Forcing orders is the most important link in the entire foreign trade sales business process. If you fail to force the order of your entire business will fail, in fact, the whole business process is a "forced" process, forced to master the skills, do not rush, do not slow and reasonable, should be relaxed, step by step, but also to know the reason, move with emotion. Today, let's talk to you about how to force orders?
17 Practical Tips for Forcing Orders
1. Think about why the customer has not signed an order with you?
Many colleagues have pointed out that customers are always procrastinating, and I think it is not the customer who is procrastinating, but you are procrastinating, and you are not going to change. Always waiting for the customer to change, is it possible? Doing business never emphasizes objective reasons. If the customer doesn't sign the order, there must be something you haven't done well, whether your value is not explained well, or you don't give the customer what they want. Think about it? In fact, in the end, it turned out that it was a matter of mentality!
2. Recognize the customer and understand the current situation of the customer
You must be confident that sooner or later every customer will cooperate with you, it is only a matter of time. What we have to do is to bring the time forward and then advance. What is the reason for the customer not to close the deal? Not very conscious? No plans at the moment? Partner disagrees? Not a direct decision-maker yourself? Don't know about you or the company, don't trust it, and have no one to manage it? The family disagrees and so on? Be sure to recognize the customer's current situation. In order to help customers better sort out and solve.
3. As long as the mind does not slip, there are always more ways than difficulties
Don't panic, don't mess around, be clear-headed, and think clearly. If there is a problem, we have to analyze and solve it, and it is normal to have a problem, we just like challenges, it is very interesting, and the work is full of unknowns, just like a battle. Signing customers in game after game is an exciting thing for all foreign traders.
4. Think about what customers think and be anxious about what customers are anxious about
You have to know what he's thinking, what he's worried about? What else did he have to worry about, and he caught his pain points. What customers care about for such a long time is the guarantee after cooperation, or the recognition of the value of your product before determining cooperation. The two questions are two completely different directions, and you must fully understand the customer in order to make the customer accept all the information you express from the heart.
5. Everything is under control, you are the director
Your thinking must be positive, how to guide customers to turn disadvantages into advantages, and disadvantage factors into advantages. The client is unsure, the client is putting it off, partly because of instinct and partly because the current environment is not enough to impress him to make a decision.
6. Solve problems for customers
Help customers do something, be serious and responsible for customers, do practical and good things for customers, provide customers with real and effective solutions, and let customers feel our work attitude. If you can solve it, solve it immediately, avoid it if you can't, and downplay and avoid the problem, which requires you to be flexible.
7. Carry forward the spirit of locust sucking blood
This spirit is not only reflected in working hours, but also in spare time, you must be patient, persevering, indomitable, and move customers with your persistence. Only when you truly understand your customers and get close to them will you understand them. If one day you can get a customer to say, "Oh, young man, I'm really convinced of you." Your spirit is worth learning from our business personnel, come and do it with me! I was hired with a high salary. Haha, such praise, many sales champions have heard it more than once
8. Make good use of the hypothetical transaction method
First of all, let the customer ** our customer case, as well as his development plan for the whole industry and other plans. Or fill in the ** application for your ideal customer service staff, or your ideal preferential program and other information before signing the order, when the talk is about the same, to say: let's go through the procedures (sign the contract and pay), don't say too prickly words. Avoid touching sensitive areas of your customers.
9. Forcing an order is "half pushing and half doing".
It is the forced transaction method, which swallows mountains and rivers with the momentum of swallowing mountains and rivers and gets customers done in one go. Make the customer feel like you have an irresistible power. First of all, you must have the determination and belief to win, and be absolutely confident in your products, because you can bring changes to customers, so customers must give you a deal, this is not what you ask customers to do, but customers need your help.
10. Weave a "dream".
Let the customer think about the various benefits that the resources at your hands bring to him, and make his dream come true. Let the customer combine their own actual situation and imagine the changes brought about by the success of the company's future cooperation, all of which is based on the premise that the customer's own will is strong enough.
11. Give customers some benefits
It can also be the last killer feature, we must grasp the psychology of customers, how to give, to whom? Who are the key figures or decision-makers? In what way is it given? What happens to the customer after it is given? Are you giving what the customer wants? Why would a customer want this offer from you? How much desire do you want to get a deal? These are the questions you need to prepare for before throwing out the killer idea!
12. Giving up, of course, is only temporary
Don't waste too much time on some "old stubborn", take your time, just let him not forget you. Some people are used to making quick decisions and starting, while others are used to letting time make decisions, determine your customer situation, and give them a way to close the deal according to their own characteristics.
13. Learn to observe and listen
When negotiating with customers, we must observe more, feel more, through the observation of customers (tone, intonation, volume, emotion, etc.), timely understand the psychological changes of customers, eliminate obstacles in the bud, do not be afraid to solve customer problems, and do not avoid customer problems, customer more problems are opportunities for us, no doubt about customers, not real customers, only customers put forward enough questions of their own, it means that he is thinking about cooperation; By listening, you can understand what your customers really need, so it's easy to reach a common understanding with them.
14. Don't miss the opportunity, the time will never come
When negotiating with customers, because your introduction has aroused the customer's desire, the customer is willing to go deep into the details of the product with you, which means that he is willing to cooperate, at this time, you should use the hypothetical transaction method, while chatting with the customer, the contract and service are launched, while chatting with the customer about some things that have nothing to do with signing the order, or flattering him appropriately, etc., while asking the customer to get the contract information, do a good job of the contract, and make the transaction further.
15. Grasp the customer's weakness and kick the door
When negotiating with a customer, the customer just needs to say that he will definitely want it, but compare it again, you go back and wait for my **. At this time, try not to wait, grasp the customer's weaknesses, first recognize, then understand, and then force the order.
16. Grasp the opportunity to facilitate the signing of the order
The human mind cannot be concealed, it will always be expressed through words or deeds, and you have to learn to observe. Learn to listen to the most authentic information in the customer's heart, and not ignore the details beyond the superficial content.
17. Prompt the customer to make the final decision
When you've reached a certain point in your negotiation with a customer and you encounter obstacles, try to get them to make a final decision. This is the core ability of foreign traders, whether the customer is trading or not, are confirmed in your persistence.
Breaking through cognition, breaking the outdated thinking system, and completely subverting historical business thinking is the key to this battle!