Why is the first sentence of sales promotion important?

Before talking to potential customers, salespeople need appropriate opening remarks. The opening remarks can almost determine the success or failure of this visit. In other words, a good opening speech is half the battle for a salesman. Sales experts often use the following creative opening remarks.

1. Money

Almost everyone is interested in money, and the way to save money and make money can easily arouse customers' interest. For example:

"Manager Zhang, let me tell you how to save half of the electricity bill."

"Director Wang, our machine is faster, consumes less power and has higher accuracy than your current machine, which can reduce your production cost."

"Director Chen, are you willing to save 50,000 yuan on towel production every year?"

Step 2: Sincere praise.

Everyone likes to listen to good words, and customers are no exception. Therefore, praise has become a good way to approach customers.

Some people say: "praise is a passport to sell well all over the world."

Therefore, people who know how to praise must be people who can sell themselves.

Once, Yuan went to visit the owner of a shop.

"Hello, sir!"

"Who are you?"

"I am Yuan of Meiji Insurance Company. I just arrived at your place today and want to ask you a few things about this famous boss. "

"What? A well-known boss? "

"Yes, according to the results of my investigation, everyone said it was best to ask you this question."

"oh! Everyone is talking about me! I dare not, what's the problem! "

"Reality: This is ..."

"It's not convenient to stand and talk. Please come in! "

……

In this way, it is easy to pass the first level and gain the trust and goodwill of prospective customers.

Praise is almost always refreshing, and no one will refuse you for it.

Yuan believes that this method of starting an interview with praise is especially suitable for storefronts. So, what questions should I ask?

You can generally ask about the advantages and disadvantages of goods, market conditions, manufacturing methods and so on.

For the store owner, someone sincerely asks for advice and is warmly received by the metropolis, and will be happy to tell you his business and growth history. And these valuable experiences are exactly what salespeople need to learn.

Not only can we get closer to each other, but we can also improve ourselves. Why not?

Remember, don't praise potential customers for starting an interview every time you meet them.

Successful prescription:

Praise the merits of others.

Start with praise.

Practice more.

When praising prospective customers, you must find out the features that others may overlook, and let prospective customers know that your words are sincere. If a compliment is insincere, it becomes flattery, and the effect is definitely not good.

Praise is harder than flattery. You must think clearly first, not only with sincerity, but also with established goals and sincerity.

"Mr. Wang, your house is really beautiful." This sentence sounds like flattery. "Mr. Wang, your hallway is really unique." This sentence is a compliment.

Here are two examples of opening remarks praising customers.

"Manager Lin, I heard manager Zhang of Huamei Garment Factory say that now is the best time to do business with you. He praised you as a warm-hearted and frank person. "

"Congratulations, Mr. Li. I just read about you in the newspaper. Congratulations on your election as one of the top ten outstanding entrepreneurs. "

Take advantage of curiosity

Modern psychology shows that curiosity is one of the basic motives of human behavior. Liu Jiaoshou of Jackson State University said, "Exploration and curiosity seem to be the nature of ordinary people, and mysterious things are often the objects that everyone is familiar with and concerned about." Things that customers are unfamiliar with, don't know, don't know or are different often attract people's attention, and salesmen can use everyone's curiosity to attract customers' attention.

A salesman said to the customer, "Lao Li, do you know what the laziest thing in the world is?" Customers are confused, but also curious. The salesman continued, "it's the money you hide and don't use." They could have bought our air conditioner and let you spend a cool summer. "

A carpet salesman said to his customers, "You can carpet your bedroom for 16 cents a day." The customer was surprised, and the salesman went on to say, "Your bedroom is 12 square meters, and the carpet price in our factory is 24.8 yuan per square meter, so it needs 297.6 yuan." Carpets in our factory can be laid for 5 years, 365 days a year, so the average daily cost is only 16 cents. "

The salesman creates a mysterious atmosphere, arouses the curiosity of the other party, and then, when answering questions, skillfully introduces the products to the customers.

Mention an influential third person.

Tell the customer that a third party (the customer's relatives and friends) asked you to come to him. This is a roundabout tactic, because everyone has the psychology of "looking at the Buddha instead of the monk", so most people are very polite to the salesmen introduced by relatives and friends. For example:

"Mr Ho, your good friend Mr Zhang Anping asked me to come to you. He thinks you may be interested in our printing machinery because these products have brought many benefits and conveniences to his company. "

Although it is very useful to publicize your own methods under the banner of others, you should pay attention to the truth and not make it up yourself, otherwise once the customer checks it up, it will reveal clues.

In order to win the trust of customers, it would be better if you could show your business card or letter of introduction.

5. Take a famous company or person as an example.

People's buying behavior is often influenced by others. If a salesman can grasp the customer's psychology and make good use of it, he will certainly receive good results.

After Director Li and General Manager Zhang of XX Company adopted our suggestions, the company's operating conditions have been greatly improved.

Take a famous company or person as an example, you can build your own momentum, especially if your example happens to be a company that customers admire or have the same nature, the effect will be more remarkable.

ask questions

Salespeople ask questions directly to customers and use them to attract their attention and interest. For example:

"Director Zhang, what do you think are the main factors that affect the product quality in your factory?" Product quality is naturally one of the most concerned issues for the factory director. The salesman's question will undoubtedly guide the other party into the interview step by step.

When using this technique, we should pay attention to the questions raised by the salesman, which should be the most concerned issue of the other party. The question must be clear and specific, and the words should not be vague and ambiguous, otherwise it will be difficult to attract the attention of customers.

7. Provide information to customers

Salespeople provide customers with some helpful information, such as market conditions, new technologies, new product knowledge, etc., which will attract customers' attention. This requires salespeople to stand in the customer's position, think for customers, read newspapers and periodicals as much as possible, master market trends, enrich their knowledge and train themselves into experts in this industry. Customers may deal with salesmen, but they have great respect for experts. For example, if you say to a customer, "I saw a new technological invention in a publication and found it very useful for your factory."

Salespeople provide information to customers, care about their interests, and gain their respect and goodwill.

8. Performance display

Salesmen use all kinds of dramatic actions to express the characteristics of products, which can attract customers' attention best.

A salesman of fire protection products is not in a hurry to talk after seeing the customer. Instead, I took out a fire suit from my bag, put it in a big paper bag, and immediately lit the paper bag with fire. After the paper bag was burned, the clothes inside were still intact. This dramatic performance aroused great interest from customers. The salesman who sells high-grade ties just said, "This is Admiralty's high-grade tie", which has no effect. However, if you knead the tie into a ball, then flatten it easily and say, "This is an advanced tie of the Admiralty", it will leave a deep impression on people.

9. Use products

Salesmen use the products they sell to attract customers' attention and interest. The biggest feature of this method is to let the product introduce itself. Attract customers with the leg strength of products.

When the director of a township enterprise in Henan put the leather shoes with novel design and exquisite workmanship produced by the factory on the desk of the manager of Zhengzhou Hualian Department Store, the manager couldn't help but open his eyes and ask, "Who made them and how much is a pair?" The salesman of Guangzhou Watch Factory went to Shanghai Watch Factory to promote sales. They prepared a product box with exquisite and dazzling new products. After entering the door, they opened the box and attracted customers at once.

10. Ask for customers' opinions

Salesmen attract customers' attention by asking them questions.

Some people are good teachers and always like to guide, educate others or show themselves. Salespeople deliberately find some questions that they don't understand, or ask customers for advice without knowing them. Ordinary customers will not refuse a salesman who asks for advice modestly. For example, "Mr. Wang, you are an expert in computer. This is a new type of computer developed by our company. Please give us your guidance. What's wrong with the design? " With this compliment, the other party took the computer data and flipped through it. Once attracted by the advanced technical performance of the computer, the promotion is completed.

1 1. Emphasize being different.

Salespeople should strive to create new marketing methods and styles and attract customers' attention with novel methods. A Japanese life insurance salesman printed the number "76600" on his business card. The customer was surprised and asked, "What does this number mean?" The salesman asked, "How many meals do you eat in your life?" Few customers can answer. The salesman went on to say, "76,600 tons? Suppose the retirement age is 55. According to the average life expectancy of Japanese people, you are left with 10.

12. Use gifts

Everyone has the psychology of being greedy for petty gain, and gifts are sold by using this psychology of human beings. Few people will refuse free things and take gifts as a stepping stone, which is both fresh and practical.

Dr. Goldman, the most authoritative sales expert in the contemporary world, stressed that it is very important to say the first sentence well in face-to-face sales promotion. Customers listen to the first sentence more carefully than the next. After hearing the first sentence, many customers will consciously or unconsciously decide whether to send the salesman away as soon as possible or continue the dialogue. Therefore, the salesman should seize the customer's attention as soon as possible to ensure the smooth progress of the sales promotion visit.

13. Make customers laugh

In the process of visiting, it is a good practice to try to open up the boring situation and make customers laugh.

Yuan once had a "caesarean section" to make customers laugh.

One day, Yuan visited a potential customer.

"Hello, this is Yuan from Meiji Insurance Company."

Each other looking at business cards, after a while, just looked up and said:

"A few days ago, I came to an insurance company salesman. I sent him away before he finished. I won't insure it. In order not to waste your time, I think you should find someone else. "

"Thank you very much for your concern. After you hear it, if you are not satisfied, I will have a caesarean section on the spot. Anyway, please give me some time! "

Yuan a face of righteousness, the other party can't help but say with smile:

"Do you really want to have a caesarean section?"

"Yes, so a knife stabbed down ..."

Yuan motioned for an answer with his hand.

"You wait and see, I insist on your caesarean section."

"Come on, I'm also afraid of caesarean section. It seems that I have to introduce it with my heart. "

At this point, Yuan's expression suddenly changed from "serious" to "grimace", so the prospective customer and Yuan laughed together.

In any case, always try to make customers laugh, so that you can also enhance your enthusiasm for work. When two people laugh at the same time, the strangeness disappears and the opportunity to make a deal comes.

"Hello, this is Yuan from Meiji Insurance Company."

"Oh, Meiji insurance company, your company's salesman just came yesterday. I hate insurance, so he was rejected by me yesterday. "

"Really, but I am always more handsome than my colleague yesterday?"

"What, that salesman looked much better than you yesterday."

"Ha ha ..."

Being good at creating a visiting atmosphere is an essential quality of a good salesman. Only in a peaceful and happy atmosphere will prospective customers listen to you about insurance.

Successful prescription:

Create a peaceful conversation atmosphere.

Give play to your humorous personality.

Avoid:

Don't let prospective customers feel "forced to meet". The average potential customer is wary of salesmen. Once you use coercion, it will not only have no effect, but will increase his resistance to you. The original first production never used forced interviews.

Once, he wanted to talk to the cousin of a potential client.

"Hello, is this so-and-so electric company? Please connect me with the general manager's office. "

"Where are you, please?"

"My name is Yuan."

"Just a moment, please."

"Call the general manager office.

"Who is it? I am the general manager. "

"Hello, general manager, this is Yuan from Meiji Insurance Company. I heard that you are good at studying inheritance rights, so I took the liberty to call you today. A few days ago, I visited your cousin and studied the inheritance with him. He is very satisfied, so I want to study it with you again today. "

"hmm."

"You can ask your cousin what happened. I could have asked your cousin to write a letter of introduction to see you again, but it seems to be forced ... In fact, at this time, no one can force anyone ... "

"hmm."

The same "hmm", but the second one is much more intimate than the first one.

"How about it?"

"In that case, let's make an appointment to talk."

……

Respect potential customers and attach importance to potential customers. Pay attention to the discretion in the conversation and try to avoid causing invisible harm to them.

Through your frankness, potential customers will feel at ease with you.

Successful prescription:

Respect people and never hurt customers' self-esteem.

Be good at using referrals.

Set a time for the interview.

—— Quoted from the Marketing Encyclopedia of Yanbian People's Publishing House.