Summing up sales skills and words, sales is a manifestation of communication. If you want customers to buy your products, you must first arouse customers' desire to buy, and you can't force them to buy or sell, otherwise it will easily arouse customers' resentment. Let me give you a brief summary of sales skills and vocabulary.
Summary of sales skills and oral skills 1 sales oral skills of absolute trading
Sales is a game, and heroes are based on results. Sales means that the sales process is useless without closing a deal, but customers are always not friends enough and often keep the suspense. Therefore, only by trying to untie the knot in the customer's heart can we close the deal.
1. Customer: I need to think about it.
Countermeasures: Time is money, so it's now or never.
Method 1: Inquiry method
Usually, customers are interested, but they may not be clear about your introduction, such as a certain detail, or what to say (no money). Find out the right medicine (Sir, you need to think about what I didn't explain clearly just now, but add an expression to avoid being too straightforward)
Method 2: Hypothesis method
Assuming that the transaction is completed immediately, what benefits can the customer get? If they don't complete the transaction immediately, they will lose something. Take advantage of people's hypocrisy to think about making a deal (Mr. So-and-so, you must be very interested in our products. Assuming that you can get XX gifts when you buy at the moment, we may only have a promotion once a month. At this moment, many people want to buy our products. Now you might as well try our products. Opportunity is rare+emoticon)
Method 3: Direct method
Usually, you decide the customer's situation and ask the customer questions directly, especially when the male buyer has money. You can directly provoke him and force him to pay (seriously, sir, it's money or you want to avoid me, so you just want to think about it).
Customer: It's too expensive.
Countermeasure: You get what you pay for, but it's not expensive at all.
Method 1: Comparative method
Compare similar products (our products are much cheaper than those of XX brand on the market, and the quality is not to be said)
Compared with other products of the same value (such as Nanna soap, which has different functions and products, it is not practical to buy three pieces of soap for whitening, acne removal and blackhead removal, although it is more expensive than ours, and our soap is versatile and convenient to go anywhere).
Method 2: Disassembly method
Disassemble several parts of the product, saying that each part is not expensive, but it is cheaper together (efficacy, whitening acne, fading acne marks, washing hair and brushing teeth)
Method 3: Average method
Divide the price into months and weeks, and every day is worth buying for a long time (128 is 20 cents a day divided by 45, 1 40 cents twice a day, if it is less than one dollar for two months).
Method 4: praise method
Through praise, customers have to pay for their own face (at first glance, you are a person who pursues life and pays attention to appearance. Such a good multi-faceted product can't be reluctant to buy it, depending on your well-maintained skin or sweet voice.
3. Customer: The market is depressed.
Countermeasures: buy when it is bad and sell when it is good.
Method 1: Please.
Smart people have a trick, that is, successful people buy when others sell, and successful people sell when others buy. What is needed now is courage and wisdom. Many people set up a foundation during the recession and please customers by saying that buyers are smart and successful (more about agents, let them seize opportunities).
Method 2: Example method
Give examples of predecessors, examples of successful people, and examples of people around you. Stars make customers yearn for them, which shows that the products are really effective and benefit many people.
4. Customer: Can you make it cheaper?
Countermeasures: price is the embodiment of value, and cheap goods are not good.
Method 1: Profit and loss method
Trading is an investment, and some will lose money. Just looking at the price will ignore the quality and service (Taobao is cheap, but there is no after-sales, but it only supports refund, but it will not give you some warm tips, as well as skin care common sense. A blunt conversation with knowledge will not treat customers as friends, and fakes will be more real. We will care about customers from time to time, understand skin care knowledge, and really work)
Method 2: Card method.
This price is really the lowest at present, and it has reached the bottom, which is really bad. If it is not the lowest, it should be said that it is the lowest, reflecting our difficulties, but making customers feel that this price may really be reasonable. )
Method 3: Honesty method
In this world, it is really rare to buy high-quality products with very little money (if you are sure that what you need is low price, we really don't have it there, but there is no other place except us. You can go to Taobao, but don't forget that %80 of Taobao is fake. You really want to see JD.COM, where %80 is genuine. After reading it, you will understand that I really don't want you. JD.COM is 65438.
5. Customer: It's cheaper elsewhere.
Countermeasures: the service is valuable, and fakes are rampant at the moment.
Method 1: Analysis method
Analyze the advantages of our products compared with other products from three aspects: quality, price and service. There is really no need to show our quality after sale. The effect is excellent. Generally speaking, the price is not cheap, but our after-sales service is very good. If you are allergic, we will give you a full refund, but there is no quality guarantee for other low prices.
Method 2: Steering method
Don't talk about your own advantages, but talk about the weakness of low-priced people objectively and fairly, destroying the psychological defense of customers (where did my friend XX buy God Soap at a low price last time in XX? Really can't find it, but it hasn't worked yet. It's not good to ask for a refund, and it's unfair.
Method 3: Reminding method
You must remember to remind customers that at this moment, fakes are rampant, so don't be greedy for petty gain, and face will pay a price (for your appearance, high quality and excellent service, the former trumps the price, and if you buy fakes, face is a lifelong matter, please think twice).
6. Customer: No budget (no money)
Countermeasures: the system is dead, people are alive, and no condition can create conditions.
Methods 1: prospective method
Tell the customer the benefits that the product can bring, urge him to make a budget similar to the previous method, and let him break down the price.
Method 2: attack the heart method
Analysis of products can not only bring benefits to buyers themselves, but also bring benefits to people around them (if soap is used well, it is easy to find a job, and relatives and friends can also use it together, because people around them are basically unfamiliar with it at present)
7. Customer: Is he really that valuable?
Countermeasures: Doubt is subtle, and behind it is affirmation.
Method 1: Investment method
If it's not valuable, so many people won't buy it, and we won't invest so much money to make this product. Since it's a good product, you should invest more, right? So it's really worth buying.
Method 2: rebuttal method
Use rebuttal to convince customers that you are right (you are a person with unique vision, do you doubt yourself at the moment? When you first came to me, you made a wise decision. You don't believe me, but you can't help but believe your own original idea. Since you have chosen a product and want to try it, you must believe this product)
Method 3: Affirmation method
This is to confirm that our products are worth this price. There is no need to say anything nice. We can continue to use disassembly analysis, comparative analysis and case analysis.
Customer: No, I don't want it.
Countermeasure: there is no word no in my dictionary.
Method 1: brag
Although bragging is a big talk, it doesn't mean that what you say is untrue. You want us to be more firm about this product, let customers know more about it, and let customers feel that you are an expert in sales. I understand that you asked me to ask many companies to shop around, but basically all the customers I asked have reached a deal, even if a few don't trade, we have become friends, because we always want to help you protect your skin, not sell it for profit. )
Method 2: the method of comparing the heart.
You can also sell products to others, tell the real situation and feelings after your rejection, and make customers feel sympathy and urge them to buy (that is, a customer who is so attentive to this customer can't feel that you are sincere, of course, provided that you are really attentive).
Method 3: dead grinding method
We say persistence is victory. In sales promotion, customers will always subconsciously be wary of us, or refuse the products they are going to buy without asking. Therefore, since it is a WeChat business, we must stick to it. Wechat business is also a kind of marketing sales. Don't let customers reject you, so you are really a failure. At least you should try to maintain your last chance!
Sales skills and vocabulary summary 2 sales skills and vocabulary summary
Sales skills and oral skills are the embodiment of sales ability and also a kind of work skills. Sales is a process of interpersonal communication, the purpose of which is to move with emotion, make it clear with reason, and lure it with benefits. Different products have different sales skills and words. Only when you are familiar with the relevant information of each product can you be comfortable with it. The following is a summary of the sales skills and words I collected for everyone. Welcome to learn from it.
1, the right medicine
To cultivate sales skills and speech skills, men and women have great differences in purchasing and consumption psychology due to the differences in physical and mental development and the differences in responsibilities and obligations in the family. Salespeople need to investigate the purchasing tendency of these people at different ages and genders.
2. Look at words and deeds
To cultivate sales skills and skills, the professional particularity of salespeople requires them to have keen observation, be good at trying to figure out the psychology of various consumers from their appearance, manners and manners, correctly judge the purpose and hobbies of consumers, and carry out targeted reception. Including personal dress, manners, professional age, gender and other information.
3. Image charm
1, enthusiasm. Salespeople should always be enthusiastic. Develop sales skills and words, and the other party will think you are close and natural. But enough is enough, don't be too enthusiastic, otherwise it will backfire and make others think you are hypocritical.
2. Cheerful. We should maintain a frank and straightforward personality and face everyone positively with this mentality.
3. Gentle. It is characterized by affable speech, generous and natural manners and gentleness. This will make people think that you are an easy-to-contact person.
4. perseverance. One of the will characteristics of character. The task of commercial activities is complex, and achieving the goals of commercial activities is always accompanied by overcoming difficulties. Therefore, to cultivate sales skills and writing, business personnel must have a firm personality. Only with firm will and perseverance can we find ways to overcome difficulties and achieve the expected goals of business activities.
5. Patience. The word "forbearance" is very important for salespeople to be a "ninja turtle" that can withstand abuse.
6.humor. A sense of humor can narrow the distance between you and your customers, make them easily reach a happy relationship with themselves, and get happiness and smile from you at the same time.
Five golden laws
1, when you can't understand the real problem of the customer, try to let the customer talk more.
Cultivate sales skills and oral expression skills, ask more questions, with a curious mind, and give full play to the spirit of asking questions, so that customers can complain more and ask more questions to understand their real needs.
2. Identify with customers' feelings
Develop sales skills and verbal skills. When the customer has finished speaking, don't answer questions directly, but avoid them emotionally, such as "I feel you …", which can reduce the customer's vigilance and make the customer feel that you are on the same starting line with him.
3. Grasp the key issues and let customers explain them.
"Retell" customers' specific objections, understand customers' needs in detail, and try to let customers explain the reasons in detail on key issues.
4. Confirm the customer's questions and answer them repeatedly.
To develop sales skills and techniques, all you have to do is repeat what you have heard. This is called following, understanding, and following the mutual recognition between the customer and yourself. This is the final transaction channel, because it can help you know whether your customers know the benefits of your products, which will lay the foundation for you to guide your customers to ultimate success.
Let customers know the real motive behind their opposition.
When customers see the motivation behind them, sales can start from here, think of and say the value that customers need, then the gap between them will be eliminated, and only in this way can we establish a real relationship of mutual trust with customers.