Sales skills and vocabulary
As a salesperson, you need certain sales skills, which can make you even more powerful in your career development. What are the sales techniques and words? Here are X sales skills brought to you by Bian Xiao: sales skills and words for your reference. Let's have a look!
One: prepare the enemy.
Sun Tzu's art of war says, don't fight unprepared battles. As for sales, the same is true. Many new promoters usually have a misunderstanding, thinking that sales are just a flow of words, but it is not the same thing at all. I remember that we trained for nearly a month, from product knowledge to fault analysis, from enterprise history to sales skills, and practiced every link repeatedly until we learned it backwards. At that time, our colleagues often joked with each other that we had all become robots. I remember that in order to debug the best music effect at that time, as long as there were no customers present, I devoted myself to the repeated experiment of one key at a time, which lasted for nearly a week and finally got my own satisfactory results.
Every time it's my turn to have a rest, I always like to visit various stores: First, investigate the market and be aware of it. Now customers always like to misinform promoters, where there are so many discounts and discounts. If you can't clearly understand these situations, you will be very passive when facing customers. Secondly, you can learn the skills of other promoters. Only by taking the strengths of each family can we forge an unbeaten golden body!
Two: Pay attention to details
Now there are many books about promotion skills, which basically talk about the initiative and enthusiasm of promoters to treat customers. But in reality, many promoters can't understand its essence, thinking that enthusiasm is a smile and initiative. In fact, this is also wrong. Everything should be measured, and excessive enthusiasm will have a negative impact.
Enthusiasm can't be expressed simply by external expression. The key is to do it with heart. The so-called sincerity, the stone is open! Sneak into the night with the wind, moisten things quietly, the real sincerity is to think what customers think, meet their needs with the products of enterprises, and let them get benefits.
Three: Leverage.
Sales is a process of integrating resources, and how to make rational use of various resources can not be underestimated for sales performance. As a promoter, this is equally important.
We often meet swindlers in the street, and generally have a role-commonly known as Tuo, whose important role is to set off the atmosphere. Of course, we can't do anything illegal, but can we get some inspiration from it? When I do promotion, I often use a very effective method, that is, playing with my colleagues. Especially for some customers who are very interested in buying, when we are stuck on price or other issues, I often ask the store manager for help. First, it shows that we really attach great importance to him, and the leaders have come forward. Second, it is more convenient to negotiate. As long as the leader gives him some benefits, customers will generally pay the bill, and the effect is very good! Of course, if the leader is absent, anyone can make a guest appearance on the leader temporarily. The key is to satisfy customers' vanity and bad habits of greed and petty gain.
Four: Take it when you are ready.
What sales are most afraid of is dragging their feet, and they can't make a quick decision. According to my experience, the best time for customers to stay at the sales site is 5-7 minutes! Some promoters are not good at reading words and deeds, can't seize the opportunity to promote sales when customers are ready to buy, and still introduce products endlessly, which leads to sales failure. So we must keep in mind our mission, that is, to promote sales! Whether you launch a product or make other efforts, it is ultimately to sell the product. Therefore, as long as we reach the edge of sales, we should immediately adjust our thinking, brake urgently, and try to sign a contract. Once the opportunity is missed, it is more difficult to arouse the customer's desire again, which is also the most common mistake made by novices.
Five: Give you a ride.
There is a saying in the sales field that the cost of developing a new customer is 27 times that of retaining an old customer! You know, old customers bring more business than you think. When I was a promoter, I paid great attention to maintaining good relations with customers who had already made deals, which also brought me rich returns. Actually, it is very simple to do. Just help him pack his bags carefully and bring a sincere farewell. If he is not very busy, he can even be sent to the elevator. Sometimes, some trivial actions will make customers very moved!
▼ Five sales words
The first sales conversation: security
People always seek advantages and avoid disadvantages, and inner security is the most basic psychological need. Persuading customers with safety is the most commonly used sales language. This kind of persuasion can be seen everywhere, for example, in the insurance sales speech, it is basically persuaded from the starting point of protection. In the field of car sales, if this kind of car safety system is very effective for protecting families who travel, it is definitely a strong argument for car buyers. For example, selling a house, telling customers that prices are rising, house prices are rising, and funds are shrinking, is not as safe as investing in a house. Another example is selling equipment. Buying this device can make the customer experience better and attract more customers. If you don't buy, your competitors will buy and take away your customers.
The opposite of security is fear. If safety can'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 scare to let customers observe mites in the skin to promote cosmetics; The salesman of an insurance company in Japan used a tape recorder to simulate the conversation between the deceased and Yan, and told the story of being punished for not buying insurance for his family, which was even more frightening. Scaring may be the most effective selling method.
The second largest sales speech: 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. In addition to kindness, I'm afraid there is a subconscious mind that wants to be recognized by society. Grasping the sense of value is also a key point. To advise you to buy insurance, you can say, "To buy insurance for your family is to buy peace, which is the duty of a father and 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 Machine "When my husband comes back with a tired body, how eager he is to eat a delicious meal, and how happy his husband should be when his wife brings a delicious barbecue?" Ha ha, you say so, I want to despise my wife and not buy it.
The third largest sales talk: self-satisfaction
Self-satisfaction is a higher level demand than personal value. I am not only valuable, but also have my own style and characteristics. This is also a common persuasion point in sales promotion. Buy a car: "This car not only has good performance, but also has a unique shape and smooth lines, which is very suitable for successful people like you." You can say something like this: "When your husband and three or five friends come home, you can cook them the same barbecue as the restaurant, which shows the tricks of your housewife." To the director of the equipment department, you can say, "With this equipment, the company can save 20,000 yuan in one year, and the efficiency will be greatly improved. The boss and colleagues will praise you as an excellent equipment director. "
The fourth selling point: love and affection.
Needless to say, love is the greatest need and desire of human beings, and it should also be the persuasion point of selling words. Do you know who the main audience of boxing matches in the west is? 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 we can't talk directly, especially if the other party is a woman. Nonsense, either find each other or find each other's boyfriend to smoke. We can't save you. Be good at using words to arouse each other's imagination, such as selling or selling barbecue machines. You can say to her: "On my husband's birthday, create a romantic and warm world for two with red candles and flowers, serve a plate of barbecue and two glasses of red wine, and have a quiet drink for two people." Let your husband taste the mouth-watering barbecue and look at you who is virtuous, beautiful and delicious. What a happy feeling it will be. " Ok, stop (to go on is to find a cigarette) and let the wife imagine for herself. If you can make such a sales pitch, she won't buy it. Tell me I despise her with you. Pro-emotion is another persuasion point in selling words, and everyone needs pro-emotion. For example, is it a promotion or a barbecue machine, which seems to be the same level as today's barbecue machine? Ha ha. You can say to that wife, "On Sunday, your family sat around the dining table, and you served a barbecue with good color and fragrance. The children cheered, the husband praised them, and the family was happy." What a wonderful sight. "
Fifth selling point: sense of dominance
I control 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 kind of confidence and security in life. This is the hidden demand of people, and it is also the persuasion point of selling words. I remember an interesting promotion case. One day, a gentleman took his wife (let's just say so) to a jewelry store, and they casually browsed a lot of jewelry. At this time, the wife cried gently. It turned out that she found a big diamond ring, which was very beautiful. After the two enjoyed this expensive diamond ring, Mr. Wang's face was slightly reluctant to ask about the price. All this was seen by the quietly observing salesman. The salesman quoted the price briskly, and then said, "This diamond ring was once valued by the prime minister's wife of a big country, but they didn't buy it because it was a bit expensive." "Really?" I saw the gentleman's eyes widen at once. "Is there such a thing?" Mr. Wang asked. The salesman briefly described the scene when the Prime Minister and his wife came to the store that day. After listening cheerfully, Mr. Wang swept away his previous embarrassment, asked a few more questions, and happily bought this diamond ring, his face full of pride.
Many times, people's sense of strength is manifested in the domination of wealth. In this sales promotion case, the salesman skillfully used sales words to meet the demand of dominance, and made the gentleman buy a diamond ring that the Prime Minister's wife could not afford.
▼ Summary of sales skills
First, what I say repeatedly will deepen my impression.
What the salesman said will not be 100% left in the other person's memory. And many times, even the emphasized part just passes through the other person's ear, leaving no trace of memory, which is difficult to do. Therefore, it is best to repeat the important content you want to emphasize and explain it from different angles. This will convince customers and deepen their impression of the content.
Remember: you should express your key points to each other from different angles and in different ways.
Second, treat each other honestly and infect customers.
It is impossible to overwhelm all customers only by relying on the fluent writing and rich knowledge of sales staff.
"Too talkative."
"Is this salesman credible?"
"This condition is very good, but will it be like this at first?"
Customers will have the above questions and anxieties. To eliminate anxiety and doubt, the most important thing is to be honest. Therefore, we should be full of confidence in the company, products, methods and ourselves, and our attitude and words should show connotation, which will naturally infect each other.
Third, persistence and confidence.
If the salesperson has a wealth of commodity knowledge and accurate customer information, he can speak confidently in front of customers. If you are not confident, you lack the power to conquer. With self-confidence, the salesperson can make a clear and powerful conclusion at the end of the speech, thus giving the other party a clear message.
Sell the necessary control speaking skills. For example, "I'm sure you'll be satisfied." At this point, this will make customers have some confidence in the goods you introduced.
Fourth, learn to be a good listener.
In the process of sales, I try my best to let customers talk, and I have to be psychologically prepared to make customers feel that I choose and buy according to my wishes. This is a clever sales method.
Forcing sales and boasting will only make customers unhappy. You must have an attitude of listening carefully to each other's opinions, and don't interrupt each other's speech while I rush to speak. If necessary, you can skillfully echo the other party's speech, and sometimes you can ask questions appropriately in order to let the other party go on smoothly.
Five, the application of questioning skills to guide customers to answer.
Good negotiation skills should make the conversation customer-centered and stop. In order to achieve this goal, you should ask questions. The quality of salespeople determines the method and effect of asking questions.
You can do:
1) According to whether the customer has a conversation, you can guess the degree of concern;
2) Based on the customer's reply, formulate the countermeasures for the next visit;
3) When the customer raises an objection, use "Why?" Start "How?" Ask questions to understand the reasons for their opposition and know what to do next.
4) It can create an atmosphere of speaking and relax the mood.
5) Make a good impression on each other and gain trust.
▼ 8 secrets of sales
1, joe girard pointedly pointed out to our sales: If you want to sell something to someone, you should try your best to collect his information related to your business, no matter what you are selling.
If you are willing to spend a little time every day to get to know your customers, get ready and pave the way, then you won't worry about not having your own customers.
2, strive for small customers depends on being a person, because small customers do not have much conflict of interest; Winning big customers depends on methods and strategies, because the interests of big customers are huge, and human nature is sometimes worthless in front of interests.
3. No matter what products are sold, there are six key factors: intelligence, customer demand, product value, customer relationship, price and customer experience after use.
Salespeople should first establish relationships, then tap the demand, then introduce the value in a targeted way, negotiate the price after the customer accepts it, and finally satisfy the customer through service. These are the six basic sales methods.
Many young salespeople always want to make friends with customers when they meet for the first time, so they talk endlessly when they meet for the first time, recommending companies, themselves and products to customers! I would like to ask, how can such a forced promotion not cause customers' rebellious psychology?
Every successful salesman should have a sense of responsibility, or a sense of responsibility. No matter whether the project you are responsible for is successful or not, you should try your best to stick to it until the last second. This is not preaching. This spirit of commitment is actually one of the characteristics of successful people.
6. Everyone admires those outstanding and respected people. You, me and our customers are all the same. Therefore, we have to pretend to be his peers or higher in front of our customers! Only in this way can customers respect and recognize you, discuss their work with you, and tell you the truth instead of fooling you.
7. The pressure of not making a list will be encountered in every sale, and it needs to be overcome and reversed by itself. Although I don't make bills, I will work hard, at least to show my boss that I have no grades, but I have worked hard!
For the boss, it doesn't matter if you don't make a list, but at least you are trying. For your sales manager, although you don't have a list, you are one of us. What sales manager doesn't need a few confidants?
8. As a salesperson, the dragon gate must jump, the dog hole must be drilled, and the cliff must climb.
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