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By Lars Schaefer (More) • Last updated on October 11.12.2023, XNUMX • First published on 15.11.2017/XNUMX/XNUMX • So far 5182 readers, 1160 social media shares Likes & Reviews (5 / 5) • Read & write comments
In a sales or customer meeting, one thing is particularly important: the conclusion. And that in two senses of the word, because what is decisive for the customer journey is how they do it Conversation break up.
No matter how you graduate: Please actively ensure that there is a graduate degree at all. Briefly summarize what has been said, what has been agreed and what still needs to be done: This creates commitment and security for the customer customers.
It doesn't matter how you are Customer mood when he walked into your store or when you saw him in his Office seen for the first time: After the interview he should be “in a good mood”! Like the address, the first words, the last words are also strongly remembered.
Therefore, I am giving you 6 tips here for the perfect end to a conversation - including formulation aids for a conversation end that your customers really satisfied at a hunt.
They can be factual or personal at the end of a customer meeting Ask ask, be creative and original. However, there are a few others as well Strategies, which are promising and with the customer positive emotions trigger:
If you choose this decide, then please make sure that your customer is really someone who needs references. There are very many people who are extremely individualistic and you don't care about them merchandisewhat “everyone else has too”.
Other customers, on the other hand, have security if they know that this article has already been sold millions of times and if the market leader also uses it. Especially in the service industry, more precisely in Industries, in which you cannot show a finished product, such references are extremely important.
It is up to you to build trust, so please pay attention to this as well klare and clear formulations.
When you notice that the atmosphere of the conversation is relaxed and confidential, so is the customer Trust has won over to you, you can “mentally nudge” him for a moment. They appeal to the needs that your customers have: for example, to pride, to the urge for freedom or to their individuality.
Of course, the customer should be flattered feel, so you really don't say things like that unless you mean them.
What's stopping you from being humorous at the end? If you had an open conversation with your customer, if you have laughed every now and then, then you can also complete sales with a sense of humor.
An ironic “Come, buy now, otherwise the night watchman will lock us up” or a self-ironic “Order it fast, otherwise my employer will bring another new model onto the market” brings you to your superior Objective a little closer: to win a customer who trusts you and who likes to come back.
If you are really struggling and the customer is not allowed to buy, then the following sentence helps you: You do not get every customer. But you should at least try. The last sentences are decisive!
Here you have a great opportunity to make the good impression you have had so far Personality to reinforce again. Whether we call it a professional farewell or an emotional conclusion: the decisive factor is what the customer still associates with you the day after.
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Lars Schäfer is a speaker, trainer and is considered a leading expert on the subject of “Emotional Selling”. After training as an industrial businessman and marketing specialist, he worked for 15 years in the office and in the field. Since 2004 he has been an independent sales and communication trainer specializing in “customer loyalty through emotional selling”. He offers sales training for the field service, shop staff and sales engineers. More information at www.emotionalesverkaufen.de All texts by Lars Schäfer.
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