Bring technical ability next piece the 6th class -- the 5 paces song that demur handles, this skill dot discusses processing in Yu Yi. Can some people ask " demur " what be? Demur is particularly easy to read and understand the explanation that knows easily calls crosscurrent namely. In your sale process, the client put forward crosscurrent, how should you do? We are used a little the word that learning chooses calls demur processing. The mastery of a skill or technique that unusual trial sells this class, when the client puts forward crosscurrent, how to do? Tell very well before you, each respect of the service is told very faultlessly also, but after the client is listening to what your passion is permeated with to explain, appeared crosscurrent, somebody is confused at that time, did not know how to should do -- I am told so well, how didn't the client develop originally according to drama, how to appear suddenly crosscurrent? Put forward crosscurrent when the client, when saying your product is bad, a lot of sales begin to explain anxiously with the client, the major that uses you, product that uses you wants to persuade him.
Still can such setting appears: No matter how you say,be, the client always can have new exception to appear, follow dozen of shrewmouse like, you hit to appear again new, hit to appear again again new, must hit ceaselessly must risk ceaselessly, after be being risked, this understands a telephone call finally " fate " namely " the client considers to look " . Appeared a lot of a lot of demur, after the sale settles all objection, even if such, the client also won't say certainly " you resolve these my question very well, I buy sheet " .
These setting are derivative is today core content of course: How effective settlement demur. Someone can say the client's crosscurrent is very terrible, the client can appear various state of affairses, for instance, feel the price is expensive, feel your thing is waited a moment badly. But I feel to sell must " every clinch a deal to be able to settle this way through demur " acknowledge. The client did not disagree today, he is not a good client, why be a good client? Because be opposite,be yours product disinclination, just won't put forward crosscurrent so -- I am right you since disinclination, why should carry crosscurrent?
The probability that raised crosscurrent to have 50% at least explains the client is interested in you, he has different point of view to your product or service, at least the probability that the client of demur has 50% is a good client. We say via regular meeting " disagreeing client is hospitality door " , if those clients listen to your product, he feels very good, such client often can draw out money not quite.
Hope everybody can learn the first point of view, every clinch a deal surely metropolis classics demur of classics. To all sales same, demur is a crossroad, what calls crossroad? It is everybody is in ran, basically be according to opening remarks, word the heaven and earth, path that enters a text is running in front, without too big distinction.
But arrived demur it can become this place a crossroad, the ability that settles objection next is different, can bring different biforked crossing, go going to different method. Look in me, the crossroad of demur, the first meeting is led to clinch a deal, you are solved so that hospitality door buys sheet for you; The 2nd meeting is surpassed to the controversy -- the client casts a demur ceaselessly, you can persuade him with your passion, the client can appear again new exception, you can explain again, you the two segment that can enter a controversy to surpass. Does everybody think controversy contest can clinch a deal finally? The 3rd meeting leads to " false demur " hole, it is a client the likelihood was cast a lot of rounds to you, not be his real objection, it is the false demur of his shallow-layer. If your sale skill is not particularly strong, can keep going to jump in the hole of false demur.
Of the whole technological process in the sale in, demur is a crossroad, in front you are again outstanding, if you do not have this place,had run, the job in front is to waste.
Teach everybody the 5 paces music that demur handles next, the kind that tells everybody how to be changed with flow goes handling demur, the demur processing that can avoid to let you makes game of a controversy.
The 5 paces song that demur handles.
The first pace is to listen attentively to, go listening to the client's demur seriously. When you listen carefully, the demur of the client that can discover you understand perhaps is not a client the demur of true expression. In phone sale process, the salesperson's very incidental thing grabs a word namely, perhaps say to go with inertial thinking the point of view that judge client thinks to convey -- you (client) do not worry to be nodded this namely (problem) ? Begin all sorts of explanations next. So, can understand the meaning that the client thinks to convey, this is very important.
The 2nd pace is self-identity, express to understand and be agreed with to the client. Some people can feel the client raises so much objection, still have a few how mysterious, how absurd notion, how to agree with? But you and client are actually same, when you offer a point of view, you do not hope to be denied directly, be refuted. When you offer your point of view, the other side says Say No directly, refute your notion directly, does everybody feel it is good to such feeling? So, can be in this process from the back the self-identity that those who cast plan to make bedding is you. After expressing to understand and be agreed with when you, the client can put down his guard heart, can feel original to the other side also is to replace me to think, former opposite party also can understand my meaning.
The 3rd situation is clear, clarify the client's problem and requirement. Make it clear that it is good to can be done, you appear ceaselessly with respect to won't afraid client demur, you can ask a client even, "Do you still have this besides concern other? What is what you worry most? " the matter that this settles to need goes doing namely, after settling the client's issue when you, we just can enter the 4th stage, just begin to settle the client's objection truly.
The 4th pace is state and offer a solution. The problem that is aimed at a client raises both sides to be able to accept the plan with satisfaction, reach consensus. Settling objection is not to settle objection purely and settle objection, want to enter the 5th stage however.
The 5th pace is to encourage a client to take positive action.
When a lot of sales are doing demur to handle, just doing the 4th pace to state, after standing to contrary with the client, go putting forward your crosscurrent. Everybody wants to know, after putting forward crosscurrent when the client, you put forward a crosscurrent again, both of you won't be lost absolutely lose, the generation in the process that both of you are carrying crosscurrent ceaselessly chafes and vinegary, and to final final result very possible internecine. Appear when demur so when, the sale must be retreated calmly, you " hit out " state of mind closes. The first pace is listened attentively to, listen to the client's demur, listen time when you only seriously, you just can understand the client's meaning. Self-identity goes after listening, self-identity also is a kind of pattern that establishs client accredit to feel. When you go agreeing with a client, the client is compared certainly to your trustful feeling depend on your in the teeth he, negative he when come more by force. After was over when self-identity, go doing certainly clear, clarify the train of thought that can invite him client more focusing. Guide client focusing train of thought, can make you find his real objection and false exception in this link. If do not go doing,clarify, you can solve certainly, two, 3 wait a lot of demur a moment, the specification that can make a client one-time worry about him most actually is white. Next, must arrive clear to core demur when, resumptive your allegation, go settling the client's objection, raise the requirement of the action to the client again to finally.
This is whole client occurrence demur when, sell the 5 paces song that demur handles, this also is a whole technological process. Everybody has discovery, in me there is large flow already in sharing, there can be little flow again after large flow was over, this is phone sale most quintessential place, it is perforative from beginning to end is flow. When you handle an issue with flow, meeting discovery is met as a result can accuse more, had flow to go again fill word art, can the opportunity becomes a Top Sales.
After explaining academic knowledge, share a case that comes from sincere letter to connect demur to handle with everybody again. I feel because think lazy peace conference summarizes the law,human progress is, need to sum up regular ability to progress more as the sale. We are connected in sincere letter when doing sale government, meeting ceaselessly get dot of a few skill, knowledge forms formula, can let the understanding with newcome young more fast associate. Even, when configuration of my business, product produces tremendous change, my flow still is in, remain essentially the same despite all apparent changes, can use such means more apace comes in outfit of new product, new knowledge.
In north, everybody can see annual the leaf can drop light, but limb still is in, the 2nd year chairman gives new leaf come. The sale also is so a process: Your flow is truncal, you are OK the content with different fill, let you be mixed in any industries any products can achieve mastery through a comprehensive study of the subject, the key depends on you can be being summed up piece such " truncal " flow. Present demur handles formula, actually flow is derived, can cover art of a lot of words come in, although the product is different, the industry is different, the client is different, but these things are known.
If you took skill of a word only, how to answer the product of the client of metabolic market, change and change. This also is why the industry with my individual different experience arrives different product, arrive again different group, still can take the place of the core of the result, core dot is in the part of whole technological process.
The formulary everybody that demur treats can look, told in front listen attentively to, self-identity, clear, allegation and requirement. I cite the case that sincere letter opens now, it is very appropriate also that everybody can see your product be put. Is the first pace listened attentively to what speech is those who use? "Yes, still have? " " what you say is quite right, what you say is quite good " , this is listened attentively to namely. Go encouraging a client to speak out his think of a way, do not go denying a client. When the 2nd pace is agreed with, what kind of word method should say? A word is OK -- " you look, stand in your angle, I special understanding you a moment ago why so say " , this is a very simple word, it is self-identity. The 3rd pace clarifies is " I can understand so, is what you worry this is opposite? Other still have? " go asking a client, in clear process, it is a demur focusing certainly a link to core demur. In the process that the 4th pace states, "Be aimed at you a moment ago problem, we are to come to those who solve help you so " begin to throw the plan that gives you, your service, return to your service again. When the 5th pace raises a requirement finally, ask a client namely, "You see us have a try one year with respect to collaboration, it is OK that you look? " .
A such formula that handle demur share everybody, everybody can cover his product go in, looking also is general, also try in actual combat, do not come up to begin to enter the segment of allegation directly, go helping a client raise question directly -- " good, we are to help what you solve so " . Should be listened attentively to however through the flow above first, self-identity, after establish trustful move with the client, go to demur focusing the demur of core, the requirement raises with the client again after be being solved, begin to try to cooperate. This is to be in what whole demur handles board piece think those who bring everybody to share, law of in the right way, have case, hope everybody can use these case and formula, him apply mechanically product, undertake achieve mastery through a comprehensive study of the subject.
In this class, ghost father wants to bring a few point of views of everybody:
The first viewpoint, cent is clear about real objection and false demur. This is making it clear that segment is very important, teach everybody two small methods:
One if be in,phone begin appeared demur, that is alluring, it is false demur, do not jump. What meaning? Establish trustful move with the client when you, after the thing that just said you, when still digging demand and introductory service without there's still time, the client asks you this thing how many money, say you next this stuff is a bit expensive, these are alluring, do not jump, come according to yourself's flow.
All 2 real objection can use product and service to solve. Cite a case, the client asks " you sincere letter connects how many money, we seem to so the friend has been done, you this stuff is a bit expensive, the effect is not quite good " , when encountering this kind of situation, we can be told with the client " you see sincere letter connect how many money is not serious today, you oneself because do not have useful Guo Chengxin to connect,be opposite? Just listened to a friend to say, I tell sincere letter to connect with you first can can help you what do after all, you oneself decide again expensive not expensive still, good? " perhaps say the client disagrees think this does not have the effect, "You this problem is a good issue, actually you present apprehension is very normal, also be us all products can solve, you all doubt are now inside our product. After I introduce our product to you first, you have a look at the misgive that can solve you, if was not solved, a little while I say this problem with you alone again " , after tossing all products when you actually, can discover a lot of demur are solved naturally.
So, in begin when appeared false demur, do not jump, want to continue to pull the masterstroke that returns you, go introducing your product, go digging service of demand, introduction normally, had not introduced your product kimono Wu truly, do not go settling objection, in this even if solves a moment to also did not have too much sense. If someone says this time is not solved, the client was about to call up -- this psychological suggestion that is yourself, do not represent the client's actual state. Of course, if the client has intention truly, you can go gentle the ground tells a client, his present demur is normal, and you can help him solve at the back, listen to your product introduction first, have the result naturally. The truly good client, client that wishs of purpose, can listen to you to be told seriously.
The 2nd viewpoint, the flow that should handle 5 paces song according to demur goes doing, do not turn demur processing into a controversy to surpass. Begin from the beginning truly, 5 paces music one pace comes down, hear self-identity from bend, arrive again clear, arrive again allegation, arrive again requirement, if this connected a phone to turn a controversy into contest, after you won even if to be surpassed with the client's controversy, you are met certainly play away this order. The client can say, "Yes, what you say is right " , but do obeisance to, he won't sign sheet with you.
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