Every weekend and at the end of the month, order compulsion becomes one of the key tasks of the sales team. How to achieve the monthly sales target, 20 order compulsion skills teach you! Forcing orders is the most important part of the entire sales business process. If the forced order fails, your entire business will fail. In fact, the entire business process is a "forced" process. You must master the skills, don't be too hasty, and don't take it slow. , move with love. Let's explore how to force an order?
1. Think about a question, why the customer has not signed with you? what reason?
Many colleagues pointed out that customers are always procrastinating. I think it is not the customers who are procrastinating, but you who are procrastinating, and you do not change. Always waiting for the client to change, is it possible? Doing business never emphasizes objective reasons. If the customer does not sign the order, there must be something you have not done well, think about it? This is a mentality issue!
2. Recognize the customer and understand the current situation of the customer. What are the reasons that hinder you?
You must firmly believe that every customer will cooperate with you sooner or later, it is only a matter of time. Our job is to advance the time, and advance it. Reasons: not strong awareness, no plan, bad sales, just acting as an agent, building a new factory or relocating, undergoing restructuring, single variety, limited customers, too busy, too expensive, do not understand you or the company, do not trust, No one manages and other reasons, we must strengthen our beliefs.
3. As long as the mind does not slip, the method is always more difficult than the difficulty.
Don't panic, don't mess up, be clear-headed and have a clear mind. We have to analyze and solve problems. It is normal to have problems. We just like challenges. It is very interesting. Life is full of fun, like a battle.
4. Grasp the psychology of customers, think what customers think, and worry about what customers are worried about
You want to know what he was thinking, what was he worried about? What worries does he have.
5. Everything is under control, you are the director.
Your thinking must be positive, how do you guide customers to turn disadvantages into advantages and disadvantages into advantages.
6. Solve problems for customers and help customers do something
Seriously and responsible for customers, do practical and good things for customers, let customers feel our work attitude.
7. Conquer customers
Carry forward the leeches' blood-sucking sting and sucking spirit. This spirit is not only reflected in working hours, but also in spare time. You must be patient, persevering, and persevering. Use your perseverance to move customers. Let customers say: Alas, Boy, I really like you. Your spirit is worth learning from our business staff. Come and do it with me! I am highly paid.
8. If you can solve it, solve it, if you can't, just avoid it and avoid it. Dilute the problem and avoid it.
This requires that your mind must be flexible.
9. Suppose the transaction method is one of the commonly used methods for us to make orders.
Let him watch our customer case first, etc. Or fill out the form before signing the bill. When the discussion is almost over, you should say: Let's go through the formalities (sign the contract and pay the money), and don't say too harsh words.
10. Forced order is "half push and half", which is the forced transaction method
With the momentum of swallowing mountains and rivers, we will get customers in one go. Let customers feel there is an irresistible force.
11. Compile a "dream"
Let the customer think about the various benefits our network brings to him and make his dream come true.
12. Give customers some benefits (rebates), but also the last killer, we must seize the hearts of customers
How to say, to whom? Who is the important person and how to give? Let customers eat comfortably and at ease. Or in the form of a gift.
13. To give up, of course, is only temporary, to retreat as advance
Don't waste too much time with some "old stubborn", take your time, and just let him not forget you.
14. The leadership is procrastinating, does not play a positive role, and does not recommend it to the boss
Solution: Put pressure on the middle-level leader and instill in him: We recommend it to him. If it is not explained to the boss because of his reasons, when the boss pays attention to this matter, he finds that the middle-level leader did not report it at that time, or the competitor did It's good, my company didn't do well, and the boss finds the responsible person, which will ultimately be the responsibility of the middle-level leaders. Through this method of attributing blame, it does not dare to neglect. If the middle leader does not pay attention and affects the negotiation process, you can find the contact information of the general manager from other channels to have a direct dialogue with him.
15. Learn to observe, learn to listen.
When negotiating orders with customers, we must observe more. Through the observation of customers (eyes, behavior, expressions, etc.), we can timely understand the psychological changes of customers, and eliminate obstacles in the bud; through listening, we can understand the real needs of customers. It is easy to reach a consensus with customers.
16. The opportunity cannot be lost, and it will never come again.
When negotiating with the customer, because your introduction has aroused the customer's desire, then you should use the hypothetical transaction method. While chatting with the customer, take out the contract and accessories, and chat with the customer about something unrelated to signing the order. things, such as their peers' development status or appropriate flattery to him, etc., while filling out the contract and schedule for his signature and seal.
17. Seize the customer's weakness and hit the door.
When negotiating an order with a customer, the customer only needs to say that the product will definitely be ordered, but compare it again, you go back and wait for my call. At this time, try not to wait, seize the customer's weakness, flatter first and then force the order.
18. Grasp the opportunity to facilitate the signing.
The human mind cannot be concealed, and it will always be expressed through words or actions. Be careful when visiting. Generally speaking, the following is when the customer's desire to buy is activated:
(1) Verbal signals
1. When bargaining or asking for a price drop.
2. When asking about specific service items and the effect of production.
3. When asking about the production cycle.
4. When asking about the effect of the network and which customers are currently bringing better benefits.
5. When you express sympathy to yourself or the topic reaches its climax.
(2) Behavioral signals:
1. When reading the company's information constantly.
2. Request to visit the company. The visit is when showing a strong interest in the company.
3. When negotiating with a third party.
4. When showing an excited expression.
5. Lean forward, keep nodding and leaning forward, smiling.
6. When there is an expression of indecision.
19. Push the client to make the final decision.
When you have negotiated with the customer to a certain extent and encountered obstacles, try to get the other party to make a final decision. For different situations, you can try the following ways:
(1) Assuming that the customer has agreed to sign the contract: When the customer repeatedly shows the purchase signal, but hesitant, you can use this technique to make the other party make a decision according to your thinking. For example: customers don’t know much about the Internet industry, but they feel that the Internet is good for enterprises and product promotion, but they don’t know which version to make. If you have established a website for your business, and then add functions depending on the effect, or build a more comprehensive publicity of your business and products at one time, do you want to do the best thing? It’s not much money anyway! Being introduced into your thinking, not about whether to do it or not, but about how to do it, is actually agreeing to do it. Make negotiations come to an agreement in this alternative discussion.
(2) Help customers choose: Some customers do not like to sign orders quickly, even if they intend to do it, but they are swaying on issues such as the choice of the company and the effect of the website. At this time, we have to assess the situation and relieve the customer's doubts, rather than rush to talk about the order.
(3) Hard to play: Some customers are naturally indecisive. Although they are interested in your service, they procrastinate and do not make a decision. At this time, you might as well deliberately pack your things and make the appearance of saying goodbye. This kind of behavior sometimes prompts the other party to make up their minds, but in the case of fierce competition, they can't really leave the customer. Even if they leave, they should contact them again to avoid being taken advantage of.
(4) Apprenticeship and art: After you have tried your best and tried all kinds of methods to no avail, you might as well try this method when you see this deal is done. For example: "(So-and-so) President, although I know that online publicity is very important to your company, maybe my ability is very poor and I can't convince you. I admit defeat. But before admitting defeat, please point out my mistakes and let me Do I have a chance to improve?" Such humble words not only easily satisfy each other's vanity, but also relieve each other's confrontational attitude. He may correct you and encourage you at the same time, and maybe bring you a chance to sign.
(5) Proposed transaction
a) Now that everything is settled, let's sign an agreement!
b) Do you still have questions about payment methods?
c) Do you still have any questions and do you still want to consult someone?
d) Let’s sign an agreement first, and I will also start preparing for the following work, so that your advertising can be exposed to consumers as soon as possible and benefit from it as soon as possible.
e) If we sign the agreement now, what do you think we have to do? f) When do you want your advertising to reach consumers? If you ask for it quickly, we have to do it quickly, such as signing an agreement, preparing documents, etc.
20. Matters needing attention when signing the contract:
(1) Be careful to gossip, so as not to lose all your previous achievements, and do not easily let the price go.
(2) Try to decide things within your authority as much as possible. If it is not possible, then call the manager for approval, and make sure the customer feels that you have done your best to help the customer achieve the most benefits.
(3) Do not show an overly happy or overly happy expression.
(4) Try to eliminate the other party's anxiety and make them feel that it is the best choice.
(5) Leave early.
(6) Can't argue with the client - in the final stage, don't argue with the client because of their critical remarks
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