Have you ever met a salesman then after a half an hour are left with something you did not want to buy? You begin wondering how that happened, then you begin to despise them, and after a while you try to avoid them all together. Not necessarily because you are afraid of being tricked into buying something else or maybe you don't really want to be rude to them when you send them off. What most salesmen do is not something each one comes up with on their own; they are taught techniques, small simple things really.

    There are many factors that salesmen use in their attempt to sell you something. The main technique/way each salesman tries to use is called the "Four Factors of Impulse."

    Indifference- They try to look like they do not care whether or not you purchase the product, when in fact they do, especially when they are getting paid commission.

    Jones Effect- Convincing the customer that they are not the first to buy it, nor will they be the last. This offers a sense of security, that helps push people into buying.

    Fear of Loss- This is when salesmen try to make the customer feel that the offer is very temporary and that if they don't buy now, they won't be able to buy it later with the same pricing or bonuses offered at the time.

    Sense of Urgency- When the salesman utilizes Indifference and adds a sense of them being in a hurry, which is often successful in pressuring quick decisions that are not quite thought through.

    There are other factors involved when dealing with salesmen, but the main one this set of "Four Factors of Impulse." All salesmen are taught this, not sure if everyone calls it the same.

    你曾經(jīng)碰到過(guò)銷(xiāo)售員嗎？然后浪費(fèi)了半個(gè)小時(shí)的時(shí)間在你不想買(mǎi)的東西上面？你開(kāi)始想知道這是怎么回事，然后你開(kāi)始鄙視他們，再然后，你會(huì)盡量避開(kāi)他們。或者是因?yàn)槟闩卤徽T騙購(gòu)買(mǎi)東西或可能是因?yàn)槟悴幌脍s他們走時(shí)表現(xiàn)的粗魯。然而，大多數(shù)銷(xiāo)售人員做的事情也不是所有銷(xiāo)售員都那么做的，他們接受技巧培訓(xùn)，實(shí)際是簡(jiǎn)單的小技巧。

    很多銷(xiāo)售人員在推銷(xiāo)產(chǎn)品時(shí)，會(huì)使用很多技巧。每個(gè)銷(xiāo)售員都使用的主要技巧是"刺激四因素".

    漠不關(guān)心，他們回盡量讓他們看起來(lái)不關(guān)心你是否購(gòu)買(mǎi)產(chǎn)品，而事實(shí)上，他們非常在意，特別是黨他們得到傭金時(shí)。

    瓊斯效應(yīng) – 令客戶(hù)相信他們不是第一個(gè)購(gòu)買(mǎi)的，也不會(huì)是最后一個(gè)。這傳達(dá)了一種安全感，有助于促使人們購(gòu)買(mǎi)。

    擔(dān)心錯(cuò)過(guò)，推銷(xiāo)員盡量讓顧客感受到這個(gè)產(chǎn)品銷(xiāo)售是非常短暫的，如果他們現(xiàn)在不買(mǎi)，他們以后將無(wú)法用現(xiàn)在的價(jià)格各折扣購(gòu)買(mǎi)到相同的產(chǎn)品。

    緊迫感 - 推銷(xiāo)員會(huì)利用漠不關(guān)心，并表現(xiàn)出匆忙感，進(jìn)而可以達(dá)到促使客戶(hù)快速?zèng)Q定的效果。

    還有其他一些技巧但主要是這"刺激四因素".所有的銷(xiāo)售員都被培訓(xùn)過(guò)這些，但是可能各地的叫法不一樣。