支付行业:POS机销售难?需要掌握哪些销售技巧及话术

销售技巧及话术 1174 阅读 0 评论 0 点赞

支付行业:POS机销售难?需要掌握哪些销售技巧及话术

Payment industry: POS machine sales are difficult? What sales skills and words need to be mastered?

支付行业：POS机销售难？需要掌握哪些销售技巧及话术

Payment industry: POS machine sales are difficult? What sales skills and techniques need to be mastered?

POS机是现在大多数商家必备的支付用具，很多刚入行小白不知道怎么样，要想自己把这个行业做好，能在诸多竞争对手中脱颖而出，需要掌握哪些销售技巧及话术，以下是我近期整理的一些经验，希望大家喜欢!

POS machine is the necessary payment tool for most businesses nowadays. Many people just don't know how to get into the business. If you want to do a good job in this industry, you can stand out among many competitors. What sales skills and techniques need to be mastered, below It is some of my recent experience, I hope everyone likes it!

常见问题

common problem

① 陌生拜访过程中，还没开口就被客户拒绝了；

1 During the strange visit, the customer refused without opening the door;

② 客户总说我们已有好几家POS机器了，不需要了；

2 The customer always said that we have several POS machines, no need;

③ 被拒绝这么多次，我也没信心了

3 I have been rejected so many times, I have no confidence...

对于这三个简单的问题你是否也遭遇过，那么现在有解决的技巧了么？如果你觉得没有，那么就看看这几招技巧，帮你搞定营销困惑。

Have you ever encountered these three simple questions, so are there any solutions? If you don't think so, then take a look at these tricks to help you get confused with marketing.

一、做好准备工作

First, make preparations

做销售不打无准备之仗,如果你都不了解产品或者不准备好物料让客户能在第一时间直观了解产品，那么如何能成功推销？在向别人推销自己的POS机时，首先就应该知道自己的POS机优势，只有这样才能够突出自己产品的特点，更好地吸引别人的注意力。

If you don't know what to buy or if you don't have the materials ready for customers to understand the products in the first time, how can they be successfully sold? When selling your own POS machine to others, you should first know the advantages of your POS machine. Only in this way can you highlight the characteristics of your products and better attract the attention of others.

01.产品知识

01. Product knowledge

了解透彻自身产品。在向别人推销POS机时，首先就应该知道自己的POS机优势，只有这样才能够突出自己产品的特点，更好地吸引别人的注意力。

Understand your own products. When selling POS machines to others, you should first know the advantages of your POS machine. Only in this way can you highlight the characteristics of your products and better attract the attention of others.

02.了解市场

02. Understand the market

充分了解POS机销售市场的调研，也是非常关键的，只有充分地了解POS机销售市场，这样在向别人介绍的时候，才能够更加灵活的做出应对。

It is also very important to fully understand the research of the POS machine sales market. Only by fully understanding the POS machine sales market, can we respond more flexibly when introducing to others.

03.营销策略

03. Marketing strategy

如果说知识是你的基础，那么物料就是你的武器（名片，宣传单，营销活动的宣传单等），然后制定不同的POS营销方式，也是能够更好地让自己寻找精准的客户群体，这样才能够向精准地客户做好产品的推销。

If knowledge is your foundation, then materials are your weapons (business cards, flyers, marketing campaign flyers, etc.), and then develop different POS marketing methods, which is also better able to find yourself a precise customer base, so Only to be able to sell products to customers with precision.

二、入场话术指引

Second, admission speech guidelines

营销人员与准顾客交谈之前，需要适当的开场白。开场白的好坏，几乎可以决定这一次访问的成败，换言之，好的开场，就是推销员成功的一半。但是很多业务员的话术都特别老套，通常一进门就是：您好，请问老板在吗？我是XX...请问您需要么？看似客气得体，可是实际很难得到客户的回应，往往还不等你话说完，客户通常：不需要不需要他们真是被推销的吓怕了！

Marketers need an appropriate opening statement before talking to prospective customers. The good or bad of the opening remarks can almost determine the success or failure of this visit. In other words, a good opening is half the success of the salesman. However, many salesmen's words are very old-fashioned. Usually, the door is: "Hello, is the boss here? I am XX... Do you need it?" It seems to be polite, but it is really difficult to get the customer's response. Often, you don't have to wait for your words, customers usually: don't need to... they are really scared of being promoted!

那有没有更好的话术切入呢？当然是有的，询问法是一个常规的方法：从用户的需求点作为切入点，清楚原因在对症下药，从而药到病除。

Is there a better way to cut into it? Of course, yes, the inquiry method is a routine method: from the user's demand point as an entry point, it is clear that the reason is to prescribe the right medicine, and thus the medicine is removed.

模拟场景

Simulation scenario

场景一scene one

客户经理：老板，你用信用卡吗？？

Account Manager: "Boss, do you use a credit card??

老板：信用卡？？我用不用跟你什么关系？？（客户一脸懵逼，不知道你要干什么，没有第一时间拒绝，我们有了下一步的机会）

Boss: Credit card? ? What do I have to do with you? ? (The customer has a slap in the face, I don’t know what you are going to do, there is no first time to refuse, we have the next chance)

客户经理：是这样的我们是某某pos平台的，现在办理我们平台推广的POS机最低可以0.38%的手续费。（由此开展营销，避免未进门就被客户拒绝）

Account Manager: It is such that we are a certain pos platform, and now the POS machine for our platform promotion can have a minimum fee of 0.38%. (Therefore, marketing is carried out to avoid being rejected by customers without entering the door)

场景二Scene two

客户经理：老板，你好，打扰一下！（先不要讲任何东西，直接打招呼，引起客户的注意。）

Account Manager: "Boss, hello, bother!" (Don't talk about anything, say hello directly, and draw the attention of the customer.)

老板：你是做什么的？（等老板和你说话，你就成功了)

Boss: "What are you doing?" (When the boss talks to you, you succeed)

三、拓展切入点

Third, expand the entry point

在推广过程中，通常我们会遇到很多客户不搭理你，但是你却会发现她在做其他事时，那不妨改变策略，从她感兴趣的东西作为切入点。

In the promotion process, we usually encounter many customers who don't care about you, but you will find that when she is doing other things, it is possible to change the strategy and use the things she is interested in as an entry point.

举例：当某业务员走进一家小卖部时，老板娘极其冷漠型只顾着摆弄东西都不正眼看，但仔细一看的话老板娘一直在摆弄一盆多肉，于是业务员从多肉切入，讲起自己养多肉的经历，瞬间勾起客户的兴趣..拉近了关系，最终做成了这笔交易。

For example: When a salesman walks into a canteen, the boss is extremely indifferent and only cares about playing with things, but the boss has been playing with a lot of meat, so the salesman cuts in and talks about how to raise meat. Experience, instantly evoke the customer's interest.. Closed the relationship, and finally made the deal.

注意：不要一直强推自己的产品，跟客户洽谈时可拓展客户感兴趣的话题作为切入点会更好，有时候倾听和询问尤为重要。

Note: Don't always push your own products. It is better to expand the topics of interest to customers when negotiating with customers. Sometimes it is important to listen and ask.

四、异议问题综合重点

Fourth, the comprehensive focus of dissent

这一块的问题，大多数都是跟客户交谈到一定情况，才会出现的异议重点问题，但面对这些异议该如何解决？现在给大家支几招！

Most of the problems in this piece are the key issues of dissent that will be discussed in a certain situation with the customer, but how to solve these objections? Now give everyone a few tricks!

异议一：你们有没有费率？

Objection 1: Do you have any rates?

其实客户这个问题的潜台词是，客户他想要无费率的，如果直接回答：有费率，但是不高只有6%或多少；面对这样的回答，看似正确实际却却不知，客户此时或许已经PASS掉你了。

In fact, the subtext of the customer's problem is that the customer wants no rate, if you directly answer: there is a rate, but not only 6% or how high; in the face of such an answer, it seems that the correct but actually do not know, the customer this Maybe you have already PASS off you.

面对这种问题不能正面直接回答，用迂回的战术去讲解这个问题：只要是银行的移动支付都是有费率的，不过我们这里可以让你享受最低的手续费，然后可以讲解我们pos机的云闪付功能。

In the face of this kind of problem, you can't directly answer the question directly. Use the roundabout tactics to explain this problem: as long as the bank's mobile payment has a rate, but we can let you enjoy the lowest handling fee, and then we can explain our pos machine. Cloud flash payment function.

异议二：那你们的费率到底是多少呢？

Objection 2: What is your rate?

这个问题是十分常见的，遇上这个问题不可直接将费率说出，最好用简单的例子去表达效果更好。

This problem is very common. If you encounter this problem, you can't directly quote the rate. It is best to use a simple example to express the effect better.

错误示范：我们的费率刚才给您说过，是0.55%（如果你直接说0.55%很多人没有一个总体的概念）

False demonstration: Our rate has just been said to you, it is 0.55% (if you directly say 0.55%, many people do not have a general concept)

正确示范：我们是一百块钱收五毛五分钱，其实非常划算。（转化为货币计算的方式就更为直观，让客户更为觉得便宜）

Proper demonstration: We are half a penny for a hundred dollars, which is very cost-effective. (The way to convert to currency calculations is more intuitive, making customers feel cheaper)

异议三：我再看看吧！

Objection 3: Let me see it again!

1）面对这种问题，根据以下法则找出产品四个方面的优势

1) Faced with this problem, find the advantages of the four aspects of the product according to the following rules

①我们有，别人没有的东西；

1 We have things that others do not have;

②我们能做，别人不愿意做的事情；

2 What we can do, what others are not willing to do;

③我们能做，比别人更好的东西/事情；

3 We can do things/things that are better than others;

④我们的附加值。

4 our added value.

2）这种属于客户犹豫的时候，往往是客户对产品有了一定了解，但还没有形成强烈的购买欲望的时候。这个时候询问一定要非常小心。如果直接询问：你考虑怎么样了?你买不买?这样的话，无疑于迎头一棒，把客户吓跑。

2) When the customer is hesitant, it is often the customer who has a certain understanding of the product, but has not yet formed a strong desire to buy. Be sure to be very careful when asking this time. If you ask directly: "What are you thinking about?" "Do you buy or not?" This is undoubtedly a head-on, scaring customers away.

此时的正确销售技巧和话术是这样的，你可以通过已然购买的询问句来问客户：这种产品有两个款式，一个是黄色的，一个是白色的，您喜欢那一款呢?。

The correct sales skills and words at this time are like this. You can ask the customer through the inquiry sentence already purchased: "This product has two styles, one is yellow and the other is white. You like that one. ?".

通过这样的销售话术，就巧妙地引领客户绕过了买不买?这样痛苦的决策程序，而是径直到了买什么样的?这个比较轻巧的问题。最后还是想跟大家说，不管是推销POS机还是其他的销售产品，前提都是要在了解产品、了解用户、了解市场的基础上，只有这样才能够真正地帮助自己拓宽市场，做好产品的亮点阐述，打动消费者。

Through such sales, it cleverly leads customers to bypass the painful decision-making process of buy or not?, but it goes to the relatively light question of what to buy?. Finally, I want to tell you that whether it is selling POS machines or other sales products, the premise is to understand the products, understand the users, and understand the market. Only in this way can we really help ourselves to broaden the market and do a good job of products. Highlights, impress consumers.

最后，可以学习一下阿里巴巴新六脉神剑，里面的每一句都要深刻理解，可以灵活应用。

Finally, you can learn about Alibaba's "New Six-Sword Excalibur", each of which must be deeply understood and flexible.

客户第一，员工第二，股东第三;

Customer first, employee second, shareholder third;

因为信任，所以简单;

Because of trust, it is simple;

唯一不变的是变化;

The only constant is change;

今天最好的表现是明天最低的要求;

The best performance today is the lowest requirement tomorrow;

此时此刻，非我莫属;

At this moment, it’s none of me;