Any talented speaker, if the words are not material, empty content, then the taste is like chewing wax, and then he will stir up feelings can not attract the interest of the listeners for a long time. Therefore, business people should first solve the problem of "what to say". Sales is no small matter, whether it is communication or negotiation, the success of the opening before the need to do enough "homework" in five areas, ready to act as five different roles:
1, when the product experts
Salespeople want to do their own sales of products to do a comprehensive, in-depth, detailed understanding of the degree of professionalism. To know, the customer is a long-term sales of such products, he should have a basic understanding of this product, do not underestimate the customer's intelligence, knowledge and experience, it is easy to make a fool of yourself. But as the saying goes: "the buyer which has the seller fine", which puts forward higher requirements for the professional standard of business personnel, if your product knowledge is similar to the customer, then it is difficult for you to help and enhance the customer. If your product knowledge is not even as good as his, then you'd better go before it's too late, no customer will respect an unprofessional salesman.
In addition to understanding your product's performance, structure, features, and advantages on a macro level, it's best to learn more about the product's susceptibility to problem points in detail, as well as various possible or practical solutions. In this way, you can be slightly better than the customer from the nuances, customers naturally convinced of you.
2, when the enterprise authority on behalf of
Marketers must have a systematic understanding of their own business sales policy. Now popular teamwork, but each business person should have a thorough grasp of the company's various related policies, so as not to say each, the words are not the right board. "First say break, after not messy", if the front is ambiguous, the back is bound to be cut and cut, but also messy. A more skilled old business, the more clear understanding of these projects and processes, talk to customers naturally justified and comfortable.
3, when the industry spokesman
The development of the industry as a whole and the dynamics of competition should also have a certain understanding and mastery. The company's personnel and policy adjustments, advertising and promotional dynamics of brands in the same industry, certain industry jokes, the development of the situation in other regions of the enterprise, the operation and management of certain sample customers, etc., you can often, selectively preach to customers, in fact, is in the education and guidance of the customer, increase customer reliance on your information.
4, when the management consultant
Systematic mastery of marketing theory and practical knowledge. Marketing personnel must have a better knowledge of marketing and sales theory, and can be used for me, the customer's product structure adjustment, terminal image display, advertising and promotions, public relations, as well as the operation and management of loopholes and problems, the development of strategic and operational tactical combinations, etc., to be able to timely and effectively put forward targeted criticism and recommendations, you can really have an impact on the customer.
5, when the guest entertainment guests
One opening and closing only will talk about business, talk about work, talk about products, talk about the market salesman, think about it in fact quite uninteresting, right? Customers may respect you, but do not like you, to you far away.
So, the sales staff must also read books and newspapers, prepare some current political news, entertainment news, gossip, humor, jokes, gossip, etc., sometimes you can gag with the customer, to regulate the atmosphere, for the success of the business is not helpful. Especially with the customer's relationship with the closer the more need to contact feelings, and unfamiliar customer visits may wish to do the opening or closing remarks, increase your affinity.
Two, Hwo, that is, "how to say"?
This kind of skill is very rich: such as positive, negative, smooth, twisted, said, said, said, said, etc., all lies in the scene play, some of which can be difficult to say, the general requirements are: image of dignified, seven feelings on the face, accurate expression, body with. In the business work, pay special attention to the following six points:
1, overcome shyness and fear, look at the customer's eyes and speak.
People are actually shy, in the face of unfamiliar environments and strangers, there is stage fright, the problem is that some new entrants to the business, these psychological barriers are relatively prominent. The solution is to be brave and look directly into the eyes of your opponent. People say that "the eyes are the windows of the soul", from his eyes can explore a lot of information, such as acceptance, enthusiasm, sincerity, etc., at the same time, but also your sincerity, courage and enthusiasm passed on to him.
Wandering eyes give people a very humble and obscene feeling, eyes too raw will make people feel threatened and uneasy, so business etiquette requires that the main gaze on the other side of the bridge of the nose, and sometimes must be positive eye contact.
2, according to the content, master the pitch, volume, speed and rhythm of speech, speak clearly.
The most taboo in the social, you are obviously talking, but the voice compressed in the throat tube, the voice is too low, let people listen to the effort, which is also a very unconfident performance, the customer will not have confidence in the hearing. Then the voice is too high, like in the quarrel, let people sound uncomfortable. Some speak too fast, simply can not hear, not clear, to listen to repeated inquiries, said it is the same as not saying. Some voices are too programmed, reading from the book, does not seem to have any emotional color, so that people taste the same as chewing wax, it is difficult to move people. The correct approach is that, according to the size of the space of the conversation environment, the number of people involved in the conversation, the identity of the subject of the conversation and the nature of the content of the conversation, to determine how long and how loud. For the promotion of brand, business, honor, market size and other content, the sound should not be afraid of big, can mobilize the whole field (rather than just talk to the object) is best. The price, rebates, promotions and other commercial secrets involved in the content, the sound should be small, small to only your opponent can hear clearly.
3, our color is business people, please learn to speak in a serious manner.
For those who are full of smiles, from the beginning to the end of the smile, talk about business is also like telling jokes behavior, must be stopped. In other words, we must learn to control our smiles. Some of the content, such as involving cost-sharing, collection, returns, replenishment, etc., is a very serious matter, you laugh, it reduces the weight of this matter in the minds of customers. In the new customer development stage, talk about the brand, talk about regional planning and protection, talk about the relevant policies, should also converge on the smile, customers can trust you. Of course, business people should have affinity, but this is not contradictory to the solemn.
4, in any case, we should take the initiative in the conversation.
To visit customers, we are prepared, and the other side is in a hurry, so it is reasonable to talk about the initiative is better in our hands. In reality, many people talk about the lack of logic, think of which to which, so half a day down, found that a lot of words, but their own prepared content did not talk about, or was passed over. You still want to talk about it, but the customer has something to go, or to the meal time, the result is a hasty end, not to achieve the purpose of solving the problem. Therefore, in any case, should firmly grasp the initiative of the conversation, seize the time to talk about the first thing, hosting, pulling the other party to talk along their own logical thinking; he circled farther, but also a sentence to pull him back. In short, it is best to tell him the beginning of the trip is to solve which several things, the end of a simple reminder of the concluding remarks, the left written things can not be missed, so that is the complete conversation program.
5, to take care of the customer's emotions, more should take care of their own emotions.
Perhaps "the customer is God", "the customer is the president" of this kind of education, many business people in the heart is afraid of the customer, they are mainly afraid of offending the customer, do not buy goods, do not pay back, thus affecting their own future. This problem, I think it must be divided into circumstances. This problem, I think must be divided into circumstances, who will not somehow to offend customers. However, on matters of principle, at the juncture of right and wrong, never be afraid of offending customers. This mainly refers to aspects involving quality complaints and unreasonable claims, unreasonable returns and unreasonable delays in payment. A lot of quality complaints caused by improper operation, customers do not make an in-depth understanding of the fire, and then unreasonable claims, can be tolerated? For the haphazard purchase of goods led to the stagnation of sales, or warehousing and storage of improperly caused by the expiration of the product, but forced to return the product, should not be unconditionally agreed to quickly? Some areas of delayed payment into the wind, some areas of addiction, you do not scold, do not threaten, do not play a little trick, the payment can not be safe back.
6, learn to listen to each other.
Many people in the business, to be able to mouth, gushing, quotes, the sky and the north and the south of the kamikaze for the honor of being able to talk about the straw into the gold bars, the tongue as music. In fact, this is the wrong understanding. A really good talker, of course, his ability to express himself verbally is not bad, but there is no need to show off eloquence, he will instead give more time to the other side, pay attention to listening to each other's voices, from the other side of the conversation to capture the opportunity to be echoed and echoed, the appreciation of the appreciation of the corrections on the correction of the corrections that should be supplemented on the supplementation, so that it is an interactive, enjoyable conversation. Only focus on their own say, do not care about the other party's feelings and reactions, will only be no practical effect of the preaching only. If the customer thinks that the gentleman can speak well, but not up to substantive **** knowledge, then what is the point of being able to speak well? If the customer is left with a boastful impression of you, it is really called the loss.