Sales skills and vocabulary

Sales skills and presentation templates

Sales skills and verbal templates, the sales process is a process of persuading customers, and the salesperson must be an eloquent person in general. The communication between people is emotional communication. Let's look at sales techniques and presentation templates.

Sales Skills and Words 1 Rule 1: Be confident and speak forcefully.

Sales is a process of persuasion, and your strong self-confidence often leads to the suppression of customer awareness. If you fully understand the product or service, you need a strong persuasion process. For example, when selling, you can say "We will satisfy you" and "Our products must be very safe." Something like that On the contrary, an unconfident sales process will make customers hesitate about your product.

The second type: repeat keywords appropriately.

Everyone's memory follows the forgetting curve. As a salesperson, after instilling a bunch of sales words into customers, customers will definitely not remember 100% in their minds, and even the key points you emphasize will not be noticed by the other party.

At this time, you need to repeat the key points that you think are important to your customers, and express the same meaning with different words to avoid customers' resentment, which will make customers remember your sales key points deeply. But don't keep talking boring, which is counterproductive.

Third: use your honesty to infect customers.

Many times, customers will not like a glib person, but will trust an honest, practical and upright salesman, because they will feel at ease with you. Therefore, as a salesman, you may not be able to impress customers with your familiar professional knowledge and fluent words, but you need your frankness.

Take care of each other and be honest with each other. Speak elegantly and do things aboveboard, so that customers feel at ease and practical when cooperating with you, and the other party will naturally sign a contract with you.

Fourth: Sometimes you have to be a good listener.

Although the sales process is a process of persuasion, persuasion is not necessarily the result of endless talks. Sometimes you need to be a good listener, listen to customers' voices and needs, and guide according to customers' wishes, which is also a realm of sales.

In sales, forcing customers or touting themselves will only make customers feel uncomfortable. Therefore, you must learn to listen to customers' opinions, respond and guide skillfully, and let customers recognize you as an audience when they speak. As long as the chat process is smooth, the possibility of the other party signing a contract with you will be much greater.

Fifth, make good use of "questioning" skills.

Advanced customer negotiation skills can always grasp the whole negotiation process, and "asking questions" is a good way. By asking questions, customers can naturally guide their thinking direction and let their thinking follow their own path. Specific performance in:

1, you can guess each other's needs by what the customer didn't say;

2. Draw up your next decision from the customer's answer;

3. When the customer raises an objection, you can ask, "Why?" "How come?" In this way, guide customers to continue;

4. Asking questions can ease the atmosphere of chatting and make the communication process easier;

Sixth: with the help of the mouths of people around customers.

Superb sales skills will always create a good atmosphere for customers, and salespeople will further convince customers through people around them, such as customers' friends and other customers.

For example, you are selling a house to a client. If other people around the customer say that this set has a good location and a good future, it is worth buying! Then, this customer will also psychologically recognize this house. On the contrary, if other customers around the customer are saying that this house is poor, bad and worthless! Your customer won't buy anything.

Seventh: Quote others' compliments.

The sales process pays attention to "leverage", and it will be much better to convince new customers by quoting other customers' favorable comments on this product or service. For example, "this customer friend, our product was well received by many customers last month. They have already basked in the circle of friends and won good reviews." Then, your customer will definitely approve this product psychologically, because your sales partner may be wary, but other people's comments must be of reference significance to him.

Eighth: you can borrow information that is beneficial to you.

If your product or service has relevant industry certification information, it is a very favorable sales trump card. Because customers generally recognize the approval information given by official institutions, customers will be at ease. Of course, these approval materials can also be letters of approval from other major customers, or cooperation certificates, or letters of commendation. If you have this information, it is much more useful to give it to new customers than your empty talk.

Ninth: Speak clearly and in detail.

There is no doubt that an excellent salesman must have a good eloquence. Your powerful introduction, confident recommendation, clear sales promotion and focused and orderly explanation are all the best communication experiences for customers. Don't say things that can be made clear in three sentences. What can be solved concisely needs a lot of nonsense.

Tenth: Don't give customers a chance to say "no"

Sales should guide customers' thinking process, not let customers make choices, but let customers recognize them. Let's make an analogy:

Scene: "Are you interested in our products?"

After changing your mouth: "I believe you must be interested in our products, and then please follow my footsteps!" " "

This obviously changes the sales process, and customers will naturally recognize you. If it is the first one, it is estimated that most customers will say "Sorry, I'm not interested".

Sales skills and words 2 0 1. Design three words to introduce products.

If a salesperson wants to sell a product, he must introduce the product at least three times during the sales process. Many sales customers will not talk to you as long as they are not introduced once.

The first time, when we met.

Sales should introduce the product in the simplest and most concise language within 2 minutes, and don't have too many technical terms to attract customers' attention and make them feel that the product is really good. The most effective way is to introduce products with FABE sentence patterns.

The second time, that is, after understanding the needs of customers.

This time, we should use "persuasive sales skills" to convince the customer for the second time-introduce the product and tell the customer how our product solves the problem he is facing now.

The third time, that is, after the customer raised an objection.

It is unavoidable for customers to make meaningful sales, and the best tool to effectively respond to customer objections is to use "tell a successful case".

These three product introductions need to be designed in advance, and the best way is to sum up experience every day. After all, a salesperson will always come into contact with all kinds of customers, and their characteristics are different. They will sort out the templates of words every day and sum up their experiences from failures.

02, learn to ask questions

The most embarrassing thing is that customers don't talk and salespeople don't know what to ask. Usually in this case, the customer will politely say "I'll have a look again" and then leave.

When customers have nothing to say, the task of sales is to find ways to make customers talk. There are three purposes: one is to tap customer needs, the other is to let customers follow our rhythm, and the third is to close the relationship with customers.

There are two main ways to ask questions.

1, open question

Open-ended questions allow customers to talk about their experiences, knowledge and concerns. Such questions can help them understand their own background and weaknesses, increase the topics of communication with customers and avoid embarrassing situations, thus leaving a good impression on customers and allowing them to extend more topics.

Generally speaking, the first 2-3 questions are related facts, which are generally easy to answer and unlikely to cause customers' nervousness.

For example, "What are your most concerned needs?" When you know what the other person thinks, but don't know the specific requirements, you can get more specific information by clarifying the questions.

For example, "I've been exposed to this kind of thing in the past. In addition to the reasons you mentioned, I think there may be ... What do you think? " When you know what the other person is thinking and want to incorporate your own opinions and suggestions, you can add questions.

2. The problem of closure

The form of closed-ended questions can be: "This is because …, and if so, how many?" This kind of question can lead customers to say the answer you want and turn to your sales direction.

One thing to note is that closed-ended questions are a bit like interrogating a customer, which makes him feel uncomfortable, so sales must always be vigilant. Once the customer shows a little discomfort, it means that you have manipulated too much. At this time, in order to ease the atmosphere, sales may wish to answer a few open-ended questions, and then ask closed-ended questions when you feel that the natural relationship is back.

03. Tell stories

In fact, one of the reasons why sales can't talk to customers is that sales presentations are really boring. Sales are always boasting about how good their products are and how good their brands are. Clients don't really care. When you are boasting alone, customers basically have no response at all. Please finish it.

A good sales presentation will certainly stimulate customers' imagination by telling stories. The more vivid and wonderful the story is, the more your customers can't help thinking of pictures when using your products, so that an idea "Me too …" will suddenly appear in their minds.

Here, sales can study the 1-3 customers they have dealt with, add some plots to them, turn them into wonderful stories, and inject emotional power into your future sales presentations.

04. Talking about information

A good salesman can always understand what customers say. Some customers like to talk about their own experiences besides the topic of products. At this time, if sales are overwhelming, even enthusiastic customers don't know how to speak. So sales usually need to accumulate talking capital. Talking about capital doesn't mean that we need to know more about it. The key is that when a customer talks about something, you can say a word or two, and the customer will naturally continue to talk.

In addition, if sales can tell some interesting stories at critical moments, it will also cause big customers to cry, eliminate the differences of "status class" and increase their prestige and language influence.

Sales Skills and Words 3 Sales Skills 1: Carefully design the opening remarks, and leave the expectation of closing with good opening remarks.

1, set the hanging prologue to arouse the curiosity of customers.

2, the opening speech, so that customers pay enough attention to you or your products.

3. Opening remarks by others will quickly increase customer trust.

4. Opening remarks based on interests, interests can attract customers the most.

5. Question-based opening remarks, modestly narrowing the distance between the two sides.

6, unconventional opening remarks, quickly catch the customer's eye.

Sales skill 2: master the questioning skills and sell things to people in need.

7, take the initiative to ask questions, ask the real needs of customers, it is not difficult to clinch a deal.

8. Beat about the bush and ask customers hidden needs with implicit questions.

9. Ask leading questions to stimulate customers' potential demand and purchase desire.

10, determine the key points and ask questions to customers.

1 1. Good at using "two in one" questioning method. No matter how the customer answers, he has the expectation of reaching a deal.

12, when dealing with customer complaints, we should be good at asking questions to clarify our demands and even turn complaints into business opportunities.

Sales skill 4: introduce products and selling points in many directions and conquer customers with professionalism.

Sales Skill 3: Show the charm of language and "sell" yourself to customers first.

13. Warm greetings and greetings can make customers feel like spring breeze.

14, pay attention to manners, and meet the needs of customers to be respected.

15, sincerely praise customers, everyone has the psychological need to be praised.

16, speak modestly, so that customers have the necessary sense of superiority.

17, first make friends, then talk about business.

18, find the same hobby as * * * to make a topic and open the door to customers.

19, master the story sales method, and stimulate customers' strong interest by telling stories.

Sales skill 4: introduce products and selling points in many directions and conquer customers with professionalism.

20. Tell customers with confident attitude and professional words that homemade products are most suitable for customers.

2 1, strengthen the selling point of products and make customers feel different.

22. When introducing products, the development of speech should be combined with the needs of customers, and it cannot be said by one person.

23. Use the magic of data to convince customers with accurate but not cumbersome data; Describe the happiness and satisfaction after owning the product, and arouse customers' desire to buy.

24. Talk less about price, talk more about value, and impress customers with core interests.

25. It is often easier to win the trust of customers by properly pointing out the shortcomings of products.

Sales tip 5: Make your words more convincing with the help of the "third party".

26. Use "herd mentality" to urge customers to "grab" the purchase.

27. With the help of authoritative expert opinions, give customers a "reassurance".

28. Be good at persuading customers with the help of word of mouth and fans.

29. Cleverly using the influence of celebrities, advertisements and media can show that your products are very popular.

Sales Skill 6: Use the weakness of human nature to skillfully promote communication.

30. Use vanity to make customers pay for "face" through words.

3 1, many times, what customers want is not cheap, but the feeling of taking advantage.

32. Playing hard to get, sometimes you have to dare to force an order by saying "Not for sale" or "Please visit another house".

33. Take advantage of the scarcity psychology, emphasize that "things are scarce" and arouse customers' possessiveness.

34. Use the sympathy of customers, play emotional cards, and convince customers with patience and perseverance.

35, the use of "rebellious" psychology, appropriate rejection of customers, can also stimulate customers' desire to buy.

Sales secret 7: keep your word, and integrity can win customers.

36. impress each other with sincere words from the heart, and improve the trust and satisfaction of customers.

37. Make a quality commitment at the critical moment before the transaction, so that customers can feel value for money and buy with confidence.

38. Making after-sales service commitment at the time of closing the transaction not only promotes the transaction, but also cultivates customer loyalty.

39. Really achieve mutual benefit, not just talk, so as to truly conquer customers.

40. Do what you can, don't write a bad check, you can't do business with one hammer.