Speaking skills for selling products

Speaking skills for selling products

Speaking skills for selling products. As a salesperson, you must have keen observation skills, be able to clearly detect the needs of customers, and provide customers with advanced services. Below I will share an article about speaking skills for selling products, let’s take a look! Speaking skills for selling products 1

1. Speech must be concise and to the point

When meeting customers, whether it is introducing yourself or introducing products, it must be concise, preferably in two sentences Completed within. The speaking speed must be slow and not procrastinating, and the person must look into the other person's eyes and smile when speaking.

2. When the other party is speaking, do not interrupt the other party casually.

We should not refute the other party's point of view casually. We must understand the other party's intention before speaking. There are many salesmen who often start to refute without waiting for the other party to finish speaking or understand the other party's point of view. The result is a TV debate, which arouses great disgust from customers, and the order is naturally not concluded. As a salesperson, you must always keep in mind your mission, which is to sell products.

Sometimes a customer’s disparagement of a product is a habitual way of venting. As long as you listen carefully to his venting and show understanding from time to time, you will eventually win the favor of the customer.

3. When facing customer questions, the answer must be comprehensive

A comprehensive answer does not mean that you can talk endlessly, nor does it mean that the more answers the better, but that you need to be specific. Comprehensive answers to customer questions. Don't miss anything, especially key questions, and learn to ask and answer ten questions. This is not inconsistent with accuracy. When customers learn about the product, they will definitely ask questions, and it is best to answer them once and for all.

For example: when asking about product specifications, you should try to answer the product specifications clearly, including the price of each specification, product packaging, transportation, invoicing and other questions, so that the customer can get it done in one go. If you know a lot of questions, you don’t need to ask them anymore.

4. Answer the other party’s questions carefully

If you know very well that you have to answer in the affirmative, if you are not sure, you can tell the customer bluntly, and you will write down the question and answer it. Answer after you are clear.

Never pretend to understand, and never give vague answers. Don't talk nonsense to avoid customers' questions. When answering customers' questions, you should also be careful not to give absolute answers, such as: the quality is absolutely no problem, the service is absolutely first-class, etc. We all know that there is a common sense: there are no absolutes in the world. Don't make your language absolute.

5. Choose a suitable topic to start with

Salespeople are strangers to customers. To approach customers proactively, they must first let customers "open the door" for them. , to break through the customer's psychological defense line. The success of the initial approach to the customer directly determines whether the transaction is concluded. Salespeople should start with an appropriate and popular topic, and should be respectful to customers.

6. Win the favor of customers

There are many ways to win the favor of customers. For customers, just complimenting them appropriately can open their hearts. After all, we live in In a very unconfident social environment.

It is difficult for some salesmen to express compliments to their customers, not because the customers have nothing to compliment, nor because the salesman is a very upright person, but because the salesman does not have the vision to discover beauty. To compliment a customer, you must find that there is something about the customer that can be complimented; there must be such a place, but the salesperson is not good at discovering it.

7. You must be mentally prepared to be rejected.

Sales start with rejection. This is an unchanging truth in the sales world. Salespeople must be prepared to be rejected. Don't be hesitant when answering customers' questions; don't be shy when persuading customers. Use facts and confidence to convince the other party and finally reach a deal.

8. Emotionalize each other with enthusiasm

Everyone likes enthusiastic people and is happy to associate with enthusiastic people.

Salesmen use their enthusiasm to influence customers, often allowing customers to unconsciously eliminate excuses for rejection. After all, it is not the best policy to convince people with reason, but to move them with emotion. Because the key link in the marketing industry is to communicate well with customers. Speaking skills for selling products 2

In sales, what really makes customers excited is not the product itself, but the benefits the product can bring to customers. Today I’m going to talk to you about four presentation skills and methods of selling products rather than benefits in sales. Learn how you can become a sales master.

Customers have the instinct to seek advantages and avoid disadvantages. He does not care about how good your product is, but cares about the benefits it can bring to them. Therefore, as long as we can successfully capture customers in sales, This kind of psychology can firmly capture the hearts of customers and effectively conclude transactions.

Walbama's slogan is: "Let the poor live the lives of the rich." Instead of us promoting how complete our products are and how low the prices are.

Disney's slogan is: "Fun family entertainment." Instead of promoting our Mickey Mouse, Donald Duck is so cute.

Ford’s slogan is: “Live the Wonderful Life.” It’s not about how good our cars are.

McDonald's slogan is: "More choices, more laughter." What we are promoting is not our burgers, but how delicious our French fries are.

Therefore, when we promote products, we must tell customers what benefits the product can bring to them, rather than how good our products themselves are.

Similar to "selling combs to monks" is "selling ice cubes to Eskimos"

Sales guru Hopkins once served as a salesperson for Arctic Ice Company Member, this is a company specializing in the production of domestic ice and commercial ice.

How incredible is it that the Eskimos live in the ice and snow all day long and want to sell ice to them! But how did Hopkins do it? Let’s take a look at a conversation he had with his client, Amersling, the Eskimo.

Amersling: "We don't need ice here. We even live in this thing without spending a penny."

Hopkins: " Yes, sir, I can see that you are a person who has a very good taste in life. Can you explain why you can use ice cubes for free? ”

Amerslin: “It’s obvious, because here. There's ice everywhere."

Hopkins: "That means the ice you use comes from all around you and is never taken care of, right?"

Amersling? : "Yes, there's too much of this ice."

Hopkins: "But, sir, we're on the ice now, and your neighbor is still gutting the fish. Look there. , polar bears are trampling on the ice. And penguins leave dirt there by the water. Maybe that’s why the ice is free..."

Amersling: "I'm sorry, I suddenly feel uncomfortable."

So Amerslin bought ice cubes from Arctic Ice Company on the spot, eager to drink clean ice cubes that night.

Why was Hopkins able to successfully sell ice to the Eskimos living in the ice and snow? We don’t sell products, we sell benefits, because when Hopkins introduced ice cubes, he was talking about what benefits ice cubes can bring to customers and how they are different from your ice cubes.

In actual sales, we often encounter the phenomenon that many sales staff introduce the products themselves. If you put it another way, the customer's feelings are completely different.

For example, when we introduce the water heater, we say: "This water heater is a constant temperature device, so you can use it with confidence."

If it is replaced by: "This water heater is a constant temperature device, You no longer have to worry about the inconvenience caused by the water temperature being too high or too low during use. At the same time, it will automatically turn off the power when it reaches a certain temperature, helping you save unnecessary energy waste.

"

Another example: "The quality of this dress is very good, and many customers like it very much. "

If you replace it with: "This dress looks even more extraordinary when worn on you, as if it was tailor-made for you. At the same time, this dress is made of wrinkle-free material, so you don't have to wear it often in the future. Take it for dry cleaning, which can also help you save a lot of money. ”

The same product, the same performance, if we introduce the product in a different way, can it impress customers more? So while we let customers understand the product itself, we also let customers know how to use it. What are the benefits?

What are the four ways to introduce the benefits of a product?

First: Use the advantages of the product to show off the benefits to customers

Excellent. The salesperson does not focus on the product itself, but talks about the benefits the product can bring to customers. The more benefits the product can bring to customers, the greater the chance of closing the deal. .

When introducing the benefits of a product, we must know how to extract the core of its benefits and focus on recommending them to customers. Sometimes showing off is also a kind of capital.

Second: vigorously promote the product to customers. Benefits

No matter how good the product is, if we don’t promote it to customers, they won’t know about it. If we advertise for tens of seconds in a TV commercial, we will have to pay huge advertising costs. If the advertisement cannot be accurately conveyed to customers, If it brings him any benefits, then this advertisement will be in vain.

Therefore, we must increase our efforts to promote the benefits of the product to customers.

Third: Showing the benefits of the product to customers

It’s all talk and no practice. No matter how many product benefits you have, if you can’t show them to customers and feel them personally, customers will not be able to see or touch the benefits, and they will just rely on their mouths. Just saying it is useless.

Therefore, effectively displaying the benefits of the product can make customers clearly understand what benefits the product can bring to them. This is also called the product benefit experience method. Feeling the benefits yourself is better than what you can say.

Fourth: Sell the benefits to others at every opportunity.

People who sell insurance will tell people what insurance is like. How good it is, it can help us overcome various crises in life, etc. Customers will feel annoyed after hearing it once, and they will become accustomed to it after hearing it three times.

So take advantage of life. Take advantage of every sales opportunity and seize the opportunity to sell the benefits of your products to customers. One day your sales work will be more comfortable. Tips for selling products 3.

First of all, smile when facing customers who come to visit. , showing respect with a smile can also bring a sense of intimacy to customers and downplay the buying and selling process. This is the highest level of interaction.

Don’t regard selling clothes as a business, selling clothes is a means, and you are not. What you do is service. Customers buy clothes in a way that looks good, sets off the customer's temperament, and allows customers to get satisfactory results when wearing your clothes. This is the purpose of customers buying clothes.

Whether it is selling. Whether high-end clothes or low-end clothes, they can meet the basic needs of customers - covering the body. The buyers of high-end clothes need to use more professional speech skills, while low-end clothes do not need standard speech skills because of the requirements of the buyers. Not high.

When customers directly ask questions about price, "Can it be cheaper? Can it be discounted?" If we directly answer the price, no matter how much we answer, the customer will feel that it is expensive. , and will not buy again, we can avoid answering, such as "What price do you need?" This way, we can return the question to the customer, ask the customer, and take the initiative.

When faced with similar questions from customers like "Does this dress look good on me?" we must pay attention. A poor answer will directly lead to failure of the transaction. We can avoid answering directly and answer questions with questions. We can Answer "Don't you think it would look good on you? We have a mirror here so you can try it on." This kind of answer will make you take the initiative.

Faced with the question from a customer who bought several pieces of clothing, "I bought several pieces of clothing, can you give me a discount? If you don't give me a discount, I won't take it anymore." Don't panic when you hear such a question, it's the customer's responsibility. The psychological effect is that after choosing so much and spending so much money, it is enough for customers to feel that it is worth it. This is often the last test. We can answer this way: "Thank you for your trust and support in our clothes. The quality of our clothes is There won’t be any discounts”, customers will be satisfied with the payment.