What does speech mean? The most powerful sales force of speech.

I don’t know if you have ever heard a salesperson in your team say that speaking skills are tools only used by “junior sales” because speaking skills:

are constrained Your sales ideas make you uncreative.

Make the conversation between you and the customer seem fake and inflexible.

It can be said that the salespeople who make such comments are generally those who were more stubborn and conservative at the time, or those who did not like to learn new skills, or were arrogant.

When I was a sales director in an organization before, I found that some sales leaders were always very bad at handling resistance and objections to many new sales dialogue techniques.

This is always the case in real life: some sales leaders are always able to convince sales of every instruction they issue, and any instruction issued by some sales leaders will be questioned. One of the doubts is For speaking skills.

When I was observing a supervisor’s training, a salesperson raised an objection: He felt that the sales language they were being trained on was not very well written, and he had a better set of words in his mind. He hoped that can be implemented. The supervisor at the time obviously interrupted the entire training process and took a long time to deal with the sales resistance. Moreover, the results did not seem that convincing, so I decided to give him a demonstration again.

I then interrupted the conversation:

Vincent: Being able to boldly think about the quality of speech and think of improvements shows that Bobo really wants to do this job better. I appreciate this very much. Just now you mentioned that you have a better wording that can replace the company's existing wording. I would like to know, how do you know it is better?

Bobo: Well, I added some adjectives and metaphors to the words, which seems more vivid.

Vincent: So your judgment on the quality of a speech comes from whether it contains beautiful adjectives and metaphors?

Bobo: Well, yes.

Vincent: Are there any other reasons that might help you decide if it's a good phrase?

Bobo: Well, no more.

Vincent: (I looked around at all the sales people in the training room) I want to ask everyone, what kind of speaking skills are good?

So, at this time, everyone started to speak and discuss, and everyone gave a reason. In the noisy speech, I heard a salesperson say, "It should mean that the order was signed successfully." "Skills are good words." I asked everyone to quiet down, asked who said this answer, and then invited everyone to applaud this answer.

At this time, I ask everyone:

Why did I choose this answer as the correct answer?

Why can only words that are successful in signing contracts be considered good words?

I think everything that will happen next must be as you expected. Everyone in the classroom is collecting various angles and evidence to prove this point of view. Bobo, who raised objections, also spoke. He nodded slightly thoughtfully (remember, he nodded slightly, not completely convinced).

I then ask everyone: Do you know where the rhetoric you are learning comes from? How much performance has this set of words created for our company?

While everyone was still thinking, I continued:

"These words were created by the outstanding salesmen in our company's history. Each of them has a performance of xx million Most of the above are written by top salespeople in the team, and I personally modified them. Every sentence has been adjusted according to consumer psychology, and this set of words has already created XXX million in revenue for our company. Who dares to tell me today that his words are better than this?"

"I am very happy to have the intention to make this set of words better, but I hope you can use the results to prove to me that your words are better. Before this result occurs, everyone must Practice your speaking skills to the point where you are familiar with every word. Remember, I mean "flawless", not 90%, nor 95%.

As you use it. When your sales volume for four consecutive months is more than XX million yuan, and your income is more than 15,000 yuan for four consecutive months, you are welcome to walk into my office and tell me: Vincent, I think the conversation skills here are pretty good. Even better, this set you compiled is really rubbish."

Everyone laughed after listening to it. Everyone had a new perspective on the words in hand. It was obvious that the materials in their hands suddenly felt like "treasures". Bobo also looked very embarrassed. I turned around and asked him, what should you do next?

He thought for a moment and replied firmly: "Every word is perfectly understood."

What is sales pitch?

Words: It is a sentence, or a paragraph, or several paragraphs that is systematically compiled before the start of sales in order to achieve a certain sales goal. Usually the logic is clear, the arguments are sufficient, and the persuasiveness is strong.

If you still find it difficult to understand, then the true story I told you in the previous article is just a piece of storytelling.

Through the explanation of this story, you began to realize the role of words?

How to measure the quality of speaking skills?

Even the resistance of a sales BOBO dialogue technique is reduced and transformed into strong recognition and acceptance.

Whether you realize it or not, when you speak, you are actually using some words intentionally or unintentionally to explain your point of view and persuade the other party.

The case just now is a common "talking technique" in the sales management team, because this scenario will appear many times in the sales team. If our managers answer hastily every time , If the doubts in the sales mind are not clearly resolved, then the sales execution will be greatly reduced. And we don’t have so much time and cost to let a salesperson contact customers with doubts and uncertainty. And the article you see next is also a "wordsmanship".

Therefore, for ordinary salespeople, a good "wordsmanship" must be carefully thought out.

Gives you more control over your conversations.

In sales, there are three important links that are the key points for our performance:

Obtaining potential customers

Visiting (attending)

Sales consultation

If you design professional speaking skills for these three links and execute them efficiently, then these three links will seem easy, and as a salesperson, you will even As a sales manager, you will become more and more confident.

What makes sales work stressful and tiring?

Because: Many salespeople cannot predict what customers will do next, so they are always passive in dealing with various customer resistance, objections, lies, refunds, and complaints.

Sales who are becoming more and more confident are "predictive" of any situation that arises from customers, whether it is various "questions" raised by customers or "resisting doubts".

#TOP Sales Quotes# "Foresight" is power.

Words are one of the sources of power of this kind of foresight.

It gives you control over the direction of the conversation and can help you steer the conversation toward the topic you desire.

In fact, "talking skills" are not only used in the sales field, I also use them constantly in other fields:

Recruitment;

Coaching;

Company consulting;

Mobai;

Sales;

Sales dismissal;

Sales transfer;

Sales promotion;

Proposal;

Training;

1 chat;

1 cocktail party;

When you Anticipate the various directions that may arise in the sales conversation. As long as you do not "prejudge" in advance, you will not be restricted by rigid thinking. Instead, you will be truly flexible and changeable.

I have been writing about speaking skills for nearly 10 years (not just sales), and I can tell you with certainty that "speaking skills" are very effective.

What we need to do is to learn how to make more efficient speeches, and how to make sales recognize this and implement it efficiently.

Those excellent salesmen do not have much magic power, but that they have hundreds or thousands of sets of words stored in their brains, which they can call upon at any time according to the occasion. More importantly, they are constantly thinking about these. In terms of the details of speech skills, they found that there is a difference in one word between "Is there more?" and "What else?"

Examples of excellent speech skills in the insurance industry

People often say "I don't like insurance", so I want to know, do you like "medicine"? You must say you don't like it. It is true that no one likes "medicine", but why do you still need to take medicine when you are sick? Because it’s necessary!

I think: buying critical illness insurance must not be for getting sick, but for living a healthy life; buying accident insurance must not be for accidents, but for a safe life! To put it bluntly, buying pension insurance is so that we can still live with more dignity when we grow old. Instead of always turning your head with your heart turned upward, there is a saying in our industry that I think is very good: If you are well, wouldn’t it be better for insurance to accompany you until you grow old?

Examples of excellent speech skills in the training industry

A parent asked me: Is learning English useful?

I said: Can I ask you a few questions before I answer you?

Parents: Yes.

I said: Do you have an umbrella at home?

Parents: Yes.

I said: Do you use it every day?

Parent: Of course not, it’s only used when it rains or snows.

Me Me: Yes, so does my home. Then will you wait until it rains and snows before buying an umbrella? (Pause for a second) You won’t, because you know it will be too late to buy by then. The same is true for learning English. When you find that your child needs to use English to find a job, or use English to get an opportunity to study abroad for postgraduate entrance examinations, Or by the time you compete with children from developed areas to cross the single-plank bridge in the national high school and college entrance examinations, it may already be too late.

(If you are unable to answer questions, you can ask and answer yourself)

I hope you can feel the power of thinking and the charm of language in the above words. If you pay attention carefully, There are many excellent words that can be used everywhere in life.

At the end of the article, I also want to tell you:

As a classic saying, some salesmen are ecstatic and feel that they have found a magic weapon to control others, and some salesmen will Think deeply:

What is the idea behind this sentence technique?

Is this the meaning of life behind this sentence?

Why can’t I agree with this statement?

Is it because there is no such intention in the experience and exploration of life?

If we just talk about "word skills" that we don't believe in, and use them proficiently just for "money", then the words skills and you are completely different from each other.

The separation between what we say and what we do will only make us more fragmented.

How can a proud life speak words of humility;

How can a critical life speak words of praise;

How can a cold life speak words of praise? Passionate words;

How can a stingy life speak generous words;

How can a perfunctory life eager for quick success and instant benefits speak professional words;

Hypocritical How can life speak out sincere words;