Salespeople should have three abilities, namely, pressure-bearing ability, analytical ability and communication ability.
1. Carrying capacity. Salespeople have huge sales targets on their shoulders, and the manager in charge urges them again and again behind their backs, but what they face is the indifference and rejection of customers. In the face of difficulties, some people feel confused and depressed, or give up, or work negatively, and the result is naturally farther and farther away from success. Therefore, it is the ability that every salesperson, especially the young people who have just left school to take up their jobs, should have to straighten their position, straighten their mentality, face pressure and bear challenges.
2. Analytical ability. Salespeople should have keen market opportunity analysis ability, learn to find market opportunities and stand out from the competition.
3. Communication skills. It is one of the most important abilities of salespeople to sell their ideas, beliefs, schemes and methods to superiors, subordinates and customers. Good communication skills are the best way to win the support of others. Practice tells us that many problems in sales are caused by poor communication.
To be an excellent marketer, you should do the following.
In the process of our sales, I believe everyone has encountered such a problem, that is, customers and you have different views, so how do you solve it? Many friends are afraid that customers will put forward opinions different from their own. Actually, it's not necessary As the saying goes, picking customers is the buyer. If he doesn't agree with you, it means that he is very interested in your product, which means that he still has some problems that he doesn't quite understand. Then you should take advantage of his disagreement to solve the problem before the transaction. Think about it. If he buys it, there will be many unsolved problems, and all the problems will come out when he buys it back. It's hard to say. Now Xiangzi wrote down his experience in dealing with such problems, hoping to help everyone.
The customer has an objection. As a seller, we must first understand the objection correctly. This includes two aspects. One is attitude, which is what I said above: don't be afraid, use it; The second is to correctly understand the customer's question and know the meaning behind his question. Don't answer irrelevant questions and don't beat around the bush. For a simple example, I sell food. I have milk tea powder and fried rice in my shop. Most customers like to drink fried rice with milk tea, but some customers don't like it. As a seller, I must tell the buyer how to make the best drink. I met him once. Hehe, an embarrassing question. How to understand this sentence? How to deal with this problem? Attention, everyone. He didn't say that I don't like fried rice, nor did he say that I don't like adding things to milk tea powder. This is the crux of the problem. It turned out that he just didn't like it, couldn't accept my push, didn't refuse to accept my product, and he knew the crux of the problem, so he prescribed the right medicine. My answer: "Ha ha, dear, you are right. As a seller, I definitely want to sell more things, but everyone's comments on milk tea and fried rice are really delicious. The final decision is still in the pro, if I don't tell the pro, it will be my dereliction of duty ... "Then this friend naturally asked me if it was really delicious. ....
This kind of objection is directly expressed by the customer, and we can handle it well, but there are still some objections that the customer has not said. What shall we do? This kind of problem is also a great hidden danger. I usually have to solve the basic problems of customers and film them, but sometimes customers and ourselves will inevitably forget to ask some questions during the conversation. Finally, I will say to my customers, dear, if you have any questions or need to call me directly. Don't underestimate this little sentence, he can show your thoughtfulness to customers and tell them to come to me at any time if they have any questions. Explain that your after-sales service is absolutely guaranteed. It doesn't mean that I won't care about you as long as you buy it. It also means that if there are any thorny problems in the future, this sentence is also your powerful rhetoric!
Next, I will sum up some points that should be paid attention to when handling objections. 1, don't correct your customers, don't say that you are wrong, or not, wrong, you don't understand, there are thousands of languages in China, so find a euphemism to replace the word "no"; 2. Don't interrupt your customer. Sometimes the customer's typing speed may be slower, and his questions will be sent in several paragraphs. Please wait patiently and let him finish what he has to say; Don't question customers, which I think is the best to understand. The customer is God, sometimes more noble than the imperial city. You can ask why God gave me such a bumpy fate, but customers should never ask why you don't do this, why do you do that? 4. Don't give up on customers. Hehe, take my last two days for example. I talked with a client from 10 in the morning to 3: 40 in the afternoon, but he still didn't shoot and I didn't eat, so I stayed with him until he said he would go out a little early and I went to eat. After talking for so long, he didn't do it, saying I wasn't disappointed. That's a lie. Even if I buy someone else, at least he knows a lot of knowledge. Maybe a little q, but it's also my achievement. As the ancients said, there is always a reward for giving. It's really true. It's been almost a week. Just last night, he came to my shop to shoot. He said, "I asked a lot, but I was relieved to buy it at your house." Knowing this sentence is the best compliment to me.
Finally, I want to say that emotion is the killer of your performance! Don't bring your bad mood to your store, and don't bring it to your customers. Although the network is virtual, your happiness can be conveyed to customers through your typing, your expression and the tone of your words. Smile more, talk more, and let customers come with expectation and go with joy.