More marketing dry goods are all in the sales process, from the best to find customers, is a very important thing, but also a headache for sales.
If you see a competitor's store with customers coming out, it means that a 100% in-demand customer is appearing in front of you.
So, what strategies should we use to capture the hearts and minds of such customers?
As a customer who has just come out of the store, they will not refuse even if they are blocked by the first store when they are invited by the sales staff of other stores. This is because everyone will shop around and finalize the purchase.
1. What competitors might do.
As salespeople, we need to know that our competitors are likely to do the following four things:
1. Carry out the popularization of basic professional knowledge of products;
2. When analyzing customer needs and introducing market conditions, selectively introduce the situation that is conducive to their own products
3. It is possible to expose the shortcomings and problems of competitors according to the characteristics of competitors, amplify the negative direction of competitors, and even create something out of nothing, reverse black and white, and mislead customers;
4. Competitors' shopping guides will inevitably want to get customers directly, and will try to prevent customers from going to other stores to see the plan. In recent years, the popular marketing ideas of various on-site quick transactions will also prompt shopping guides not to consider the freedom of customers in terms of choice, and to a certain extent, they will oppress customers to make quick transactions.
2. How to adjust and respond.
As a shopping guide, if the customer has been educated by the sales staff of other stores** work. So, what adjustments and responses should be made next?
1. First of all, it is necessary to detect the customer's understanding and level of professional knowledge. When it comes to the professional introduction of products, we must highlight the objectivity and neutrality, and use our objectivity and neutrality to set off the lack of objective and rational volatilization of competitors' shopping guides.
2. Assuming that the competitor's shopping guide has listed and attacked all the shortcomings of the store's products, in the face of customers, don't hide it, let alone flicker, which will make customers wonder, and more sure that what other shopping guides say is true, but to take the initiative to say it openly, first declare that there is no perfect product in the world, and it cannot be said that it is a shortcoming, but a feature. Choosing a product is not about buying the perfect thing, but choosing the right one.
3. Considering that competitors' shopping guides often force customers to decide to place orders on the spot, it is necessary to fully give customers the right to choose freely, take the initiative to ask customers to take a look, shop around without loss, create a relaxed trading environment, and let customers feel their free choice as God.
4. If it is assumed that the customer has been to other stores, then the sense of competition in the heart of the shopping guide is bound to be much stronger, more challenging, and more serious. At the same time, some irresponsible casual promises, or some excessive big words should also be controlled.