How to make sales skills and words
Nowadays, many industries are related to sales, and selling words is actually a process of persuading people to change their views through information transmission. Learn how to do sales skills and words below. How to do sales skills and words 1
1, the alternative method
to provide customers with two solutions to the problem, no matter which one the customer chooses, it is a result we want to achieve.
if you use this method, for example, you can directly say whether to eat here or pack it in a restaurant. You should make the customer avoid the question of "do you want it or not", but let the customer answer the question of "do you want it A or B". When guiding the customer to make a deal, don't put forward more than two choices, because too many choices will make the customer at a loss.
2. Sum up the benefits of the transaction method
Show all the practical benefits that can be brought to customers after the transaction is concluded, sort the matters that customers care about in order of importance, and then closely combine the characteristics of the products with the concerns of customers.
For example, customers are very concerned about crow's feet around their eyes, so emphasize that no crow's feet is good for her, and her face value has improved, and she looks at least how much younger, so that customers' euphoria will prompt them to finally reach an agreement.
3. Can't refuse
Make it impossible for customers to refuse you: 1. If customers say, "I don't have time!" Then the salesman should say, "I understand. No one will think that time is enough. But as long as it takes 3 minutes, you will believe that this is an absolutely important topic for you ... "
4. Judging from age, gender, clothing and professional characteristics. Different consumers have different needs for goods. Generally speaking, the elderly pay attention to convenience and practicality, middle-aged people pay attention to beauty and generosity, and young people pay attention to fashion and beauty; Workers like affordable goods, farmers like solid and durable goods, intellectuals like elegant and generous goods, and literary and art people like unique goods.
5. preferential transaction method
preferential transaction method, also called concession transaction method, is a method to prompt customers to buy immediately by providing preferential conditions. How to Do Sales Skills and Words 2
Principle: If you want to do a good job in sales, remember that you must always take the initiative!
1. If the customer says, "I have to think about it first." Then the salesman can say, "Mr. Li, in fact, we have discussed the relevant key points in the early stage." Let me ask honestly: What are you worried about? "
2. If the customer says, "I'll think it over and call you next week!" Then the salesman can say, "welcome to call, Mr. Li. Do you think it will be easier?" Shall I call you later on Wednesday afternoon, or do you think Thursday morning is better? "
3. If the customer says, "We will contact you again!" Then the salesman can say, "Mr. Li, maybe you don't have much desire at present, but I'd like to let you know that if you can participate in this business." It will be of great benefit to you, such as an increase in annual sales ... "
4. What if the customer says," Would you please send me the information? " Then the salesman can say, "Mr. Li, our materials are all well-designed outlines and drafts, which must be coordinated with the instructions of the personnel, and each customer should be revised according to his personal situation, which is equivalent to tailoring." So I'd better come and see you on Monday or Tuesday. Do you think morning or afternoon is better? "
5. If the customer says, "I'm not interested." Then the salesman can say, "I totally understand you. Of course, you can't be interested in a project that you are not interested in or don't have any information at hand. It is very reasonable and natural to have doubts and questions. Let me explain it to you. He can make you money ... What day do you think is suitable?"
6. If the customer says, "I don't have time!" Then the salesman should say, "I understand. I always don't have enough time. But as long as it takes 3 minutes, you will believe that this is a very important project for you, and this project can make you earn ... "
7. If the customer says," Say it or sell something? " Then the salesman can say, "Of course I really want to sell the product to you, but I will only sell it to you if it is the one with the best cost performance. Shall we discuss and study this together? I'll come to see you next Monday? Or do you think it's better for me to come over on Friday? " How to do sales skills and words 3
The first sales words: 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 words. 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 car sales, it is a powerful argument to say that this kind of car safety system is very effective to ensure the traveling family, and it is definitely a powerful argument for car buyers. 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. The seller of children's intellectual toys said 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 is probably the most effective sales pitch.
the second biggest sales talk: sense of value
Everyone wants their personal value 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. To persuade you 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 this equipment is used, the work efficiency of the company will be greatly improved, which shows that you, the director of the equipment department, have a good eye for goods." . Selling barbecue machine "When the husband comes back with a tired body, how eager he is to eat a delicious meal, and how happy his husband's heart should be when his wife brings the delicious barbecue?" Hehe, if you say this, I want to despise the wife if she doesn't 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 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." 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 your housewife's means."
"You can say to the director of the equipment department:" After using this equipment, the company can save 21,111 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 sales pitch: love and affection
Needless to say, love is the greatest demand and desire of human beings, and it should also be the persuasion point of sales pitch. 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 person, for example, selling barbecue machines is still selling barbecue machines. You can say to her, "On her husband's birthday, create a romantic and warm world of two people with red candles and flowers, serve a plate of barbecue and two glasses of red wine, and the two of them will have a quiet drink. 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, fragrance and taste, and the children cheered, the husband praised and the family was happy. What a wonderful sight!"
The fifth biggest sales pitch: sense of dominance
I am in charge 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, and 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 salesman who observed quietly. The salesman reported 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 little expensive." "Really?" I saw that the gentleman's eyes immediately widened
"Is there such a thing?" Mr. Wang asked. The salesman briefly told the scene of the Prime Minister and his wife 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 this 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 the Prime Minister's wife could not afford to buy.