销售话术|客户说有需要的时候再联系你，销售高手会怎么应对？

Sales speech|Customer says "Contact you when there is a need", how will the sales master respond?

一、 客户说有需要的时候再联系你，销售会怎么应对？

这个问题，没有具体情景设定，不好回复，我说一下我的看法，供参考：

1、客户的真实需求你已了解，你根据与客户的接触，初步判断他此时并没有需求，那不妨礼貌的回应好的，李总，你需要的时候，找我就行，这是我的名片（这是我的电话），请惠存。以此博个好印象。

2、根据你与客户的交流，你发现其实客户是有需求的，那不妨态度真诚的反问一句：好的，李总，我知道了，你大概什么时候有需要呢？我到时候好提前为您准备设备，并且打报告，给你申请个好价格...你也知道现在这个设备价格波动很大，担心你到时候来买，价格涨了..."

3、比如你去见采购，自家产品还没介绍完，采购就摆摆手，说：我现在不需要，有需要的时候联系你，这可以基本判断，你没戏了；如何应对呢？这个时候，其实是需要销售的勇来为自己争取一下（"勇"是销售的灵魂），可以淡定地说：李经理，我知道咱们公司暂时可能不需要这个设备，我只是向你宣传下我们的产品，表明还有我们这一家公司是做**设备的，我们的产品非常不错，希望以后能有机会合作，还望李经理到时候帮帮忙，支持一下"

接着你再想办法要到李经理的个人微信或者电话之类的，通过微信进一步跟进，当你和李经理后面处成朋友了，那订单的事情，包括他们公司要搞定哪些人，你请他帮忙指路，就好办多了，同时人家帮了你的忙，你也要有重谢。

二、客户说我得向老板汇报，然后再谈，接着就一直拖延，怎么办？

客户为什么会拖延呢？这其中的原因你知道吗？如果你找不到症结所在，你就无法对症下药，那么这个单子你就可能做不了！等，也许永远没有结果。

所以，接下来你应该要多与和你沟通的这位客户交流，并且你要想办法和他处成朋友，当你们之间的关系更近一步了，他就可能会对你说实话。

如果你搞不定他，那你应该要想想还有没有其它的突破口，比如直接去找他的领导或者老板？

有些销售朋友拜访客户，是从下往上，一层一层往上拜访，也有一些销售朋友是从上往下，一层一层往下拜访，而如果你把项目基层执行者搞定了，可是关键人，拍板人你没接触，你失单的机率大得很。

反之，如果你把关键人、拍板人都搞定了，下层关系做得还不错，你成功的机率至少80%以上。

因此，接下来，我建议你站在一个高度向下看全局，对你来说，最容易的突破口在哪里？然后来制定下一步跟进计划。

比如，你分析后，觉得还是应该从之前和我交流过的这位客户入手，那么，你就应该要琢磨着再次和他交流，或者去他们公司附近，等着快要下班了，发短信邀约客户一起出来吃个便饭，谈下工作。

你没猜错，客户多半会拒绝，这很正常，没有关系，那你既然大老远过来了，总不能人没见到，白走一趟吧？

所以，索性就直接去办公室找客户，如果办公室人多，就建议到会议室去交流，随后再择机，大胆的问问客户现在是什么情况？有没有机会？接下来应该怎么做？（请他帮帮忙，说个实话之类的）。

接着交流完了，又可以提议说等下去吃个便饭，自己先走，呆会儿在哪里等他；

客户可能又会拒绝，没有关系，你表示遗憾后，就告辞。

另外，你可以要到客户的私人微信或电话，接下来要做好关系，关系只要更近一步，他可能就会主动指点你，当然事成之后，你也要重谢他。

你记得邀约一次不成，可以二次、二次不成，三次，只要你不放弃，态度诚恳，你早晚会摧毁客户的心理防线。

销售没到最后一刻，千万不能轻易言败！

所以，这个问题，我认为你不能光坐在办公室里等答案，胡思乱想，如果条件允许，你要走出去，走到客户那里去，要有些谋划。考验的是你的主动性+执行力+勇气！（勇，可是销售的灵魂！）

哪怕最后的最后，你经过很多努力，还是被客户拒绝了，这有什么关系，做销售不被客户拒绝才是不正常的。

尽最大的努力，做最坏的打算，假如即使这次失败，我相信你也一定会收获很多，这是个人能力历练，对你以后做大单极有好处！

Sales speech|Customer says "Contact you when there is a need", how will the sales master respond?

First, the customer said "contact you when there is a need", how will sales respond?

There is no specific "scenario setting" for this question. It is not good to reply. Let me talk about my opinion for reference:

1. The real needs of the customer You have already understood that based on your contact with the customer, you can initially judge that he has no demand at this time. It may be polite to respond OK, General Li, when you need it, just look for me. This is me. Business card (this is my phone), please save it." This is a good impression.

2, according to your communication with the customer, you find that the customer is actually in need, then it may be a sincere reluctance to ask: "OK, Li, I know, when do you need it? I am good in advance Prepare equipment for you, and report, give you a good price... You know that the price of this equipment is fluctuating now, I am worried that when you come to buy it, the price will rise..."

3, for example, if you go to see the purchase, the product has not been introduced yet, the purchase will be waved, saying: "I don't need it now, contact you when there is a need", this can basically judge, you have no play; how to deal with it? At this time, in fact, it is the "courage" that needs to be sold to fight for yourself ("Yong" is the soul of sales), you can calmly say: "Manager Li, I know that our company may not need this equipment for the time being, I am just to you. Propaganda of our products, indicating that our company is doing ** equipment, our products are very good, I hope to have the opportunity to cooperate in the future, I hope that Manager Li will help out and support it."

Then you can find a way to go to Manager Li's personal WeChat or phone, and follow up on WeChat. When you and Li Manager are friends, what is the order, including who the company wants to get, you please He helps to "find the way", it will be much easier, and at the same time, people will help you, you have to thank you.

Second, the customer said "I have to report to the boss, and then talk", and then has been delayed, what should I do?

Why are customers procrastinating? Do you know the reason for this? If you can't find the crux of the problem, you can't get the right medicine, then you can't do this list! Wait, maybe there will never be a result.

So, next time you should talk to the "client who communicates with you" and you have to find a way to be friends with him. When the relationship between you is closer, he may say "you" truth".

If you can't make him, then you should think about whether there are other breakthroughs, such as going directly to his leader or boss?

Some sales friends visit customers, from the bottom up, visit one by one, and some sales friends go from top to bottom, one by one, and if you get the project's grassroots executives, but The key person, the boarder, you have no contact, the chance of losing your order is very large.

On the other hand, if you get the key people and the boarders, the lower relationship is doing well, and your chances of success are at least 80%.

So, next, I suggest you stand at a height and look down at the big picture. What is the easiest breakthrough for you? Then come and develop a next step to follow up.

For example, after you analyze it, you should think that you should start with the "customer who has communicated with me before." Then, you should think about communicating with him again, or go to their company, waiting to get off work, texting. Invited customers to come out for a light meal and talk about work.

You have not guessed wrong, most of the customers will refuse, this is normal, it does not matter, then since you are too far away, you can't see people, let's take a trip.

Therefore, simply go to the office to find customers, if there are many people in the office, it is recommended to go to the conference room to communicate, then choose the opportunity, boldly ask the customer what is the situation now? Is there a chance? What should I do next? (Please ask him for help, tell a truth, etc.).

Then, after the exchange is over, you can propose to wait for a light meal, go first, and wait for him to wait for him;

The customer may refuse again. It doesn't matter. If you say "regret", you will leave.

In addition, you can go to the customer's private WeChat or phone, and then you must do a good relationship. As long as the relationship is closer, he may "proactively" point you. Of course, after the event, you must "recognize" him.

You remember that you can't make a meeting once, you can't make it twice or twice, three times. As long as you don't give up, your attitude is sincere, and you will destroy the psychological defense of your customers sooner or later.

Sales are not at the last minute, and you can't easily say it!

So, this question, I think you can't just sit in the office and wait for the answer, think about it, if conditions permit, you have to go out and go to the customer, there are some plans. The test is your initiative + execution + courage! (Yong, but the soul of sales!)

Even in the end, after a lot of hard work, you are still rejected by the customer. What does it matter? It is not normal for sales to be rejected by customers.

Do your best and make the worst plans. If you even "failure" this time, I believe that you will certainly gain a lot. This is a personal ability to practice, and it will be good for you to do big singles in the future!