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)碰到過銷售員嗎？然后浪費了半個小時的時間在你不想買的東西上面？你開始想知道這是怎么回事，然后你開始鄙視他們，再然后，你會盡量避開他們。或者是因為你怕被誘騙購買東西或可能是因為你不想趕他們走時表現(xiàn)的粗魯。然而，大多數(shù)銷售人員做的事情也不是所有銷售員都那么做的，他們接受技巧培訓，實際是簡單的小技巧。

    很多銷售人員在推銷產(chǎn)品時，會使用很多技巧。每個銷售員都使用的主要技巧是"刺激四因素".

    漠不關心，他們回盡量讓他們看起來不關心你是否購買產(chǎn)品，而事實上，他們非常在意，特別是黨他們得到傭金時。

    瓊斯效應 – 令客戶相信他們不是第一個購買的，也不會是最后一個。這傳達了一種安全感，有助于促使人們購買。

    擔心錯過，推銷員盡量讓顧客感受到這個產(chǎn)品銷售是非常短暫的，如果他們現(xiàn)在不買，他們以后將無法用現(xiàn)在的價格各折扣購買到相同的產(chǎn)品。

    緊迫感 - 推銷員會利用漠不關心，并表現(xiàn)出匆忙感，進而可以達到促使客戶快速決定的效果。

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