Psychological skills in sales

You are not only selling goods, but also selling hearts.

What is sales? You would say, isn't it just a seller? No! Sales are not only selling goods, but also selling hearts. Customers buy not only products, but also your people and your heart! It's hard to imagine that someone who doesn't like you will buy your goods.

From airplanes and ships to a line, the essence of sales is the same, which is nothing more than selling the goods and getting the money back. But between selling and taking, is there no end? Mysterious? Because sales not only

Dealing with money, and dealing with people!

In this sense, whether you do sales or not, you should learn some sales psychology every day! Because sales are not a salesman's patent, psychology can not only make sales very simple, but also give you insight into people's hearts.

The nature of sex is like a duck to water in the real world.

Salespeople need to learn more about psychology. If they want to make a single order, they should contact customers more and know more about their psychology. From the first day of work, you must understand that you can make money from your customers by thinking what they think. You don't know what customers are thinking and what customers really need. Trying to be an elite is a joke!

You must cultivate yourself into a sharpshooter, and every sentence must hit the heart of the customer! You must cultivate yourself into a critical eye, see through the psychological weakness of the customer at a glance and find the right one for him? Life gate? , that is, purchase demand

Want some. This demand point is the key factor to decide whether he will buy your product or not.

Some people say that salespeople are people in heaven and hell. That's true. Doing sales may not make you money, but it may also make you rich. Sales are not mysterious, and sales are great! Sales is not only the embodiment of a person's comprehensive quality, but also the outbreak of personality potential. That's why we chose this without hesitation.

The reason for a vibrant and energetic industry!

Some people say that sales is a talking job. Although a bit extreme, speaking skills largely determine the success of sales. Therefore, under the premise of penetrating the customer's psychology, you should say what the customer likes to hear and make the customer feel comfortable from the heart; Also listen to what customers love to say, so that customers can't help talking, so that customers can't help talking? Vanity? Get the greatest satisfaction! Grasp the customer's psychology, why worry about business failure? This is not an unfamiliar psychology textbook, nor is it a sales book that can be seen everywhere on the street. It seems to be a vivid book shot directly in front of the sales counter or in people's hearts. If you learn all kinds of psychological skills provided by this book, whether it is selling products or developing cooperation, you can do it with ease. Many of these skills are expressed in psychological details. Salespeople should not only have foresight, but also have keen insight into sales.

A clue between human weakness and gestures?

Anyone who lives on the earth can't live without sales. Learning sales psychology is not only a compulsory course for salespeople, but also a weapon for every modern person to settle down and develop for a long time. As long as it can make all kinds of people around you. Clients? Comfortable, give them enough face, and they will give you endless gold!

If you want to catch a fish, you should think like a fish.

? When I was a child, my favorite thing was to go fishing with my father. When I was fishing, I found that my father always caught fish, but I always found nothing. For a child, it is really a very depressing thing. So I looked at my father's fish basket and asked my father for advice. Why can't I catch fish? Am I fishing the wrong way? But my father always said: Son, it's not that your fishing method is wrong, but that your idea is wrong. If you want to catch fish, you must think like a fish. ? I can't understand my father at all because I am young. At that time, I always thought that I was not a fish. How could I think like a fish? What does this have to do with fishing?

A senior marketing training expert is giving a lecture to the crowded marketing staff in the classroom. He paced back and forth slowly, ignoring the increasingly dissatisfied expressions of these listeners. He went on to say:? Later, when I got to middle school, I seemed to realize the true meaning of some father's words. I still like fishing. In my spare time, I began to try to understand the idea of fish. In the school library, I read some books about fish and even joined a fishing club. In the process of study and communication, I know something about fish and learn a lot of useful things. ?

? Fish are cold-blooded animals and are very sensitive to water temperature. Therefore, they usually like to stay in warm waters. Generally, the sunshine is stronger where the water temperature is high, but you should know that fish have no eyelids, and the sunshine can easily sting their eyes. Therefore, fish usually stay in cool shallow water. The water temperature in shallow water area is higher than that in deep water area, and food is abundant. But in shallow waters, there must be enough barriers, such as under dense aquatic plants, which is also the innate sense of security of animals. The more you know about fish, the more you can learn to fish. ?

? I know you spent a lot of money here, not to listen to my nonsense, and I don't want to talk nonsense. This is the precious experience I have accumulated for decades, and it is definitely not nonsense. Please be patient. ? The marketing expert patted the table hard, trying to control the impetuous mood of the marketing staff. ? Later, I entered the business world. Like most of you, I started as an ordinary salesman. I still remember what my first boss told me: Although each of us has different positions and different work contents, we all have to think of ourselves as salespeople, and we all need to learn to think like salespeople. ? In my future work, I have been asking myself to read many books on sales and attend various sales seminars. But in the process of learning, I gradually found that we should not only learn to observe problems with the mentality of a salesman, but also master the mentality of customers, just as my father said. If you want to ...

When you catch a fish, you must think like a fish. ? Instead of thinking like a fisherman!

? This is also the most important idea that I strongly recommend to all marketers today? Don't just think of yourself as a marketer, but also as a customer. ? This senior marketing expert has a great responsibility.

The voice shouted out slowly, and woke up those dozing guys at once!

A professional salesperson who wants to improve sales performance must learn to think from the customer's point of view. But unfortunately, many sellers don't know this now and often like to stand in line.

Think from your own standpoint, don't be like an ordinary customer.

If you want to get along well with your boss and communicate better, you must look at things like him. The same is true of sales. If you want to take money from a customer's pocket, you must give the customer a reason to pay. Where does this reason come from? It comes from the heart of customers! Only when you really understand the customer's thinking can you become a real sales expert. It is not easy to master the psychology of customers. You need to know some psychology. Novices in sales may wish to learn some psychological knowledge, which is believed to be of great benefit to you!

In fact, the reason is very simple. It is almost impossible for you to sell football to an old lady unless she gives it to her grandson. As an old lady, think for her. This is the king of sales!

How did a wily client hurt you?

Deceived person 1:

Company A deals in digital products, and many merchants in the local electronic mall are important customers of the company. A colleague was going to resign, so A took over his client. It is said that one of his clients is very difficult. I bought a lot of goods in this customer's shop, but when paying, this customer always uses all kinds of goods.

Reasons for postponement. The boss personally talked to this customer once, and it didn't work.

In the middle of a month, the boss called this customer again. I didn't expect this customer to promise to settle the account at the end of this month, so that the boss can rest assured that there will be big business to take care of you in the future. So the boss started.

I suspect that A didn't do a good job. Also said that this client is not easy to talk to.

A went to check out at the end of the month, but I didn't expect this customer to say, I have discussed it with your boss again, and I will definitely settle the bill on the 5 th. Go back first. ? Although the boss's order is to get the money early next month, the customer said it was agreed with the boss, just five days, and so on. Is it always troublesome for the boss not to make trouble? So, A thought it would be okay to stare at this customer, but I didn't expect the phone of customer No.5 to be turned off. The store is gone, and the people are gone.

More than 7000 quick money owed by customers just flew away.

The boss flew into a rage at the meeting, saying that he didn't discuss with the client at all. Let A bear the burden.

Some responsibilities. A got angry and left the company without even asking for his salary.

Fool 2:

B represents the factory and the same company, and makes a deal. The previous transactions went well, but there were some problems this month. It's all the same product, but this company complained about the quality of the product and was very dissatisfied with the product, and asked B to make an explanation. B had to go back and forth. It turned out that the company's processing technology had changed. I have encountered this problem before, so B had to report to the factory director and change the raw materials to meet the customer's technology as much as possible. But this company is unwilling to bear the loss, and B should take full responsibility. It stands to reason that the fault lies entirely in the product.

Let's go Of course, B does not agree with such unreasonable demands, and there is responsibility, but it is impossible for him to be a salesman. Although the director was a little unhappy, he didn't say anything. Seeing that there was no hope of compensation, the company came up with a plan. Of course, I learned later that I asked the factory to refuel, speed up production and catch up with the goods, and faxed the contract to B. Soon, the goods were produced. B to collect the money, the company said, wait, it hasn't been decided yet. After several reminders, B realized that he had been cheated by this company. Deliberately let you make more products and then don't pay. The goods were put in the warehouse and could not be sold, and B was also fired by the boss.

Squid. Therefore, you must pay a deposit to reproduce, otherwise you can only lose yourself.

These two cases are just some typical cases in which customers cheat business people. In fact, there are still many tricks that salespeople need to pay attention to. Frame? . If you don't want to be framed, the focus is on prevention. The following tips may help you see through the customer's scam. Although there are some platitudes, we should keep them in mind.

By analogy, it will be of great help to you.

The first trick: don't rush to find a buyer. If a customer claims to want your goods, but doesn't come to the factory to see them, he promises to pay in advance and sign a contract. This kind of customer is obviously a liar. Do you believe such a thing?

Is this a good thing? So, don't rush to visit those unreliable customers.

The second measure: tighten your wallet. Customers ask you for kickbacks, benefits, handling fees, notarization fees, quality inspection fees, tobacco and alcohol products, and invite you to dinner before giving you money in advance. Most of these are also cheating.

Son. Take it, eat and drink, and finally give you nothing!

The third measure: when you see the formatted inquiry fax, throw it into the wastebasket immediately. Format inquiry form is the form of inquiry form printed by the other party in advance, and then your company name and required product list are filled in. Just like a small advertisement, it is distributed everywhere to achieve the purpose of planting widely and harvesting less. Liars always print out the list in advance and then put the content

Fill out the fax and send it to you, just waiting for you to take the bait!

The fourth trick: ask customers some professional topics of products. Generally speaking, cheating customers will not ask about products in detail, nor will they care too much about the price you quoted or ask casually.

If you ask a few professional questions, you can give them to others at once.

The means of swindlers are ever-changing, but they are all the same. Just remember these two sentences to ensure your safety:

1. There will be no pie in the sky! 2. Don't scatter the eagle if you don't see the rabbit!

The long tail theory: subverting the 28 th law of marketing

According to statistics, almost half of the turnover of Amazon Bookstore is contributed by non-bestsellers. A former Amazon employee put it this way: Now we sell more books than we could not sell in the past. ? This sentence is very awkward, in fact.

What he wants to say is that it is more popular now? Long tail theory? !

As a global search engine giant, Google's advertising publishing platform is of great value. In the wide business, GOOGLE believes in such a principle:? Self-help, cheap, anyone? . According to the traditional 28 law, 80% of revenue should be contributed by 20% of big customers, but in fact at least half of the business comes from thousands of small websites that use ADSENSE business!

When doing sales, we often hear such a sentence:? 80% of the profits of enterprises come from 20% of customers. Therefore, we should focus our sales on these 20% customers. ? I don't know when this sentence will enter.

Entering the marketing circle, there is no doubt that this theory is the worst used by marketers!

In marketing practice, perhaps we will find such an embarrassing situation: there are fewer and fewer new customers and fewer and fewer so-called key customers. What is the point? The final sales volume is getting lower and lower. Why? Isn't our service right? Obviously not, we have given extra care and provided special services to 20% customers, but the value of these customers is getting smaller and smaller; And those 80% people who are neglected by us can't get the same service.

Will leave us! If you don't give me equal treatment, then I won't play with you?

In fact, it has always been regarded as Gao Gui's 28 Law by marketers, which is the biggest wrong theory in the marketing circle! Don't think that the profit generated by 20% is all customer value, which is just a continuation of marketing inertia.

It's just a cover for us to deceive ourselves!

Every marketer knows that customers have a valuable life cycle. Whether it belongs to your so-called 80% or ordinary customers, it is the same and has a valuable life cycle. What the seller can do is

Try your best to extend the value life cycle of each customer by the best means!

Even god can't guarantee that every believer will always believe in himself all his life, let alone? Seeing money? Where are our clients? Therefore, the value of any so-called key customer will be exhausted one day. When his value gradually disappears, the so-called 80% profit becomes a cover for self-deception!

In fact, it is impossible for any enterprise to survive only by these 20% customers, and it is impossible for any sales company to support itself by these 20% customers. Sellers need a larger customer base? Focused or unfocused. Only when your customer base forms a long tail can your marketing work be promoted.

On the agenda!

The long tail is endless and has become a steady stream of customers. Every little makes a mickle! Each of our marketers should constantly fill our marketing camp with new customers for the company and ourselves. So what?

Constantly filling customers?

As an experienced salesperson, we should know that the value is unlikely to come from the first contact with customers.

Many times, people don't want to be one? Moody? People want to maintain a consistent image in front of others, so this provides opportunities for salespeople. When a customer accepts your request, happily accepts it, and then wants to refuse you, it will become very embarrassing. If your request is reasonable and the price can be accepted by him, customers will generally not refuse you. What would he think? I've already bought it anyway, so there's nothing wrong with buying more. , then,? Door effect? I helped you achieve your goal again!

To give a very simple example,

When many peers go door-to-door to sell goods, they often don't directly put forward their sales wishes to customers, but put them forward first? Trial? This small request will not be put forward until the customer feels good after trying it out. Just like chasing girls, experienced boys know that nothing is impossible. In one step? First, go out to see a movie, eat, etc. And then slowly put forward the requirements for further development and gradually achieve the goal. If you see

Face to face for the first time and say: Forev ? Almost all girls will turn you down?

Not just for others? Door effect? It will also have an impact on the sales staff themselves. We often say that if you can't get fat in one bite, you can't eat hot tofu in a hurry, and you can't worry too much about anything. This is a fact. It is almost impossible for you to become a sales elite and a sales director at once. Every real master is.

Climbing up step by step, they all crossed the threshold and stood today.

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