The signing rate of the installation enterprise has not been able to go up, it is difficult to break through, and I don't know what to do!This has happened to all decoration companies.
When the owner arrives at the store, the designer does not have the skills to design the transaction, so he talks in generalities, and the chat is several hours. In the end, the owner left because of time, and you said that it was not a blind job.
The most common mistake we make is to take the order for granted from our own point of view, and will not think about the problem from the perspective of the owner, and the natural signing rate is low.
This is very compatible with business personnel, designers, and salesmen, and it is easy to become less and less confident, and the signing rate is naturally low, and it is even more difficult to break through.
In fact, any transaction is to win the trust of the owner, and as long as the trust of the owner is solved, then it is logical to sign the deal. How to solve the problem of trust is the focus of our talk this time.
What problems do you have to solve to win the trust of your people, company, brand, design, and service!
01 Question: As a business owner, why should I listen to you?
Prioritize solving problems that owners are willing to listen to.
I don't know if you have noticed that the owners who meet for the first time, when you introduce the product to the owners, they often respond to you passively. What is the reason?
As a consumer, the owner is afraid of letting the salesperson or designer know you too well and expose your "handle". In the same way, in the first step of the sale, we need to prioritize solving the problems that the owner is willing to listen to, or solve the problems that the owner raises first.
By addressing these issues, it will be easy for us to have in-depth communication with the owners. So we have to think, what is the most concerned about this owner who wants to decorate?What do the owners want?After summarizing, the answer will be a signed contract.
02 Question: Your product is good!But is it really for me?
It's not that my product is good, it's that you really need it.
A lot of people make the mistake of talking about how good their product is. As a result, most owners will think that you are "selling yourself and boasting".
Moreover, the real signing master will make the owner realize that this product is exactly what he wants and needs through clever language skills, and guide the owner to make his own choice through different product comparisons. This is the best way for us because people will always trust the choices they make on their own.
03 Question: Why should I trust you?
Opportunities are for those who are prepared.
Let's think about it. Do any of the owners we have closed with us distrust us?Many manufacturers know that the higher the trust value, the higher the success rate of the owner's referral. Why?
Because the referrer has built trust in us as an individual or in the company. Therefore, trust is the primary bargaining chip. If you want to increase the closing rate, you must first increase the trust of the landlord in you.
In the process of negotiation, we need to design negotiation skills in advance, design skills that reach the hearts of the people, and solve the trust problem of the owner, so that the transaction becomes replicable for the enterprise.
04 Question: Why do business owners want to trade with you?
There are always a few selling points that are different.
Before closing the deal, the owner will think, why should I close the deal with you?
Therefore, the company needs to find its own advantages and selling points, find the selling points that your competitors do not have, or cannot provide to the owners, and these are exactly what we need to guide the owners to observe.
If you can communicate it to the owner in a timely, accurate, and effective manner, then you are almost a kick in the door of the transaction. When an outfitting company has its own unique selling point, the company will have a special competitive advantage, which can significantly increase the closing rate in some aspects.
05 Question: How to make the owner have a sense of urgency?
Don't think about it if you can make a deal.
I believe that the sales and designers of the vast majority of enterprises have encountered such a problem.
We talked to the owner for a long time and thought that the order should be closed, but the owner said to you, "I'll go home and think about it!""I need to talk to my family!"With such a big decoration, I can't be the master!"Wait.
Do we get frustrated when we hear these words?The vast majority of people procrastinate easily. It cannot effectively stimulate the owner's desire to close, create a sense of urgency for the owner, and tell the owner that he will lose a lot if he misses this opportunity. Then the delay of most owners is the fatal wound that affects our transaction rate and transaction efficiency.
So, when designing a simple conversation, we need to have a relative sense of urgency and a sense of error about ending the process. In order to ensure that the owner can make a one-time transaction. Because our colleagues know very well that in the case of unsuccessful order forcing the first time, it is difficult for you to invite the owner to the store again.
06 Question: Is the after-sales service reliable?
I am very satisfied with this decoration, and it is also worth recommending after sale!
After-sales service is one of the most concerned issues for owners. For decoration companies, the after-sales process is long, and for owners, it is a process full of worries.
Let's take a look at these four elements: quality, design, and after-salesTherefore, it is not difficult for us to find that the owners start from these four aspects when comparing.
In order to increase the contract rate, our company needs to do everything to the extreme. The quality is up to standard, the first is satisfied, the reputation is good, the sales are guaranteed, and the transaction will be smooth!