Five tips to help you get stuck in business

Asia Pacific Building Materials chamber of Commerce News, you are lobbying, you are in negotiations, you are trying to reach a consensus, it seems to have played a deal. But there's always going to be an obstacle, and your business is stuck. Customers tell you that they can't make a decision right now, and send you a reason you've heard hundreds of times.

"I need to talk to my boss. He's on vacation. I'll give you an answer later "

Unfortunately, in the face of such an excuse, you have no way. It's really frustrating, and you feel like you're doing it right up to the top of the mountain, and then you get to the bottom.

Now we offer five solid tips to help you get stuck in business:

First, optimize your rhetoric

You may think that your sales rhetoric is perfect, but sometimes you may ignore some of the details, these details are easy to cause problems.

The same sales pitch you may have used many times, hear your attention in the process of customer objections, and these objections in his speech during what time there will be some views you express is too vague, some may have a negative effect. Clean up all obstacles to minimize customer resistance. A little more scientific analysis of the attitude of your sales, which can help you dispel customer hesitation and strengthen the view.

Make a printed list of frequently asked questions (FAQ), which will be very helpful when you need to discuss the product with your colleagues.

Two, control rhythm

No one would like to sell too much, if you often encounter customer stagnation state, it is possible that you are too eager to get a deal. Or, you may not have a clear statement of the benefits, skip some details, or in the absence of consensus when still insist on promoting sales to the next stage.

You need to take some pressure off. Control the rhythm of the dialogue, to ensure that you are at every stage of the sales process has been recognized by customers, you do not want to take the customer's confidence in your risk.

Three, diagnosis customer resistance

Your customers may not know what their resistance is.

They only have a vague sense of uncertainty, so they seek to regain control and think about what they really want to do - through stagnation. Then you need to explore the problem through the discovery of customer concerns.

For example:

1, to find out where the customer likes and dislikes;

2, what is to stop the customer can not make a purchase decision;

Lead customers to think about the hypothetical question - "if you are satisfied with our products can help you save 20% of the operating costs of the next year, this will not make you decide to buy? "

The answers to these questions can help you identify your concerns and eliminate them and you can push the sales process.

Four, resonate with customers

Of course, sales stagnation is frustrating, but this is a natural part of the purchase process. Your client needs time to think about the proposal, or to find a solution. It is also possible that they buy on behalf of the company, if you have a problem with the product, they will need to bear the corresponding responsibility.

If you can't get any further information, accept the customer's reason for stopping, which will help you strengthen your relationship with your customers and ensure that the next phase will create the best opportunities.

Five, let the customer action

So you have drained all your sales skills, but still inevitably encounter stagnation. In this case, it is very important to make clear the next step with the customer agreement, and also shift the responsibility to the customer. For example, if the customer says they need to get the management to pass, then clear the meeting time, and the customer to finalize the timetable for the response.

If the customer does not act, you can also think that the lack of execution. It is important to identify the obstacles and develop new action plans.

Summary

Some popular opportunities may not be as popular as you think. As a sales, we often accumulate a lot of stagnation in the sales opportunity management pipeline. We use these "hot" opportunities to confuse ourselves. But in fact, these popular opportunities may not be as popular as you might think they might be colder than cold. Customers may have decided not to buy, but they are still holding you, probably because they are afraid to say "no".

If you are well prepared, you said that you have been diagnosed and followed up, and you have done your best. Don't be afraid to give up the chance of stagnation. This will save you a lot of time, you can use to develop potential customers, to keep the sales pipeline to move forward.

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