Salesperson Must Know The Common Types Of Customers To Help You Work Smoothly.

Objection < p > 1, < a href= "http://sjfzxm.com/news/index_cj.as > > goods source < /a > objection < /p >

< p > objection to the source of goods refers to the different views of customers on which products and which salesperson they sell.

The source objection mainly includes three aspects: product objection, enterprise objection and salesperson objection.

< /p >

< p > 1. product objection < /p >

< p > Product objection is that the customer has already understood his own needs, but he is concerned about whether the product can meet this need.

Product objection is the negation of demand objection and salesperson's objection.

For example, some products, customers want, the problem is that sales products are not ideal, customers will say: "this product quality is too bad", "this product will be deformed for a long time", "this style is not fashionable, I do not like", or because sales staff are selling new products, customers will say: "this new product has not heard, I dare not".

The source of product objection is subjective. It is mainly about the customer's level of understanding, buying habits and other social prejudices, which is also related to advertising.

< /p >

< p > 2. enterprise objection < /p >

< p > Corporate objections are often associated with product objections, and sometimes customers' bias towards products will affect their perceptions of the business.

Corporate objection is a customer's objection to sales attitude, sales service and competition.

< /p >

< p > 3. salesperson objection < /p >

< p > salesperson objection is the objection raised by customers to some salesmen and their distrust of them.

Such objections are often caused by salesmen themselves.

Salesperson's bad attitude, or boasting, exaggerating the advantages of the product, or poor polite language will cause customers' antipathy, so that customers refuse to buy products.

< /p >

< p >, therefore, the salesperson must pay attention to keeping good appearance, proper manners, and pay attention to the training of his own quality, leaving a good impression on the customers, so as to make the sales work go on smoothly.

In short, objection is the most common customer objection to salesmen.

It requires salesmen to improve the quality of their own service work, and timely feedback the information of customers' objections to enterprises, help enterprises improve their work and shape a good corporate image, and also use various skills and methods to change the subjective view of customers.

< /p >

< p > two, objection from the customer's self view < /p >

< p > the objection from the customers themselves mainly includes three aspects: financial objection, purchase power dissent and demand objection.

< /p >

< p > 1. financial objection < /p >

< p > financial dissent is a kind of objection raised by customers because they think they have no money to buy.

This objection is often not directly expressed, but indirectly expressed in terms of quality objections or other objections.

Salesmen should be good at identifying such objections. Once they are aware of such a situation, they should immediately stop selling, but their attitude should be gentle so as not to lose the chance of future business.

< /p >

< p > 2. purchase power objection < /p >

< p > power objection is a purchase objection raised by the customer on the grounds of lacking the right to purchase decision. Most customers say he wants to buy but he can not do it himself.

In fact, whether collective purchase or personal purchase, the power of purchase decision is not distributed equally on every member. Most members can influence decision-making, but not necessarily with decision-making power.

< /p >

< p > the reason for the formation of power disagreement lies in the client's decision-making ability or prejudiced psychology.

When conducting a customer qualification review, salesmen should analyze the customers' purchasing personality and decision-making power and identify the decision-makers. Otherwise, it is not only a mistake but also a powerless promotion to do a marketing job with a person who has no desire to make decisions but who wants to buy it.

< /p >

< p > 3. demand objection < /p >

< p > demand objection is the objection raised by the customer that the product does not meet his own needs.

When the customer says, "I don't need" or "I already have" or something like that, it shows that customers have objections to demand.

Demand objection is the total refusal of the salesperson by the customer, or the total negation of sales activities, because even products are not needed, and everything else such as price, quality and so on is even less.

There are two possible objections to customer demand: first, customers do not need or have similar products. In this case, sales personnel should immediately stop selling and pform other objects. Two, it is just a pretext that customers want to get rid of salesmen.

At this point, salesmen should use effective objection and resolution skills to remove obstacles and carry out promotional activities in depth.

< /p >

< p > three, price objection < /p >

< p > price objection is the objection raised by the customer that the price of the product is too high or the price is not in conformity with the value.

In sales activities, salesmen often encounter price objections.

< /p >

< p > generally speaking, customers will ask their prices after contacting the products, because prices are closely related to the immediate interests of customers, so customers are most sensitive to the price of products.

Even if the salesperson's offer is reasonable, the customer will still complain that the price is too high.

In the eyes of customers, bargaining is a natural thing.

Of course, the customer disagrees with the price of the product, indicating that the customer is interested in the product, indicating that the customer is satisfied with other aspects of the product, such as performance, quality, style and so on.

Therefore, the salesperson should seize the opportunity to reduce the price appropriately, or prove the reasonableness of the price from the material, process and after-sale service of the product, and persuade the customer to accept the price.

< /p >

< p > four, objection to purchase time < /p >

< p > objection to purchase time is that the customer considers that it is not the best time to buy or the objection expressed by the salesperson for the time of delivery.

When the customer says, "I buy it next time" or something like this, it shows that the customer disagrees in this respect.

The real reason for this objection is not the purchase time, but the price, quality, payment ability and so on.

< /p >

In this case, salesmen should seize the opportunity to seriously analyze the real reasons behind the time objection, and explain or take the initiative to determine the specific time for the next meeting. P

In addition, due to the reasons for production arrangements and pportation, or in the selling season, there may be no guarantee of timely supply of goods.

Under such circumstances, customers may object to the delivery time.

Faced with this objection, salespeople should sincerely explain the reasons to their customers and gain the understanding of customers.

< /p >

< p > five, objection to service < /p >

< p > objection to service is the objection that the customer does not trust in the service promise promised by the salesperson, or is not satisfied with the after-sale service of his enterprise, and is unwilling to buy the products that he sells.

< /p >

< p > service includes pre-sale service, sale service and after sale service.

Pre sale service refers to the real, reliable and timely information consultation and technical training before customers buy products. The service in selling refers to the packaging and pportation services of the products; after sale service refers to providing technical guidance, door-to-door service, installation, commissioning, maintenance, and quality assurance measures.

According to the modern marketing concept, service itself is part of the product, service is valuable, that is, services belong to the third level of the overall concept of products - additional products.

The price of service is not only reflected in the sales results, but also in the process of marketing.

Especially after service, it is an additional factor of the product, and has a direct impact on sales performance.

When modern products are close in quality and the price is not large, their competitiveness depends on after-sales service.

The quality and price of products have certain limits. After sale, they can not exceed the limit at will. But there is no limit to the service. The more items in after-sale service, the more new patterns, the more customers like them, the better the sales of products.

Because good after-sales service can eliminate customers' worries and enhance their determination to buy products.

< /p >