2. Imagination is very important. You must be able to imagine the scene when meeting with potential customers and different opinions from customers. You must be able to put yourself in the position of customers with your own imagination in order to better understand their needs and purposes. To understand this, you have to consider it almost completely from the perspective of others, which undoubtedly requires a lot of imagination.
3. Talk to people in a pleasant way and in a pleasant tone. Timid or unconfident voice will make people think you are weak; On the contrary, a firm and clear voice combined with a confident and vivid narrative will make people feel that you are full of J sense and enterprising spirit.
4. A healthy body is the most important thing, because without a healthy body, neither brain function nor body function can function normally. You must keep proper diet and healthy physical exercise, and often breathe fresh air.
Efforts are the only way to turn sales training and self-ability into wealth. If you don't put it into action, healthy body, courage or imagination will not bring you a penny of wealth. In fact, the amount of wealth you get is directly proportional to your efforts and wisdom.
The above basic qualities are very simple, and there is nothing strange or surprising, but most people can't have some of them. For example, some people can work hard and make full use of their imagination. After being rejected, the brave will come to you again with perseverance, and the timid will choose to give up and lose the chance of success, and will eventually be defeated by the brave. Therefore, courage is really important. For another example, many people have the basic qualities of courage, imagination and hard work, but because of laziness, drug abuse or alcoholism, they have no energy to stick to it when the work is more difficult, so they cannot successfully complete the task. The following are other basic principles that we must master, which are closely related to the products or services to be promoted and the sales plans and strategies.
6. Be familiar with your own products. An excellent salesman will carefully analyze the products or services he sells and thoroughly understand every advantage of the products or services. Because the masters all know that if you don't know and don't believe your products or services, you can't sell them successfully.
8. Applicability of the product. A sales guru will analyze potential customers and their needs, and then provide them with the products or services they need most. They will never sell a Rolls-Royce luxury car to a customer who should buy a Ford. In a sense, a bad deal for customers will only be worse for dealers.
9. Provide value to customers and earn corresponding profits. A good salesman never tries to make more profits than the value of the goods. Reputation is far more valuable than the profit of any enterprise.
10. Understand potential customers. A real salesman must be an expert in character analysis. The master can confirm which of the nine basic purchase motives the customer's purchase motivation belongs to. The real salesman's selling behavior is aimed at these motives.
1 1. Get potential customers. A good salesman won't sell his products until he gives a reasonable score to the potential customers. They will rate customers in the following aspects:
* The purchasing power of potential customers
* Potential customers' demand for promotional products
* The purchase motivation of potential customers is to promote sales, not to score potential customers. This kind of wrong behavior ranks first in the cause of sales failure.
13. The ability to successfully complete the transaction. Sales stars will artistically move from the sales promotion stage to the trading stage, and they will train themselves to capture this psychological moment keenly. They almost never ask potential customers if they are ready to buy their own goods. The real master thinks that the customer is ready to buy from the beginning. Here, they will imply that power is fully exerted. Sales stars only stop selling when they think they are successful. They will guide the whole process and make potential customers think that they have made a purchase decision. The following are the principles to be mastered in the final 15. Compared with the products sold, these principles are more related to the personal nature and self-cultivation of salespeople.
15. Excellent performance ability. A sales expert is also an excellent actor, who impresses potential customers and stimulates customers' imagination through vivid product image introduction.
18. Tolerance. Sales experts are open-minded and tolerant of everything. They know that an open mind is essential for growth.
19. accurate thinking. Sales gurus need to think often. If you want to be a sales master, you must try to understand the actual situation and use it as the basis for thinking. Don't speculate without reason if you have evidence. All your thoughts and opinions should be based on facts.
20. insist. Sales gurus are never influenced by rejection, and the word "impossible" can't be found in their dictionaries. Real experts know that all customers can easily say "no" to sales promotion. The word "no" is just a signal to the sales masters, suggesting that they sell their products to customers more sincerely.
2 1. Faith. The belief here is not a religious belief, but a psychological state of believing that you can do it. The sales master is full of confidence in the following aspects:
* Products sold by yourself * Potential customers * Sales stars never sell a product that has no confidence in themselves. They believe that this confidence is contagious and will be accepted by the "receiving station" in the brains of potential customers, affecting their thinking and making this belief seem to be their own thoughts. You can't be a good salesman without self-confidence.
22. The habit of observation. An excellent salesperson is a meticulous observer. They carefully observe and weigh every word, every change of facial expression and every action of potential customers. Sales experts will not only carefully observe and analyze these appearances of customers, but also observe and analyze things that customers have not said or done. No details can escape their eyes.
23. Provide customers with services that exceed expectations. Sales gurus have developed the habit of providing more and better services than customers expect. Pay more and return more, customers will compare and you will benefit from it.
24. Benefit from failures and mistakes. Sales gurus never give up. They benefit from their own mistakes and from observing others' mistakes, because you can always find the seeds of success in every failure and mistake.
25. Think tank principle. Sales experts fully understand and flexibly use the principles of think tanks, thus increasing their own strength and achieving success. The principle of a think tank is to gather the wisdom of two or more individuals and work closely together for the same goal.
26. Identify the main objectives. Excellent salespeople have clear sales goals. They never simply take selling products as their work goal. When they work, they not only have clear goals, but also determine the clear time needed to complete them. We will discuss the psychological influence of clear main goals on self-suggestion in later chapters.
28. Work enthusiasm. Of all the qualities that a salesperson should possess, enthusiasm for work is the most necessary and precious. An excellent salesman is always full of enthusiasm for his work. More importantly, they know that this enthusiasm will infect potential customers and make them enthusiastic themselves.