2. That is to say, you want others to buy your products.
3. To give you a little advice:
, excellent salesman correct concept and mindset
Question 1: What is the key factor in determining the success of a salesman?
Think, ask, answer
Explain: the 20/80 rule of the successful salesman
Overcome the salesman's fear of failure
Enhance the salesman's self-confidence and self-worth
The salesman must have a strong sense of intent
The salesman must have full confidence in and knowledge of the product
The salesman Must be highly enthusiastic and service-minded
The salesman must have extraordinary affinity
The salesman must be responsible for results (accountability)
The salesman must have clear goals and plans
Two, how a good salesman develops and accepts potential customers
Question 2: What have you learned about approaching and developing new customers
Thinking, questioning, answering
Explaining: let the customer 100% attention to us
Telephone development of customer points
Visiting the customer notes
Three, how to build a good salesman with the customer's affinity for
Question 3: What have you learned about how to pull the good relations with customers?
Thinking, questioning, answering
Explaining: affinity is equal to the foundation of the sales building
Methods to establish affinity
Synchronization of emotions, tone of voice and speed of speech, physiological synchronization
Synchronization of words and phrases, the unity of the structure of the method
Four, how to introduce their products to the outstanding salesman
Question 4 : Can you clearly state the buying point of your product and the advantages of the company?
Think, Ask, Answer
Explanation: A specially designed product introduction is 20 times more efficient than an un-designed one
Product Introduction Methods
Pre-framing Method/Hypothetical Questioning Method/Descendent Introductions
Identifying the Benefits that Customers Care About the Most/Listening Skills
Interactive Introductions/Visual Sales method / hypothetical closing method
V. How to lift the customer resistance
Question 5: What is your experience in lifting the customer resistance?
Think, ask, answer
Explain: customer resistance is normal, customer resistance is to ask you questions
Seven common resistance and countermeasures
Silent/excuses/criticism/questions
Subjective/skeptical
The method of dealing with the resistance of the techniques
Sixth, the excellent salesman How to conclude a deal
Question 6: What do you know about how to successfully create a deal?
Thinking, questioning, answering
Explaining: three mistakes should be avoided when concluding a deal
Remove the customer's resistance to the price of the key points
10 ways to conclude a deal
Use customer referrals to find new customers
Seven, excellent salesman how to plan and manage time
Question Seven: How do you plan and manage your time? plan and manage your time?
Instruction: nine time management secrets
Correct concept of time management
How to make daily/weekly/monthly plans
VIII, excellent salesman how to deal with the problem of price killing
Question 8: What do you have experience in dealing with the problem of price killing
Thinking, questions and answers
Instruction: the cause of the price of killing Reasons
Common conclusion killer
How to deal with the problem of price killers
Price objections to the conversion strategy
Nine, how to improve the sales performance of excellent salesmen
Question nine: How do you improve your sales performance?
Thinking, questioning, answering
Explaining: Sales must be "heart"
Sales must be innovative
Sales must be competitive
Sales must be strong
Three factors affecting success: mentality, timing, boldness
The Ten Commandments of sales and sales of the two major points
Sales process
The child who cries, the child who is crying, the child who has been crying and the child who has been crying. >1. The child that cries has milk to eat. Many salesmen start doing business, often impulsive, find customers, send samples, quoted prices do not know what to do, often abandoned. In fact, you should keep asking him, you when that single under ah, keep asking him, know the results until, in fact, the procurement is waiting for us to ask him, like a child does not cry, how do we know he is hungry?
2. Should be fishing, not casting a net. The most effective and comfortable way to run business is to use the fishing method, just like when we first started chasing girls, do we chase a few girls at the same time, and then in the Bo he had a success? We will look at the right one and pursue her relentlessly until we succeed. I run my own business this way, I will pick an industry, such as I want to do the headset industry, I will pick the industry about 3 seriously to attack him, until it is done into the end, and then the rest will be very good to do. So that when you accounted for 80% of the headset industry, we then move to other industries, copy it, like fishing, see the big one, one by one fishing, very comfortable.
3. Bold, careful and thick-skinned. When we were young, chasing girls, the larger told us the experience is: bold, careful, thick skin. In fact, doing business is like chasing girls.
4. The result of the conversation is not important, the process of the atmosphere is very important. We chat with the procurement, often pay attention to the content of the conversation, always say no topic, in fact, we have to pay attention to the process of our conversation and atmosphere. If we chat that day is very pleasant, and cordial, our feelings will be very close, after many days, we often back to forget what was talked about, only remember which day we talked very well. In fact, procurement is the same, the price we will have a quotation to him, the quality we have the quality of recognition to him, delivery date we will be stamped and signed back to him, so we only need to do business outside of the matter can be, chatting about him dare to interest in the issue of the best.
5. There must be a trial period. A customer to do down, just like men and women get married, found the customer is like we found a favorite dream girl, from the phone to the order is like the beginning of sending love letters to the engagement so long, to the real marriage, we have to be serious about the life. Let's not make it big all at once. Love at first sight and married after the novelty is difficult to maintain, we should all give a little time customers and us, each other to examine the credit, service and so on.
6. Do business not love face. Business is done down to the time of collection, many people will want to, I'm so familiar with the procurement, day and night to chase his money feel embarrassed. So very little money or chase a few times did not chase to not chase, in fact, we also want to get the payment before there is a commission to get ah, debt repayment, the natural order of things, if you give him too much owed, your business is not to do a long time it. I generally chase money, not to beg him to arrange, but to say ** Mr., you arrange payment to me on Wednesday, I went to get that afternoon, he sometimes said that day can not, then I said, then on Tuesday Luo, he often said Wednesday line.
We have to keep calling them until he knows it's me when he hears the voice. It's best to keep him thinking about you. Business is like a relationship, we can't expect someone to marry you after one date.
Purchasing is very forgetful, we have to keep reminding him.2 There are two points about being attentive:
For yourself, you should be attentive to everything about your customers before you do business with them. For example, who he did business with before, that is, who your competitors are, knowing this you can quote and make countermeasures. Understand why customers will want to do business with you, if it is someone else refuses to supply him, then we can ask him to do cash, he will certainly renege on the bill, if it is the opponent's reasons, such as poor quality, high price, bad service, you can make appropriate countermeasures to deal with him. If you do better than your opponent in some way and make him do it with you, then you will know how to do it later.
To the customer, we should always pay attention to the customer's favorite topics and his hobbies, he likes to talk to him more, pay attention to his every move, you can cast a good pull.
3. About the salesman himself. Many people think that the best salesman is tall, handsome, salesman must be eloquent, can talk, mouth can spit out oil is called eloquent. The salesman must be able to smoke, the body at any time with cigarettes, everyone on the pie. The salesman must be able to drink, white wine, beer, a thousand cups. In fact, I feel that these are not important. Personally, I am less than 160MM tall, just started to run the business when the heart is very inferior, speak are not fluent, not to mention eloquent. I never smoke, drink my most a bottle of beer, more points on the drunk, but diligence can make up for clumsiness, I just run the business, in Huizhou, the beginning of the three months, I take a few clothes to Dongguan's younger brother factory a run is a few days. An industrial area, an industrial area run. In this way, I went three months, the customer also ran down a few, but the leather shoes also rotted a pair of people as black as black carbon head. I now open their own factories, I often to the salesman, the first three months of life is not a person's day, after surviving, so the business office outside the factory.
4. On the business to give rebates. This is the most headache problem, I also posted some posts about rebates in Ali before, the friends of the followers is to see people see the wisdom, a say a reasonable. We are interested in can look at, my personal idea is to try not to give rebates, even if it is difficult to do in, or do not do in. If the real quality, and price to do in the customer, if in the service and so on in the good point, do a little more chance. Do you think you can always satisfy the heart of procurement? If your product is very advantageous, others is to give rebates, it is difficult to have any high value in the product, and procurement life is very short, he went, others are often easy to do in with low prices.
5. On the salesman speculation single. I also posted a lot of posts, there are also a lot of people talking about it. I personally believe that in the workplace do not speculate single, we have to be a person to do a decent, principled people, speculation single will not give you much extra income, but will engage in fear. Really capable, you can come out to start a business, their own hall of fame to do it yourself, so that others serve you.
1. If you don't look bad, let yourself be talented; if you don't have talent, then always smile.
2. Temperament is the key. If fashion is not good, prefer purity.
3. When shaking hands with someone, shake them for a while. Sincerity is the treasure.
4. You don't have to use "I" as the subject of everything.
5. Don't borrow money from your friends.
6. Don't "force" guests to look at your family album.
7. When taking a taxi with someone, sit next to the driver first.
8. Stick to saying nice things about people behind their backs, and don't worry that they won't reach the ears of the people involved.
9. When someone says something bad about someone in front of you, you just smile.
10. If you drive a small car yourself, don't make a point of stopping to say hello to a coworker on a bicycle. People will think you are showing off.
11. When a coworker is sick, visit him. Sit naturally on his hospital bed and go home and wash your hands carefully.
12. Don't let people know all about your past.
13. Honor people who don't like you.
14. Treat things but not people; or be merciless to things, but be merciful to people; or be a person first, do things second.
15. Self-criticism is always believable; self-praise is not.
16. Nothing improves your bowling score more than onlookers. So don't usually begrudge your cheers.
17. Don't take the goodness of others for granted. Be aware of gratitude.
18. The banyan tree "Bugsy" is talking, not listening, the result is a mess. Learn to listen.
19. Respect the master in the communication room and the hygienic aunt.
20. Remember to start your sentences with "we".
21. Applaud everyone who sings on stage.
22. Sometimes you have to ask the obvious question: Your diamond ring is very expensive, isn't it? Sometimes, even if you want to ask can not ask, for example: how old are you Speaking, everyone will, but some words on some occasions should not be said, we often see in sales due to a sentence and ruined a business phenomenon, salesman if you can avoid the gaffe, the business is sure to be a hundred feet. To this end, the author summarizes the "trouble comes out of the mouth" should not say 9 kinds of words, I hope that business people must be avoided.
1, do not say critical words
This is a common problem of many business people, especially newcomers to the business, sometimes speak without thinking, out of turn hurt others, they do not feel. Common example, see the customer's first sentence will say, "your home this building is really difficult to climb!" "This dress does not look good, does not suit you at all." "This tea is hard to drink." Or "Your business card is so old-fashioned!" "It's worth more to live than to die!" These off-the-cuff remarks contain criticism, although we have no intention to criticize the accusation, just want to play a round taste have an opening, and in the customer sounds, the feeling is not very comfortable.
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People often say, "a good word is willing to do horse and ox. As a cow do horse are willing to", that is to say, everyone wants to get each other's affirmation, everyone likes to listen to good words. Otherwise, how could there be "praise and encouragement to make the idiot into a genius, criticism and complaints to make the genius into an idiot", this sentence it, in this world, and who wants to be criticized? Business people engaged in sales, every day is to deal with people, praise words should be said more, but also pay attention to the right amount, otherwise, let people have a kind of hypocrisy, lack of sincerity. Like my compound to live in the Wang aunt, one day in the salesman and her goodbye, she ran over to us and said: "Do not listen to his set of things, sweet mouth, are false, this insurance company training out of how are a model of the people, oily and smooth, play mouth special line!" We see, this Aunt Wang, invariably remind us, and customers talk to the praiseworthy language, to come from your heart, can not be borderline blind praise, we must know that the natural expression of unassuming and unobtrusive, more access to the hearts of the people, so that people are convinced.
2, eliminate subjective topics
In business, and your marketing has nothing to do with the topic, you'd better not be involved in the discussion, such as politics, religion and other subjective awareness, whether you say it is right or wrong, it is for your marketing has no real meaning.
Some of our newcomers, involved in this industry time is not long, inexperienced, in the process of interaction with customers, inevitably can not have the ability to control the customer's topic, often follow the customer to discuss some of the subjective topics, and finally the views of the differences arise, and some, despite the redneck thick in some issues, and get "the upper hand! "Advantage, but after the fight, a business is so blown, think about this subjective issues, what is the point of arguing? However, experienced salesmen, in dealing with this kind of subjective issues, at first with the customer's point of view, together with the development of some argument, but the argument in due course immediately lead to the topic of marketing the product up. In short, I think, and sales have nothing to do with the things that should be put down, especially subjective topics, as sales staff should try to put an end to the best to do to avoid talking about your sales will be beneficial.
3, less professional terminology
Mr. Lee engaged in life insurance time less than two months, a line, a brain to the customer to show off their own insurance industry experts, the phone a whole lot of terminology stuffed to the customer, a customer listening to the pressure is very big. When meeting with customers, Mr. Lee is again one after another to vigorously play their own professional, what "waiver of premiums", "rates", "claims", "Claims beneficiaries" and so on a whole lot of jargon, so that customers such as falling into the five miles of clouds, seems to be groping in the dark, the other side of the aversion to the mentality thus arising, the refusal is logical, Mr. Lee will be in the unknowingly, the wrong business opportunities to facilitate sales. We carefully analyze, we will find that the salesman to customers as colleagues in training them, full of professional, so how can people accept? Since you do not understand, how to buy the product? If you can put these terms, with simple words to convert, so that people listen to understand, to effectively achieve the purpose of communication, product sales will reach no obstacles.
4, do not say exaggerated untrue words
Do not exaggerate the function of the product! This is an untrue behavior, customers in the future to enjoy the product, it will eventually be clear what you say is true or false. Can not because to achieve a moment of sales performance, you have to exaggerate the function and value of the product, which will inevitably bury a "time bomb", once the dispute arises, the consequences will be unimaginable.
Any product, there is a good side, as well as the lack of side, as a salesman should stand in an objective point of view, clearly analyze the advantages and disadvantages of the product with the customer, to help customers "comparison shopping", but only know the other side of the known, familiar with the market situation, in order to let the customer convinced to accept your products. Remind sales staff, any deception and exaggerated lies is the natural enemy of sales, it will cause your career can not be long.
5, disable offensive words
We can often see such scenes, the same industry in the business people with offensive colorful words, attacking competitors, and even some people say the other side of the worthless, resulting in the image of the entire industry in people's minds is not ideal. Most of our salesmen in saying these offensive topics, the lack of rational thinking, but I do not know, whether it is on people, things, things attack words and phrases, will cause the prospective customer's disgust, because you say when you are standing in a point of view to see the problem, do not see everyone is standing with you in the same perspective, you show too much subjectivity, but it will be counterproductive, and can only be detrimental to your sales. This kind of behavior is not business ethics, I believe that with the development of the times, the strengthening of the corporate culture of each company, the offensive color of the words, by no means will prevail.
6, avoid talking about privacy issues
Dealing with customers, the main thing is to grasp each other's needs, rather than a mouth to talk about privacy issues, which is also a common mistake we salesmen make. Some salesmen will say, I talk about their own privacy issues, what does it matter? Even if you only talk about your own privacy issues, not to talk about others, ask you to push your marriage, sex life, finances and so on and dish out the situation, can produce substantial progress on your sales? Maybe you will say, we do not talk about these customers, straight into the subject of business is difficult to carry out, talk about no harm, in fact, this "gossip" talk is meaningless, a waste of time, not to mention, but also a waste of your sales promotion business opportunities.
7, less questionable topics
Business process, you are very worried about prospective customers do not understand everything you say, and constantly worry about the other side do not understand what you mean to question each other, "Do you understand" "Do you know?" "Do you understand me?" "Do you understand such a simple question?" , seeming to question these off-putting topics in an elder or teacher tone. As we all know, from the psychology of sales, has been questioning the customer's understanding, the customer will produce a sense of dissatisfaction, this way tends to make the customer feel that they do not have a minimum of respect, rebelliousness will also be generated by it, can be said to be a big taboo in sales.
If you are really worried about the prospective customers in your very detailed explanation, not quite understand, you can use a tentative tone to understand each other, "There is no need for me to explain the place in detail?" Maybe this will be more acceptable. Maybe, the customer really do not understand, he will also take the initiative to say to you, or ask you to explain again. Here, to give the salesman a piece of advice, customers are often smarter than us, do not use our blind spots to replace their strengths at will.
8, change the boring topic
In sales of some boring topics, perhaps you have to explain to customers to listen to, but these topics can be said to be everyone does not love to listen to, or even listen to you to doze off. However, out of business compulsion, it is recommended that you will still be such words, speak some simple, available to generalize to pass by. In this way, the customer will not get tired of listening, so that your sales to achieve effectiveness. If some quite important words, have to speak clearly with your customers, then, I suggest that you do not desperately go hard to stuff them, in the process of your explanation, it would be better to, a different perspective, to find some of them love to listen to small stories, small jokes to stimulate a little bit, and then come back to the main topic, perhaps this effect will be better. In short, I personally believe that this kind of topic, due to boring, customers do not love to listen to this, then you'd better be able to keep on retaining up, bunch of high shelves, sometimes more than and dish out to be a clever one.
9, to avoid the indecent words
Everyone wants to have a cultured, level people together, on the contrary, do not want to be with those who are "foul-mouthed into the chapter" of people. Similarly, in our sales, indecent speech, on our sales products, will bring negative impact. For example, when we sell life insurance, you'd better avoid words like "death", "no life", "finished", and so on. However, experienced salesmen, when dealing with these unsavory words, often use euphemisms to express these sensitive words, such as "loss of life", "out of the door and never come back" and so on to replace these people do not like to hear the language. Unseemly words, for personal image will be greatly reduced, it is also the sales process must be avoided words, you pay attention to, changed, you will be successful in the hope!
Get so many, give points!