Sales Techniques: Sales Should Be Avoided And Efficiency Improved.

Lighter, smaller deal.

We know that avoiding the big is the commonality of a certain group of people. They always hesitate and pay close attention to small interests. Therefore, we can make indirect use of small pactions to facilitate pactions. This is the familiar little point paction law.

The small point paction method, also known as the secondary problem paction method, the whole paction method or the avoidance method, is a paction method for the salesperson to solve the problem through secondary problems to facilitate the realization of the paction.

This way to facilitate pactions is actually based on the law of customer's psychological activity. First, a salesperson can reach agreement on minor minor issues, thus facilitating the paction skills of all pactions. It assumes the development of paction skills.

The small pactions here refer to minor problems and minor problems related to sales, such as some relatively minor problems such as product packaging, pportation, production date, warranty, etc.

1. Applicability of small point paction method

Generally speaking, a major purchase decision problem can produce a strong psychological pressure of paction, while smaller paction problems produce smaller paction psychological pressure.

In the face of larger paction problems, customers are more cautious and sensitive, lack of confidence in buying, making difficult decisions, and even deliberately delay the closing time.

In the face of smaller problems, customers are often more likely to buy.

More decisive and easier to make clear decisions.

Therefore, salesmen can make use of the law of psychological activity of customers in this paction to avoid direct prompting of major paction problems, and directly prompt smaller paction problems, directly prompt customers not to be too sensitive to deal with problems. First, small pactions will be made, and then big points will be concluded. First, the specific conditions and specific contents of paction activities will reach agreement with the customers, and then the paction activity itself will reach an agreement with the customers, and finally conclude the paction.

For example, a salesperson said to his client, "Mr. Qian, we are responsible for the installation and maintenance of equipment.

If you have no other questions, then we decide so? "The salesperson did not directly hint at the problem of the purchase decision itself, but prompted the after-sale service such as equipment installation and maintenance.

Salesmen use the small point paction method here to avoid direct prompting of major paction problems, to directly prompt minor paction problems, and to facilitate small pactions first.

In this case, as long as Mr. Qian accepted the small paction conditions, the salesperson could assume that the customer had decided to purchase the product and assumed the deal directly.

For example, a salesperson said to the customer: "Fang, you need not worry about the time of delivery. We guarantee that we can deliver the goods according to the specific requirements of the customers. This month or next month, what do you think?" the salesman looked at the signal of the paction and turned the paction signal into a small problem. First, we reached an agreement with the customer on the delivery time and then indirectly facilitated the paction.

In this case, the sales personnel have grasped the favorable timing of the paction, and directly treated the paction signal as a small paction problem. They can not only deal with the customer's objection, but also relieve the psychological pressure of the customer and effectively promote the customer's automatic paction.

In general, the dots are smaller.

It is mainly applicable to the following situations:

1. large scale pactions.

2. customers do not want to directly involve purchase decisions.

3. small points occupy a prominent position in the whole purchase decision, that is, the paction decision depends only on a specific point.

4. customers are only interested in certain issues of pactions.

5. the salesperson has spotted the signal of the paction. The final key lies in a small point, such as pattern, color, payment method, etc., or the salesperson has not found any paction signal, and needs to make a trial attempt that may avoid cold reception or disgust.

6. the atmosphere of the paction is tense and the psychological pressure of customers is too great.

Two, advantages and disadvantages of small point paction method

The advantages of applying the small point paction method are mainly reflected in the following aspects:

1., the use of small paction method to facilitate pactions, can reduce the psychological pressure of customers, create a good atmosphere.

All customers will list major and minor issues when negotiating sales and business.

First, an agreement is reached on the issue that the customer considers a minor issue, so that the sensitive reaction of the customer can be avoided by discussing the big problem.

2., the use of small paction method is conducive to the sales staff try to deal with the initiative, to retain a certain room for business.

Small point paction law requires sales staff to facilitate small pactions, indirectly contributing to a larger deal.

When using this method, salesmen can make use of various small pactions to try to conclude business.

Even if the customer refuses a specific paction point, the salesperson can continue to prompt other paction points to try and conclude the paction.