Dispute
Posted: Sun Jan 19, 2025 3:54 am
Perhaps every salesperson has already remembered that you should never argue with a client. That's in theory. But in practice, the manager very often gets involved in an argument immediately, having barely noticed that the client is mistaken.
Example: a customer in a jewelry store is looking at a chain and says in a dissatisfied tone: "It looks very weak, if you snag it a little, it will break right away!" To which the seller begins to answer something like this: "No, you are mistaken. This is a high-quality, strong chain. Many people have already bought one, and no one has ever returned with a complaint." What is the result? The customer barely listens, she is even irritated and says that no one will take a broken chain to belgium business email list the store: after that, you have to go to the repair shop.
Of course, choosing a dispute as a way to work with clients' doubts, managers hope that they will be able to point out to the client his error and that this will only be beneficial. And the buyer is confident in his own rightness and is guided by the idea that all sellers "just want to sell."
When drawn into an argument, the client will resist to the last and will not give in to his position under any circumstances. Even if the manager is extremely polite and correct, finds the necessary arguments, arguing in sales is still a completely wrong tactic.
Escaping from the situation
Here the seller thinks something like this: "There is no point in arguing and proving anything. Let the client think about it himself - maybe he will decide to buy." And the seller lets the buyer go free as soon as he notices that he has started to doubt.
On the one hand, this is good, because the customer is then confident in the independence of the choice made, he does not feel someone else's pressure. But there is another side to the coin: many will think: "Aha, since the seller has gone silent, it means he simply has nothing to say, that is, the product does not have that many valuable qualities." And then new doubts appeared on the horizon.
Read also!
"The buyer returned the goods: the algorithm of actions and methods of protection from fraudsters"
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Justification
This strategy of working with customers' doubts is chosen by sellers who are unsure of themselves or of the product they are presenting. Some mistakenly believe that their agreement with the buyer can also be presented in an apologetic style, but this only makes things worse.
Such indecision and attempts to justify themselves make the client think that the product is not so good, and maybe even has serious flaws that the seller is afraid to blab about, which is why he speaks with such uncertainty.
Example: a customer in a jewelry store is looking at a chain and says in a dissatisfied tone: "It looks very weak, if you snag it a little, it will break right away!" To which the seller begins to answer something like this: "No, you are mistaken. This is a high-quality, strong chain. Many people have already bought one, and no one has ever returned with a complaint." What is the result? The customer barely listens, she is even irritated and says that no one will take a broken chain to belgium business email list the store: after that, you have to go to the repair shop.
Of course, choosing a dispute as a way to work with clients' doubts, managers hope that they will be able to point out to the client his error and that this will only be beneficial. And the buyer is confident in his own rightness and is guided by the idea that all sellers "just want to sell."
When drawn into an argument, the client will resist to the last and will not give in to his position under any circumstances. Even if the manager is extremely polite and correct, finds the necessary arguments, arguing in sales is still a completely wrong tactic.
Escaping from the situation
Here the seller thinks something like this: "There is no point in arguing and proving anything. Let the client think about it himself - maybe he will decide to buy." And the seller lets the buyer go free as soon as he notices that he has started to doubt.
On the one hand, this is good, because the customer is then confident in the independence of the choice made, he does not feel someone else's pressure. But there is another side to the coin: many will think: "Aha, since the seller has gone silent, it means he simply has nothing to say, that is, the product does not have that many valuable qualities." And then new doubts appeared on the horizon.
Read also!
"The buyer returned the goods: the algorithm of actions and methods of protection from fraudsters"
Read more
Justification
This strategy of working with customers' doubts is chosen by sellers who are unsure of themselves or of the product they are presenting. Some mistakenly believe that their agreement with the buyer can also be presented in an apologetic style, but this only makes things worse.
Such indecision and attempts to justify themselves make the client think that the product is not so good, and maybe even has serious flaws that the seller is afraid to blab about, which is why he speaks with such uncertainty.