Sales skills and words to attract customers quickly

Sales skills and words to attract customers quickly

As the saying goes, everything is difficult at the beginning. It is also difficult for salesmen to attract customers' cooperation with a few words when they face strange customers in their daily marketing work.

The world is full of wonders. Every place has different market conditions, and every customer has different personality hobbies. Facing different strange customers, it is impossible for a salesman to follow a set of fixed procedures for questioning, but how to speak to customers according to the specific situation? Your first few words will determine the impression of strange customers on you and whether your business negotiations can continue.

experienced salespeople naturally have a lot of ways to handle customers. In business, they are versatile, talk to people, talk nonsense, advance and retreat freely and freely. Can achieve this state, of course, not all old salesmen can achieve it, only salesmen who conscientiously sum up their experience and constantly study will be so lucky.

but for a salesperson who has just entered the market and is inexperienced, speaking to strangers may still be a difficult thing. Do you want to introduce yourself first? Or should we talk about our company's products first? Perhaps before entering the door of a strange customer, the salesman thought a thousand words in his heart, but he might be speechless when he faced a strange customer. I don't know where the thought went, as if the dog ate the moon and didn't know where to start. If you meet a cultured customer, the customer may take the initiative to ask the salesman questions; If you meet a grumpy boss and the salesman makes an inappropriate remark, the boss will sweep the salesman out of the house and naturally close the door to business negotiations.

how on earth does a salesman talk to a strange customer? How to start your business cooperation trip? I will discuss with you the sales skills that novice salesmen can quickly attract strange customers:

First, start with a smile, like? Proud as a peacock? Generally, the salesman shows the best benefits of the product to strange customers.

China is a group of etiquette, and he is the most particular about treating people. Many customers first value whether the salesman is educated, not the product. If the salesman has not spoken to the customer, giving a smiling face will undoubtedly bring a good atmosphere for the salesman to negotiate business, at least the customer will give you an opportunity to express yourself. If the salesman comes to the door with a sad face like Sang Men, will the customer still pay attention to your salesman? Therefore, when a salesman faces a customer, no matter how difficult or bad things you encounter, you should pile on a smiling face, because the strange customer has not offended you, so why should you look at the ugly face of the salesman?

with this good atmosphere, salesmen should lose no time to introduce their purpose to strange customers. ? Hello, boss? ，? Hello, I'm from XX company. I've brought you a product. I hope it can help your business. This product has XX characteristics and has XX advantages in sales policy? . If there is a big company product with certain market influence, customers may only ask the salesman about the product model and price, as well as other marketing policies, but for the small company products that have not yet opened up in the local market, the salesman must first introduce the biggest selling point of the company products.

whether it is a big company or a small company, the products of salesmen must bring benefits to customers, and benefits are the most recognized selling points of customers. As an investment in a new product, the customer's mind is the return, not the business of being a free porter and losing money for the manufacturer.

therefore, when a salesman first introduces to a customer, he should be like? Proud as a peacock? Similarly, only by showing the most beautiful side of your products to customers and telling the best selling points that products can bring benefits to customers can customers be interested in listening.

such "selling points" include many things: products, product packaging, sales policies, market management, publicity and so on. If the salesperson first introduces words that are irrelevant to the interests of the customer, the busy customer may not be interested in continuing to listen, and may politely excuse himself. Sorry, I'm busy now. Why don't you find another home? . But many business customers often send you out in one sentence. There are too many markets for this kind of products, so why not do it? . If the business fails, you will still be angry.

second, to make progress by retreating, the salesperson flatters the customer first and then transitions to the door-to-door purpose.

when a salesman visits a strange customer, he may not know who the boss is, so he must first observe the situation in the store (large companies are often in office buildings) to find clues, such as the brand of products sold, the appearance of employees, the amount of goods piled up, the size of the store, etc., and find out who is in charge, who is probably not the boss or at least the manager. Salespeople should not make a low-level mistake here. If you meet a manager, you should flatter him as the boss or boss, which is what we usually call PMP (flattery), because many people in China have the same bad habit and like to be praised by others. But the salesman should not talk to the manager for too long, because the decision-maker is the boss after all. Talking to the manager over and over may have no result, because the manager doesn't know where the boss's bottom line for the product is.

If a salesperson can meet the boss as soon as he enters the door, it is both an opportunity and luck. Salespeople need MPMP (kiss up). Of course, this kiss-up should get to the point, not make it up out of thin air. Seeing that the goods in the store are multi-branded, the salesman will boast that his business is booming and well-managed, flattering his position as either the boss or the second child in this market. When the boss delivers cigarettes and tea for the salesman, the boss may be a little smug at this time. The salesman needs to strike while the iron is hot, introduce his products and explain his purpose. When the customer is in a good mood, he will talk about product cooperation and policies quickly, and the salesman will be almost half successful at this time. Even if this business can't be concluded, customers will have a good impression on the salesman and his products, paving the way for the next cooperation.

Here, I would like to warn salespeople to pay attention to the temperature when killing customers. They can only enlarge on the basis of the current customers. Don't fabricate facts out of thin air, call small business owners big customers, and don't say that business is light and business is booming, so salespeople not only don't have? Kill? To the customer, but also by the customer? Kill? Lose the business cooperation between you.

third, let customers speak first, and follow the customer's ideas to achieve the purpose of business cooperation.

customers who are successful in business are generally busy. After the salesman comes to the door, don't interrupt the customer's business. Be sure to calm down and wait. When the customer is busy, the salesman will also act as a helper as much as possible, so that the customer will pay attention and take the initiative to ask the salesman what he does, and the salesman will have the opportunity to introduce himself and his products. Note: Don't cover everything when introducing a product. After introducing a selling point, the salesman should observe the customer's reaction, let the customer ask questions, and then analyze and answer his questions, and try to get the answers closer to his own products to achieve the goal of successful promotion.

an inexperienced salesman may make a mistake, and when answering questions for customers, he will deviate from the topic, broaden the horizon and forget his real purpose there.

Last autumn, the author invited investment for a paint company in Hunan. In Changsha Hongxing Building Materials Market, near a big facade of Shaoshan Road, the main traffic artery between north and south of Changsha, the author saw that the brands sold by customers were all well-known paints such as China Resources, Maydos and Pasteur, and felt that this customer's business was quite strong. After the author entered the door, I saw that the customer was sweating profusely to color the paint, so I stood by and helped him with some color palettes and barrel lids. After the customer was busy with the business, he asked the author which manufacturer he was. The author introduced his products, and after listening to it, the customer expressed concern about the quality of the author's products. He didn't mention the price and guessed that the price of the author's brand products would not be too expensive. The author immediately answered this customer, and he could go to the factory to see the scale and technical strength of the author's manufacturer, and the factory was located in Hexi, Changsha.

in view of the reason why customers are unwilling to press the goods, the author puts forward the most likely selling point, that is, the factory will deliver the goods to the door free of charge when it picks up ten barrels at a time, and it is cash on delivery, and there is no financial pressure, so it will deliver the goods whenever it is needed. After some consideration, the customer finally agreed to the requirement of cooperation. If any customer needs the author's products at the right price, they will call to order.

before long, the business between the two sides gradually cooperated.

fourth, first suppress and then promote, first talk about customers' shortcomings, and then talk about correction methods to guide customers to pay attention to their products.

experienced salespeople usually make a rough survey of the local market before visiting strange customers. What are the brands and products sold by customer A? What is the financial strength of customer B in the commercial area? Wait a minute. Salespeople should have a well-thought-out plan in mind, so as to promote products to strange target customers and help them develop the market in a targeted manner.

When a salesman visits a strange customer, he can first hide his true intention and tell the strange customer that if he accepts his marketing ideas, the customer's business may be better. From the existing problems, what methods are needed to solve them, and the customer will have to listen. In fact, customers are paying attention to their competitors every day, and they also know the problems in their own business. If a salesman can tell the shortcomings of customers in a few words, customers will definitely listen and think that the salesman is a master of marketing. If you cooperate, your own business will definitely go to a new level, so will the salesman be afraid that strange customers will not cooperate with you? .

However, not every salesman can practice this trick, and only those who have reached a certain temperature can use this trick. If the salesman talks about the idea of the customer's business, business cooperation may be immediate; If you say the wrong thing, the business will not be concluded, and the salesman will fall into an embarrassing situation.

In the second half of 2, the author was in charge of the business of a big brand refrigerator in Zhuzhou, Hunan Province. Only the market sales volume in Chaling County in the region has been stagnant. There are not no customers, and there are so many customers. Almost every customer who makes refrigerators has this brand, but they don't advocate it. This brand refrigerator is only used as bait to attract customers. What is really sold is other brands? Hanging sheep's head to sell dog meat? .

in order to rectify the chaling market, the author first investigated the market, secretly looking for a customer who is suitable for promoting his own brand, and made a tour of the chaling market to get a preliminary understanding of the large and small customers in the chaling household appliances market. The market has not yet produced a dominant customer who absolutely controls the market, and the strength of each company is mostly equal. After some analysis, the author decided to choose Chaling Baifang as a breakthrough, because this customer has a good business location, and there is no big refrigerator brand, and other categories of household appliances are also second-tier brands, so it is necessary to use big brand household appliances to drive business. More importantly, this customer does not pay too much attention to product sales profits. After the author entered the door, he told the truth of the customer in one sentence and said, Hello, boss, the location of your store is still good, but it's a pity that the business is not as good as others, because there are no big brands to drive the business? . When the owner of the appliance store heard the author's words, he could point out his shortcomings, immediately agreed with him, and asked the author to propose a solution, hoping to cooperate sincerely with a big brand of household appliances. Later, the author told his real purpose and promised that if the customer operated the author's brand refrigerator, the business would be better than before, and he would immediately find out the sources of other customers and standardize the sales of the brand in Chaling market.

Later, the market sales of this brand refrigerator Chaling increased steadily. Due to the strong support of the manufacturers, other customers did not dare to rush to sell goods.

5. Silence speaks louder than words. Do other things before choosing opportunities to talk about your business.

amateurs watch the excitement, while experts watch the doorway? . Many laymen always think that it is easy to do business.

In fact, only professionals know that it is very difficult to be a qualified salesman. The market environment is complicated, and the boss's personality and hobbies of each customer are different. The salesman's way of speaking should conform to the conversation environment according to the place, time, situation, language organization and form.

not only that, but also know astronomy and geography, politics and sports, gossip and jokes, know a little about almost 18 kinds of martial arts, and you can do different tricks for different customers. What if the salesman's tricks are very appetizing to the customer, even though they are not with the customer? We've been to the countryside together, we've been shot together, we've been whoring together? The experience of Jianghu, but customers will also regard salespeople as like-minded friends, at least customers will help salespeople.

I once helped a condiment company in Hunan to attract investment in Jingdezhen, Jiangxi. Before I went there, a colleague introduced a customer named Li, who liked singing, drinking and entertainment. After the author arrived in Jingdezhen, he went directly to find this customer named Li. It happened that this boss Li was in his own hotel, talking with another boss who wanted to enter his hotel to do wine business. After talking about the business, the customer who made drinks asked Li to sing. After understanding the author's purpose, Li did not refuse, but also called the author together. Although my singing skills are not elegant, I tried my best to show off a few songs in front of Boss Li. After singing the song, it was time for dinner, and everyone went to a big hotel to drink and eat again. Although there was a lady present, everyone was still happy to tell jokes and enjoy drinking together. I didn't know how many bottles of beer I drank that night. By the time I could hardly drink any more, two friends were drunk and fell to the ground. The dinner lasted until more than 12 minutes in the middle of the night, and I went to the hotel to check in.

the next morning, I went to boss Li's place and met him playing chess with other clients. My chess skills were also an introduction. Later, the boss Li had business to do and asked me to play chess with his clients.

for two whole days, we didn't talk about business cooperation. On the third day, he called to ask the author to go to his office. Due to the early emotional preparation, the business was naturally concluded. Although the payment made by Boss Li was not much, it was considered that a new customer was developed in Jingdezhen.

However, the author would like to remind the salesman that this method of silence speaks louder than words. Only when the customer knows the salesman's purpose, and there is no obvious refusal, can he achieve his goal. The reason why the customer didn't talk about cooperation with the salesman at that time was because the customer needed to test the sincerity and ability of the salesman to cooperate. If the customer knows the salesman's purpose and refuses, there is no need for the salesman to socialize with the customer to avoid wasting time and expenses.

through the study of this section, have you learned more about the importance of sales speech? Whether you are a novice or an old hand, impressing customers with sincerity and saying the most beautiful words to attract customers is the key to your sales! We must seize every learning opportunity, attract strange customers with the fastest speed, and impress customers with the most sincere words! ;