How to do a good job in sales skills

Each of us wants to start a business and do business. In fact, business is sales. Sales requires skill and language, as well as perseverance. After reading it, you will understand: the universal classic theory of sales (training).

When many people talk about sales, they simply think it is "selling things", which is only a one-sided understanding of sales. In fact, sales are everywhere in life, because sales is actually a process of analyzing, judging, solving and satisfying needs. For example, we go to a new environment and introduce ourselves, which is a kind of sales for ourselves; A person's life is a process of selling himself and letting others recognize him.

Sales field

1, what customers want is not cheap, what they want is to feel cheap;

2. Don't argue about the price with customers, but discuss the value with customers;

3. There are no wrong customers, only poor service;

It doesn't matter what you sell, what matters is how you sell it;

5, there is no best product, only the most suitable product;

6. There are no unsold goods, only unsold goods;

7. Success is not because of speed, but because of method.

The way of selling

1, selling courtesy to strangers;

2. Regular customers sell enthusiasm;

3. Emergency customer sales time;

4. Slow customers sell patience;

5. Have money to sell honor;

6. No money to sell welfare;

7. Fashion sells fashion;

8. Professional sales;

9, small selling righteousness;

10, stingy to sell benefits.

The experience of Joe Gillard, the king of sales

1, prepare for every appointment with guests;

2. Always eat with people who are helpful to you, not just with colleagues;

3. Wear appropriate clothes and shoes;

4, do not smoke, do not spray cologne, do not say vulgar jokes;

5. Listen attentively;

6. Smile;

7. Stay optimistic;

8. Remember to "call back immediately";

9. Support the products you sell;

10, learn from every transaction.

Six characteristics of excellent sales

1, 80% of the performance comes from 1-3 core customers;

2. Have a deep relationship with customers and stay with them all the time;

3. I will focus on a certain industry and have a very in-depth understanding of certain types of customers;

4. It takes more than a few months to concentrate on conquering a customer;

5, very active in the circle, always get first-hand information;

6. Spend more time with customers after work, because it is more effective.

Sales are not tracked and eventually empty.

According to the report of American Professional Marketers Association, 99% of sales are completed after repeated tracking! How to track and interact well?

1, find a beautiful excuse to follow the interaction;

2. Pay attention to the interval between two times

3. Don't show eager desire when tracking;

4. Sell yourself first, and then sell your ideas.

Salespeople must have questions that they can answer.

In sales psychology, from the customer's point of view, customers have the following questions:

1, who are you?

2. What do you want to introduce to me?

What are the benefits of the products and services you introduced to me?

4. How to prove that what you introduced is true?

5. Why should I buy it from you?

6. Why should I buy it from you now?

But in practice, many people's sales are not very successful. Marketers try their best to make an appointment, explain to please customers, break their legs and break their mouths, but customers just don't buy it; To get to the bottom of it, it is actually a deviation in the analysis, judgment and solution of demand, and it is difficult for us to achieve our goal if the other party's demand is not met.

It is often seen that marketers can't wait to introduce products and quotations as soon as they see customers, and they can't wait to make a deal immediately. Listening to his experts' explanations often makes people lament the lack of sales knowledge, which makes his professional knowledge not play well.

There are rules to follow in sales, just like making a phone call, and the order cannot be wrong. Everyone is familiar with the basic process of sales. Here, combined with my years of practical sales work experience and superficial understanding of sales training, I summed up ten sales tips and shared them with you.

The first step is sales preparation.

Sales preparation is very important. This is also the basis for reaching a deal. Sales preparation is not limited by time and space. Personal cultivation, understanding of products, mentality, personal recognition of corporate culture, understanding of customers, etc. There are too many projects involved, so I won't go into details here.

The second move to mobilize emotions can mobilize everything.

Good emotional management (EQ) is the key to successful sales, because no one wants to communicate with a depressed person. Positive emotion is a state, a professional accomplishment, and a conditioned reflex immediately formed when meeting customers. It is a waste of time and even the beginning of failure for marketers to meet depressed customers. No matter what setbacks we encounter, we should adjust immediately as long as we meet customers, otherwise we would rather rest at home than meet customers, so when we are ready to visit customers, we must adjust our mood to the peak.

What is the peak state?

We sometimes feel this way. Today, we are full of energy and confidence in everything, as if everything is nothing. This is the peak state, and the success rate of doing things in this state is very high. But this state is intermittent, and we seem to be out of control. In fact, as long as you train for a period of time, this state is completely controllable. For example, excellent athletes can quickly adjust themselves to the peak before the game. So how can we adjust our emotions to the peak? How can we control this state?

When you are worried, prepare for the worst.

Happiness in life is self-made, and troubles are self-made. If you don't give yourself trouble, others will never give you trouble. Worry can't solve the problem. The biggest disadvantage of worry is that it will destroy our ability to concentrate. Therefore, when you are anxious, face it bravely, and then find out the worst possible situation in case of failure and let yourself accept it.

B) Know how to comfort yourself when you are sad.

People's pain and happiness are not determined by the quality of the objective environment, but by their own mentality and emotions. If we count our happiness, about 90% of things are not bad, only 10% is bad. Then why not make yourself happy?

C) You can sing loudly when you are depressed.

As a marketer, you will often be rejected, and some people will be depressed after being rejected. Actually, it's not necessary Steel without tempering is not good steel. Depression will kill our hopes.

The third measure is to build trust.

First, * * * Ming. If you see customers talking about products prematurely, or subordinates are eager to show their talents, it is difficult to build trust. The more you talk, the harder it is to build trust. For example, when customers come up, they ask, is your product good or the competitor's? At this time, no matter how you answer and say hello, he will definitely say that you praise yourself and are not credible! If you say that we don't know our opponent's situation, then he will say that you don't even know your peers and are unprofessional! Therefore, in the process of building trust, skills are also needed.

If you master it well, you can quickly build trust with customers. At this time, you should start with things that have nothing to do with the product as much as possible. Why? It is your specialty to say that products are your territory, and consumers are on the defensive. The more you talk, the more defensive they are, and the harder it is to build trust. At this time, we should start with what he is familiar with and encourage praise. For example, in his house, you can ask him how much the house costs. What do you do? I am very interested in your major. Can you tell me something about it? Some questions people don't want to answer, and some questions must be answered. If you sell beauty products, you can say to a lady, "Your skin is really good. How do you maintain it?" He must answer (because this is a topic she is interested in and she is very proud of). When she answers, be sure to arouse your voice. He said, "I used to use XXX cosmetics". You must know something about facial makeup, at the same time, praise her constantly and guide her to talk more. This is * * * Ming.

Anyway, as long as two people have something in common, it is easy to get together and build trust. The method is very simple, that is, find more similarities and produce more * * * sounds, and your trust in each other will be established.

Second, the rhythm.

As an excellent marketer, the closer your action rhythm is to the consumer's speaking speed, the better your trust will be. Many people are doing sales, how to sell? One of the most important points is to follow the pace of consumers. The other party has a fast pace and speaks fast, so do we. The other person speaks slowly, but you are still fast. He doesn't know why he feels extremely uncomfortable and trust can't be established. If the other person is a gentle speaker, you should also speak at a gentle speed.

At the same time, we should communicate with each other in a way that they can understand. Some marketers are full of technical terms, but please don't forget that customers are not industry experts. A good mood is the beginning of a good day. At the same time, we should also know some specific methods to adjust our emotions.

The fourth measure is to find the customer's problem.

Because after the trust is established, you and the other party will feel very comfortable. At this time, it is necessary to find the customer's problem by asking questions, that is, what problem he wants to solve. For example, if you sell air conditioners, you need to know what the customer wants to solve when buying air conditioners: his old air conditioner is broken, because of its high failure rate, and he doesn't want to repair it, so he needs a new one; Or the customer moved from the old house in the past to the new house now; Or customers have never used air conditioning in the past and now need to improve their living conditions; There is still air conditioning in the community, which is not convenient for home use. Now it is necessary to install a split; Or get married for the children ... and so on. Only by finding the right questions can we really think about our customers and help them find their initial needs.

How can we find the customer's problems? Only by asking a lot of questions can we know what the customer wants to solve through this purchase. An excellent marketer will spend 80% of his time asking questions and only 20% of his time explaining products and answering questions.

The fifth measure is to propose solutions and shape the value of products.

In fact, at this time, you can already decide what kind of goods to sell to your customers. Your solution will be very targeted, and customers will feel that it is tailor-made for him. He will evaluate the feasibility of the solution with you and give up his defense against you. In this process, you should seize the opportunity to shape the value of your products, and tell your customers your brand background, corporate culture and awards without hesitation, so that your professional knowledge can come in handy. At this time, what you say is easy for him to listen to.

The sixth measure is to analyze competing products.

Many of our marketers know that we sell products without talking about competitors, and we say we don't understand when talking about competitors. No! When the trust is not established, the customer and you stand on the opposite side, and you do competitive product analysis, and he hates you; However, when the two sides have established trust and you propose solutions for him, he is eager to listen to the shortcomings of some competitive brands. He is very much looking forward to your competitive product analysis, otherwise the process will be interrupted and the process will not go on.

At this time, we should not only analyze the competing products, but also let him know where we are good and where the other party is bad (but we must be objective and not malicious). The analysis at this time has two functions. On the one hand, it provided sufficient basis for his final purchase; On the other hand, after buying the goods, he must show off everywhere: "I bought it too well." How did you buy it? " We should provide him with sufficient arguments to argue with others and prove that his choice is the most wise.

The seventh trick is to solve doubts and help customers make up their minds.

After analyzing the competitive products, customers can't make up their minds to pay immediately. At this time, he must not make a deal, otherwise the consumer will regret it after buying it. You have the money. It's always good to cover it for a while. You see, people who buy air conditioners are in a hurry to buy them because of the unbearable heat. He covered them for an extra day and thought they were his own. Unwilling to make up his mind to buy, he must have resisted.

You can easily judge whether he has entered this state-he said, go back and discuss with my lover; I think the price is still a little high; Now I just don't have any money ... Seeing each other like this, I have to keep asking step by step until I find the real resistance point.

For example, you ask, "Is there anything else to consider?" He said, "I'll go back and discuss it with my lover." Then you continue to ask, "What issues will your lover care about?" He will say, what does my wife care about, and then ask, step by step. Find the right resistance point, and the method of ascension will naturally exist.

The eighth move is a deal. Kick the door.

Many marketers have done a good job ahead, but they can't complete the transaction. In fact, this is a psychological self-discipline of marketers. In the closing stage, you must ask questions with urging and restriction, which is the iron law, otherwise your process will have to start from the beginning.

The closing stage is when you help consumers make up their minds, but often at this time, many people are afraid to urge customers to close the deal. In fact, as long as you judge that you have entered this stage, you should immediately urge him to make a deal by urging and closing questions, otherwise he will keep the money for a few more days, and what may happen in these days.

What is a closed question?

For example, "Are you free at 3 pm or 5 pm?" When asking questions, a range has been defined for the customer. Most people who study marketing have learned such a case-wonton stalls sell eggs. The two wonton stalls have the same location and similar scale, but the number of eggs they can sell is different. The egg supplier is puzzled. One day, he went to inspect and found that the two bosses asked customers different questions. One used an open-ended question: "Do you want eggs?" Eggs are sold less; Another boss asked a closed-ended question, "Do you want one egg or two?" He sells more eggs.

Restrictive problems are also good and bad. Take selling clothes as an example. You ask the customer, "Are you going to buy it today or in a couple of days?" Although such a problem is also a limiting problem, it is not a very good problem. You should ask, "Do you want this red one or yellow one?" This is called urging restrictive questions. Making choices in time is the most painful time for customers, because there is a price to pay. After asking questions, don't talk anymore, just watch him wait ... The key at this moment is not to talk after asking.

The ninth trick: do a good job of after-sales service.

People often think that after-sales service is to call and repair at home. In fact, these are only a very small and passive part of after-sales service. The real after-sales service is our continuous service to people after they buy goods or services. In other words, we provide consulting services to customers in the process of using them, become customers' consultants and solve customers' problems in use. Only in this way can we build a truly stable customer.

The tenth trick needs customer reference.

Sharing is instinct. Once customers truly recognize products and services, customers are willing to share them. The customer is satisfied with the recommendation. At this time, he can take the initiative to help you with your reference, and he doesn't want to return, because this is his great psychological need. Some marketers are embarrassed to say "introduce me to several households" at this time, and this opportunity may be gone.

You can simply say to him, "We still have many tasks. Why don't you introduce me some? " It doesn't matter. Don't be embarrassed. Why? Because recommendation is his ultimate demand, I bought a dress, and two colleagues bought the same one the next day, which proved that I had a good eye and they followed my taste.

The power of recommendation is very great, depending on how marketers use it. When a customer successfully recommends, your sales behavior is completed, because you meet the customer's ultimate needs. These ten tricks should not only be firmly grasped by every marketer, but actually everyone should understand its importance, which will be of great benefit to work and life. A person's life is a process of selling himself and letting others recognize him. But these are just methods. In real life, what really makes us successful is our personality charm, which is always "morality is the best and method is the second"

If you like sales, you must watch it, classic!

Because this blog is so powerful, it is generally an undisclosed secret. If you like sales, then you must read it! With the improvement of social commercialization, the sense of sales has extended to every corner of social life. Not only do business people need to know how to sell products and gain customers' approval, but everyone needs to cultivate their sales ability. Imagine if office workers don't know how to sell their ideas, how can they get the boss's approval? If doctors don't know how to sell their expertise, how can they win the trust of patients? If teachers don't know how to sell knowledge, will students follow suit?

What answers do you sell in the sales process? ※

1. joe girard, the world's first car salesman, said, "I'm not selling my Chevrolet, I'm selling myself";

Second, sell yourself before selling any products;

Third, there is an important bridge between products and customers; Sales staff themselves;

4. In the face-to-face sales process, if the customer doesn't accept you, will he still give you the opportunity to introduce the product?

No matter what you tell your customers, your company is first-class, your products are first-class, and your service is first-class, but if your customers look at you like a fifth-rate person and listen to what you say more like a layman, then, generally speaking, customers have roots.

I don't want to talk to you anymore. Will you do well?

6. Make yourself look like a good product.

Face to face: ◎ Dress for success and dress for victory. ◎ Salespeople's investment in image is the most important investment for salespeople.

What is sold in the sales process? ※? Answer: Concept-values are important or unimportant needs of customers.

Reading-belief, the fact that customers think.

1. Is it easier to sell what you want or what customers want to buy?

Second, is it easier to change customers' ideas or to cooperate with customers' ideas?

Third, so, before you sell your products to customers, try to understand their ideas before you cooperate with them.

4. If the customer's purchase concept conflicts with the concept of the products or services we sell, then change the customer's concept first, and then sell. Remember that the customer pays for what he wants to buy, not you; Our job is to help customers buy what they think is most suitable.

What do you buy in the process of buying and selling? ※? Answer: Feeling.

First, whether people buy something or not is usually dominated by a decisive force, that is, feeling;

Second, feeling is an invisible and intangible key factor that affects people's behavior;

Third, it is a synthesis of interaction between people and between people and environment.

If you see a high-end suit with good price, style and fabric, you will be satisfied. But the salesman doesn't respect you when he talks to you, which makes you feel very uncomfortable. Will you buy it? If there was the same suit in the stall next to the butcher in the vegetable market, would you buy it? No, because your feelings are wrong;

5. Enterprises, products, people, environment, language, intonation and body movements will all affect customers' feelings.

Create a good feeling for customers in the whole sales process, then you will find the "key" to open customers' wallets. In your opinion, how can we create a good feeling of the whole process of meeting customers?

What is sold in the course of business? ※? Answer: benefits

The advantage is that it can bring happiness and benefits to the other party and help him reduce or avoid any trouble and pain.

First, the customer will never buy because of the product itself, but the customer buys the benefits that can be brought to him through this product or service;

Second, third-rate salespeople sell products (ingredients), while first-class salespeople sell results (benefits);

Third, for customers, customers will only buy products if they understand what benefits they will bring and avoid any trouble.

Therefore, first-class salespeople will not pay attention to how much benefits they can get, but to how much benefits customers will get. When customers get tangible benefits from our products or services, customers will put money in our pockets and say thank you to us.

What do customers think in the face-to-face sales process? ※?

Answer: six eternal questions in the customer's mind when selling face to face?

1. Who are you?

Second, what do you want to talk to me about?

What's good for me from what you said?

How to prove that you are telling the truth?

5. Why should I buy it from you?

6. Why should I buy it from you now?

The customer may not ask these six questions, but he will think so subconsciously. For example, the moment a customer sees you, his feeling is: I've never seen this man before. Why did he come to me with a smile? His subconscious is thinking, who is this person? When you walked up to him and opened your mouth to talk, he thought, what do you want to tell me? As soon as you talk, he thinks, what's wrong with me? If it is not good for him, he doesn't want to listen, because everyone's time is limited, and he will choose to do what is good for him.

When he thinks your product is really good for him, he will think, did you lie to me? How to prove that you are telling the truth? When you can prove that the benefits are real, he will definitely think, this product is really good, is there any better one elsewhere, or will others sell it cheaper? When you can give him enough information to let him know that buying from you is the most cost-effective, he will definitely think, can I buy it tomorrow and next month? Can I buy it next year? Therefore, you must give him enough reasons to let him know the benefits of buying now and the losses of not buying now.

Therefore, before visiting your customers, you should treat yourself as a customer, ask these questions, then answer these questions, design the answers and give enough reasons, and customers will buy what they think is best and most suitable for you.

Introduce how to compare products with competitors after sale. ※

First of all, don't belittle your opponent.

1, if you belittle your opponent, there may be some connection between the customer and the opponent. For example, his friend is using his opponent's products now, or he thinks his opponent's products are good. If you belittle him, it shows that he has no vision and is making mistakes, and he will immediately resent it.

Don't belittle your competitors casually, especially when their market share or sales are good, because if they really can't do it well, how can they become your competitors? Your unrealistic demeaning of your competitors will only make customers feel that you are not trustworthy.

3. When it comes to opponents, say that others are not good, and customers will think that you are guilty or have quality problems.

Second, make an objective comparison between your three strengths and your opponent's three weaknesses.

As the saying goes, every commodity has its own advantages and disadvantages. When introducing products, we should compare our three advantages with each other's three disadvantages. Even if the products of the same grade are objectively compared by you, the level will immediately appear.

Third, USP's unique selling point.

Unique selling point is our unique advantage, but our competitors don't. Just as everyone has a unique personality, any product will have its own unique selling point. Highlighting and emphasizing the importance of these unique selling points when introducing products can increase the chances of successful sales.

Although the service is after the transaction, it is related to the success of the next transaction and recommendation. So, how can we make our after-sales service satisfy our customers? ※?

Answer: Your service can impress customers.

Service = care is service.

Some people may say that the concern of salespeople is false and purposeful. If he is willing to care about you all his life, will you?

First of all, three services that impress customers:

1, take the initiative to help customers expand their careers: no one wants to be promoted, and no one refuses others to help him expand his career.

2. Really care about customers and customers' families: No one wants to be promoted, and few people refuse others to care about him and his family.

3. Do services unrelated to products: If your services are related to your products, customers will think it is appropriate. If your service has nothing to do with your product, then he will think that you really care about him, and it is easier for him to be moved, and moving customers is the most effective.

Second, the three levels of service:

1. Services within the scope of responsibilities: You and your company have done everything they should, and customers feel that you and your company are OK.

2. Edge service (optional service): You have done it, and customers feel that you and your company are very good.

3. Services unrelated to sales: You have done it, and customers think that you and your company are not only partners in the mall, but also customers regard you as friends. This kind of human relationship can't be snatched away by competitors. Is this the result you want?

Third, the important belief of service:

1. I am a server, and my service quality is directly proportional to my quality of life and personal achievements.

If you don't care about and serve your customers well, your competitors will do it for you.

Four. Conclusion:

No matter how detailed and accurate a map is, it can never move half a step on the ground with its owner ... No matter how fair a country's laws are, it can never stop evil from happening ... Without a treasure book, even the five dense forests in my hands can never create wealth. Only actions can make maps, laws, iodine, dreams, plans and goals meaningful!

The curve of buying emotion-buying signal

Telemarketing (2)

According to statistics, 80% of marketing companies and 80% of salespeople spend 80% of their time on telemarketing every day, but only 20% of them have access to telephone masters.

Flowchart Appointment → Frequent investigation → Finding customers → Serving old customers → Clear goals, the feeling I want to bring to customers → The feeling that I am not with customers → The help of my phone to customers → What objections do customers have to my phone → We need to have solutions and backup plans → How can I explain how to serve? Customers will buy my bill → recommend it.

Preparations for making a phone call

1. Emotional preparation (peak state)

2. Image preparation (smiling in the mirror)

3. Sound preparation: (clear/beautiful/standard)

4. Tool preparation: (black, blue and red pens; 14 Open the notebook/blank paper/pencil; Fax, post-it notes, calculator)

Successful sales begin with small details. Looking at the way we work from customer details, repeating simple things is the key to successful sales.

B: Five details and main points of making a phone call:

1. Listen with your ears and listen to the details; Speak, communicate and repeat with your mouth; Take handwritten notes and remember the main points (record the time and date of the call)

2. Concentrate on making phone calls, make similar calls at the same time, make important calls at the appointed time, and make correspondence calls for no more than 8 minutes.

It is a persuasion to stand up and make a phone call. Participate in subconscious learning with body movements.

4. Listen carefully: Focus on the current call (get feedback, suggestions and complaints).

Don't interrupt the customer, respond sincerely, enthusiastically and positively.

C: Three principles of telemarketing: loudness, excitement and perseverance.

D: the core concept of marketing:

Love yourself, love the company and love the products.

1. Every call is rich.

The telephone is the public relations image spokesperson of our company.

If you want to make a good call, you must first have strong self-confidence.

Praise the customer before making a good phone call. Telephone communication is a mirror of yourself.

Telemarketing is a kind of confidence transmission and emotional transfer. Will it infect each other?

Telemarketing is a psychological game, with clear voice, good intentions and strong opinions, and the frequency is moderate according to the other party.

7. No one will refuse me. The so-called refusal is just that he doesn't know enough, or my phone time or attitude can be better.

8. The other person on the phone is my friend. I called him because I helped him grow and make his business profitable.

9. The quality of advertising depends on the quality of business telephone answering and communication. The value of all telephones is ten to one.

10. Introduce the product and shape its value: express it with data, people, time, storytelling and sensibility to prove the value of the product.

E: Eight ways to establish affinity on the phone:

1. Praise rule

2. Language and text synchronization

Repeat what the customer said.

Use the customer's mantra

5. Emotional Synchronization and Belief Synchronization: Integrated Architecture Development: I agree with you and change all "buts" into "simultaneous".

6. Synchronization of intonation and speech speed: According to visual, auditory and sensory types, communicate with each other by using their representation system.

7. Synchronization of physiological state (mirror reaction of breathing, expression, posture and action)

8.humor

F: Reservation telephone number:

Benefits to customers

(2) Clear time and place

(3) Who will attend?

(4) Don't talk about details.

Design our speech with six questions:

1. Who am I?

2. What should I say to the customer?

3. What's the benefit of what I said to customers?

Can I prove that what I said is true and correct?

5. Why do customers pay the bill?

6. Why is the customer paying now?

E: idioms in marketing:

Idiom: What's your name?

Professional expression: Excuse me, may I know your name?

Idiom: Your problem is really serious.

Technical term: I have a better life this time than last time.

Idiom: The problem is that all the products are sold out.

Professional expression: Due to the large demand, we are temporarily out of stock.

Idiom: You don't need to worry that it will break down again after this repair.

Professional expression: You can use it safely after this repair.

Idiom: You are wrong, it's not like that!

Professional expression: I'm sorry I didn't make it clear, but I think it works differently.

Idiom: pay attention, you must do it well today!

Professional expression: I will be very grateful if you can finish it today.

Idiom: You don't understand, just listen this time.

Professional expression: Maybe I didn't make myself clear enough. Please allow me to explain it again.

Idiom: I don't want you to make the same mistake again.

Professional expression: I am confident this time that this problem will not happen again.