the sales promotion is about to succeed and the customer has agreed to reach the purchase agreement, the salesperson should not be happy and get carried away, so as not to leave the customer with the feeling of lightness and instability in the end.

 

If the salesperson is eager to make a deal, he will show a more or less restless look and stammer without modification; If the salesperson is sure of Taishan, it seems that the victory is in hand, and the customers will doubt and hesitate.

 

These two methods are not appropriate. Although the marketing efforts have not been done less, the other party still looks at the transaction with suspicion.

 

The salesperson should strengthen self-confidence and be approachable and generous in the negotiation, so that the buyer and the seller can naturally enter the transaction stage. Cultivating the attitude of natural transaction requires the salesperson to remind himself of the following matters at all times:

 

1. Be sure that with your talents and skills, customers will build trust in promoting products and salespeople.

 

2. Be sure not to be afraid of the competition of peers and similar products under any circumstances.

 

3. Make sure that customers have certain needs and can be satisfied from the products they provide.