Use the transaction force model to increase the transaction rate by 10 times

How to improve the closing rate when communicating and recommending with users? The author combines theoretical knowledge and practical experience to summarize the five-dimensional closing force model commonly used in sales, hoping to help you increase your closing rate by 10 times!

Recently, I am learning top sales skills and IP knowledge, and I have a better understanding of sales. Below, I combine theoretical knowledge and practical experience to summarize the five-dimensional sales force model commonly used in sales, hoping to help you detonate a 10-fold sales rate!

01 Sales Force Model

1. Establish relationships: When you first meet a user, you need to build a good impression and get closer to the user;

2. Pain point attack: reveal user pain points, build good expectations, and let users identify the pain points;

3. Value shaping: Demonstrate product value, magnify product value, and make users feel that it is worth it;

4. Build trust: Let users trust you, trust the brand, and trust the product;

5. Price dimension: The final bottleneck that puts pressure on users to speed up the order.

Below, we will explain in detail how to do the five dimensions according to the pre-sales, mid-sales and post-sales processes.

02 Early stage of sales - building relationships

1. The purpose of the initial sales

Establish an initial relationship with the customer, make a good impression on the customer, and arouse the user's interest. Because in the early stage, the customer does not know you yet, so don't start selling right away, which is easy to cause disgust. The correct approach is to close the distance first and let him trust you step by step.

2. How to win the favor of users

1) Use titles: Use titles used in informal situations, such as handsome guy, young lady, teacher, etc.

2) Self-introduction: introduce your name and label. If you have enough time, you can also continue to introduce your achievements and events to make others think you are awesome;

3) Create atmosphere: Describe your feelings about the atmosphere, let the other party share the same feelings, and get closer to strangers. For example, what is the weather like today, what is the environment like here, etc.

4) Start a topic: Start with a common experience or something the customer is interested in. For example, your hometown, school, or the things he uses, his hobbies, his habits, etc.

5) Asking users for advice: During the communication process, sometimes you can chat in the form of "asking for advice". People like to be teachers. If you reveal that you don't understand certain topics, you will take the initiative to be a younger brother, and others will be tempted to guide you.

If the above skills are for offline sales, they are more focused on building goodwill with users in a short period of time, so they tend to open up topics (because it is more difficult offline and users may leave at any time); if it is online sales, such as private domain marketing, they are more focused on introducing themselves and allowing users to establish initial trust.

After getting to know the user initially, the next step is to enter the mid-sales phase - building trust.

03 Mid-sales period - Building trust

1. The purpose of mid-term sales

Build trust with users. Understand user needs and use product value to break through bottlenecks; cite customer cases to increase trust.

2. How to build trust?

1) Pain point attack : When marketing, instead of telling users how good your product is, you should first do cognitive tuning with users. Let users realize that they have needs and they must be satisfied immediately. Explain that after the needs are met, the results will be great, thus attracting users to listen further.

How to do it specifically?

Step 1: Discover the customer’s pain points;

Step 2: Explain the reasons for the formation of pain points and why I know these pain points and the reasons for their formation;

Step 3: Explain the consequences of the pain points and why I care about the consequences of these pain points;

Step 4: Explain how I solved the problem before and how I can help you now, and build good expectations after the pain point is solved.

2) Value creation : After addressing the pain points, we need to use product value to solve the user's pain points and appropriately amplify the value.

Step 1: Product introduction, using product value to solve user pain points;

Step 2: Focus on the results. The more specific the better (you can use usage scenarios; it is best to use more numbers);

Step 3: Explain why you chose this product (you can compare the highlights of competing products and display user cases with results);

Step 4: Value addition. In addition to the product, there are other accompanying values, such as after-sales, one-on-one answer and other services.

3) Building trust : After value creation, build trust. The decision cycle of high-order products is long, and trust accumulation requires a long time; the decision cycle of low-order products is short, and a deal may be completed after one communication and one sale. The following is an explanation of these two products:

1. High-order products: Build trust by reaching out to users over a long period of time. During this period, you need to continuously provide value to users and continuously present cases.
2. Low-order products: Build trust by reaching users in a short period of time. Generally, users are given a large number of cases to make them place orders in a short period of time.

Some users are impressed in the middle stage of sales and place orders immediately; but some users are more sensitive to prices and will hesitate for a while, which is when the product enters the late stage of sales.

04 Late sales phase – speed up order placement

1. Purpose of post-sales

Break the price bottleneck and speed up order placement. After the mid-term of sales, users have the urge to place an order. But they are still hesitant. The main reason is that the price is too high and they want to lower the price. (Or they may have concerns about their own time, after-sales service, etc., here we only talk about the main reasons)

2. How to break the price bottleneck and speed up order placement

Step 1: Understand what users consider to be “high prices”;

Step 2: Acknowledge that the other party’s point of view is reasonable under limited conditions (such as comparison with competing products);

Step 3: Present different views and opinions in a step-by-step and emotional way, explaining that high value deserves a high price (magnify product value and strengthen product features);

Step 4: Give away super gifts and coupons, or inform the other party that there is a step-by-step price increase mechanism, so the earlier you buy, the earlier you earn. In short, it is to put pressure on users to "loss aversion" and speed up their orders.

Author: Hu Meng, Official Account: Xiaohuxue Products