[China Glass Network] At night, I was eating with a few friends. We ordered some dishes. One of them was kelp, but after a while, the waiter came over to our colleague who said, "Sorry, the kelp is gone." Colleagues said, "No, too much, then forget it, return the money" (dissenting), and then the restaurant will withdraw the money for this dish. In fact, if the waiter (salesman) can solve this customer's objection very well, it is completely unnecessary to refund the money, and the same can be satisfied with the customer's objection, and also increase the sales of the product for the company, this is not Very good thing? Natural Garnet,Natural Wine Red Garnet,Wine Red Natural Garnet Joya Gift Co., Limited , http://www.joya-gift.com
As a waiter, he thought about it. Why did the customer point to kelp? In fact, our colleague is trying to lose weight, because kelp is losing weight. If, at this time, the waiter can understand the motivation behind the purchase of the kelp by the customer (my female colleague). I believe that the waiter can help my colleague to choose a product similar to the kelp function, and my colleagues will be very happy, isn't it?
Therefore, in order to resolve the customer's objection, it is necessary to understand the customer's motivation to purchase the product. This is the so-called constant change, which is also a thinking mode of looking at the problem from the customer's point of view.
Is such a case happening less in our sales experience every day? Every day, like the above-mentioned waiters, we have not handled such dissent, causing the company to lose less incidents?
Every day, we encounter many customers' objections. Most of the salesmen have learned a lot of "customer objection" processing skills, but they can't handle the customer's objection very well. Why? Because these salesmen do not know the root cause of customer objections. Only after we understand the root cause of customer objections can we prescribe the right medicine.
Why do customers have objections? This question is good. Why would disagree, I think the reason is the more essential, because customers feel the product or service is not what he wants, that is to say, in front of a product or service with his idea of ​​a product or service is not the same concept, then, a objection. Therefore, to address this challenge, we must understand the product image in his mind of what it was like, and why would understand this look like? This is called know these even know why. In know these know it then, we can do two actions, an action that is the same product, try to change the minds of customers to freeze the image of a product or service, or go to change our products or services, to meet customer reckoning in imaging products or services have been freeze-frame. Both approaches are desirable depending on the circumstances.
I was having dinner with a few friends this evening. We ordered some dishes. One of them was kelp, but after a while, the waiter came over and said to our colleagues who ordered, "Sorry, the kelp is gone," said a colleague. "No, too much, then forget it, return the money" (dissenting), then the restaurant will withdraw the money for this dish. In fact, if the waiter (salesman) can solve this customer's objection very well, it is completely unnecessary to refund the money. It can also satisfy the customer's objection with satisfaction, and also increase the sales of the product for the company. This is not Very good thing?
As a waiter, he thought about it. Why did the customer point to kelp? In fact, our colleague is trying to lose weight, because kelp is losing weight. If, at this time, the waiter can understand the motivation behind the purchase of the kelp by the customer (my female colleague). I believe that the waiter can help my colleague to choose a product similar to the kelp function, and my colleagues will be very happy, isn't it?
Therefore, in order to resolve the customer's objection, it is necessary to understand the customer's motivation to purchase the product. This is the so-called constant change, which is also a thinking mode of looking at the problem from the customer's point of view.
Is such a case happening less in our sales experience every day? Every day, like the above-mentioned waiters, we have not handled such dissent, causing the company to lose less incidents?
Every day, we encounter many customers' objections. Most of the salesmen have learned a lot of "customer objection" processing skills, but they can't handle the customer's objection very well. Why? Because these salesmen do not know the root cause of customer objections. Only after we understand the root cause of customer objections can we prescribe the right medicine.
Why do customers have objections? This question is good. Why is there an objection? I think the more essential reason is because the customer feels that the product or service is not what he wants, that is, the product or service at the moment is different from the product or service in his mind. As a result, an objection arises. Therefore, in order to resolve this objection, it is necessary to understand what the product image in his mind looks like, and to understand why it is like this? This is called knowing it and knowing why. After knowing what it is, then we can do two actions. One action is to keep the product unchanged. Try to change the fixed image of the product or service in the customer's mind, or change our product or service to adapt to the customer's mind. An image of a product or service that has been frozen. Both approaches are desirable depending on the circumstances.