Chapter 63 The ninety-eighth technique: the counter language art of the salesperson

As the saying goes: Goods sell with one mouth.This shows that the counter language of the salesperson plays an important role in facilitating the sale of goods.However, the salesman's counter language is closely related to the customer's psychological dynamics. Only by mastering the customer's buying psychology and using the counter language flexibly can the salesman win the trust of customers and create economic benefits. ·How to talk to customers The relationship between salesmen and customers is not only a business relationship, but also a service relationship.Not only to provide customers with goods, but also to provide services, not to neglect customers, let alone let customers spend money to buy anger.This requires the salesperson to speak to the customer as a waiter and pay attention to the art of using honorifics and euphemisms.

For example: As soon as the customer enters the door, the salesperson must first greet the customer.How to say hello?This is to analyze the different psychology and different purposes of customers coming to the store.Some people come to really buy things, some people come to have a stroll and kill time, and some people come to see the market.This requires the use of artistic language to inquire according to the different purposes of customers.Example: Hello! , What do you want to see?This is a decent question, the implication is that I will show you what you want to see; you can have a look, and you can buy it or not.So that customers do not have any psychological burden.But it is best not to ask directly: what do you want? , What do you want to buy?Because this kind of tone is very impolite, almost an interrogation or begging tone, which puts both parties in the relationship of buying and selling at once, which makes the customer very embarrassed.Especially for those customers who come for a stroll, it sounds like you don’t come here if you don’t buy something, almost an expulsion order, which makes customers feel very uncomfortable.

What's more worth noting is that never speak out about the physical defects and taboos of customers.Example: You are too short to wear these pants.Or you are so fat, we don't have such big clothes. Don't be disgusted with customers' pickiness.For example, the customer said: Why is the material of this dress so thin?I'm afraid it won't last long!At this time, you must not refute: who said, how could it not be durable?You don't even have that vision!Instead, we should follow the customer's suspicion that the product is not good, and make a fuss about the low price.It can be said: Yes, it is a bit thin, but it is cheap. Besides, the styles in the market are updated very quickly, and it is enough to wear it for a year or two.The advantage of saying this is that it conforms to the opinions of customers and affirms their judgment; it eliminates the antagonistic psychology of customers, and then explains their own opinions, which is amiable and credible.

·How to introduce products How to introduce products to customers, we can see the level of the salesperson's speaking level.Because the products are different in style, variety, quality, specification, color, etc., the introduction of the salesperson should not cover everything, but should highlight the characteristics of a certain product and introduce the key points.For example, for trial-marketing products, it is necessary to highlight a new word and jointly introduce that the manufacturer of this product is famous for producing such-and-such brand-name products, and has recently developed this new product.For best-selling products, it is necessary to introduce the best-selling market conditions in the market, highlight the trademarks and brands of the products, and establish an image for the products and manufacturers.For slow-moving goods, the word "cheap" should be highlighted to attract customers who are looking for cheap goods.

For some special commodities, the performance and usage knowledge of the commodities shall be specially introduced. In short, the salesman's counter language art is very important, and it is also an important part of exercising one's eloquence and improving service quality, and is directly related to creating economic benefits.