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There are many critical moments in sales that test a salesperson's abilities. Many new salespeople fail because they cannot grasp these key points, wasting tremendous effort. For seasoned salespeople, these critical moments are where their sales skills truly shine.
1. Sales Techniques and Scripts When the Customer Hesitates
At this stage, the customer usually has some understanding of the product but hasn't yet developed a strong desire to buy. When asking questions, the salesperson must be very careful. Directly asking, "What do you think?" or "Are you buying or not?" is like a blow to the head, scaring the customer away. The correct approach is to use assumptive questions like: "This product comes in two styles: yellow and white. Which one do you prefer?" Or, "I think these clothes all suit you, but the red one is very bright. What do you think?"
Such phrasing cleverly guides the customer past the painful decision of "to buy or not to buy" and directly to the lighter question of "which one to buy."
2. Sales Techniques and Scripts When the Customer Is About to Give Up
If the customer is about to abandon the purchase, immediately lowering the price often makes them feel the product is not worth much, and may even encourage them to bargain further. A better technique is to say: "Today is the last day of the promotion. If you don't buy today, the price will go back up tomorrow, and there may not be such a discount again." Or, "Your child is at the perfect age for this reading material. If they don't start now, it could affect their intellectual and knowledge development."
Instead of begging them to buy, telling them the negative consequences of not buying is an effective way to retain customers.
3. Sales Techniques and Scripts When the Customer Wants to Compare
The most headache-inducing situation for salespeople is when customers compare competitors' products and prices. To handle this, it's best to thoroughly understand the competitor's products beforehand and identify similarities and differences. When the customer makes comparisons, don't be confrontational. Instead, use phrases like: "Some products look good and are cheaper, but actually..." Then, highlight your product's advantages, especially comparative advantages, to beat the competition.
4. Sales Techniques and Scripts When the Customer Decides to Buy
Some salespeople might ask, "If the customer has already decided to buy, what more can be said?" The greatest salespeople know that many fail at this final step. Especially for large-ticket items, after immense effort and numerous twists, the salesperson finally gets the customer to decide. At this moment, excitement can lead to careless words or a subtle look that raises doubts and ruins the deal, leaving the salesperson in tears. The correct approach is: don't appear overly excited, don't chatter endlessly, don't seem rushed; stay calm and composed, answer questions without over-explaining, and steadily guide the customer through the closing process.
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About us: WeChat Name: FMCG Distributor Professional Consulting Management Account Intro: 20 years of experience in FMCG distributor operations and management, specializing in distributor internal affairs.
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