I believe that the hardware industry sales staff have met people like this when they called for sales. When you called for a customer, you asked ##Company. Hello, I'm a ##company sales representative. Will your company be useful? Is it possible to launch a fire on the phone without any reason? Suddenly, I didn't know how to interpret it, only to hear that the other party had hung up the phone. What do we do when we meet this customer?
First: Do not believe in "refusal"
Usually, some customers donâ€™t understand things. The most used reaction is to refuse. To refuse to be a habit for him. Some customersâ€™ refusal often requires further understanding of the normal reaction of your product. Although this is for you, It seems to be suffering, but for some customers, it is indeed a â€œpretending to resistâ€ that breaks the psychological defense. Therefore, you should not be too confident in the words of such customers. You only need to continue to walk with confidence.
Usually I come across this kind of answer, pause first, hurry to argue, and meditation: "Don't care, move on." Then smile to the customer and say, "Oh, really?" "It seems that you are really an expert in this field. Do you not know if you have any chance to learn from you?"
Second: Every refusal is seen as an opportunity to "debt"
Each of us has two roles in this world, buyers and sellers. When you are doing sales work, you are the seller, then of course you are vulnerable to some rejection. Similarly, when you are a buyer, you will also reject others.
When you refuse to sell insurance to you, you actually give someone a chance to suffer. From the point of view of the Buddha's causal retribution, you are owed someone a â€œhuman debtâ€. When you are rejected by others, it is actually someone else who gives you a chance to suffer. It is equivalent to you returning once. Human debt." If you think this way, you will not be so uncomfortable with each rejection.
In the same way, this principle also tells us that for anyone who sells products or services to you, don't kill them by sticks and don't give them a bit of love. There is an old Chinese saying that it is good to give others face, but also give yourself a face.
For example, I am now specializing in sales training. Whenever I hear a strange sales call, I'm not in a hurry to hang up, but listen carefully. If he doesnâ€™t play well, Iâ€™ll ask if heâ€™s done it. Specialized training. In this way, I not only knew more about some friends, but also had some training business. This is probably the truth of the double vision.
Third: Rejecting you now does not mean that you will never be denied
Before each sale, your mentality can't be anxious. You can't think of eating a big fat person in one breath. You need to go step by step. Every step is done. The result of the deal comes naturally. From the time of preparation, opening, mining requirements, recommendation instructions, to closing, there is a refusal at each step. However, these refusals do not mean that there will always be, as long as you maintain an optimistic attitude, accurately grasp the needs of customers, and properly explain clearly, these obstacles are temporary.
Often the faults that many sales make while advancing the process are that each step sends a very strong signal to the customer, that is, when the heat has not yet arrived, he starts to wok and serve. Is that delicious?
Remember: The result of each step of sales is not a deal, but goes smoothly to the next step. If you think this way, your rejection will not be so much.
Fourth: Experience the mood story behind "refusal"
When I hear every customer's refusal, I first ask myself not to blame the customer's unfamiliarity, but rather to compose a mood story for myself. Maybe he didn't have a good rest on weekends, so he told me to say another day; maybe he was just being embarrassed by the boss and he was not in a good mood; or maybe...
In short, do not think about the customer's wrong, but first stand in the customer's position, help him compile a understanding of his feelings and stories, good experience, taste the world, this is not a sales gain?
This is called empathy. Usually you communicate with customers in such a state of mind. Customers will feel that you are a worthy person and will treat your friends with you. The more personal stories customers talk to you, the closer your deal is.