Sales psychology: Nine things a salesman can't say.

sales psychology: Nine things a salesman can't say

Being a qualified salesman is not that simple. Salespeople pay special attention to language, and many times they may let their customers go away because of your words. Therefore, we must talk and make good words. So what can't you say as a qualified salesman?

1. Don't say critical words

This is a common problem of many salespeople, especially new salespeople. Sometimes, when they speak without thinking, they blurt out and hurt others, and they don't feel it. A common example, when you see a customer's first sentence, you 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 is it? Your business card is so corny! ? Life is worth more than death! ? These blurted words contain criticism. Although we don't mean to criticize and accuse, we just want to make a smooth speech and have an opening speech, which sounds uncomfortable to customers.

people often say, You're willing to be a cow and a horse with a good word? In other words, everyone wants to be affirmed by the other party, and everyone likes to listen to good words. Otherwise, how can there be? Praise and encouragement make an idiot a genius, while criticism and complaint make a genius an idiot? In this world, who wants to be criticized? Salespeople are engaged in sales promotion, and they deal with people every day. Praise words should be said more, but they should also pay attention to the right amount. 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 what he says. His mouth is so sweet that it's all fake. The people trained by this insurance company are 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 indiscriminately. 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 topics

In business, you'd better not take part in discussing 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 lack of 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 topics, and finally their opinions will be divided. Some of them have won despite being red-faced and thick-necked on some issues. Get the upper hand? But after the fight, a sale just fell through. What's the point of arguing about this subjective issue? 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 the clients, Mr. Li gave full play to his major one after another. What? Exempt from premium? 、? Rate? 、? Creditor's rights 、? Beneficiary of creditor's rights? A lot of technical terms, etc., make customers fall into the fog of five miles, as if groping in the dark, and the other party's aversion mentality arises. It is natural to refuse, and Mr. Li unconsciously misses the business opportunity to promote sales. After careful analysis, we will find that salesmen treat customers as colleagues in training them, and they are full of specialties. How can people accept it? Since I don't understand, how can I buy products? If you can convert these terms with simple words, so that people can understand them clearly after listening, then the communication purpose can be effectively achieved and the product sales will be unimpeded.

4. Don't exaggerate

Don't exaggerate the function of the product! This false behavior, customers in the future to enjoy the product, will eventually know what you said is true or false. Just because you want to achieve a temporary sales performance, you must exaggerate the function and value of the product, which is bound to bury one? Time bomb? Once a dispute arises, the consequences will be unimaginable.

every product has its advantages and disadvantages. As a salesman, we should stand in an objective angle, clearly analyze the advantages and disadvantages of the product with our customers and help them? Shop around? Only by knowing yourself and being familiar with the market situation can you convince customers to accept your products. Remind sales staff that any deception and exaggerated lies are the natural enemies of sales, which will make your career unsustainable.

5. Prohibit offensive words

We can often see such scenes. Salespeople in the same trade use offensive words to attack competitors, and some even say that the other party is worthless, which makes the image of the whole industry unsatisfactory in people's minds. When most of our salesmen talk about these offensive topics, they lack rational thinking, but they don't know that the offensive words and expressions against people, things and things will cause the resentment of prospective customers, because when you talk about it, you look at the problem from one angle, not everyone is on the same angle with you. If you are too subjective, it will be counterproductive, and it will only be harmful to your sales. I believe that with the development of the times and the strengthening of corporate culture of various companies, aggressive words will never become popular.

6. Avoid talking about privacy

When dealing with customers, the main thing is to grasp each other's needs, instead of talking about privacy at once, which is also a common mistake made by our salesmen. Some salesmen will say, all I talk about is my privacy. What does it matter? Even if you only talk about your privacy and don't talk about others, can you make substantial progress in your sales by telling the whole story about your marriage, sex life and finance? Maybe you will say, we don't talk about this with customers. It's difficult to talk about sales directly. It's okay to talk about it. Actually, this kind? Gossip? It's meaningless to talk about it. It's a waste of time not to talk about it, and it's also a waste of selling business opportunities.

7. Ask less questioning topics

In the sales process, you are worried that the prospective customer won't understand everything you say, and you constantly question the other party for fear that the other party won't understand you. Do you understand? Do you know what I mean? Do you understand such a simple question? It seems that an elder or a teacher questions these disgusting topics. As we all know, from sales psychology, questioning customers' understanding all the time will lead to customers' dissatisfaction. This way often makes customers feel that they are not respected at least, and rebellious psychology will follow, which can be said to be a big taboo in sales.

if you are really worried that the prospective customer still doesn't quite understand in your detailed explanation, you can get to know each other in a tentative tone. Is there anything I need to elaborate on? Maybe this will be more acceptable. Maybe, when the customer really doesn't understand, he will take the initiative to tell you, or ask you to explain it again. Here, give a piece of advice to the salesman, customers are often smarter than us, and don't replace their advantages with our blind spots at will.

8. Change boring topics

There are some boring topics in sales, and you may have to explain them to customers, but these topics can be said that everyone doesn't like to hear them, and even want to doze off after listening to you. However, due to the pressure of sales, I suggest you make this kind of words simple and can be summarized. In this way, customers will not feel tired after listening to it, and your sales will be effective. If you have to explain some very important words to your customers clearly, then I suggest you don't try your best to force them. In the process of your explanation, you might as well find some short stories and jokes that they like to listen to from another angle to stimulate them, and then get back to the topic. Perhaps this effect will be better. In short, I personally think that this kind of topic, because it is boring and customers don't like it, you'd better keep it if you can, and put it aside, sometimes it's better than telling the whole story.

9. Avoid indecent words

Everyone wants to be with cultured and hierarchical people, on the contrary, they don't want to be with those people. Swearing? With people. Similarly, in our sales, indecent words will definitely have a negative impact on our products. For example, when we promote life insurance, you'd better avoid it? Death? 、? Dead? Finished? Words like that. However, experienced salesmen often use euphemistic words to express these sensitive words when dealing with these indecent words, such as? Loss of life? Go out and never come back? And so on to replace these languages that people don't like to hear. Indecent words will greatly reduce your personal image, which must be avoided in the sales process. If you pay attention to it and correct it, you will succeed! ;