Can you tell me some sales skills?

Marketing language plays an important role in salesman's work. Although they are not necessarily eloquent speakers, they can't hold this position without skilled sales language skills. In Kan Kan, a salesman, whether he is talkative or taciturn, should master this skill skillfully. In the process of sales promotion, whether the language is correct can make people succeed at one stroke or fall short. What is suggested here is the problem that sales staff should pay attention to when negotiating with customers. )Y:？ 6 @/ ~; {; k

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First, introduce yourself and say hello.

When meeting with customers, you should take the initiative to greet them and then introduce yourself. ; C * m3 u8m) g

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(1) Say hello with sincerity, smile, standardized actions and moderate voice, and try to leave a good first impression on the other party.

(2) nod to others.

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(3) When introducing yourself, hand in your business card with both hands. 8 L5 B& amplifier; q8 M8 w 1 h6 S7]& amp； T

(four) personal belongings, after soliciting the opinions of the other party, and then placed.

(5) When greeting, you might as well ask the cold and warm first.

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(6) If the person in charge of the other party is absent, he should negotiate with his superiors or subordinates and never leave casually. )n 1 I" |。 Q- t

(7) If the other party is busy, wait until the other party is busy before negotiating. If you can help, try to help, talk while doing, and get closer to each other as soon as possible. This is a good way to open the situation. . o-`； o6 G# f！ i: y. P

(8) Pay attention to the face and color, cooperate with the camera, and never interfere with each other's work.

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(9) Accurately handle each other's position. Too high or too low will cause the other party to be unhappy. % V/ K+ e6 V/ |" r0 a

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Second, the topic begins with small talk

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The sales promotion process is a process of mutual communication and mutual trust. We can't cut to the chase as soon as we meet and let the other party take out the bill. Therefore, it is an essential process to get to know each other through small talk and let them know themselves. 7 J3 h r3 P* [' Z$ B]

(1) There are various topics in small talk, but there is one principle: make the other person interested, such as weather, human geography, anecdotes, sports, social fashion, business trends, etc. y！ [+ w3 ^7 V8 B) ]* t

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(2) Be careful not to repeat platitudes and talk about political and religious issues as little as possible, so as to avoid differences due to different views and undermine the atmosphere of the conversation.

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(3) Be careful not to talk to yourself. Patiently listening to each other will make you feel better. 5 x:w ' `； y！ \ 8g % | 7 @ & amp； r

(4) Stop when you are ready. Once you find that the other person is not interested in a topic, you should stop immediately and find another topic.

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(5) Don't forget that the original intention of chatting with customers is to go straight to the subject, so we should lead the topic to business operation, market competition, consumer fashion and so on. x( w- f s！ R# {5 T

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(six) pay attention to understand each other's hometown, alma mater, family, personal experience, values, hobbies, business expertise, etc. When chatting. 3x 3 e9d； q+^4 u * j & amp； s7 I* M

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(seven) in the process of conversation, pay attention to understand the customer's business situation, future development plan, achievements and difficulties. % S-g H0 @+V * p .]

(eight) in the process of conversation, be good at soliciting the opinions of the other party on market trends, best-selling products, business countermeasures, product prices and demand trends. No matter what the other person's opinion is, listen with an open mind and don't refute it.

(9) During the conversation, we should pay attention to giving each other a sense of superiority from beginning to end. & amph/ }！ I want% B" K7 d4 _! c

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(ten) in the process of conversation, should continue to provide the other party with practical information related to their business.

Third, business negotiation.

In the process of chatting, it is often logical that the topics of common interest turn directly to business negotiations. Once the time is ripe, the salesman can negotiate business directly with the other party. (1) In the process of negotiation, don't force it. First of all, explain the advantages of our products, the reputation of our company and good trading conditions. (2) In the negotiation process, don't let the other party determine the order quantity first, act according to the other party's decision and respect each other.

(3) Determine several schemes for customers, such as small order trial sale, medium order and large order, for the other party to choose.

(4) List specific figures to explain the economic benefits of customers in different batch orders, such as operating income, net income, capital turnover rate, etc.

(5) Sell key products first, and other products will be linked by key products. Don't attack from all sides. (7) Don't ask the other party to place an order in a pleading tone because of penny wise and pound foolish.

(8) Pay attention to strategy and tactics, advance and retreat properly, combine attack and defense, and don't pursue troops. (9) when negotiating commodity prices, on the one hand, it is stated that the enterprise is unprofitable (citing figures such as cost and profit), on the other hand, it is listed that the prices of other enterprises' products are unattainable.

(10) When it comes to other enterprises and products, be careful not to use offensive language or export to hurt people.

(13) Remind the other party that there must be enough inventory to ensure sales. It would be better if we could list each other's inventory. 4. What should I do if the promotion is blocked?

There are often situations where sales promotion is blocked. For salespeople, the most important thing is to face failure optimistically and be firm in winning confidence. And sales blocked does not mean failure, there is no need to be depressed, can not find their own steps, follow suit. At this time, we must keep a cool head, turn passivity into initiative, and break through obstacles in order to have a bright future and save our lives.

(1) When the other party refuses to order, first ask the reason, so as to suit the remedy to the case. (2) If the other party raises the difficulty of capital turnover, it should be emphasized that the distribution of the products of this enterprise has small risk, fast turnover and large profit return (list specific figures). (3) If the other party answers that the person in charge is not in, he should ask when the person in charge will come back, whether he can wait, or when he can contact again. You can also ask the other party to give a general idea. 5 \! E8 z' Q K) G# Y

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(4) If the other party suggests that it is too busy to negotiate now, it is necessary to judge whether this is the other party's intentional refusal or really no time. Anyway, you should apologize for disturbing each other in your busy schedule. And propose to talk to the other party for only minutes (decreasing according to the situation). Note that the negotiation must be concluded at the appointed time.

(5) If the other party thinks that the price is too high, it should first declare that the enterprise pursues the policy of low price and high quality, and then compare it with similar products with examples. Emphasize that enterprises provide goods to customers at low prices, emphasize the principle of getting what you pay for, and emphasize that enterprises have a high-quality after-sales service system.

(6) If the other party proposes to buy goods from other manufacturers, ask the reason first. Then compare it with numbers. Explain the superiority of purchasing goods from this enterprise.

(7) If the other party is hesitant, it should concentrate on dispelling concerns and repeatedly ask for an order.

(8) If the other party is cynical about his sales promotion work, such as "You have a good mouth" and "You are really difficult to deal with". The salesman must first apologize to the other party and explain that he did it for work, without any malice, in order to establish a good business relationship with the other party and based on full trust in the other party.

(9) If the other party puts forward the existing inventory, it shall ask whether other goods are needed or inform that the goods should be sufficient for best selling.

(10) If the other party proposes to return the goods, it should first ask the reason for the return. If the reason is valid, you should persuade the other party to buy other goods.

(1 1) If the other party prefers the products of other enterprises, it shall use specific figures to show that the products of this enterprise are by no means inferior to other products and have irreplaceable characteristics.

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(12) If the other party is prejudiced against this enterprise, or has had unpleasant things in the past, or is prejudiced against the salesman himself, he should apologize to the other party first, and then ask the reason and give an explanation. Finally, I sincerely hope that the other party will put forward constructive opinions on this enterprise and my work. And take this opportunity to further discuss business with customers. - J s" s( _，m' K) h) B- J

(13) If the other party points out that the supply of this enterprise is not timely, the salesman should apologize first and then explain all the reasons. Finally, make sure to improve the work and avoid similar problems.

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(14) If the other party proposes to adopt barter, first agree to the other party's proposal, and then put forward various disadvantages of barter, prompting the other party to give up the original proposal.

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(15) If the other party is silent and has no answer to the question, they should put forward their own views directly and clearly: this is not conducive to communication between the two parties. If you have any opinion about me, please express it clearly. Then the following countermeasures can be taken: ① Explain the purpose repeatedly. 2 looking for new topics. (3) Ask the other person the most concerned question. 4 provide information. 5 praise each other's stability. (5) use provocation to force the other party to speak. +z & amp； s 1u & amp； o# L

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Fifth, a good beginning must have a good ending.

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Just because the negotiation is over doesn't mean it's over. Salespeople should focus on the future and lay a good foundation for the next door-to-door sales. & ampz2 i* n+ o) s a: Z. B$ Y

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(a) to thank each other for being received in spite of their busy schedules.

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(2) indicating the intention of the two sides to strengthen cooperation in the future.

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(3) Ask the other party the specific time for the next negotiation. You can suggest several times for the other party to choose. ! r5 D3 m0 a % L)y & amp； }

(4) Ask the other party if they have private affairs and need their own help.

(five) to thank each other and other people present, farewell.