The catering industry is a highly competitive industry in China. Merchants or enterprises will be eliminated if they don't have good sales skills! The following catering sales skills and words I compiled for you, I hope you like them!
selling tips and practical words in catering industry
selling words is actually a persuasion skill, a process in which employees in catering restaurants make each other change their views through information transmission. How can we make the other person change his attitude? The most effective way is to grasp the psychological needs of the other party and use them to formulate persuasion strategies, thus changing his attitude.
Selling words is actually a persuasion skill, a process in which employees in restaurants make each other change their views through information transmission. How can we make the other person change his attitude? The most effective way is to grasp the psychological needs of the other party and use them to formulate persuasion strategies, thus changing his attitude.
The author Lan Xiaohua pointed out in "Eloquence Skills that Leaders Must Master" that the task of selling words is actually to sell a symbolic way to satisfy people's psychology, and this demand is often implicit subconscious. A clever sales speech is to aim at the subconscious of the persuasion object and turn the subconscious into a kind of motivation. In this way, we know that selling beer is actually selling culture, selling Coca-Cola is actually selling vitality and authenticity, and selling lottery tickets and insurance is the future expectation of selling. According to consumer behavior, consumer behavior depends to a great extent on psychological needs hidden in their hearts, and combining sales speech with these psychological needs will impress them and make them change their attitudes. According to sales psychology, Lan Xiaohua summed up the eight sales psychology, which can be used as soon as he learns, and it is simple and easy to use.
The No.1 sales speech in the Law of Sales 88: sense of security
People always seek advantages and avoid disadvantages. Inner security is the most basic psychological demand, and convincing customers with security is the most commonly used sales speech. This kind of persuasion can be seen everywhere, for example, in insurance sales speech, it is basically persuaded from the starting point of security. In the field of automobile sales, it is definitely a powerful argument for car buyers to say that this kind of automobile safety system is very effective for ensuring the families who are traveling. For example, selling a house, telling customers that rising prices, rising house prices and shrinking funds are not as safe as investing in a house. Another example is selling equipment. Buying this equipment can make customers experience better and attract more customers. If you don't buy it, your competitors will buy it and take your customers away.
The opposite of security is fear. If security doesn't impress the customer, you might as well scare him with fear. Selling children's intellectual toys says that it is a kind of scare not to let children lose at the starting line; It is also a kind of scare to let customers observe mites in the skin to promote cosmetics; A salesman of an insurance company in Japan used a tape recorder to simulate the conversation between the dead and the Yan, telling the story of being punished for not buying insurance for his family, which was even more frightening. Scaring may be the most effective sales pitch.
The second largest sales speech in Law of Sales 88: sense of value
Everyone wants his personal value to be recognized. In the Wenchuan earthquake, some beggars volunteered to donate money to the disaster area. Apart from being kind, I am afraid there is also a subconscious mind that wants to be recognized by the society. Grasping the sense of value is also a key point. Persuade to buy insurance, you can say:? Buying insurance for your family means buying peace, which is the duty of a father and a husband. ? 、? After using this equipment, the company's work efficiency will be greatly improved, which shows that you, the director of the equipment department, have a good eye for goods. ? . Selling barbecue machines? When the husband dragged his tired body back, how eager he was to eat a delicious meal, and how happy his husband's heart should be when his wife brought the delicious barbecue? Hehe, if you say this, I want to despise the wife if she doesn't buy it.
The third largest sales speech in Law of Sales 88: Self-satisfaction
Self-satisfaction is a higher-level demand than personal value. I am not only valuable, but also has my own style and characteristics. This is also the persuasion point often used in selling words. Buy a car: This car not only has good performance, but also has a unique model and smooth lines, which is very suitable for successful people like you. ? They also sell barbecue machines. You can say this. When your husband and friends come home, you can cook them the same barbecue as a restaurant, which shows your housewife's means. ? You can say to the director of the equipment department: After using this equipment, the company can save 21 thousand yuan within one year, and the efficiency will be greatly improved. The boss and colleagues will praise you as an excellent director of the equipment department. ?
The fourth largest selling speech in the Law of Sales 88: Love is close to emotion
Needless to say, love is the greatest demand and desire of human beings, and it should also be the persuasion point of selling speech. Do you know who is the main audience for watching boxing matches in the west? According to the survey, it is an elderly woman. Don't think that you don't need love when you are old. However, taking love as the persuasion point should be strategic, and you can't talk about it directly, especially when the other party is a woman. If you talk nonsense, you should either find the other party or find the other boyfriend to smoke. We can't save you. To be good at using language to arouse the imagination of the other party, for example, selling is still selling barbecue machines, you can say to her: On her husband's birthday, red candles and flowers are used to create a romantic and warm world for two people, and a plate of barbecue and two glasses of red wine are served, with two people whispering and drinking. What a happy feeling it will be for your husband to taste the mouth-watering barbecue and look at you who is virtuous, beautiful and delicious. ? Ok, stop (to go on is to find a cigarette) and let the wife imagine for herself. If you can say such sales talk, she still won't buy it. Tell me that I despise her with you.
Pro-emotion is another persuasion point of sales speech, and everyone needs Pro-emotion. For example, the promotion is still a barbecue machine, and it seems to be on the same level as the barbecue machine today? Ha ha. You can say to that wife:? On Sunday, when your family was sitting around the dining table, you served a barbecue with good color, smell and taste. When the children cheered, the husband praised them, and the family was happy, what a wonderful sight. ?
The fifth major selling phrase of the Law of Sales 88: Sense of Dominance
I am the master of my life, and everyone wants to show their dominance. This sense of dominance is not only a kind of control over one's own life, but also a sense of confidence and security in life. This is an implicit demand of people, and it is also the persuasion point of selling words. I remember a very interesting case of sales promotion. One day, a gentleman led his wife (let's just say so) to a jewelry store, and the two of them casually browsed a wide range of jewels. At this moment, the wife cried softly. It turned out that she had found a big diamond ring, which was very beautiful. After two people enjoyed this expensive diamond ring, Mr. Wang's face was slightly reluctant to ask for the price. All this was seen by the quietly observing salesman, who briskly quoted the price and then said: This diamond ring was once favored by the wives of a big country, but they didn't buy it because it was a little expensive. ? Is it? I saw that the gentleman's eyes widened immediately. Is there such a thing? Mr. Wang asked. The salesman simply told the story of the couple coming to the store that day. After listening with great interest, Mr. Wang swept away the previous hard color on his face, asked a few more questions, and bought the diamond ring happily, and his face was full of pride.
In many cases, people's sense of power is manifested in their control over wealth. In this sales promotion case, the salesman skillfully used the sales speech to meet the demand of dominance, so that the gentleman bought a diamond ring that his wife could not afford to buy.
The sixth largest sales speech in the Law of Sales 88: the sense of roots
This is a relatively advanced psychological demand, especially for some middle-aged people who have made achievements and experienced ups and downs, and the sense of roots is their pursuit, Lan Xiaohua said. For them, this is a good sales talk. This is a kind of psychological demand that is difficult to grasp. It is the kind of returning to nature after experiencing prosperity, and it is the kind of practical mentality after vicissitudes. For example, you can say:? This car is not expensive, but its performance is very good, especially the appearance of the car is elegant and simple, and the lines are simple and concise, which is just suitable for people who have experienced wind and rain. ?
The Seventh Sales Speech of Law of Sales 88: Sense of Homecoming
Everyone should have a sense of homecoming, otherwise that heart may be in a state of anxiety. Who am I? What is my group? Which group should I belong to? This is what everyone has to understand all his life. As a result, there are many labels such as successful people, fashionable youth, housewives and petty bourgeoisie. The people under each label should have a certain lifestyle, and the goods they use and their consumption all show certain sub-cultural characteristics.
it is the key point of sales speech to combine the commodity with this label and regard the commodity as the symbol of the destination group. For example, if you buy a car, you can say:? This car is fashionable and dynamic, which is the symbol of cool people. ? For successful people: This model is generous, heroic, excellent in performance and fast, and it is the first choice for successful people. ? For housewives:? That car is easy to operate, safe and comfortable, and equipped with a large trunk to put all kinds of things conveniently. It is suitable for shopping and picking up children, and housewives choose it. ?
The eighth largest sales speech in the Law of Sales 88: Immortality
Although life will come to an end, no one will look forward to that day. Fear of death, fear of getting old, fear of losing face and fear of eternal love constitute people's pursuit of immortality. Some people spend money to buy fame, some people spend money to buy health and some people spend money to buy face. Through this demand, it is also a common way to convince customers with sales words. For example, nutrition promotion: Nourish your body before it's too late. If your body is damaged or aging, it's too late to make it up. This product can fully regulate the mechanism of the body and effectively slow down the aging of various organs. After using it for a long time, you will find that you have become younger and look better. ?
Lan Xiaohua thinks that when you associate the product with the immortality he pursues, your sales words will easily impress him.
The above has introduced the eight most commonly used sales words summarized by Lan Xiaohua. These sales words are all related to people's needs. From this, we can also see a truth. If we want to impress people, we must start from the needs. Related links: sales psychology, written by Lan Xiaohua, interprets sales activities from a psychological perspective, involving the contents of psychology and marketing, and systematically and scientifically tells the application of psychology in sales activities with sales activities as the main line and related psychological terms. This paper introduces in detail the different stages of sales staff, the different psychology of consumers and how sales staff should face customers, which is believed to have a strong guiding role for sales staff.
Lan Xiaohua, a famous marketing guru, said that sales is a psychological war! Sales is a contest between heart and heart! This book combines many years of practical experience in sales, interprets various mysteries of sales psychology through case analysis, and provides action suggestions to help sales novices become sales veterans and help sales veterans become sales experts.
gain insight into customers' psychological activities, and guide customers to make a deal easily!
every one of us sells ideas, trust and love every day? Sales are all the time in life. To learn to sell, you must know sales psychology.
sales psychology is to study the people involved in the sales process and the phenomenon reflected by people's behavior. For example, in the sales process, you think that the customer may not sign the contract, which is a self-awareness, so the possibility of the other party not signing the contract is really very high. However, a self-consciousness says that if the other party doesn't sign the contract, then the other party will really lose a golden opportunity and can't really appreciate the changes my product has brought to his life. People with this awareness can mobilize their inner consciousness when encountering setbacks and rejections, and show customers a more powerful side.
Lan Xiaohua said that sales is a process in which salespeople sell goods or services to customers who need them through communication. In other words, the process of sales is a process of dealing with people. The lessons of countless failures, coupled with countless deep thoughts, lead to the final sale, which is actually a psychological contest.