What is the top sales strategy?

In recent years, many film and television works began to pay attention to the sales industry, such as "An Jia" starring Sun Li and Nothing But Thirty starring Jiang Shuying, all of which described many scenes about sales. In Nothing But Thirty, Wang Manni is a luxury salesman. In order to get customers a limited number of new products, she sends breakfast to the security guard so that customers' cars can enter the mall in advance. In the play, she also received a female guest with simple clothes and a grocery bag on her back. At that time, all the colleagues present winked at her to receive it casually, but she still seriously introduced products and provided services to each other. As a result, the customer bought millions of jewels in the store. Although the story is a bit old-fashioned, it is true. I once decided to buy a high-end dress in order to teach a well-known enterprise. Because the clothes on weekdays are mainly comfortable, I didn't deliberately dress up when I entered the mall, and I saw the eyes of several shopping guides. Finally, I chose a suit, felt good after trying it on, and decided to pay the bill. I still remember the look in the eyes of the shopping guide, as if I were a beef pie falling from the sky, which was very fragrant.

doing sales work is dealing with money itself. So, does everything come first? I often say that if you want to observe a sales person's skill, it depends on whether she likes to emphasize preferential treatment when selling to you. However, sales that do this will generally not be very good. Because their underlying logic is that customers like to take advantage of it, and they can make a deal if they give it cheap! They underestimate customers too much and human nature too much. Now let's talk about what is the top sales strategy.

go and observe the sales experts. They all have something in common. One of the most distinctive features is that it can understand people's hearts in a second.

you may say, people's hearts are as deep as the sea, so how can you quickly recognize them? Let's observe all kinds of people in this world and divide the crowd into four types according to the principle of Jungian psychology. Now we will make a brief analysis of these four types.

the first type: strong customers who pay attention to results

1: dress manner, walking, sitting and lying down

They like to wear formal clothes with aura, and the colors are mostly monochromatic, and they don't like fancy dresses. In the choice of brands, I like to choose luxury brands. They usually look a little arrogant and always look superior. Walking steps are big and fast. If you are a woman, high heels will make a strong noise when you step on the ground. Sitting in a chair, the whole person will lean back, showing a sense of authority. When you speak, your eyes are firm and powerful, even aggressive. In short, from the outside, he will deliberately highlight his power.

2: communication style, way of doing things

They speak simply and clearly, and they especially hate slobbering. I don't want to talk about anything, but I like to go straight to the point. I don't like to communicate details with you, just want to hear what the result is. It feels oppressed to communicate with them, because you have to follow his rhythm. Because things are decisive, I pursue efficiency in everything and don't like procrastination. I like to do it right away. For example, Secretary Dakang Li in in the name of people, or the Monkey King in Journey to the West, is similar to this style.

3: how to get along with it?

this kind of customer has strong opinions and is not easily persuaded. Therefore, when a salesperson meets a customer with such a personality, he still has to cooperate with his rhythm for professional guidance. Their temperament is similar to that of tigers. Real wild tigers don't eat dead animals, but only like to chase and kill live animals. Therefore, you can infer that this type of customers don't like you to show weakness blindly, and they like people who are euphemistic and professional. It is to ask the salesperson to give professional advice in a gentle tone. Even if this suggestion is contrary to his idea, they can accept it as long as it is professional and reasonable enough. And they make decisions quickly, and once they decide, they will arrange follow-up matters immediately without dragging their feet. Although their initial impression is strong, they will be very refreshing partners after real cooperation.

the second type: talkative customers who pay attention to social interaction

1: Dress manner, walk, sit and lie

They are different from the powerful customers just mentioned. They don't like to wear formal clothes, but they like to wear trendy brands. These customers are very relaxed and active in facial expressions, and especially like to communicate with people. If you meet someone who is very fashionable and cheerful at the same time, it is likely to be this kind. They often change their posture when sitting in chairs, and they are full of youthful feeling when walking. They want to be recognized in the crowd, so much the better if someone praises them. In short, it is right not to like to keep a low profile.

2. Communication style and way of doing things

They speak where they think, often using adjectives and exaggerated tone, and are especially good at expressing. When you communicate with him, there will be no silence at all. He is interested in any topic and talks about everything. He also has a lot of gestures when he speaks, and his mood changes greatly. He is eager to communicate and wants to be friends with others. So when you recommend products to such customers, they will be more curious about the performance of the products than you. They will ask many questions, and the more novel and interesting, the better. But I need to remind you that their interest is not very profound, that is to say, he finds it interesting but may not buy it. Unless this product appeals to him enough and he has never touched it before. They pursue interpersonal relationships when dealing with things and love to play emotional cards. I don't like to make decisions with rational thinking, but I like to make decisions with emotions. For example, Zheng Gan in in the name of people and Bajie in Journey to the West are all similar to this type.

3: how to get along with it?

in the process of getting along with them, it is very important to listen to his words carefully and praise him at the same time. They seek to be liked and recognized by people, and they also like interesting people. If your manners are rigid and boring, it will be difficult to attract their attention. Because they judge by their sensibility, it is very important to gain their love. They often pay the bill because they like a salesperson. Although this item is not so needed, or not so perfect. But as long as the salespeople attract their attention. He is likely to support you for human reasons.

The third type: rational customers who pay attention to logic

1: Dress, manner, walking, sitting and lying

Everyone is surrounded by a rational person. Their facial expressions are not very rich, they like to frown slightly, and many people wear black-rimmed glasses. They walk lightly, and when sitting in a chair, they will also show strong self-discipline and will not be paralyzed by Ge You. Because they are too rational, their dressing styles are relatively conservative, and they generally only like these monochrome clothes. At the same time, they have higher requirements on the details of clothes, pursue the exquisiteness of fabrics, and will not reveal the brand LOGO. Some rational people pursue perfection especially and have a slight cleanliness addiction. Once a product is selected, it will be reused for many years without replacement. Because change is very exhausting for them. It means that he has to reconsider carefully which brand is suitable for him.

2: communication style and way of doing things

Logic are their greatest characteristics. If someone always likes to use the first, second and third when talking to you, then he may be what we call a rational customer. They like to analyze and think, like to use logical expressions and like to delve into problems. This shows that they are a group of people who are very difficult to convince. Their style of doing things is also well-behaved, lacking in innovation, and will not make decisions on impulse. He needs to follow the steps of thinking, so that they can feel safe. In in the name of people, Gao Shuji belongs to this type. The Tang Priest in Journey to the West also belongs to this type.

3: how to get along with it?

When you get along with them, you'd better not have emotional ups and downs, and don't speak language that exaggerates the facts. They can easily perceive the false elements in language, although they won't point them out immediately. But I will give you a big question mark in my heart. Therefore, in the process of getting along with them, it is very important to talk about things. If a rational customer has doubts about the product, it is difficult for you to convince him with words. You can only use specific data and cases to prove it. In their consciousness, only those products with data and examples can be trusted.

the fourth type: safety-oriented and friendly customers

1: manner of dress, walking, sitting and lying

When it comes to this kind of group, many people's first impression of them is that they are very accessible. Because their facial expressions are always gentle, as if they would never get angry under any circumstances. They like to walk with their heads slightly down, and some people are a little shy. When sitting in a chair, you will only sit in the first half of the chair and lean forward slightly, looking very modest. Dressing is also very low-key, simple, will not highlight the personality, but also will not be too publicity.

2: communication style and way of doing things

You will feel very comfortable when talking with people of this style. Because he won't drag you into his topic, but listen silently and ask some questions occasionally. He is very concerned about your feelings and worried that his words and actions will cause you discomfort. But if you think they are born with a good temper, it is wrong. If you offend them in words, they will not fight back at once, but they will feel sad silently in their hearts. I often say that this type of customer is vulnerable to internal injuries, or the one who doesn't want to be good. So even if they are good-tempered, we should still pay attention to our words, otherwise we will offend people invisibly. In in the name of people, Procurator Ji belongs to this type, and Friar Sand in Journey to the West is also a typical example of this type.

3: how to get along with it?

if a salesperson meets such a customer, does it feel like winning a big prize? What I want to remind you here is that although this kind of customer is easy to communicate with, it does not mean that he will decisively reach a deal with you. Because they have too many worries when making a decision, they can't make up their minds after thinking about it, and they have to go back and discuss with their families. Therefore, even with a good attitude, it is difficult to close the deal immediately, and the amount of the transaction will not be too large. When communicating with such customers, salespeople can be stronger as appropriate according to the situation. Otherwise, you just have a good chat with your customers, and you can't complete the fundamental purpose of the final transaction.

Sales is the art of grasping people's hearts. As mentioned above, we explained the characteristics and communication methods of four different types of customers. If you can observe with your heart, you will find them in your life. We can try to identify them according to their characteristics and create a good atmosphere for communication with each other in order to achieve the desired results.