Imposing reasonable "incentives" on customers

作者：admin  点击次数：21  发布时间：2025-03-21

When selling products to customers, salesmen should learn to use the method of provoking transactions, appropriately "stimulating" customers and stimulating their desire to buy. The method of provoking transactions refers to the transaction skills of salesmen using certain language skills to stimulate the self-esteem of customers and enable customers to complete transactions under the influence of rebellious psychology.

When salesmen fail to attract the attention of customers, they are generally in a passive position. At this time, no matter what you say to customers, it is almost like playing the lute to a cow. Therefore, you can stimulate your customers at the right time to attract their attention.

If salesmen use the method of provoking transactions, they can not only reduce customer objections, but also shorten the time of the entire transaction stage. If the object is selected appropriately, it will be easier to complete the transaction. Imposing reasonable "stimulation" on customers will not only not hurt the self-esteem of customers, but also allow customers to satisfy their self-esteem in the purchase.

But it is worth noting that the method of provoking transactions has its own particularity. Therefore, as a salesman, you must use it with caution when using the method of provoking transactions. Because slight changes in timing, methods, and language may lead to customer dissatisfaction and anger, and thus endanger the progress of the entire sales work. Let's take a look at how the Japanese female sales wizard Kazuko Shibata uses the method of provocation to close a deal:

When Kazuko Shibata meets some people who are reluctant to fill out the insurance application form, she always uses the method of provocation.

Once, when Kazuko Shibata visited a customer, the customer was indecisive. Although he understood the necessity and importance of insurance, he could not make up his mind to buy insurance.

Seeing that the customer was hesitant, Kazuko Shibata said to him: "You lose 50,000 yen playing golf and 30,000 yen playing mahjong without frowning. But why are you reluctant to spend 50,000 yen on insurance? If you are such a person who can't figure out what is important, how can you expect to succeed in the future?"

When the customer heard Kazuko Shibata say this, although he was a little angry, he still made an excuse and said: "Then I will discuss it with my wife and give you an answer!"

Kazuko Shibata knew very well from her professional sensitivity that people who did not fill out the insurance application form on the spot would hardly call again to buy insurance. So, she said to the client: "If you don't call me, it means you hate me. You say that, but you don't want to sign a contract with me at all."

The client saw that Kazuko Shibata hit the mark and said in a panic: "No, that's not the case."

Kazuko Shibata saw that the provocation had worked, so she said directly: "Then please sign!"

The client said incoherently: "Ah! But I have to talk to my wife..."

Kazuko Shibata frowned and continued: "Why do men become nagging recently, but I believe you are not that kind of person. In short, please fill out this insurance policy now. If your wife says no, I will cancel it. Generally speaking, the so-called superior people are mostly those who keep their promises. I don't know if you can be considered a superior person, but I believe you are."

Sure enough, Kazuko Shibata's provocation worked immediately, and the client picked up the pen and signed his name.

The reason why Kazuko Shibata was able to sign this order was because she used the provocation method on this customer, which stimulated the customer's self-esteem. Generally speaking, those customers with submissive personalities will always give themselves a way out when they are "provoked". For example, the customer in the story signed the order without hesitation in order to prove that he was a superior person.

Coincidentally, Japanese sales master Hara Ippei often uses "provocation" when selling products to customers. Let's take a look at how he "stimulated" customers:

Once, Hara Ippei visited a customer with a very withdrawn personality. Because Hara Ippei knew that he had a weird personality, he visited him three times in a row and kept changing the topic, but the customer still had no interest in buying insurance and his reaction was very cold.

During the fourth visit, Hara Ippei saw that he still looked indifferent, so he decided to use the provocation method. Therefore, he spoke faster. Because he spoke too fast, the customer didn't hear clearly at all. So, he asked curiously, "What did you say?"

Yuan Yiping thought for a moment and replied, "You are so careless."

The customer was facing the wall. After hearing what Yuan Yiping said, he immediately turned around and faced Yuan Yiping angrily, saying loudly, "What, you actually said I was careless, then why did you come to visit a careless person like me?"

Yuan Yiping saw that he was angry and knew that he had angered him, so he smiled and said, "Don't be angry!

I was just joking with you, don't take it seriously!"

The customer saw Yuan Yiping's apologetic face and said gently, "I'm not angry, but you actually called me a fool."

Yuan Yiping sighed and replied, "How dare I call you a fool? I just made a joke to you and said you were careless because you have been ignoring me."

The customer pointed at him and said, "You are so slick and unethical." Yuan Yiping laughed when he heard what he said. The two chatted happily. Finally, the customer decided to buy insurance.

Faced with the customer's indifference, Yuan Yiping knew that it would be difficult to persuade him to buy insurance by using ordinary visits. Therefore, he adopted the method of provoking the customer to close the deal on the premise of understanding the customer's personality. As expected, as soon as he spoke faster, he attracted the customer's attention. When the customer was angry, Yuan Yiping cleverly used the method of using softness to overcome hardness, deliberately lowering his posture, and finally successfully persuaded the customer to buy insurance.