How to do direct selling to eliminate customer doubts

List customer concerns in advance and prepare an effective response It is best for direct sellers to think ahead and collect some customer concerns, such as defects in the product or service, delivery ability, etc., to prepare the most powerful answer and a set of practical solutions for each concern. For example, for those who are concerned about risky products, direct sellers can prepare a set of insurance plans in advance to help customers avoid risks; For doubts about product quality, sales staff can provide warranty service, can also realize the trial system; For large sales projects, direct sellers can provide installment payments, but also can implement home loans, customer installment payments, etc. For complex technical doubts, sales staff can ask experts to explain, you can also ask professional research institutions for identification.

Invite customers to participate in product demonstrations and reviews. Do not cover up product defects or add fuel to the fire of negative customer reviews. If the client's concerns are true, say, "I've heard that too." Then, the customer is asked to re-demonstrate and identify the good and bad products themselves to help them compare the products, so as to eliminate their doubts and confusion. At this time, direct sellers need to be able to clearly understand competitors' products and explain the differences between their products and their own products in features, benefits and purchase conditions. In the analysis and comparison, the customer will understand the advantages of your product.

Restoring customer confidence Restoring customer confidence is one of the important ways to eliminate customer doubts. Because when deciding whether to buy, it is common for customers to shake their confidence and begin to regret it. At this time, customers have lost confidence in their own views and judgments, and direct sales personnel must strengthen the confidence and courage of customers to help them dispel doubts. Direct Marketing believes that direct marketers can help reassure customers with their actions and words. At this time, the calm and natural confidence of professional direct sellers can rebuild the confidence of customers. You must know that you are on top of the situation, and you must let the customer know that. This confidence is the best weapon to dispel customer doubts.

Sometimes, if you directly address the customer's concerns, it may become more and more difficult to talk. At this time, the sales staff should smile the other party's doubts temporarily shelved, converted into other topics, used to distract the customer's attention, collapse the customer's heart built up the "psychological Great Wall". Wait until the time is ripe, and then return to business, then there will often be a "mountain and water complex doubt no road, willow and bright and a village" of new heaven and earth, new turning point.

Indirect method to eliminate customer doubts using indirect method to eliminate customer doubts should pay attention to two points: First, when the customer clearly tells the sales staff "do not like your products, and like the products of other homes", the sales staff should calmly analyze and sincerely ask for advice. Because things happen for a reason, only first understand the reason in the heart of the customer, in order to give the right medicine, and make it convinced. Second, when a customer puts forward a product compared with your product and criticizes him or her, you should not blindly attack the home or product proposed by the customer, but should generally harmonize with the customer at the same time, in the "but" or "but" behind the article, positively clarify or introduce the advantages of your product, even if it has been explained before. Here, again, with patience and finesse.