Zhang Chao: Guns Are Coming Out. Customers Want To Know Who Else Has Bought Them.

The old saying goes: a gun hits a bird. Therefore, many people dare not rush ahead, dare not try new things, and dare not do yours. product The first customer.

　　 Sale In the face of customers, if you want to make a successful transaction, you have to ask yourself a question besides knowing about products and business related knowledge -- what are the customers thinking?

Customers are always full of questions. Even if they are familiar with your product and know your business well, they will still ask you a lot of questions. Salespeople must be aware of this. In the face of customers' deliberate difficulties and various problems, how should we answer them?

Each customer's situation is different, the concern question is also different, the salesperson may analyze according to the customer's different situation, "stands in wait". For example, before a customer buys a customer, he asks you, "who else has bought it?"

Mr. Lu Xun once said, "the first person who dares to eat crabs is a real warrior." But when shopping, many customers do not want to become a "brave: Bu". They do not want to bear the pain of being hurt by a crab, and do not want to be an experimenter of a product. Customers want to know who else is buying it besides me.

In particular, customers are more likely to ask this question when they are faced with larger purchase risks and lack of product knowledge and purchase experience. Salesperson may wish to tell customers: "we have a large number of users who are satisfied with this product. You can rest assured that our products will never let you down!"

Customers think it is always risky to be a leader. It is also normal for them to have such questions. If you change your mind, you will have such an idea. Having problems is the beginning of sales, and solving the problems of customers is a crucial link in the marketing process. You can help customers solve this problem well, and customers will trust you more and like you.

The "celebrity effect" in advertising is largely aimed at solving the problem of "who else has bought" the customer. Salesperson and customer explain, the effect may not be very good, if add a prestigious person to give you a testimony, the customer's suspicion will be weakened. Being a leader is always risky and can not dispel the mentality of customers. A wall that you can't overtake will be built up in the hearts of customers.

There are also some customers who are "early adopters". Most of these "early adopters" are also suspicious. They know a little about your product and business, but have no determination to buy. In fact, as long as salespeople can provide them with good products and services, and with customers in mind, know how to consider their customers, plus reasonable prices, many customers will choose you and your products to become your old customers gradually.

In many cases, a customer who has ideas but can't make up his mind will become the person who buys your product. If you can give them a reason why "celebrities are often patronizing", maybe they will pay for it without saying anything.

The old saying goes: a gun hits a bird. Therefore, many people dare not rush ahead, dare not try new things, do not dare to be the first customer of your product. In order to open up the sales situation, you should conceive a way to trust them. Try to find some new service items within your existing business scope to attract customers. The more people who trust you, the more business you will have.

The author introduces:

　　 Zhang Chao, an expert lecturer. He has successively served as GINDE recruitment training manager, HC360 chief trainer, BAIDU training supervisor and so on. He has devoted himself to marketing management research for a long time and accumulated rich experience in actual combat. Core courses: "Wan Jin line telephone sales real skills", "influential sales", "excellent sales management skills" and so on. 。