About evidence skills in sales rhetoric

In sales speech, in order to convince the other party, various evidences are often used to prove one's point of view or product. Understanding the types and effects of various evidences and using them at the appropriate time is an important skill in sales speaking and an essential skill for becoming the greatest salesman. For this reason, I will share it with you, welcome to read it. Four Evidence Skills in Sales Speech

Evidence 1 in Sales Speech: Numbers

Numbers give people a clear and practical feeling, and are far more convincing than cumbersome ones. Argument is the most commonly used evidence in sales rhetoric. For example,

Salesperson: Manager Zeng, if you use our products, your employees' work efficiency will be greatly improved and you can save wages. ?

Salesperson: ?Mr. Zeng, if you use our products, your employees' work efficiency will increase by 50 and you will save more than half of your salary. ?

Which one of the above two sales techniques do you think is the most effective? It is definitely the second one. Therefore, before persuading customers, you should work hard to check your sales words, try to remove those uncertain words and replace them with numbers to enhance the persuasiveness of your sales words.

Evidence 2 in sales rhetoric: images

? Hearing is better than seeing. Using images as sales rhetoric has become a common sales technique. Among real estate sales techniques Model rooms, show cars in car sales techniques, all use images. Even when salespeople come to visit, they have to bring this laptop and pull up the PPT to show the other party. But what if you are using face-to-face phone sales techniques? There is also a way, that is, your description. You must be good at describing the characteristics of the product into vivid images to convince the other party.

Salesman: Mr. Li, our car freshener tastes very good, is purely natural, and is very refreshing.

Salesman: Mr. Li, when you use our car freshener, you will feel like you are among the colorful and swaying flowers in the green mountains. The fragrance like roses will make you comfortable and refreshing. ?

Evidence 3 in sales rhetoric: Experience

The feelings and experiences experienced by oneself and others can also be used as evidence to persuade customers. It should be noted here that as a sales pitch, the role and effect of your own experience and that of others are different. A salesperson's own experience has relatively low credibility for customers. Therefore, when a salesperson uses his own experience to organize sales speeches, he must be objective and detailed. Making customers feel credible is the key. The experience of others is better based on the experience of people or celebrities familiar to the customer. Familiar people are cordial and celebrities have strong authority. This not only has high credibility but also easily induces a herd mentality in customers, and the persuasive effect of sales words is relatively high. good.

Evidence 4 in sales rhetoric: Dramatic evidence

Dramatic evidence is the use and design of persuasive methods that are unique and can impress the person being persuaded. It is a very unique sales technique. .

Strange sales tactics: A foreign salesperson approached a business owner to sell a product. He said: Boss, the method you are using now is as wasteful as burning money. ?Then he took out a large bill from his pocket and lit it with a lighter. At the same time, while burning, he explained his arguments and introduced his product. This method gave the boss a strong impact.

In this kind of sales rhetoric, the use of dramatic evidence is to create a dramatic atmosphere and scene, so that the target can be "immersed in the scene" and fall into your persuasion unconsciously. Not being a calm bystander. Details in sales communication

1. The tone of questions should be gentle and affirmative

Generally speaking, if the tone of the salesperson's questions is different, the customer's reaction will be different and the answers will be different.

For example, Madam, your bargaining price is so harsh, can we accept it? Madam, your bargaining price is far beyond our estimate. Is there room for negotiation? Although these two sentences are questions, their tone is quite different. Different, the former seems to have the meaning of challenge, it seems to tell the customer:

If you bargain too hard, we will have nothing to talk about. The latter can make the atmosphere of the conversation much lighter. It can be seen that the tone of the question will directly affect the customer's attitude. Usually, when interacting with people, you will find that talking with people in a positive tone will make others feel trustworthy and approachable. On the contrary, talking to people in a negative tone will leave an impression of alienation and doubt on others. Therefore, sales staff should use a positive tone when talking to customers during the sales process, so as to make customers more interested in the products you sell. Don't ask: I'd like to know if you still have enough shampoo. Can I interest you in changing the layout and decor of your office? Questions like these should not be asked of clients. You can learn from some good beginnings, such as, ?Do you think you are willing to you have you already and so on. In short, when you start selling, you should focus on the issues that the customer is interested in.

2. When asking questions, be sure not to ask questions without aim.

Salespeople must remember: Questions to customers must be to the point, and do not ask questions without aim. That is to say, everything you say and do in the process of communicating with customers must be closely centered around specific goals. When you ask questions to customers, you must also be purposeful. Never stray away from the most fundamental sales goals without aim.

When selling products to customers, you must ask them questions with a purpose, otherwise, blind questions are meaningless. For example, a priest asked an old man: "Can I smoke while praying?" Naturally, his request was firmly rejected. Another priest asked the same old man: "Can I pray while smoking?" He was allowed. The latter pastor’s willingness to ask questions is the same as the former pastor’s willingness to ask questions. Why was the former pastor rejected, but the latter pastor was allowed? Because the former pastor did not think about the purpose of his question, and the latter pastor He was very clear about the purpose of his questions, so he paid great attention to the wording. When the wording changed, the results also changed.

3. Don’t put forward “ultimatums” to customers.

During the sales process, some salespeople often ask to ask such questions to customers during interviews, such as, “What do you want to do?” Buy or not? You haven't made a purchase decision yet. Can we reach an agreement today? Do you accept my sales suggestion? Will you buy this product? These questions that are similar to issuing "ultimatums" often make customers very disgusted. From another perspective, this kind of questioning also violates one of the rules of sales psychology, which is to avoid asking questions that are prone to objections. Asking customers for their opinions in the form of an "ultimatum" will only lead to a negative response. For example, "Let's talk about it again. Do you want this product?" Such questions can only arouse customer resentment and get a negative answer: "No! No! I don't want to talk about this now!"

Therefore, in order to get rid of the pressure from the salesperson's side, the customer will ruthlessly reject the salesperson's suggestions. Therefore, when inducing customers to purchase products, salespeople must not ask "ultimatum"-style commanding questions.