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Customer says: I need to think it over Countermeasure: Time is money. Opportunity knocks but once.
(1) Inquiry method: Usually in this situation, the customer is interested in the product, but may not have fully understood your introduction (e.g., a specific detail), or has an unspoken difficulty (e.g., no money, no decision-making authority) and dares not decide, or it's just a stalling tactic. So use the inquiry method to clarify the reason, then prescribe the right remedy. For example: "Sir, what exactly did I fail to explain clearly that makes you say you need to think it over?"
(2) Assumption method: Assume that if the deal closes immediately, the customer gets certain benefits (or happiness), and if not, they might lose some immediate gains (pain). Use people's desire for gain to quickly close the deal. For example: "Mr. X, you must be really interested in our product. If you buy now, you can get an extra gift. We only come once a month (or have a promotion once a month), and many people want to buy this product now. If you don't decide promptly, you might..."
(3) Direct method: By judging the customer's situation, directly ask the customer a question, especially when there's a money issue with male buyers. The direct method can provoke or force them to pay. For example: "Mr. X, honestly, is it a money issue? Or are you just making excuses to avoid me?"
Customer says: It's too expensive Countermeasure: You get what you pay for; it's actually not expensive at all.
(1) Comparison method:
- Compare with similar products. For example: "The market price for brand X is Y, but this product is much cheaper than brand X and has better quality."
- Compare with other items of equal value. For example: "With this amount of money, you could buy A, B, C, D, etc., but this product is what you need most right now, so buying it now is not expensive at all."
(2) Disassembly method: Break the product into its components and explain each part separately. Each part is not expensive, and together they are even cheaper.
(3) Averaging method: Spread the product price over months, weeks, or days. This is especially effective for high-end clothing sales. Ordinary clothes can only be worn for so many days, while brand-name clothes can be worn for many days. When averaged per day, buying expensive brand-name clothes is clearly more cost-effective. For example: "How many years can you use this product? Calculated over X years, X months, X weeks, the actual daily investment is only X. For that amount, you get this product—worth it!"
(4) Praise method: Use praise to make the customer feel obligated to pay for the sake of face. For example: "Sir, I can tell at a glance that you usually pay great attention to (e.g., appearance, lifestyle taste), so you wouldn't hesitate to buy this product or service."
Customer says: The market is bad Countermeasure: Buy when it's bad, sell when it's good.
(1) Flattery method: Smart people reveal a trick: When others are selling, successful people buy; when others are buying, successful people sell. Making decisions now requires courage and wisdom. Many successful people built their success during bad times. By saying the buyer is smart, wise, and destined for success, you flatter them, and they might get carried away and open their wallets!
(2) Minimization method: The economic climate is a macro-environment change that individuals cannot alter. For each person, in the short term, things go on as usual. By downplaying the issue, you reduce the impact of the macro environment on the transaction. For example: "Many people have talked about the bad market recently, but for us personally, it hasn't had a big impact, so it won't affect your purchase of this product."
(3) Example method: Cite examples of predecessors, successful people, people around you, group behaviors, popular trends, leaders, or celebrities to make customers aspire and buy immediately. For example: "Mr. X, Mr. Y bought this product at time Z and felt (give evaluation or change). Today, you have the same opportunity to make the same decision. Would you like to?"
Customer says: Can you make it cheaper? Countermeasure: Price reflects value; cheap goods are not good.
(1) Gain-loss method: A transaction is an investment; there are gains and losses. Making a purchase decision based solely on price is incomplete. Focusing only on price ignores quality, service, and added value, which is a pity for the buyer. For example: "Do you think investing too much in a product is a problem? But investing too little also has its issues. If you invest too little, you end up paying more because the product you buy doesn't meet your expectations (or you miss out on added features)."
(2) Bottom-line method: This price is the lowest in the country; it's rock bottom. We really can't go any lower. By revealing the bottom line (though it's not the real bottom line), you make the customer feel the price is reasonable and they're not overpaying.
(3) Honesty method: In this world, there are few opportunities to get the highest quality at a very low price. That's a truth. Tell the customer not to have such wishful thinking. For example: "If you really need a low price, we don't have it here, and as far as we know, nowhere else does either. But we do have a slightly more expensive product, X, which you can take a look at."
Customer says: It's cheaper elsewhere Countermeasure: Service has a price. Counterfeits are rampant now.
(1) Analysis method: Most people consider three things when making a purchase decision: product quality, price, and after-sales service. Analyze these three aspects to dispel the customer's concerns and make them focus on one. For example: "Mr. X, that might be true. Everyone wants to buy the highest quality at the lowest price. But our service is good; we can help with X and provide Y. If you buy elsewhere, you won't have these services, and you'll have to spend money to get them done, which wastes your time and doesn't save money. So it's more appropriate to buy here."
(2) Deflection method: Instead of talking about your strengths, objectively and fairly talk about the weaknesses of other places, and repeat it to break down the customer's psychological defense. For example: "I've never found that company (elsewhere) can offer the lowest price with the highest quality and the best after-sales service. My relative/friend bought something there last week, and it broke within a few days. There was no repair service, and when they went back, the attitude was bad..."
(3) Reminder method: Remind customers that counterfeits are rampant now, and don't be penny-wise and pound-foolish. For example: "For your happiness, which would you choose: high quality and good service, or low price? Are you willing to sacrifice product quality just to save money? What if you buy a counterfeit? Are you willing to give up our excellent after-sales service? Mr. X, sometimes investing a bit more to get what we truly need is worth it, don't you think?"
Customer says: No budget (no money) Countermeasure: Rules are dead, but people are alive. If there are no conditions, create them.
(1) Forward-looking method: Explain the benefits the product can bring to the customer, urging them to make a budget and close the deal. For example: "Mr. X, I know a well-managed business needs careful budgeting. A budget is an important tool to help the company achieve its goals, but the tool itself must be flexible, right? This product can help your company improve performance and increase profits. You should adjust your budget based on the actual situation!"
(2) Heart-attack method: Analyze how the product benefits not only the buyer but also those around them. Buying the product can earn the approval and praise of superiors and family. If not buying, they lose a chance to shine, which is very important. Losing it brings pain! Especially for procurement departments, tell them competitors are using it and getting benefits; if they don't buy, they'll fall behind.
Customer says: Is it really worth that much? Countermeasure: Doubt is a traitor; behind doubt is affirmation.
(1) Investment method: Making a purchase decision is an investment decision. Ordinary people find it hard to accurately assess the expected returns of an investment; they gradually realize the benefits during use. Since it's an investment, look at the future. It may have only a small effect now, but a big effect later, so it's worth it!
(2) Rebuttal method: Use rebuttal to make the customer confident that their purchase decision is correct. For example: "You are a person with unique insight. Are you doubting yourself now? Your decision is wise. It's okay if you don't trust me, but don't you trust yourself?"
(3) Affirmation method: It's worth it! Then analyze it for the customer to dispel their concerns. You can do comparative analysis, disassembly analysis, or provide examples.
Customer says: No, I don't want it... Countermeasure: The word 'no' is not in my dictionary.
(1) Boasting method: Boasting is talking big, but in sales, it's not about making unfounded claims. It's about showing the salesperson's determination, letting the customer understand you better, and making them think you have an advantage or are an expert. This builds trust and closes the deal. For example: "I know you have many reasons to turn down many salespeople. But my experience tells me: no one can say no to me; those who said no eventually became friends. When they say no, they're actually saying no to the benefits they're about to gain."
(2) Empathy method: When a salesperson faces rejection, they can share their real situation and feelings with the customer to gain sympathy and pity, prompting a purchase. For example: "If there were a product you really liked and wanted to own, would you let a small issue make you say no? So today, Mr. X, I won't let you say no to me either."
(3) Persistence method: We say persistence is victory. In sales, customers don't just say they want a product right away. They subconsciously guard against and reject others. So salespeople must persistently and continuously pitch. If a salesperson retreats at the first rejection, the customer won't remember them.
Summary Methods are skills; methods are shortcuts, but the person using them must practice to perfection. This requires salespeople to consciously use these methods in daily sales, practicing on the spot to achieve a 'conditioned reflex' effect. When a customer raises an objection, the response should come out without thinking. By then, in the customer's mind, there is truly 'no choice but to close the deal'!