How to deal with rejections and price objections, tips for dealing with price objections

Dissent is the most common and unavoidable problem in sales, and it is also the most headache.

Here are 3 tips on how to deal with objections.

The first type: the problem transformation method

The problem transformation method is to transform the first problem into a value problem, and the value problem into a demand problem.

In the sales negotiation, no matter what kind of objection questions the customer raises, the salesperson should carefully analyze it and explore the real motive hidden in the customer's heart.

After finding out the needs and ideas of customers, we will present the value of products or services according to their needs and interests. It is necessary to let customers fully see the value that the product or service can bring to themselves.

** itself can not arouse the customer's desire to buy, only after the customer fully realizes the value of the product, can arouse their desire to buy, the stronger the desire to buy, the less consideration of the problem.

The second type: the timely ** method

Practice tells us that without understanding the needs of customers, the sooner the salesperson is, the more likely he is to fall into the problem, and the more unfavorable it is to close the deal.

In other words, before the customer is aroused, they will often fall into objections.

So, what do you do when a customer asks you to ** in the first place?

You can say something like, "I guess before we talk about **, how about I get to know your basics?" Because we have more products, see which one is more suitable for your needs. ”

Another example: "** is not a problem, the key is to be suitable for you, and what suits you is the best." Try it on first and see how it looks on your upper body, okay? ”

So, when is the best time to count? It must be confirmed that the customer needs have no other objections, and the product has been explained clearly.

The third type: decomposition method

This trick has been used too badly by many people, but it can still be used in some industries.

For example, there will be other costs in the process of using the product, such as the automobile industry, which says that the fuel consumption is small and saves money; In the home appliance industry, it is said to save electricity, save money, and so on.

For example, a bucket of washing machines costs 1,500 yuan, which can be used for 10 years, as long as yuan a day, and 10,000 steps back, it can be used for 5 years, and it only needs yuan a day. In other words, you only need to spend yuan every day, and you can watch your favorite TV series every day with peace of mind, what a beautiful thing.

Understand the customer's motivation for bargaining, make corresponding strategies, and solve the customer's problem, so as to finally reach the first transaction of limb sales.

There is no cookie-cutter method, and it is necessary to use it flexibly and flexibly in order to better deal with the problem of objections.

Objection handling techniques: e.g. the method of exchange of conditions.

When we are selling, customers will often bargain with you. You give him a discount of fifty, and he says that he will get another fifty discounts, and after the discount is fifty, he will receive another thirty discounts, and after the thirty discounts, you will send him another thing. After delivering the things, he said that he would have to deliver them to his door.

If you're a rookie, if you're a newcomer, you're probably going to be tested by customers all the time, and in the end you're miserable, and customers don't thank you.

If you're smart, you won't be led by the nose by your customers. Because people are like this, he thinks that you don't give him the right **, and he will constantly test your bottom line. You really gave him the reserve price, and he may not be satisfied.

I tried. When I first started doing sales, I was very practical and gave the reserve price to the customer, but the customer didn't make a deal. Customers think that you give me such a low **, I must have a good talk.

The customer is there to talk for a long time, and if you don't give him a discount, he won't be happy. Therefore, it is inevitable that customers will be struggling to bargain, but you have to have some ways to deal with it, such as the exchange of conditions. How do you exchange the conditions?

If the customer says that he is selling: give me a discount of two feet or a thousand.

You just say, okay, no problem, then this giveaway will not be given.

The customer said: I want you to give a little giveaway.

You say, "Yes, this giveaway is good." The market price is 1980, but the total price will give you a discount of 1,000 less, do you think it's okay?

Of course, different scenarios, different stages, will have different methods and techniques. You don't necessarily use it every time, and Mr. Abin believes that mental methods and thinking are more important. I think that all of a person's actions come from his thinking, and what kind of thinking will lead to what kind of behavior.

Methods and skills are also important, use different methods and skills, combine different scenarios, and finally achieve a deal.