How to find the most effective customers in business, give examples to explain, don't COPY others', as long as I see OK, I will give you high marks.

1. Correct concept and mentality of excellent salesmen

Question 1: What are the key factors that determine the success of a salesman?

think, ask and answer

explain: 2/ of successful salesmen. Rule 8

Overcome salesman's fear of failure

Improve salesman's self-confidence and self-worth

Salesman must have strong ambition

Salesman must have full confidence and knowledge of products

Salesman must have a high degree of enthusiasm and service

Salesman must have extraordinary affinity

Salesman must be responsible for the results (sense of responsibility)

Salesman must have clear goals and plans

. How do excellent salesmen develop and accept potential customers?

Question 2: What do you know about contacting and developing new customers?

Think, ask and answer

Explain: Let customers pay 1% attention to us

Key points of telephone customer development

Precautions for visiting customers

Question 3: How do excellent salesmen establish affinity with customers?

think, ask questions and answer

explain: affinity equals the basis of sales building

methods for establishing affinity

synchronization of mood, intonation and speaking speed, synchronization of physiological state

synchronization of language and writing, and integration of architecture

4. How do excellent salesmen introduce their products

Question 4: Can you clearly tell the buying point of your products and the company's?

think, ask and answer

explain: the product introduction designed specially is 2 times more efficient than the product introduction without design

product introduction method

pre-frame method/hypothetical syntax/descending introduction method

find out the most concerned interests of customers/listening skills

interactive introduction method/visual sales method/hypothetical transaction method

think, ask questions and answer

explain: customer's resistance is normal, and customer's resistance is to ask you questions

seven common resistances and countermeasures

silent/excuse/critical/problem

subjective/suspicious

methods and skills to deal with resistance

VI. How do excellent salesmen conclude a deal <

think, ask questions and answer

explain: three mistakes that should be avoided when concluding a transaction

key points to remove customers' resistance to price

1 ways to conclude a transaction

use customer referral to find new customers

VII. How do excellent salesmen plan and manage their time

Question 7: How do you plan and manage your time?

explanation: nine secrets of time management

correct concept of time management

how to make a daily/weekly/monthly plan

VIII. How do excellent salesmen deal with the price-cutting problem

Question 8: What is your experience in dealing with the price-cutting problem

Think, ask and answer

explanation: the reasons for the price-cutting problem

think, ask and answer

explain: sales must be "intentional"

sales must be innovative

sales must be competitive

sales must be vigorous

There are three factors that affect success: mentality, timing and courage

Ten commandments in sales and two main points in sales

sales process

1. When many salesmen start to do business, they are often very motivated. They find customers, send samples, and don't know what to do when they quote the price. They often give up all their efforts. In fact, you should keep asking him when your order will be placed, and keep asking him until there is a result. In fact, purchasing is just waiting for us to ask him, just like a child doesn't cry, how do we know that he is hungry?

2. You should fish, not cast a net. The most effective and comfortable way to run a business is to use fishing, just like when we started chasing girls, can we chase several girls at the same time and then have one in Botha? Let's catch a glimpse of one and pursue her tirelessly until we succeed. I run my own business like this. I will choose the right industry. For example, if I want to be an earphone industry, I will pick about three of the industries to attack him seriously until I get into it, and the rest will be easy to do in the future. In this way, when you account for 8% of the headset industry, we will transfer to other industries and copy it. Just like fishing, it is very comfortable to catch the big one and fish one by one.

3. bold, cautious and thick-skinned. When we were young, the older ones told us that we were bold, cautious and thick-skinned. In fact, doing business is like chasing girls.

4. the result of the conversation is not important, but the atmosphere of the process is very important. When chatting with purchasing, we often pay great attention to the content of the conversation and always say that there is no topic. In fact, we should pay attention to the process and atmosphere of our conversation. If we talk happily and harmoniously that day, our feelings will be very close. After many days, we often forget what we talked about at that time and only remember the day when we talked well. In fact, the same is true for purchasing. We will give him a quotation for the price, a quality certificate for the quality, and we will stamp and sign it back to him at the delivery date, so we just need to talk with things outside the business, and it is best to talk about the issues he is interested in.

5. There must be a probation period. When a customer does it, it's like a man and a woman getting married. Finding a customer is like finding a dream lover. From making a phone call to placing an order is as long as sending a love letter to getting engaged. When you get married, you have to live seriously. Let's not make it big at once. It's hard to maintain the freshness of getting married at first sight. We should all give our customers some time to check each other's credit, service and so on.

6. Don't save face when doing business. When the business is done, when it comes to collecting money, many people will think that I am so familiar with purchasing that I feel embarrassed to chase his money all day long. Therefore, we rarely chase money or stop chasing it after several times. In fact, we have to get the payment before we can get the commission. It is only natural to pay back the debt. If you owe him too much, your business will not last long. I don't usually ask him to arrange the payment, but I say, Mr. * *, you arrange the payment for me on Wednesday, and I'll pick it up that afternoon. Sometimes he says that day won't work, so I say, Tuesday will do, and he often says Wednesday will do.

We will keep calling them until he knows it's me as soon as he hears the sound. It's best to make him think about you. Doing business is like falling in love. We can't expect others to marry you after one appointment.

Shopping is forgetful, so we should constantly remind him. There are two points about being careful:

For yourself, you should know everything about the customer carefully before being a customer. For example, who he did business with before, that is, who your competitors are. Knowing this, you can quote and make countermeasures. Understand why customers want to do business with you. If someone else refuses to supply them, we can ask him to make cash, and he will definitely default. If it is the opponent's fault, such as poor quality, high price and poor service, you can make corresponding countermeasures to deal with him. If you do something better than your opponent and make him do it with you, then you will know how to do it later.

For customers, always pay attention to the topics they like and his hobbies. Talk to him more if he likes, and pay attention to his every move, so that you can appeal to his liking.

3. About the salesman himself. Many people think that it is best for a salesman to be tall and handsome. A salesman must be eloquent and articulate, and he can spit out oil in his mouth to be eloquent. Salespeople must be able to smoke, carry cigarettes with them at all times, and send them to everyone. Salespeople must know how to drink, liquor and beer. In fact, I feel that these are not important. Personally, I am less than 16MM tall. When I first started my business, I felt very inferior and my speech was not fluent, let alone eloquent. I never smoke. I drink a bottle of beer at most, and I get drunk when I drink more, but diligence can make up for it. When I first started my business, I was in Huizhou, and for the first three months, I took some clothes and went to my brother's factory in Dongguan for a few days. An industrial zone, a run of industrial zones. In this way, I walked for three months, and a few customers also ran down, but a pair of leather shoes were rotten, and people were as black as black carbon heads. I'm starting my own factory now. I often ask salesmen whether the first three months are a human life, and it's ok after they get through it, so the business office is outside the factory.

4. Do you want to give kickbacks on business? This is the biggest headache. I also posted some posts about kickbacks in Ali before, and my friends' posts are also different, which makes sense. You can have a look if you are interested. My personal idea is not to give kickbacks as much as possible, even if it is difficult or impossible to get in. If customers really do it by quality and price, if they are better in service, they will have more opportunities to do it. Do you think you can satisfy the purchasing heart forever? If your product is very advantageous, it will be difficult to have any high value in the product if others give kickbacks, and the life of purchasing is very short. When he leaves, it is often easy for others to make it at a low price.

5. About the salesman's speculation. I also posted a lot of posts, and many people talked about it. Personally, I don't think we should speculate when we are on the job. We should be honest and principled people. Speculating will not increase your extra income, but will make you nervous. If you are really capable, you can start a business and do it yourself, so that others can serve you.

1. looks are not annoying. if you are not good-looking, let yourself be talented; If you have no talent, always smile.

2. Temperament is the key. If you can't learn fashion well, you'd rather be simple.

3. When shaking hands with people, you can hold them for a while. Sincerity is a treasure.

4. You don't have to use "I" as the subject.

5. Don't borrow money from friends.

6. Don't "force" guests to see your family photo album.

7. please sit next to the driver first when you fight with someone.

8. Insist on saying nice things about others behind their backs, and don't worry that these nice things won't reach the ears of the people concerned.

9. When someone speaks ill of someone in front of you, you just smile.

1. Drive your own car, and don't stop to say hello to a colleague who rides a bike. People will think you are showing off.

11. Visit your colleague when he is ill. Sit naturally in his hospital bed and wash your hands carefully when you get home.

12. Don't tell everyone about the past.

13. respect people who don't like you.

14. focus on things, not people; Or be ruthless about things and have affection for people; Or be the first and do things second.

15. Self-criticism always makes people believe, but self-praise is not.

16. Nothing can improve your bowling performance more than onlookers. So, don't be stingy with your cheers.

17. Don't take others' kindness for granted. You know, gratitude.

18. The "myna" on the banyan tree is talking, but only talking but not listening, and the result is a mess. Learn to listen.

19. Respect the master in the reception room and the cleaning aunt.

2. Remember to always start with "we" when you speak.

21. Give a hand to everyone who sings on stage.

22. Sometimes you should know perfectly well: Your diamond ring is very expensive! Sometimes, even if you want to ask, you can't ask. For example, everyone knows how old you are, but some words should not be said on some occasions. We often see the phenomenon that a business is ruined by one sentence in sales. If a salesman can avoid making a slip of the tongue, the business will definitely be fruitful. To this end, the author summarizes nine things that should not be said when "disaster comes from the mouth", hoping that business personnel must avoid it.

1. Don't say critical words

This is a common problem of many business people, especially newcomers. Sometimes they speak without thinking, and they blurt out and hurt others, and they don't feel it. A common example is to say, "Your building is really difficult to climb!" "This dress doesn't look good. It doesn't suit you at all." "This tea tastes terrible." Or "Your business card is so old-fashioned!" "It's better to be alive than dead!" These blurted words contain criticism. Although we don't mean to criticize and accuse, we just want to make a round taste and have an opening speech, which sounds uncomfortable to customers.

Editor's recommendation:

The 12 most commonly used English expressions for orders are six steps to guide customers to say "Yes"

11 interview skills for top luxury cruise ship (photos) salesmen who have won the Titanic

People often say, "I am willing to be a cow and a horse", that is to say, everyone wants to be affirmed by the other party, and everyone likes to listen to good words. Otherwise, how can there be a saying that "praise and encouragement make an idiot a genius, and criticism and complaint make a genius an idiot"? Who wants to be criticized in this world? Business people are engaged in sales promotion, and they deal with people every day. Praise words should be said more, but they should also be paid attention to in moderation. Otherwise, people will feel hypocritical and lack sincerity. Just like Aunt Wang, who lives in my compound, one day after the salesman said goodbye to her, she came to us and said, "Don't listen to him. His mouth is as sweet as death. It's all fake. Why are all the people trained by this insurance company all the same? They are glib and slick!" You see, this aunt Wang reminds us invisibly that the complimentary words in conversation with customers should come from your heart, and you can't praise them blindly. You know, if you are humble and naturally express them, you can win people's hearts and convince people.

2. Put an end to subjective issues

In business, you'd better not participate in discussions on topics that have nothing to do with your sales promotion, such as politics and religion, which involve subjective consciousness. No matter what you say is right or wrong, it has no substantive significance for your sales promotion.

some of our newcomers, who have not been involved in this industry for a long time and have little experience, are inevitably unable to master the customer's topics in the process of communication with customers. They often follow customers to discuss some subjective issues, and finally their opinions will be divided. Some people get the advantage of "getting the upper hand" even though they are red-faced on some issues, but after the fight, a business is so ruined. Think about the debate on such subjective issues. What's the point? However, experienced old salesmen, in dealing with such subjective issues, will start some discussions with customers' views at first, but in the debate, they will immediately lead the topic to the products they are selling. In a word, I think that everything that has nothing to do with sales should be put aside, especially subjective issues. As a salesman, we should try our best to put an end to it, and it is best to avoid talking about it, which will be good for your sales.

3. Use less technical terms

Mr. Li has been engaged in life insurance for less than two months. As soon as he entered the battle, he flaunted to his customers that he was an expert in the insurance industry. A lot of technical terms were shoved at them on the phone, and all customers felt great pressure. After meeting with customers, Mr. Li made great efforts to develop his major one after another. What "exemption"