How to sell customers

How to sell customers? Customers are different, and different people have different ways to accept them, so if you want to be accepted by others and achieve the purpose of selling yourself, you must first understand what kind of way the other party is willing to accept, and then use different words. Let's see how to sell customers.

How to sell customers 1 1. preconceived customers:

When he first meets you, he may say, "I'm just looking, but I don't want to buy it." This kind of person has a simple style. Before contacting him, he had already thought about what to ask and what to answer. So, in this state, he can speak freely with you.

In fact, such customers are typically easy to clinch a deal. Although he held a negative attitude from the beginning, this psychological resistance is weak for the transaction, and the wonderful product description is easy to work.

Second, knowledgeable customers:

Knowledgeable people are the easiest customers to face and the easiest customers to benefit from sales. In the face of such customers, we should seize the opportunity to pay more attention to each other's conversations, so as to absorb all kinds of useful knowledge and materials.

While listening politely and carefully, we should also give sincere praise to nature. Such people are often generous and wise. To convince them, as long as you grasp the main points, you don't need too many words or too much thinking, and it's easy to reach a deal.

Third, stubborn customers:

For those easy-going, easy-going and not too stubborn customers, we should talk to them in a sincere tone. As long as the words are in your heart and feel suitable for your own needs, it is generally no problem.

Four, indecisive customers:

This kind of person has no opinion when he is in trouble, and is often very passive, so it is difficult to make a decision. In the face of this kind of person, we should firmly grasp the initiative, use sales words confidently, constantly give him positive suggestions and use more positive words. Of course, don't forget to emphasize that you are considering from his position.

This is until he is prompted to make a decision, or unconsciously makes a decision for him.

As a professional salesperson, you can say, "The loss caused by hesitation is far beyond imagination. If you don't want to buy anything, there will be no benefits, right? But if you want to buy it, you can get all these benefits. (Continue to briefly explain the benefits of the product)-What do you want? Do you want these benefits or nothing? "

If the customer says, "You are right, of course I still want these benefits, but-"

You can do this: "Then please choose!"

5. Honest customers:

This kind of person will say everything you say, even go along with it. Before you speak, he will set a line of rejection in his mind. Although he still can't relax himself, he will buy it in the end.

When dealing with such a customer, the most important thing is to let him nod and say "yes" and unconsciously complete the transaction.

Six, taciturn customers:

This kind of person is cautious, ignorant, indifferent and serious in appearance. In addition to introducing products, we should be cordial and sincere, try our best to win over feelings, understand their work, family, children and lesbian families, and understand the real needs of customers.

Don't force him to speak, follow his character, speak softly and ask him some simple questions. In short, you must make him feel that everything you say and do is for him.

This kind of customer is cautious and stable. Although they listened to our propaganda and persuasion seriously, they were indifferent and not easy to say what they thought. Generally speaking, we should avoid talking too much, try our best to give each other the opportunity and experience to speak, show honesty and stability, pay special attention to the attitude, way and expression of speaking, and strive for a good first impression.

Grasp the relationship with such people, because such taciturn customers will become loyal customers.

Seven, hate customers:

Some people are really unbearable. It seems that he can only say something hostile. It seems that the only pleasure in his life is to dig at others, belittle others and deny others. This kind of person is undoubtedly the most troublesome opponent.

Although this kind of person hurts his brain, don't forget that he also has the same desire for something as others. It is often difficult for such people to prove themselves, so they have a strong desire for affirmation, and they can still prescribe the right medicine for such people. The key is that he can't be humble in front of such people, and he must be given appropriate affirmation on the basis of affirming his noble dignity.

For those stubborn customers, you should pretend to be casual, explain sales to them in an indifferent tone, and talk about other interesting things in business.

Customers will be attracted by you and curious in this way, so that you can say that the person who bought your product is qualified, and your indifference means that customers are not qualified; Usually customers will insist on buying your goods to show that they meet the requirements.

Eight, strongly curious customers:

This kind of customer has no resistance to buying at all, but he wants to know the characteristics of the goods and all other relevant information. As long as time permits, he is willing to listen to your product description, and his attitude is serious and polite. As long as you can motivate him to buy, it's easy to make a deal.

You must actively and enthusiastically explain the goods to him and make him willing to accept them. At the same time, you can also tell him the benefits of your current purchase. All the goods are on sale, so they will be happy to pay.

Nine, gentle and polite customers:

It's really lucky to meet this type of customer. He is formal and polite, will not be biased against you, and is full of respect for the salesman. He will say to you, "Sales is a great job."

This kind of person can't lie, and he will listen to everything you say. But if you are too tough, he won't buy it. He doesn't like flattery, so he'd better be honest and sincere with him.

To treat such people, you should have the confidence that you must buy my goods. You should explain the advantages of the goods to him in detail, and be polite and show your professional ability.

Ten, self-righteous customers:

He always feels that he knows more than you, and will say "Your boss and I are good friends" and "I know your company's business very well". When you introduce the product, he often interrupts you, "I have known this for a long time."

This kind of person likes to exaggerate himself and has a strong desire for expression, but he also knows that his superficial knowledge is not as good as that of a professional salesman, so he sometimes goes down the steps by himself: "Yes, you are right."

In the face of this kind of customer, you must show excellent professional knowledge and let him know that you are prepared. You can imitate his tone in conversation, or echo his point of view to make him feel valued.

1 1. Grumpy customer:

Some people just can't wait. If he doesn't fully understand everything, you can't expect him to make a decision to move forward. For such people, we must teach them in accordance with their aptitude. Don't argue with him and try to avoid putting pressure on him.

When explaining goods, be calm and sincere, observe his troubles, treat him with the care of friends, and then talk in general when he is completely calm.

Your question really hits the nail on the head. I have the same idea, but to solve this problem, we still need to exchange views more.

Twelve, sociable customers:

The power of good communication lies in enthusiasm and humor. They can adapt to the changing environment quickly and easily. No matter what the topic is, they always have something to say, and they can often say it in an interesting way.

Its weakness is an extension of its advantages, and sometimes it is too much. It is considered to be melodramatic, not paying attention to details, and it is easy to get bored with anything monotonous or something that must be done by one person.

Treat such customers, agree with their ideas and opinions, and don't rush to discuss; Do not argue, negotiate details; Summarize what both parties agree in writing.

When selling to them: plan exciting and care about them; Let them have time to talk and frankly raise new topics; Study their goals and needs. Use experience or examples related to their goals to propose your solution; Determine the details clearly and directly in writing.

XIII. Kan Kan talks with customers:

Kan Kan is enthusiastic and has the ability to build meaningful relationships with others. They are excellent collaborators and are willing to obey. But they pay too much attention to relationships and are sensitive to the emotions and needs of others, so that they can't do proper work to complete the task.

In the process of sales promotion, we should safeguard their feelings and show their personal interests; Accurately define the purpose, and talk about personal opinions and likes and dislikes when you disagree; Continue in an informal and slow way, showing that you are actively listening; Give them a promise.

When selling to them: to develop trust and friendship, we should not only study their technical and business needs, but also study their ideological and emotional needs; Keep in touch regularly.

When treating them: touch-explain to them how to benefit their relationship and strengthen their position; Praise-praise others' views on themselves and their ability to get along with others;

Consultation-spend enough time to understand their feelings and draw their words out through the skills of asking questions and listening. For example, "I heard you say that-is that what you mean?" We must create a non-threatening environment for them.

Fourteen, impatient customers:

Generally speaking, this type of people speak quickly and act quickly. Therefore, if such a person meets a slow salesman, he is really a "cold wind meets a slow doctor" and will kill him.

When dealing with such customers, we should first be energetic, answer each other's questions clearly, accurately and effectively, and answer that if we are stuck in the mud, such people may lose patience and leave after listening. So for this type of people, we should pay attention to simplicity, grasp the main points and avoid gossiping.

Such people may also leave in a rage! Therefore, the salesman must try his best to cooperate, that is to say, speak quickly and handle things neatly. Because this kind of person is decisive, the salesman will soon make a deal as long as he caters to him.

Fifteen, fickle customers:

Such people are easy to change their minds, make decisions and change. If he has bought products from other companies, you still have a chance to persuade him to change them. However, even if he buys your products this time, you can't expect him to be your loyal customer next time.

This kind of customers are kind on the surface, but lack the sincerity to buy. If an online merchant makes a purchase, the other party will either talk about him or play dumb. In front of such customers, be patient enough and provide some preferential conditions for the other party to choose from.

For the price of products, such customers always think that the sales staff will definitely quote a high price, so they repeatedly ask for discounts. Network operators should not easily agree to each other's requirements, otherwise they will further shake their desire to buy.

Sixteen, calm thinking customers:

He may like to sit back and think, with a cigarette in his mouth, sometimes look at you with suspicion, and sometimes even show disgust. At the first meeting, he may be very polite to you, but his enthusiasm ends here.

He treats you as an actor, he is an audience, and watching you perform without saying a word makes you feel a little stressed.

Although he doesn't care when you introduce the goods, he will carefully analyze your personality and want to know if you are sincere. Generally speaking, most of them have considerable knowledge and a basic understanding of commodities. You can't ignore this.

The best way to deal with them is that you must pay attention to everything he says, remember it, and then infer his thoughts from his words.

In addition, you must be polite, modest and measured when talking to him, and don't appear impatient.

You can talk to him about your background, let him know more about you, and thus let him off guard.

You should also learn how to break the deadlock, show yourself confidently and become a professional and excellent salesman.

Seventeen, emotional customers:

This kind of person is excited by nature, easily encouraged and stimulated by the outside world, and can make decisions quickly. Salespeople can strongly emphasize the features and benefits of products and urge them to make a quick decision. When customers don't want to buy, they must handle it properly so as not to affect other customers.

Provide strong explanatory evidence when necessary, emphasize the benefits and convenience brought to the other party, support the promotion suggestions, try the transaction, and leave the other party with no impulsive opportunities and reasons for change.

How to sell to customers 2. observational method

Shopping guides can judge the psychological needs of customers by observing their expressions or actions, which is also one of the ways for shopping guides to figure out their psychology. Generally speaking, the actions and expressions of customers are the external manifestations of their needs.

For example, customers will undoubtedly have a strong interest in a product by carefully reviewing it repeatedly and patiently listening to the explanation of the product by the shopping guide.

Second, the commodity recommendation method

Commodity recommendation method is the second way for shopping guides to try to figure out customer psychology. If the shopping guide can't judge the customer's internal needs through observation, we can try to recommend several products to customers and see their reactions, so as to determine their psychological needs.

Third, inquiry method.

When the shopping guide doesn't know how to grasp the customer's psychology, he can also ask the customer what he needs directly, which is another trick for the shopping guide to try to figure out the customer's psychology. Shopping guides can infer customers' inner thoughts by asking them some questions. However, they should pay attention to skills when asking questions, otherwise the effect will not be great.

Fourth, listening methods.

Some customers are conversational and talkative. At this time, the shopping guide can patiently listen to what the customer says in the communication, so as to infer the customer's needs. Therefore, listening is also one of the ways for shopping guides to figure out customers' psychology.

There are many basic principles in the language of clothing shopping guide. We should not only pay attention to the politeness of language, but also pay attention to the vividness of language. Let's analyze the basic principles of clothing shopping guide language with you.

How to sell 3 sales skills training to customers

Service marketing

Three stages of service: pre-sale, in-sale and after-sale. Pre-sales service > after-sales service

Four levels of service: basic service, enthusiastic service, value for money and irreplaceable service. (Service = Intention)

Service tenet: let strangers become friends; From one-time consumption to continuous consumption and more consumption.

Definition of service: always pay attention to the needs and wishes of all people around you and meet them quickly.

First, what is the customer?

1, customers are the life of our enterprise.

2. Customers are the source of wealth creation.

3, the basis of enterprise survival

4, food, clothing, housing and transportation and safety

Second, the importance of service:

1. Services increase enterprise value.

2. Excellent service is of economic significance.

3. The intensification of market competition (in the era of low profit, quality service determines customer orientation)

Third, service belief.

Service is sales, and sales is service; Service is the means, and sales is the purpose;

A, if you don't care about and serve your customers well, your competitors will do it for you.

B, I'm a service provider. The quality of service I provide is directly proportional to my quality of life and personal achievements.

C, my harvest today is the result of my past. If I want to increase my income tomorrow, I must increase my contribution today.

D the time to maintain the old guest room is 65438+ 0/6 of the time to develop new customers. Customers only know it because they need it, because the service is certain.

E, there are no customers who can't serve, only customers who can't serve.

F, all industries are services and interpersonal relationships.

Four, three ways to impress customers with dedicated service:

1, take the initiative to help customers expand his business: at the same time, no one will refuse others to help him expand his business.

2. Do services unrelated to products: turn regular customers into loyal customers, friends and lifelong friends (touching services).

3. Sincerely care about customers and their families: (because no one will refuse to care) At the same time, turn customers into our business partners.

Five, sales of documentary SMS service rules:

1. Make good use of tools (mobile phone, business phone, computer short message platform established by the company ...).

2. Group sending, classified sending, personal compiling and sending important short messages and forwarding short messages should be rewritten.

3, due to time, place, people, targeted hair, special days one day in advance.

4. Intention: Personalized, vivid and differentiated, so that customers can remember you once.

5, emotional writing, rational hair, new friends send messages within 24 hours.

6. Alternate SMS:

A.20 growth incentives;

B, 20 blessings and prayers;

C. Customer Service and After-sales 10

(More valuable to the company).

Six, the five benefits of service:

1 to improve customer satisfaction.

2. Improve the customer return rate.

3. Understand the customer's past needs and present needs in detail.

4. Interpersonal relationship has changed from quantitative change to qualitative change.

5. There are more business opportunities.

Seven, seven steps to lift the resistance point:

1, whether it is the decision maker.

2. Listen patiently to resistance points.

3. First determine the customer's resistance.

4. Identify true and false resistance points.

5. Lock the customer resistance point.

6. Get recognition from customers.

7. Eliminate customer resistance points.

For example:

Lock the resistance point: which is more important, service, quality or price?