In marketing, we will meet all kinds of groups, and we will hear all kinds of strange words. At this time, we must learn to distinguish between true and false, take correct countermeasures, and avoid the phenomenon of “difficulty”.

The following are some of the "good faith lies" that are common in marketing. They are summed up for your marketing colleagues' reference.

One of the lies: As soon as you come over, we will sign the contract immediately.

This kind of "good faith lies" often appears in the field of telemarketing and traditional marketing. The marketing staff has already communicated fully and effectively with the customer. At this time, the customer will ask: "If you come to us (onsite visit), we will sign the contract immediately." Even if we explain to customers repeatedly: "Our contract fax documents are valid"; or "We will mail the contract to your side, you will sign and seal and confirm, fax or post back", the customer does not agree, insist that we Send someone to the door to sign the contract.

When we "can't resist" this "temptation to sign a contract", we rushed to the customer's side, but found that the customer did not have the willingness to sign the contract on the spot, just let us go to the "report". And we have spent a lot of precious time, and the round-trip fare is also a small expense.

Therefore, when we come across the "demand" of our customers, our countermeasures are nothing more than three points:

First, it is determined to sign the contract first and then visit the door;

Second, for important big customers, directly for the purpose of “communication and in-depth negotiation”, there is no need to believe in the “good faith lies” of customers.

Thirdly, for the intentional customers who are about to sign the contract, they can visit and implement the “one foot”, but before the visit, they should fully evaluate the effectiveness of the visit, and can’t believe the customer’s “sent to sign contract”. .

The second lie: You bring the contract over, and when our leaders see you, they sign the contract directly.

This "good faith lie" is very similar to the previous situation, and the marketers have already communicated in depth with the customer. The client suggested that the marketing staff should bring the contract text in the past, and then let them lead the team to see if their leader knows that there is such a company, and there is such a “living person”, they can sign the contract on the spot.

When the marketers took the excavation of the contract text, they found that either they were not in the leadership or they proposed to modify the contract. In short, the contract will not be signed on the spot.

The solution is the same as above, either insisting that the customer first sign the contract by fax or post, and then visit the door; or directly visit the door, negotiate the contract details, determine the contract content, do not believe the customer's "good faith lies" .

The third lie: We will be officially open at the end of this month, and we need to purchase this product as soon as possible.

Like this kind of discourse, we should not be convinced.

The customer said this, either the customer wants to know our reserve price, or the customer plans to open this time period, so I plan to purchase our products during this time period.

However, based on the author's marketing experience over the years, it has been found that this statement by customers is not true. Most of the time, the customer tells us that the purchase time is a long time before his real purchase time. Because "the plan can't keep up with the changes", many projects and construction schedules are delayed.

As a marketer, we must profoundly understand this; otherwise, the "bottom card" will be played too early, and the post work will be very passive.

The fourth lie: This matter is not my decision, it is decided by our boss.

People who say this kind of thing are often the object of long-term communication with our marketing staff, or even the interface we interact with customers.

Just think about it: When we deal with customers, we can only contact this person. And when this person says this, does it make our marketing staff feel depressed and pessimistic?

In fact, the object of dealing with our marketing staff, although there is no real decision-making power, but has a very strong right of suggestion and referral, the role is irreplaceable.

Therefore, when we hear the customer say this, don't immediately give up tracking this person, but should continue to strengthen the public relations efforts, directly reply: "This we can understand (it is decided by your boss), so please also ask more Help recommend and recommend. Our products, prices, and services are very advantageous, and you are very clear about this..."

The fifth lie: I am very busy today, I will contact you again if I have time.

When the customer says this, we can trust that the customer is "very busy today", but don't feel free to believe that the customer said "I will contact you again if I have time."

Customers say this, often just out of courtesy. As a marketer, we must be active and proactive to contact customers, but not to "wait for the rabbit", waiting for customers to call us, this situation is too rare.

Proactively contacting customers is always a big secret to the success of marketers.

Lie 6: As long as the price is right, we will sign the contract immediately.

Customers who say such words are never "customers who want to sign contracts soon." He just wants to know our reserve price, nothing more.

For this kind of customer, our marketing staff should first report a relatively normal price, even just need to maintain normal communication and contact, do not rush to seek success, but fall into the passive situation.

Seven of the lies: Your price is too expensive, and the price of the ** brand is only half of yours...

When the customer says this, at least two points are stated:

First, the comprehensive performance of the ** brand is far lower than the comprehensive performance of our products.

Second, customers are more likely to recognize our products, but hope that prices will decrease.

In this case, our response strategy is:

First, focus on “one point for one price”, explain the advantages and highlights of our products, and attack competitors.

Second, the corresponding price is given depending on the situation. If the price given in the previous period is very suitable, then insist on not biting the price; if the price given in the previous period has a relatively large premium space, then you can lower the price appropriately, but you can't cut the price too much.

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