Seeking some skills to be a salesperson and receive customers.

Category: Business/Financial Management >> Advertising Marketing

Problem description:

Some skills for salesmen to meet customers should be detailed, preferably their own successful experience. I hope I can give you some suggestions, thank you.

Analysis:

First, the correct concept and mentality of excellent sales staff

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

Think, ask and answer.

Explanation: The 20/80 Rule of Successful Salespeople

Overcome the salesman's fear of failure

Improve the self-confidence and self-worth of salesmen.

Salesmen must have strong ambitions.

Salespeople must have full confidence and knowledge of products.

Sales staff must have a high degree of enthusiasm and service.

Salespeople must have extraordinary affinity.

Sales people must be responsible for the results.

Salespeople have clear goals and plans.

Second, how do excellent salespeople develop and accept potential customers

Question 2: What is your experience in contacting and developing new customers?

Think, ask and answer.

Explanation: Let customers pay 100% attention to us.

Key points of telephone development customers

Matters needing attention in visiting customers

Third, how do excellent salespeople build affinity with customers?

Question 3: What do you know about how to establish a good relationship with customers?

Think, ask and answer.

Explanation: Affinity is equal to the basis of selling property.

Affinity establishment method

Synchronization of sexual mood, intonation and speech speed, and physiological state.

Language and character synchronous integration architecture method

4. How do excellent salespeople introduce their products?

Question 4: Can you clearly state the purchase point of your product and the advantages of the company?

Think, ask and answer.

Explanation: The product introduction with special design is 20 times more efficient than the product introduction without design.

Product introduction method

Preframe/Hypothetical Grammar/Decreasing Introduction

Find out what interests/listening skills customers care about most.

Interactive introduction/visual sales/hypothetical trading method

5. How do excellent salesmen eliminate customers' resistance?

Question 5: What is your experience in eliminating customer resistance?

Think, ask and answer.

Explanation: Customer resistance is normal, and customer resistance is to ask you questions.

Seven Common Resistance and Countermeasures

Silence/excuse/criticism/question type

Subjectivity/doubt

Methods and skills to deal with resistance

6. How do excellent salesmen make a deal?

Question 6: What is your successful trading experience?

Think, ask and answer.

Explanation: Three mistakes to avoid when closing a deal.

Key points of eliminating customers' resistance to price

10 closure methods

Use customer recommendation to find new customers.

How do excellent salespeople 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

Eight, how do excellent salesmen deal with bargaining?

Question 8: What is your experience in dealing with bargaining?

Think, ask and answer.

Explanation: the reason for bargain hunting

Common conclusion killer

How to deal with the problem of bargaining?

The Transformation Strategy of Price Objection

How do excellent salesmen improve their sales performance?

Question 9: How did you improve your sales performance?

Think, ask and answer.

Explanation: Sales must be "intentional"

Sales must be innovative.

Sales must compete.

Sales must be vigorous.

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

Ten commandments of sales and two main points of sales

Sales process

1. A crying child has milk to eat. When many salesmen start to do business, they are often very motivated. They don't know what to do when looking for customers, sending samples and quoting prices. They often give up all their efforts. In fact, you should always ask him when your order will be placed, and always ask 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 he is hungry?

You should go fishing, not casting a net. The most effective and comfortable way to operate is fishing, just like when we started chasing girls, can we chase several girls at the same time and then Botha one? 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 choose about three industries to seriously attack him until I enter, and the rest will be easy to handle in the future. In this way, when you account for 80% of the headset industry, we will move to other industries and copy it. Just like fishing, it is very comfortable to catch big ones, one by one.

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

The result of the conversation is not important, but the atmosphere of the process is very important. When chatting with Daigou, 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 had a good chat. In fact, the same is true for purchasing. We will give him a price quotation and a quality certificate, and we will stamp and sign it back to him on the delivery date, so we only need to talk with things other than business, preferably about the issues he is interested in.

There must be a probation period. Customers do this, just like a man and a woman get married. Looking for a client is like looking for a dream lover. From making a phone call to placing an order, just send a love letter to getting engaged. When you get married, you should live seriously. Let's not make it big at once. It is difficult to maintain the freshness of love 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 in business. When it comes to collecting money, many people will think that I am too familiar with purchasing, and I feel embarrassed to chase his money all day long. So we rarely chase money or chase it a few times and then stop chasing it. In fact, we have to get the payment before we can get the commission. Paying off debts is a matter of course. If you owe him too much, your business will not last long. I don't usually ask him to arrange payment. I will say, Mr. * *, you arrange payment for me on Wednesday, and I'll pick it up in the afternoon. Sometimes he says that day is not good, so I say, Tuesday is good, and he often says Wednesday is good.

We will keep calling them until he knows it's me as soon as he hears the sound. Better remind him of you. Doing business is like falling in love. We can't expect others to marry you after one date.

Purchasing forgetfulness, we should constantly remind him. There are two points about being careful:

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

For customers, we should always pay attention to the topics that customers like and his hobbies. If he likes it, talk to him more. Pay attention to his every move and you can do whatever you want.

3. About the salesman himself. Many people think that a salesman should 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 and give them to everyone. Salespeople must know how to drink, white wine and beer. Actually, I don't think these are important. My personal height is less than 160MM. When I first started my business, I felt very inferior, and I was not fluent in speaking, let alone eloquent. I never smoke. I drink a bottle of beer at most, and I will get drunk if I drink too much, but diligence can make up for it. I was in Huizhou when I started my business. I took some clothes to my brother's factory in Dongguan for a few days in the first three months. An industrial zone, a series of industrial zones. In this way, I walked for three months, and several customers also ran down, but a pair of leather shoes were rotten and people were as black as black charcoal heads. I'm opening my own factory now. I often ask the salesman if the first three months were a human life, and it will be ok after getting through it, so the business office is outside the factory.

4. Do you want to give kickbacks when doing business? This is the biggest headache. I also posted some posts about kickbacks in Ali before, and my friends' posts are different, which makes sense. You can have a look if you are interested. My personal idea is to try not to give kickbacks, even if it is difficult or impossible to get in. If customers really rely on quality and price, if the service is better, there will be more opportunities to do it. Do you think you can always satisfy your purchasing desire? If your product is very advantageous, it will be difficult for others to give kickbacks to have any high value on the product, and the purchase life is very short. With him gone, it is often easy for others to make it at a low price.

5. Speculation about salesmen. I also posted a lot of posts, and many people are talking about it. Personally, I don't think we should speculate when we are on the job. We should be honest and principled people. Speculation will not increase your extra income, but will make you nervous. If you really have the ability, you can start a business, do it yourself and let others serve you.

1. looks 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, you'd rather be simple.

3. When shaking hands with people, you can shake hands for a while. Sincerity is a kind of wealth.

It is not necessary to use "I" as the subject.

5. Don't borrow money from friends.

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

7. When fighting with others, please sit next to the driver first.

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 parties.

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

10. Drive your own car and don't stop to say hello to your colleagues who ride bicycles. People will think you are showing off.

1 1. 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 let everyone know the past.

13. Respect people who don't like you.

14. Things are not people; Or be ruthless about things and have feelings for people; Or do first and do second.

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

16. Nothing can improve your bowling performance like a bystander. 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, just talking but not listening, and the result is a mess. Learn to listen.

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

20. Remember to start with "we" when you speak.

2 1. Give a hand to everyone who sings on the stage.

22. Sometimes you should know perfectly well that your diamond ring is expensive! Sometimes, even if you want to ask, you can't. For example, everyone knows how old you are, but some words should not be said on some occasions. We often see the phenomenon that an enterprise is destroyed by one sentence in sales. If the salesperson can avoid a slip of the tongue, the business will certainly gain something. To this end, the author summed up nine things that should not be said when "disaster comes from the mouth", hoping that business personnel must avoid it.

1, don't say anything critical.

This is a common problem of many business people, especially newcomers. Sometimes they speak without thinking and blurt out, hurting others before they feel it. A common example is: "Your building is really difficult to climb!" "This dress doesn't look good. Not suitable for 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, we just want to make a round taste and make an opening statement, which sounds very uncomfortable to our customers.

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People often say, "Say a good word, I am willing to be a cow and a horse", that is to say, everyone wants to be affirmed by the other side, and everyone likes to listen to good words. Otherwise, how can there be a saying that "praise and encouragement make a genius, and criticism and complaints make a genius"? Who wants to be criticized in this world? Business people are engaged in sales promotion and deal with people every day. Say more compliments, but also pay attention to 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 does this insurance company train the same people? They are glib! " You see, this aunt Wang invisibly reminded us that compliments in conversation with customers should come from the heart and not be blindly praised. You know, if you express it modestly and naturally, you can win people's hearts and convince them.

2, put an end to subjective problems

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

Some of our newcomers have not been involved in this industry for a long time and have insufficient experience. In the process of interacting with customers, it is inevitable that they cannot grasp the topics of customers. They often discuss some subjective issues with their customers, and finally their opinions will be divided. Although some of them were red-faced on some issues, they won the "upper hand" advantage, but after the fight, a business fell through. What's the point of arguing about such subjective issues? However, when dealing with such subjective problems, experienced old salespeople will start some discussions from the customer's point of view at first, but in the debate, they will immediately lead the topic to the products they are selling. In a word, I think everything that has nothing to do with sales should be put aside, especially subjective issues. As a salesperson, try 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 went to war, he showed off to customers that he was an insurance expert. They were pressed with a lot of technical terms on the phone, and all the customers felt great pressure. After meeting with customers, Mr. Li played one specialty after another, and a lot of professional terms such as "free of charge", "rate", "creditor's rights" and "creditor's rights beneficiary" made customers feel like groping in the dark, and the other party's resentment was born. Naturally refused, and Mr. Li unconsciously missed the business opportunity of sales promotion. Careful analysis will reveal that when training customers, salesmen regard customers as colleagues and are full of professionalism. How can people accept it? Since I don't understand, how can I buy products? If these terms can be converted into simple words so that people can understand them after listening, then the purpose of communication can be effectively achieved and product sales will be unimpeded.

4. Don't say exaggerated words.

Don't exaggerate the function of the product! This kind of false behavior, customers will eventually know whether what you said is true or not when they enjoy the product in the future. 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 a "time bomb." Once a dispute occurs, the consequences are unimaginable.

Every product has its advantages and disadvantages. As a salesperson, you should stand in an objective perspective, clearly analyze the advantages and disadvantages of products with customers, and help customers "shop around". Only by knowing yourself and the market situation can we convince customers to accept your products. Remind sales staff that any deception and exaggerated lies are natural enemies of sales and will make your career unsustainable.

5. No offensive words.

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

Step 6 avoid talking about privacy issues

When dealing with customers, it is mainly to grasp each other's needs, rather than talking about privacy issues at once, which is also a common mistake made by our salesmen. Some salesmen will say that I am talking about my privacy. What does it matter? Even if you only talk about your privacy, don't talk about others, and tell all about your marriage, sex life and finance, can your sales make substantial progress? Maybe you will say, we don't talk about this with our customers, so it's difficult to talk about business directly. It's okay to talk about it. In fact, this kind of "gossip" conversation is meaningless, wasting time and your business opportunities.

7. Ask fewer questions.

In the course of business, you worry that the prospective customer won't understand everything you say, and you constantly question each other by worrying that the other party won't understand you. "Do you understand?" "Do you know?" "Do you understand what I mean?" "Do you understand such a simple question?" It seems that an elder or teacher questioned 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 can't get the minimum respect, and rebellious psychology will follow, which can be said to be a taboo in sales.

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

8. Flexible and boring topics

There are some boring topics in sales, you may have to explain them to customers, but these topics can be said that everyone doesn't like to hear, and you even want to doze off after listening. However, due to business pressure, I suggest that you make this statement 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 must explain something very important to your customers, 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, and then get back to the point. Maybe it will work better this way. In short, I personally think that this topic, because it is boring and customers don't like it, you'd better keep it and put it aside. Sometimes it's better to tell the whole story.

9. Avoid indecent words

Everyone wants to be with people with education and hierarchy. On the contrary, they don't want to associate with those who call names. Similarly, in our sales, indecent words will definitely have a negative impact on our products. For example, when we sell life insurance, you'd better avoid words like "dead", "dead" and "finished". However, when dealing with these indecent words, experienced salespeople often use euphemistic words to express these sensitive words, such as "lost my life" and "go out and never come back", instead of these unpleasant words. Indecent words will greatly reduce your personal image and must be avoided in the sales process. You pay attention to it, correct it and you will succeed!