There are ten ways that echo the above principles to guide the sales conversation to a conclusion that is beneficial to you and maintain the quality of the relationship in the future. With my seventeen years of sales experience, I assure you that these ten closing methods will definitely help your sales career throughout your life.

1. "I want to think about it" transaction method. After we propose a transaction, some customers will definitely make the decision to postpone the purchase, because all customers know these techniques. They will certainly often say things like, "I'll think about it," "We're going to put it on hold," "We're not going to make a sudden decision," "Let me think about it." If you actually hear your customer say this, let me tell you, this customer is already yours. If you have mastered this skill. You can say: "Mr./Ms. XX, obviously you won't say you want to consider it unless you are really interested in our product, right?" After saying this, you must remember to give Give your customers time to react, because their reactions often inform your next words. They will usually say, "You're right, we are interested, and we will consider it." Next, you should confirm that they will consider it, "Mr./Ms. So-and-so, since you are really interested, then I can assume that you will consider our product seriously, right?" Note that the word "consider" must be said slowly and in an emphatic tone. What would they say? Since you look like you are leaving, you can rest assured that they will answer. At this time, you should say to him: "Mr. So-and-so, are you not trying to drive me away? I mean, you are not just trying to avoid me when you say you want to think about it!" When saying this, You have to act like you understand what they're trying to do, and after they react, you have to figure it out and give them a harder push. You can ask him: "Mr. So-and-so. What did I miss or didn't explain clearly that made you say you want to think about it? Is it the image of my company?" You can use the second half of the question. Lots of examples because this will allow you to analyze the benefits you can offer them. Until the end, you ask him: "Mr. So-and-so, to be serious, is it possible that it is a money issue?" If the other party determines that it is really a money issue, you have broken the "I will think about it" law. . At this time, if you can handle it well, you can do business, so you must handle it well. Ask the client if there is anything else he or she is unsure about besides money. Before moving on to the next step of trading, make sure you really hit the final hurdle. But if the customer is not sure whether they really want to buy it, don’t rush to close the deal on money issues, even if it is a wise money decision for the customer. If they don't want to buy it, why do they care how much it's worth?

2. "Great, money is my favorite problem" closing method. I wonder if you have ever heard words such as "Ah, the price is much higher than I expected", "I never thought there would be such a high price" and so on in your sales experience. In my seventeen years of sales career, I have heard it no less than 100,000 times, but fortunately, I learned how to break through this obstacle very early, so my performance is always the first in our company. Now, I will provide it to everyone. The first step in this closing method is to determine the difference between your product price and your target customer's expected price. Now let's assume that the product you sell is a high-speed printer with a price of 10,000 yuan, and your target customer's expected price is 8,000 yuan. At this time, you must figure out that the price difference between you is 2,000 yuan. But unfortunately, when our salesmen encounter the problem of "the price is too high", they usually look at the entire investment. This is really a big problem. In fact, once the price difference is determined, the money issue is no longer 10,000 yuan, but 2,000 yuan, because your customers will never get your product or service for nothing. Now you say to your target customer: "Mr. So-and-so, based on this, the price gap between us should be two thousand yuan, right? Now, I think we should carefully handle this with the customer's perspective Problem." Let's assume that the normal service life of this high-speed printer is five years.

Take your microcomputer to your target customer and say to him: "Mr. So-and-so, the service life of our printer is five years. You have already confirmed this, right?" "Very good, now let's Divide two thousand yuan by five years, then your company's investment is 400 yuan a year, right? ""Very good, your company should use the printer for fifty weeks a year, right? Yuan divided by fifty weeks, then your company’s weekly investment should be eight yuan, right?” Now you say: “Mr. XX, I know that your company’s working hours are long and you often work overtime, so I assume this It should be reasonable to use a printer six days a week, right? Could you please divide eight dollars by six, what is the answer? "It's one dollar

Three", remember this answer. Your client speaks out, because in the end, your client thinks it's ridiculous to argue with you for $1.30 a day. You smile and say to your customer: "Mr. So-and-so, do you think we should let this one and thirty cents per day hinder your company from gaining profits and increasing production? To hinder this kind of over-speed printing, the printer brings you Expansion ability?" He replied that he didn't know. You ask him again: "Mr. So-and-so, I also want to ask you a question. This high-speed printer has complete functions and has the advantage of saving time. We have already talked about its advantages. This machine can be used within a day." It should make more profit for your company than a minimum wage worker can make in an hour, right?" Your client will respond: "Yes, I think so" because if it is not unconscionable, he will. There are no other answer choices. Are you thinking to yourself, "Wow, it really is that simple." Why can't it be that simple? I think I can confirm that as a salesperson, money is always the most common problem you will encounter. In this case, you might as well apply this skill to your work, practice it with your colleagues and partners, and remember every sentence words, write down the number, and then use it. I'm sure your sales numbers will increase at an alarming rate. If you use these closing methods and it still doesn't work, it won't do any harm to your performance, but if you don't learn and use them, it will be a big problem. Set a goal to use this and other closing techniques ten times each, and of course, try to sprint every time you use it. You will achieve something. Try each ending method ten times, and you will gain a lot. If you try ten more times, you will soon have your luxury villa and drive a Mercedes-Benz 6.0 to promote.

3. The "downturn" transaction method. Many people are living in fear these days, some are considered optimists, others are die-hards, but most are swinging between left and right. There is no doubt that the news media's attitude of reporting bad news rather than good news has left thousands of influential people afraid to make decisions. Because many of us are swinging between fear and optimism at this time - even for a minute - you can make a decision that will free up energy. This is the purpose of the recession trading method. Next is the ending method that applies to ordinary people. "Mr. So-and-so, I learned a truth many years ago: The buying habits of successful people are like this: buy when others are selling, and sell when others are buying. Recently, many people have talked about the market downturn, and in our As a company, we decided not to let the recession bother us. Do you know why? (Leave time for customers to ask you why) and answer: "Because the people who are very wealthy today built the foundation of their success in the recession. They Seeing long-term opportunities rather than short-term challenges makes them successful in making purchasing decisions, and of course they are willing to make the decision. Mr. So-and-so, you have the same opportunity today, and you are willing to make the same decision, right? "The most important thing about this transaction method is to flexibly use the pre-framing technique. The first step is to pre-frame him as a winner, and a winner will not become a factor that troubles himself or his company because of the economic downturn. The second step is to frame him as a successful person and he will always make wise decisions. The third step is to frame him to make the right choice. In fact, as long as the pre-framing is used appropriately and appropriately, In many sales situations, you can complete your sales as you like.

4. The "no budget" closing method is something that every salesperson will listen to when visiting companies or government agencies. to this reason.

This closing method is used when you meet with the president or first-level executive of the company. When you hear that your product or service is not in their budget, tell them in a sincere tone: "No! So I I will contact you.” Don’t stop at this point, but how you proceed depends on whether you are doing business with a for-profit or non-profit organization. Let’s take a look at the applicable methods. To the general company approach: "Mr. So-and-so, I can totally understand this. A well-managed company needs to budget carefully. Budgeting is an important tool to help the company achieve its goals, but the tool itself is flexible, right? As a senior executive, you should have the authority to use the budget flexibly for the financial benefit of the company and its future competitiveness, right?" (Give time for your customers to respond.) "We are talking about a system here. , can make your company immediately and continuously competitive. Tell me, Mr. So-and-so, if there is a product today that will help your company's long-term competitiveness and profits, as a decision-maker of the company, what will you do? Do you let the budget control you or do you control the budget?" Approach to nonprofit corporations and government entities: "I know every well-managed agency controls their finances with a sophisticated budget, so I know your office ( Agencies, organizations) will change with the rapidly changing needs of the public, right?" After the customer responded, he continued: "This means that as the president of such an efficient organization, you must be flexible. Use your budget instead of sticking to rules, otherwise how can your people quickly benefit from new developments and technologies through your organization? "So you as the president should have the power to use your budget flexibly so that the organization can?" Fulfilling its responsibilities. "What we're talking about here is an immediate and sustained cost savings (getting attention, increasing visitor safety and comfort--anything goes). Tell me, Mr. So-and-so, where are the benefits? Under the conditions, is your budget flexible or rigid? ”

5. Powell’s transaction method. In our society, there are always people who procrastinate and hesitate in doing things. They clearly believe that the quality of our products and services are very good, and they also believe that if they make a purchase decision, it will be of great help to their business. But they just hesitate to make a purchase decision. They are always afraid of wolves in front and tigers in back. For them, the factor that dominates their decision-making is not the benefits of the purchase, but the mishaps that should arise. It is this "in case of mistake" that prevents them from taking the responsibility of making the right purchase. For such customers, we can use the "Powell" transaction method. You can say to him: "Mr. So-and-so, U.S. Secretary of State Powell said - procrastinating a decision wastes more money and time of the American people, businesses, and government than making a wrong decision, and what we are discussing today is a decision. Right? “What if you said yes today? What if you can't tell? If it's not good, tomorrow will be the same as today, right? If you say yes today, the benefits you are about to receive are obvious, and I think you will know this better than I do. Mr. So-and-so, it would be more beneficial to you to say yes than not to say no, right? "For this kind of customer with a relatively weak personality, the salesperson must dominate the entire sales process. His subconscious needs others to make purchasing decisions for him. He always needs to listen to other people's opinions but does not dare to make any ideas himself. This kind of customer , salesmen must learn to lead the entire purchasing process. You must not be afraid to make decisions for your customers. You must understand that your decision may be your customer's purchasing behavior.

6. " "You get what you pay for" transaction method. In our sales life, price is always the most frequently mentioned topic by customers. But being picky about the price itself is not important. What is important is the real reason behind the picky price. Therefore, every When someone criticizes your price, don't argue with him. On the contrary, you should be happy because the customer will only pay attention to the price if he is interested in your product. All you have to do is make him feel that the price is reasonable. The value of the product, so that you can close the deal. It is not difficult to break through the price barrier, because if the customer always goes around on the price, it is because he is too focused on the price and is not willing to let you sell the product. The introduction focuses on what value he can get. In this case, you can try the following method. You gently ask: "Mr. So-and-so, have you ever bought something for free? After he answers, you ask: "Mr. So-and-so, have you ever bought any bargains?

Something that turns out to be of very good quality? "You have to wait patiently for his answer. He may admit that he never expects the bargains he buys to be valuable later. You say again: "Mr. So-and-so, do you think you get what you pay for? reason? "This is the greatest truth in buying and selling. When you use this method to demonstrate, customers must almost agree that what you say is correct. In daily life, you get what you pay for. You can't buy something without spending money, and you can't buy a good product at a low price. Every time you want to save money and buy a bargain, you often regret it. You can use these words. Ending: "Mr. XX, the price of our products is very reasonable in this highly competitive market. We may not be able to give you the lowest price, and you may not want this, but we can give you the current market price." Probably the best overall trading conditions in this category. ” Next, “Mr. So-and-so, sometimes it is not entirely wise to use price to guide us in making purchasing decisions. No one invests too much in a product, but sometimes investing too little has its problems. If you invest too much, you will lose some money at most. If you invest too little, you will pay more. Because the product you purchased cannot bring you the satisfaction you expected. In this world, we rarely have the opportunity to buy the highest quality goods for the least money. This is the economic truth, which is what we call the principle of "you get what you pay for". ” The advantage of these words is that they are always true. A future customer who knows you are an absolutely honest and forthright person will surely understand that your price cannot be reduced. This is not an auction and you are not there to hold up your product. Please be interested People are bidding. You are selling a good product at a reasonable price, and the focus of the purchasing decision is that your product is suitable for customers to solve their problems and achieve their goals.

7. "Others may be cheaper." Transaction method. I think in your sales career, you may often encounter words such as "Others' products are cheaper than yours." This is of course a price issue, but we must first identify what he really thinks about you. Their products are more expensive than others, or they just use this sentence to bargain with you. Understanding their satisfaction and interest in your product's quality and service will be of great help to you in completing a transaction. No matter what his attitude is, you can use the following transaction method to effectively stimulate their desire to buy, unless they are really not interested in your products and services. But if your customer is really not interested, he will not follow. You are struggling with the price, are you right? Let’s look at the following transaction method. They may just want to buy the best products and services at a lower price. In this case, you tell him: "Mr. So-and-so, other companies' prices may be really lower than ours. In this world we all want the highest quality products at the lowest prices. According to my personal understanding, customers usually pay attention to three things when purchasing: ① the price of the product; ② the quality of the product; ③ the service of the product. I have never found any company that can provide the highest quality products and the best service at the lowest price, just like there is no way a Mercedes Benz can be sold for the price of a Santana, right? "After saying this, you'd better leave time for your customer to react. Because what you said is the economic truth, your customer has almost no way to refute you. He can only say " "Yes." Next, you say to your customer: "Mr. So-and-so, based on your years of experience, purchasing our products and services at this price is a very legitimate trading condition. Are you right?" ? "Let your customers answer, because the quality and service of your products are indeed in line with the price. If your customers are not deliberately making things difficult, they will not give a negative answer. Then, you continue to ask him: "Mr. , which one are you willing to sacrifice for your long-term happiness? Are you willing to sacrifice product quality? Or is it our company's good service? Mr. So-and-so, is price really that important to you? Sometimes it’s worth investing a little more to get the product they really want, don’t you think? In fact, lower-level purchasing personnel in large companies are dedicated to obtaining the lowest prices possible from suppliers. However, experienced buyers know that low-priced products often create more problems than they solve. Senior purchasing personnel, based on their experience, care more about obtaining the highest quality products than those with low prices. They all seem to make better decisions for the company as a result.

Mr. XX, are you right? " If your products and services are really good enough, you just need to write down the above words and speak them out, and you will have enough orders.

8. "Ten times test" transaction method . Another good closing method is the "ten-fold test" closing method. The specific application is as follows: "Mr. So-and-so, many years ago I discovered that the best way to test the value of a product is to see whether it can withstand the ten-fold test." test. For example, you may invest in houses, cars, jewelry, and other things that bring you pleasure, but after you own them, can you answer this question with certainty? Are you willing to pay ten times the price to own it? For example, you may have invested in health consultation and your body has been greatly improved, or you have changed your image, improved your self-confidence and increased your income, then what you have paid is worth it. . For some products, after we own them for a while and discover the changes they make to us, we will be willing to pay ten times the price to own them.

9. "Don't" transaction method. Have you ever had a client tell you “no” without saying anything else to qualify it? You're going to encounter it sooner or later, so think about it first so it's not too shocking when you hear "don't." Usually you will hear some soft rejections, such as "Your products are very good, we need your products (or services), but I have to say no." In these situations, learn the closing techniques used by super salespeople and study them carefully in order to increase your orders. "Mr. So-and-so, there are many salespeople selling many products in this world, and they all have good and convincing reasons for you to invest in their products and services, right?" "Of course, So-and-so Mr. XX, you can say no to any or all salesmen, but, in my industry (name your products and services), I am a professional, and my experience tells me an irresistible fact, No one can say no to my product. When he says no to my product, in fact, he is saying no to his own future happiness, happiness and wealth." "Mr. So-and-so, if you have a product today, The customer needs it very much and wants to have it very much. Will you let him say no to you because of a small problem? So, I will definitely not let you say no to me today. ”

< p>10. "Yes, yes" transaction method. If the product you are selling is of high quality and some of the product's advantages are in line with the customer's needs, before the customer admits these advantages, prepare some questions that the customer can only answer "yes" to. For example: "Mr. So-and-so, our product saves 20% of electricity than product A, right?" "Our machine is 500 yuan cheaper than company A's machine, right?" Of course, these questions must show the characteristics of the product. , and only raise it when you are sure that the customer will answer "yes". Master this trick and you can create a series of questions that your customers will answer "yes" to. Finally, when you ask the customer to sign the order, he will answer "yes" willingly. In our sales world, the winner is the one who asks. But sadly too many people are reluctant to ask for what they want and need out of fear of failure and rejection. They will use various methods of guessing, implicitness, and hints, but they are unwilling to risk rejection by making direct requests. Your success and happiness in life largely depend on your ability and willingness to ask for what you want. Learn how to ask actively, ask happily, ask politely, ask expectantly, ask for information, ask to arrange a meeting, ask others to tell you the reason for their hesitation, and understand the customer's implication. Most importantly, you have to ask your customers to place an order. When all the explanations are completed and the sales activity comes to an end, ask the customer to make a purchase decision. As the Bible says: "Ask to Him, and it will be answered; and whoever asks will have a reward." Courage and boldness are the basic qualities that make up top salespeople. Those are salespeople who can maximize their potential. All of them are courageous people who can overcome fear, move forward courageously, and are not afraid of failure, setbacks, rejections and other bullets.