บอกลูกค้าอย่างไรว่าเราดีกว่าคู่แข่ง
สิ่งหนึ่งที่นักขายควรหลีกเ
เพราะการวิจารณ์หรือข่มคู่แ
แต่หลายคนก็กำลังคิดในใจว่า
ถ้าสิ่งนี้เป็นปัญหาที่คุณกำลังพบอยู่ วันนี้ผมมีวิธีการมานำเสนอค
สมมุติว่าสินค้าของเรามีรับ
“อย่างหนึ่งที่เป็นจุดเด่นข
ข้อดีของประโยคลักษณะนี้คือ
1) พูดย้ำถึงจุดเด่นของเราอย่า
2) ไม่ได้กล่าวอ้างถึงคู่แข่งแ
3) มีการถามคำถามให้ลูกค้าคิดต
นี่แหละครับคือที่ผมกล่าวอ้
ลองใช้ประโยคประมาณนี้ดูนะค
Line@ อีกช่องทางสามารถติดตาม Sales101
http://line.me/ti/p/
Comparison
One of the things all salespeople should avoid is to criticize competitors no matter how good we are compared to them.
When you criticize competitors, it is the same as criticizing customer for the reason that they picked the wrong choice.
Customers will lose face by hearing that, and this is one the reasons they will not switch to you although you are obviously better.
However, a lot of you also realize that it would be worse off not letting customer know such a competitive advantage but still cannot find the right solution to inform them.
If this is the problem you have faced before, let me give you a recommendation. The technique I am going to talk about is to ‘let customer talk about your competitive advantage by themselves’.
Now let me give you an example. Let’s say you are better than other competitors due to your 3-year warranty. Below is the statement you could use with your customer.
“One of the advantages we offer is 3-year warranty which covers 100% free maintenance cost. Now allow me to ask you what would happen if you purchase from someone else without this option.”
And the following are reasons why this statement would help you.
1) It clearly emphasizes our competitive advantage.
2) It doesn’t criticize or even mention competitors at all.
3) The question will lead customer to think and their thoughts on this is likely to favor us.
And this is how you let customer speak for themselves. It is better to let them realize that you are better rather than telling them by yourselves.
Try this kind of statement and your comparison will surely look better in the customer’s perspective.
