Sales speech question and answer

Ask and answer sales words. For a gold medal salesman, he can sell whatever he sells. The key is to have good words, so good sales words are very important for a salesman. Let's share the sales words with you. Come and have a look.

Q&A on sales speech 1 1. If the customer says, "I don't have time!" Then the salesman should say, "I understand. I never have enough time. But as long as it takes 3 minutes, you will believe that this is an absolutely important question for you? "

2. If the customer says, "I'm not available now!" The salesman should say, "sir, Rockefeller, an American rich man, said that it is more important to spend one day a month thinking about money than to work for 30 days!" " We only need 25 minutes! Please set a date and choose a convenient time for you! I will be near your company on Monday and Tuesday, so I can visit you on Monday morning or Tuesday afternoon!

3. If the customer says, "I'm not interested." Then the salesman should say, "Yes, I totally understand. Of course, you can't be interested in something you can't believe or don't have any information at hand. It is reasonable and natural to have doubts and questions. Let me explain something to you. What day is suitable? "

4. If the customer says, "I'm not interested!" Then the salesman should say, "I understand very well, sir." It's really hard for you to be interested in what you don't know is good. " That's why I want to report or explain it to you in person. Will I come to see you on Monday or Tuesday? "

5. If the customer says, "Would you please send me the information?" Then the salesman will say, "Sir, our materials are all designed outlines and drafts, which must be modified according to the personal situation of each customer according to the instructions of the staff, which is tantamount to tailoring clothes for ourselves." So I'd better come to see you on Monday or Tuesday. Do you think it is better to wait in the morning? "

6. If the customer says, "Sorry, I have no money!" Then the salesman should say, "Sir, I know that only you know your financial situation best." However, it will be most beneficial for the future to help make a comprehensive plan now! Can I call on Monday or Tuesday? Or, "I understand. After all, not many people want what they want. Because of this, we are now choosing a way to create maximum profits with the least money. Isn't this the best guarantee for the future? In this regard, I am willing to contribute my strength. Can I come to see you next Wednesday or weekend? "

7. If the customer says, "At present, we are not sure what the business development will be." Then the salesman should say, "sir, we have to worry about the future development of this business in marketing." Please refer to it first to see where the advantages of our supply plan are and whether it is feasible. " Is it better if I come on Monday or Tuesday? "

8. If the customer says, "If I want to make a decision, I have to talk to my partner first!" Then the salesman should say, "I totally understand, sir. When can we talk to your partner? "

9. If the customer says, "We will contact you again!" Then the salesman should say, "Sir, maybe you don't have much desire at present, but I'm still happy to let you know if you can participate in this business." It's good for you! "

10. If the customer says, "Let's talk or sell something?" Then the salesman should say, "of course I really want to sell you something, but I will only sell it to you if it can bring you something you think is worth looking forward to." Can we discuss and study this problem together? I'll see you next Monday? Or do you think it's better for me to come over on Friday? "

1 1. If the customer says, "I have to think about it first." Then the salesman should say, "sir, haven't we discussed the relevant points?" Let me ask you honestly: What are you worried about? "

12. If the customer says, "I'll think about it and call you next week!" Then the salesman should say, "Welcome to call, sir. Do you think it will be easier? " ? Shall I call you later on Wednesday afternoon, or do you think Thursday morning is better? "

13. If the customer says, "I want to discuss it with my wife first!" Then the salesman should say, "Yes, sir, I understand. Can you invite your wife to talk to you? About this weekend, or which day do you like? "

There are many similar rejections, so I won't go into them one by one. However, no matter how many similar rejections there are, the way to deal with this kind of thing is still the same, that is, we must turn the refusal into affirmation and shake the customer's willingness to refuse. Only in this way can you take the opportunity to follow up and induce customers to accept your suggestions.

The first question is, what are you selling?

Answer, dear, what I am doing now is a very popular personal care product, D Girls Series. A product that makes breasts firm and private parts healthy and firm, everyone needs it.

The second question is, how much is your product and how effective is it?

Honey, do you want to use it for yourself or do you want to be an agent?

Sisters, we must first understand the needs of customers here. If the customer says I want to use it myself, then ask him what kind of problems he needs to solve and send him our own feedback or customer feedback according to his questions. When introducing, be sure to tell him what ingredients can improve his problems and introduce them to him. If you say breast enhancement, it depends on what the customer wants to improve. Then we send him our own feedback or the feedback from our customers. Tell him, because we are beneficiaries, we should share, because we stand at the same height, and he will be happier, right?

The third question is, how long will your product be effective?

The answer, dear, everyone's physique is different, and the effective time is different. It depends on what kind of effect you want to achieve. I can assure you that once you use it, you will get the effect.

The fourth question, the customer asked how to be an agent.

Answer: honey, you can act as an agent when you get the goods. You can also use it yourself or make money. Our team has one-on-one training for friends and relatives, and our team has professional senior coffee lecturers. Teach you how to make money quickly.

Sisters, at this time, we must send her our agent grade list, which is the fourth grade of our company.

Ask him dear, what level do you want to achieve? If he chooses 1888, ask how many cases you can take. Then you can tell him directly by voice. Remember to tell him by voice, dear, if you take breast enhancement and yin reduction, you can get five boxes with it. If you want to match all other products, you can probably get about five to ten boxes.

The fifth question, I have too few friends, and I'm afraid I can't do it well.

Honey, I can understand your feelings very well. Before doing WeChat business, I had no clue and no connections. Everything is difficult at the beginning. If you don't do it, you must always see what others have gained.

Only by choosing the right person, then you are not far from success. I believe there are at least dozens of friends in your circle of friends. Our team is very good and teaches you how to drain online and offline. I started with 50 friends. You see me now.

Sisters, at this time, we must remember to cut off the screenshots of more than 5 thousand friends, so that we can pick up more. Honey, you see I have so many people selling it now, right? The most important thing in our team is contacts.

The sixth question, customers will ask me that I have never done WeChat business, and I am afraid I can't do it.

The answer, dear, doesn't matter. I started from scratch, too I have never been exposed to WeChat business before. Our team has training for newcomers, and many big coffees will train newcomers and teach us how to do it step by step. There are many elder sisters in our team who are all in their fifties and sixties now. They didn't use WeChat before, but now they are doing very well, earning thousands of dollars a day.

Think about it. Others can sit up. Why not? Just like I came here step by step. You have to believe that as long as you take the first step, I will accompany you for the remaining 99 steps.

The seventh question, what if there is no money?

Answer: Honey, it is precisely because you have no money that you need to make money. If you are the second generation of officials and rich second generation, then you are particularly rich now. Then you won't come to WeChat business, will you? Just like me, if I had money, I wouldn't do WeChat business.

Eighth question, can I study in a senior team and then sell the goods before I get them?

I can understand your feelings and want to feel our course. At the same time, our company also has regulations that agents are not allowed to study, and everyone is the same. Each of us must abide by the company's rules and regulations. I hope you can understand me.

Article 9. No problem. What if the goods can't be sold?

Honey, if you don't deliver the goods, I won't make money. I can't make any money. Let you only take the goods once, right? Don't worry, I will teach your family one-on-one to build a circle of friends. I'm in long-term business. I can make money if you ship, right? If I do business, we are mutually beneficial. I won't do it so well, will I? Don't worry, I am a responsible person. All my agents know me. Look at my circle of friends. If I am not responsible, will you come to me today?

The tenth question, can I do it? Does the WeChat business really make money?

Dear wechat business certainly makes money. Now is the internet age, but I can't find it in bed. Be committed and serious about WeChat business. Our team's powerful system mode and method, coupled with your execution, is absolutely no problem.

The eleventh question, I think your products are a little expensive, and some of them sell for tens of dollars now.

The answer, dear, I can understand how you feel. In fact, many times I also care about whether the product is expensive or not. And is our effect worth the price? No matter how cheap it is, it's useless. No matter how expensive and effective the product is, customers will think of you. If our products are expensive and difficult to sell, how can our dealers sell them?

Thirteenth question, I have a job now, and I'm afraid I can't do it well if I want to take a part-time job.

Honey, how many hours do you work every day? Are you busy? If you have a job now, you don't need to be in charge of others and earn more money than you. For more jobs, you only need to spend a little time and send a job that is several times more than your salary. Would you like to do it?

Fourteenth question, no time to take care of children.

Dear, I wanted to take care of the children at home at first, but I didn't want to reach out and ask my husband for money every day. Being looked down upon by others, WeChat business is very suitable for people who want to make money while taking care of their children, without having to open a shop or go out to work. Take me for example. I'm not allowed to take care of my children while surfing WeChat business. Now one month's income is the income of others working for several months.

My husband and my family disagree with the fifteenth question.

Dear, I can understand you very well, which shows that you are generally opposed to what you cannot but understand. Many treasure moms were opposed at home at first, but after doing it, treasure moms became younger and more beautiful and made more and more money.

Q&A 3 "It takes 30 seconds to get close to customers, which determines the success or failure of sales"

Every time you approach a customer, you have a different theme, such as making an appointment with a potential customer you have never met before, or inviting a customer to visit a demonstration.

In professional sales skills, the words when facing customers for the first time have become close words.

The steps of approaching discourse are as follows:

Step 1: Call them by their first names.

Call out each other's names and titles-everyone likes to say their names from other people's mouths.

Step 2: Introduce yourself.

State your name and company name clearly.

Step 3: Thank the other person for the interview.

I sincerely thank each other for taking the time to see you.

Step 4: Salute.

According to the information prepared for the customer in advance, express your praise to the customer or cooperate with the customer's situation, and choose some topics that are easy for the other party to talk about.

Step 5: Express the reason for your visit.

With a confident attitude, clearly express the reasons for your visit, and make customers feel that you are professional and trustworthy.

Step 6: Say compliments and ask questions.

Everyone wants to be praised, but after praise, they can ask questions to guide customers' attention, interests and needs.

Winners are good at asking good questions and getting good answers. "If you want to change the customer's buying pattern, you must change the customer's way of thinking. Asking some good questions can guide customers' thinking. Because what kind of questions the salesman asks, what kind of reaction the customer will make.

Questions can guide customers' attention, and attention equals facts. Professional telemarketers never tell customers anything, but always ask them questions.

The motto of the sales industry is: "Never say what you can ask."

Asking more and talking less is always the golden rule of sales. But be sure to ask the right questions. Ask a useful and effective question, ask a question that can stabilize the customer's way of thinking. Before you ask a question to a customer, you must be clear about the purpose of your question.

1, the principle of asking the right questions:

Ask easy questions.

Ask positive questions.

Ask the little yes.

Ask some almost irresistible questions.

2. How can I ask the right questions?

A, "What prompted you to decide to contact us?" -Ask potential customers some questions about "doing" and pay attention to what has changed in their lives. Focus on what the other person wants to accomplish, what he is doing now, or what he has done in the past.

B. show enthusiasm and interest when asking questions. How customers answer your questions depends to some extent on the way you ask them.

C, in the telephone communication, cooperate with the customer's speech speed and keywords. If you find the customer repeating himself, it's probably because he thinks you don't understand what he said. At this time, you have to repeat the key words he said.

Calling customers by their first names in telephone communication can attract customers' attention and make them feel the respect of salesmen.

E. use easy-to-understand words in telephone communication. -If technical terms must be used, be sure to explain them clearly to customers.

In telephone communication, use "we" and "our". -It can make you feel like a companion facing similar situations and problems.

G in telemarketing, if necessary, ask questions with the permission of the other party. -"May I ask you a question?"

The way of asking questions

According to the perspective of questioning, questioning can be simply divided into two categories: open-ended questioning and closed-ended questioning.

1, open question

Open-ended questions are topics chosen to guide others to speak freely. If you want to know more about customers' needs, you should ask more open-ended questions. The interrogative words that can reflect open questions are: what, where, tell, how, why and talk.

2. Closed questions

Closed-ended questions refer to those who choose a specific topic in order to guide the conversation and hope that the other party will answer limited questions. Closed questions are often reflected in interrogative words such as "can", "right", "isn't it", "will it" and "how long".

If you want to get some more specific data and information, you need to ask the customer closed questions, so that the customer can confirm whether you understand him or not.

But in telemarketing, if you ask a lot of closed questions, it will cause a kind of pressure on customers, which is not conducive to your own information collection.

Therefore, when you know the customer's needs in the early stage, you should ask more open-ended questions, so that customers can speak freely, and it is easier for you to get useful information and discover new business opportunities.

Questioning skills

The skills of asking questions are divided into the following four aspects:

1, prelude

The prelude is to tell the customer that answering your question is necessary, or at least harmless. If you want to ask sensitive questions that customers may not want to answer, using a prelude is expected to change customers' minds.

For example, if you ask a customer a question about the project budget, most customers are unwilling to tell you.

At this time, you can add such a prelude: "In order to recommend a most suitable scheme to you, I want to know the approximate investment level of this project?" Through the prelude, customers can be effectively reminded that I need to know the project budget, and customers will have some possibilities for positive answers.

Step 2 ask a rhetorical question

If the customer asks you a question and you don't know how to answer it, then you have two choices: ① seek truth from facts and don't pretend to understand; (2) Ask the customer in turn, and let the customer express his views on this issue. This is usually the answer he wants, and you just need to vote accordingly.

Step 3 be silent

If there is a long silence during the call, it will definitely cause a very embarrassing situation. But proper silence is also necessary. For example, after asking questions to customers, keeping silent for a short time can just provide customers with a necessary time to think.

4. Ask only one question at a time.

Usually, you may need to ask several questions at the same time for the other person to answer, and he often remembers only one of them, or feels that it is impossible to talk. So it is the best choice to ask only one question at the same time.

Second, the key to telephone sales-telephone communication and expression

(1) Good affinity

(1) in a good mood.

(2) Don't ignore your smile.

(3) The voice should be clear and clear, and the language should be concise.

(4) Smile when rejected and end it politely.

How to have good affinity?

1. Keep the intonation and speed synchronized with the customers, and have similar language and word usage habits. (such as phrases, terms, etc.). Promote the establishment of a harmonious communication atmosphere with customers and remember their names. )

Most people struggle for success, reputation and family, which shows the importance people attach to names. A name is a person's code name, which can also be said to be an extension of a person's life. If telemarketers want to help themselves with the help of others, they must first remember their names.

Calling out the customer's name is the simplest and quickest way to shorten the distance between the salesman and the customer. In the same way, not calling or calling the wrong customer's name is tantamount to suicide.

3. Develop good work habits

First, record at any time

Have a pen and paper at hand and write down every call you receive or make at any time (two-color pencil, calculator, notepad, phone book, customer information, memo, etc.). ).

B, sign up

No matter whether you answer the phone or make a phone call, you should tell your company and full name in time, and ask the other party's company, name, telephone number and mailing address clearly, so that you can call the customer's name from time to time in telephone communication and better understand the real situation of the customer.

Positive work attitude

In telemarketing, a positive and confident attitude is particularly important. Because the customer on the other end of the phone has no chance to see the telemarketer with his own eyes, he can only outline the image of the other party through his words.

The confidence of telemarketers in themselves is often the confidence of customers in them. If the telemarketer thinks he is an important person, so will the customer on the other end of the phone.

Also doing telemarketing, the turnover of those marketers with positive attitude greatly exceeds that of others.