Resolve customer objections - to maintaining the status quo.doc

 PAGE \* MERGEFORMAT 4 Resolve customer objections - to maintaining the status quo This evening and a few friends at dinner, we point a number of dishes, including a dish that is kelp silk, but after a while children, the waiter came up to our a la carte colleagues say, ‘Sorry, no kelp silk’, colleagues said, ‘No, too much, that even if it, money back’ (objection), and then put the dish restaurant and returned the money. In fact, if the waiter (sales staff) can well solve the customer’s objections, can not refund, nor can be a satisfactory solution to the same customer’s objections, but also for the company to increase product sales, it is not a good thing? As a waiter, he thought that they could not, the customer why the main points of kelp, in fact, that our colleagues in order to lose weight, because the kelp is to lose weight, and if, this time, attendants can know your customer (my female colleagues) the point of purchase motives behind the words of kelp I believe that a good waiter can help my colleagues and then select a function similar products, and kelp, and that my colleagues will be very happy, is not it? So, to solve the customer’s objections, we must understand the motivation for customers to buy the product, which is known as maintaining the status quo, which is a customer point of view this mode of thought. Such cases, every day experience in our sales do occur less? Every day we like the same as above, the attendant did not deal with such a challenge, resulting in a loss of events is also small? Every day we encounter a lot of customer objections, most of the salesman have to learn a lot of ‘customer objections’ handling skills, but it can not well handle customer objections, Why? Because these salesman did not know the root causes of customer objections. Only by understanding the customer object to the root causes, we can address the problem. Customers Why disagreement? This is a good question. Why are there objections, I think the most