Как показывает практика, очень многие продавцы не могут работать с покупательским «я подумаю».

Как правило, продавцы отвечают «Хорошо! Подумайте!» и после этого прощаются с покупателем, на которого уже потратили много своего времени.

Между тем покупатель говорит «я подумаю» в 2 основных случаях:

  1. его что-то смущает, он в чем-то сомневается и ему реально нужно время что-то обдумать, решить в спокойной обстановке. А в магазине времени и спокойствия нет, потому что рядом непрерывно болтает продавец и подталкивает его к покупке.
  1. он использует слова «я подумаю» в качестве вежливой формы отказа. Не всегда человеку легко сказать «нет», когда ничего не понравилось, а продавец был очень хороший и вежливый. И из уважения к нему покупатель говорит «я подумаю» и, как бы никого не обидев, выходит из магазина.

Мы никогда не поймем, по какой из вышеуказанных 2 причин покупатель сказал «я подумаю», если не зададим уточняющий вопрос.

Достаточно просто спросить «Вас что-то смущает? У Вас какие-то сомнения? Вам что-то не понравилось?» или задать вопрос в положительном ключе «Можно узнать, что из того, что я вам показал, вам действительно понравилось?», чтобы покупатель начал говорить и высказывать истинные причины отказа.

При этом важно соблюсти паузу после вопроса. А не начинать сразу отвечать на собственный вопрос словами типа «может, телевизор недостаточно большой», «может, платье короткое.. может цвет не тот…» и т.д.

Дайте человеку хоть немножко время побыть наедине с собой и реально обдумать, что же его смутило в вашем предложении!

Скорее всего, не все покупатели захотят ответить на ваши уточняющие вопросы и все же уйдут из магазина. Но некоторые продолжат с вами разговор. А этого уже достаточно, чтобы хоть немного, но повысить свои продажи за счет тех, кто реально уходит из нашего магазина с теми или иными сомнениями.

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