There are 6 main methods to facilitate transactions.
1. Request transaction method
Request transaction method is also called direct transaction method. It is a transaction method in which customer service staff actively propose transaction requirements and ask customers to buy goods. This method is suitable for old customers or when customers can no longer raise new objections and want to buy but are inconvenient to take the initiative to speak up. Customer service staff can use the request transaction method to save time and end the sales process. The advantage of the request transaction method is that it can quickly facilitate transactions and save sales time; the disadvantage is that it may destroy the sales atmosphere and cause customer disgust.
2. Assumed transaction method
Assumed transaction method is also called presumed commitment method. It refers to the method by which customer service staff promote the transaction of orders by discussing some specific issues on the basis of assuming that the customer has agreed to buy. The advantage of this method is that it improves the efficiency of customer thinking through gradually in-depth questions, directly brings the talks into the substantive stage, and saves sales time; the disadvantage is that it may generate too high transaction pressure during the negotiation process, destroy the transaction atmosphere, and is not conducive to further handling customer objections, which may cause customer service staff to lose the initiative to close the deal. The specific operation method is that the customer service staff assumes that the customer has no objection and has not yet proposed to buy. The customer service staff will seize the opportunity to propose specific purchase operations, such as “Our logistics staff are now arranging the parcel and dispatching them today” or “How many would you like to purchase?”, etc., to take the initiative. The assumed transaction method is suitable for those customers who are highly dependent and easy-going, as well as some old customers.
3. Selection transaction method
The selection transaction method is also called the effective selection transaction method. It refers to the method in which the customer service staff designs a selection range for the customer to make an effective transaction and guides the customer to make a transaction within the effective transaction range. Its advantage is that the customer service staff has the initiative, leaving a certain room for transaction, and reducing the psychological pressure of the customer; the disadvantage is that when the customer does not accept the selection plan, or there are too many selection plans, which makes the customer at a loss, the customer will lose the confidence to buy, and the customer service staff will lose the opportunity to sell. Therefore, the selection transaction method is suitable for those customers who have accepted the sales proposal, or have the determination to buy the goods, but are just confused about the selection of models, delivery time, etc. Customer service staff can make suggestions for the next purchase to hesitant customers, for example, “Mr. Lowes, our products are super quality with competitively priced. How about placing a trial order of 300, 400 or 500 sets?”
4. Preferential transaction method
Preferential transaction method assumes that customers are profit-seeking, that is, they like to take advantage of small bargains. Based on this purchase motivation of customers, customer service staff provide customers with further preferential conditions to promote customers to make up their minds to buy. Its advantage is that customer service staff can sell some slow-moving products in a short period of time, reduce inventory pressure, and speed up inventory turnover; the disadvantage is that by giving customers a profit to promote transactions, it will inevitably lead to an increase in sales costs. If the scale of profit is not properly grasped, it will also reduce sales revenue. In addition, the use of preferential transaction methods sometimes makes customers mistakenly believe that discounted products are inferior goods and do not trust them, thereby losing confidence in purchasing, which is not conducive to promoting transactions.
5. Trial Transaction Method
The trial transaction method refers to the method in which customer service staff try every means to send the goods to customers, so that customers can use them for a period of time and then make large-scale purchase decisions. This is also applicable in foreign trade sales, that is, cross-border e-commerce customer service staff often say to send samples to overseas customers. When the unit price of the goods is relatively low, and the customer wants to buy your goods, but can’t make up his mind, you can suggest that the customer buy a small amount for trial. Since the samples have to be sent abroad, many cross-border e-commerce customer service staff will suggest that customers bear the shipping costs themselves, but this practice will cause some interested customers to lose. Therefore, cross-border e-commerce customer service staff can use this to ask overseas customers whether there are other goods shipped from China recently, and can put the samples in the same batch of goods as the customer and send them to the customer.
6. Last Chance Transaction Method
The last chance transaction method refers to the method in which customer service staff directly remind customers of the last transaction opportunity to prompt customers to buy promotional products immediately. This method takes advantage of people’s anxiety. People often want to get and buy things more when they can’t get or buy them. Customer service staff can tell customers that now is the most favorable time to buy, so as to facilitate transactions. Customer service staff can exert some pressure to give customers a psychological hint of “no waiting” to facilitate transactions, for example, “These are our best-selling earrings. They are often out of stock, Now there are only 2 pairs left”