How do salespeople seize sales opportunities?

Learning sales opportunity management can not only make your sales handy, improve your sales efficiency and increase the probability of winning sales opportunities, but also make you stand out and become an excellent sales director or sales manager. So how do salespeople seize sales opportunities? Below I have compiled the methods for salespeople to seize sales opportunities for your reference.

Capturing sales opportunities requires salespeople's abilities in all aspects. It requires salespeople to collect, analyze and study the information and materials that affect the change of marketing environment in time, and find out the possibility and specific content of sales opportunities. Ask the sales staff to seize the opportunity to capture the sales opportunity just right; Sales staff are required to exert their subjective initiative and creativity, be good at breaking the rules and creating unique sales opportunities; Sales staff are required to pay attention to the principle of adapting to local conditions and study the spatial adaptability of sales opportunities. Ways for salespeople to seize sales opportunities

Although it is not easy to seize sales opportunities, it is not without tricks. Here are some tips to seize sales opportunities:

Ways to seize sales opportunities: Be cautious

Every step of sales promotion is extremely important to salespeople. Properly handled by salespeople may lead to the emergence and formation of sales opportunities; However, if the salespeople are eager for success and act rashly, they may personally destroy the possibility of sales opportunities.

Therefore, salespeople should keep calm in every link of sales promotion, keep abreast of changes in the situation, make full use of their common sense and experience, fully analyze and think, and then act cautiously. Don't talk nonsense, act rashly, make customers feel distrust, or lose confidence in buying because of excessive pressure, thus losing favorable sales opportunities.

methods to seize sales opportunities: observe words and observe colors

in the process of sales promotion, sales opportunities are often latent and quite hidden, but they are not obvious, but they are not completely untraceable. Customers' purchasing tendency and transaction intention are often revealed from customers' expressions, language and behavior, so salespeople should be good at observing and distinguishing, and seize marketing opportunities in time according to their own marketing experience.

methods to seize sales opportunities: listen more and talk less

as soon as a salesperson approaches a customer, he can't wait to tell the customer all the advantages of the promoted product, which is a big taboo in sales promotion. Salespeople should listen to customers' opinions and demands with an open mind, and don't just speak for themselves (answer them when necessary). This not only makes customers feel respected, which is conducive to creating a good sales atmosphere, but also can get sales clues and answers from customers' speeches, thus controlling sales opportunities.

methods to seize sales opportunities: step by step

there are simple and complicated sales promotion transactions, and complex transactions often take multiple rounds to complete. Therefore, salespeople should have enough patience and perseverance. Step by step, step by step, seize the opportunity in time with each stage of sales promotion activities, and adjust the way and content of sales promotion. Don't ruin the favorable sales opportunity by rushing for success.

methods to seize sales opportunities: wait patiently

patience is an important quality that salespeople must possess. Quick success and quick success, impulsive behavior can easily lead to sales failure. This is because customers can't make decisions on whether to buy, how much to buy and when to buy. He needs to weigh various objective factors, such as product characteristics and purchasing power, but also be influenced by subjective factors, such as good or bad mood. Therefore, the purchase decision-making process is an extremely complicated process, and it is not achieved overnight. Salespeople should put themselves in the customer's shoes, understand the customer's difficulties and wait patiently for the opportunity.

In addition, both salespeople and customers have different habits and ideas, and the methods and procedures for considering problems and acting are also different. In the process of sales promotion, salespeople should not impose their own procedures on customers, but should pay attention to customers' ideas and adjust themselves to match them. Therefore, having enough patience is the key to choosing the competitive opportunity. However, sales staff should not wait passively, but should play a role in fueling the situation at critical moments so as not to delay the opportunity.

How to seize the sales opportunity: Sit quietly and watch the tigers fight

When others make mistakes, your good opportunity may come. In sales promotion activities, there are often contradictions among the participants in sales promotion, and using these contradictions can often create rare opportunities for themselves.

first of all, we should take advantage of the contradiction between customers and competitors. When customers complain about your competitors, you should take the opportunity to sell your products to customers, and you may succeed. Although this is the practice of hitting a person when he is down, it must not give customers the feeling of hitting a person when he is down, so as to avoid customers' resentment. Because your identity as a competitor is sensitive, you must grasp the discretion, don't use any means to degrade the other party to nothing, and pay attention to speaking on the basis of facts, which will be more convincing and win the trust and goodwill of customers.

Secondly, we should take advantage of the contradiction between competitors. Between competitors, there are often contradictions because of the competition for interests. Sometimes, the two sides will compete with each other, belittle each other in front of customers, and even sometimes they will lose money and fight it out, which is likely to result in both sides losing. In this case, you should observe calmly, stay put when the competition between the two sides is fierce, and when the two sides are exhausted, wait for an opportunity to attack and launch a sales offensive to win customers.

methods to seize sales opportunities: wait for opportunities

some special days and events are often good opportunities to sell goods, such as Chinese traditional festivals such as Spring Festival, New Year's Day and National Day, and various sports events and commemorative activities may all become good opportunities to sell goods. Experienced salespeople can often make adequate preparations in advance, draw up sales plans, do a comprehensive plan, seize and make use of these opportunities, vigorously publicize goods, stimulate customers' desire to buy and promote commodity sales.

methods to seize sales opportunities: environment contrast

salespeople can also create a good shopping environment for customers, and design environmental conditions such as counter placement, store decoration, lighting design, commodity packaging, background music and environmental sanitation according to the characteristics of commodities, so as to set off and highlight commodities, enhance the competitiveness of commodities, stimulate customers' desire to buy, and thus promote commodity sales.

methods to seize sales opportunities: prioritize the pace

the ability of sales staff to grasp the sales rhythm is extremely important. We should slow down the pace and give customers a chance to breathe when it's time to think about the trade-offs. However, when the salesperson finds signs showing the customer's purchase intention, he should seize the opportunity to persuade the customer and reach a deal. How do salespeople seize the closing opportunity to promote orders

1. Grasp the closing signal of customers

After entering the closing stage, salespeople will receive some signals, including language signals and behavior signals.

1. Language signals

The customer's language transaction signals include: starting to bargain constantly; Focus on a question and ask it repeatedly; Inquire about after-sales service; Ask about the decoration effect; Ask if the decoration style matches; A sudden change of tone, etc.

when the customer reveals the above language, it means that there is no problem with the product itself, and only a few specific details are worried.

2. Behavior signals

The customer's behavior signals include: carefully watching the products and instructions; Come back to watch the same product; After coming a few times, bring someone else; Facial expression stretches; Increase in small movements, etc.

when the customer has the above behavior, it shows that there is a willingness to make a deal, and the sales staff should grasp it well.

The moment when the customer decides to clinch a deal is very short. Once the salesperson finds out, he should seize it. If he misses this time period, it will be very troublesome. Therefore, the salesperson should make a decisive decision and never miss the opportunity.

2. Special transaction method

1. Yellow cover transaction method

? Zhou Yu hits Huang Gai, one is willing to hit another and is willing to suffer? It is a two-part allegorical saying derived from the Romance of the Three Kingdoms, which means that Zhou Yu and Huang Gai directed and performed their own risks to confuse Cao Cao. Huang Gai's closing method is to stand in the customer's position, sweat, shed tears and even bleed for the customer's needs, and make the customer feel guilty and grateful. On this basis, he will close the transaction conveniently. In a word, the key point of the yellow cover transaction method is to incite the special psychology of customers.

For example, call the leader out

In sales, customers often ask to talk to the leader. Perhaps it is because I feel that the sales staff is not doing very well, and I hope to have more professional people to help explain; Perhaps it is that the salesperson is too young, and many words are not in place or have no right to speak; Perhaps it is thought that calling the leader out can account for more concessions. At this time, the salesperson should understand that even if the leader comes over, the price can't be lower. At this time, calling the leader again can only be reprimanded by the leader.

The correct way is:

First, make every effort to try to get the customer to give up looking for a leader, and if the customer still insists, promise to help him contact the leader;

Secondly, before making a phone call, to make customers feel more satisfied, we should tell them:? I think you really like this product. If you really want it, I'll make an exception and call our leader today to see if I can win you some more. ? Here? Make an exception There are two meanings: first, there is no such precedent before, and customers are the first, which really gives face; Second, since this is an exception, it is uncertain whether we can win it. Communicate these two meanings to customers, and customers will feel understandable and will feel grateful after listening.

Thirdly, the salesperson phoned the leader in a fake way. At this time, we should pay attention to the following points: first, we can not dial the number, but we should turn the mobile phone to mute or turn it off to prevent another call suddenly on the way to pretend to make a phone call; Second, stand in the range that customers can see; Third, face the customer sideways and observe the customer intermittently with the corner of the eye; Fourth, no matter what you say on the phone, in short, make customers feel that you have made great efforts. Fifth, of course, the final result is that the price can't be reduced, but the sales staff should show their frustration appropriately and tell the customers: Sir, this thing is really impossible. You heard what I said to the manager. I'm really sorry. ? Customers will also give some face when they see that the salespeople have made great efforts.

finally, pretend to call the leader? There's no way. Way? Of course, sometimes the situation forces you to dial the number, and the salesperson can agree with the leader on a signal before, such as a certain prologue. As soon as this prologue is said, you can ask the leader to cooperate in a play.

in most cases, salespeople still have to make customers feel grateful and moved through sincere service.

2. Concession transaction method

Concession transaction method is to accept certain conditions put forward by customers and at the same time let customers make corresponding commitments and pay.

Example: Hook

As the saying goes? Take a step back and broaden the horizon? Take a step back there is a standard name in negotiation, called? Hook? . The so-called hook is to link two things that may not be related or related. For example, if you want A, I can consider giving it to you, but at the same time, you must promise me a condition B.

hooks are very practical and simple in the sales industry. After the transaction enters a stalemate stage, the salesperson can say:? Sir, I think you are very kind, but this price really can't be allowed any more. How about this? You pay the full amount today, and I'll get you a discount. ?

anti-hooking

In many cases, salespeople can also skillfully use anti-hooking. For example, tell customers:? Sir, the price really can't be lower, but I can give you some gifts. ? This is also a concession from another angle: if you don't argue with me on the price, I will take a step back and give you something. This is also a concession transaction method.

3. Crisis transaction method

Crisis transaction method is to shape a certain sense of crisis and urge customers to make a transaction.

sometimes, customers may not think that this is a particularly serious matter if salespeople don't consciously create a crisis, so salespeople should do something dangerous in time to make customers feel that this matter is worth considering.

counter-citation: the counter-citation method can be used when implementing the crisis transaction method

There are two sources of human desire, one is the pursuit of happiness, and the other is the escape from pain, among which the escape from pain has the greatest motivation for people. When salespeople introduce products to customers, they usually say what benefits they will get from using the products, which is to let customers pursue happiness and is a positive guide; If you tell customers what disadvantages can be avoided by using this product, this is counter-quotation. If the reverse quotation is used well, it will be more convincing than the positive quotation.

It's difficult to apply counter quotation, because what a salesperson needs to do is to stimulate the pain of customers. If the stimulation is not in place, customers will feel that things have nothing to do with themselves. If the motivation is too fierce, customers will think that the salesperson is alarmist. When using reverse quotation, we must first learn to stimulate pain. There are many sources of human suffering, which may be unsightly, not easy to use, not worry-free, unsafe, not environmentally friendly and not saving money. Secondly, we should master the temperature well, and then we should follow seven principles: starting from the user's point of view, closely combining with daily life, making words easy to understand, quoting social events, making good use of guidance to shape the scene, stopping now and striking while the iron is hot.

Case: Benefits of Ceramic Tiles

One winter, the radiator of a newly built residential area in Beijing leaked, and many residents paved the floor. After soaking in water, the floor was deformed. A boss who runs ceramic tiles was very excited after seeing this news on TV, and thought that it created a good business opportunity for himself invisibly. Therefore, in future sales, he often instills in customers that once the floor is soaked, it will easily deteriorate. Although this is a small chance, it is impossible to say who will happen. If you buy tiles, you will not have this worry. After listening to it, customers felt very reasonable, so they gave up their plans to buy floors and chose tiles instead.

from the customer's point of view, customers will feel that things have something to do with themselves if they are closely integrated with their daily lives. If you say:? Sir, we all pay attention to environmental protection and low-carbon life now. If we don't have low carbon now, the ozone layer of the earth will be destroyed, the climate will get warmer, and the sea level will rise. These macro words are harmless to customers. Therefore, what the salesperson said must focus on Gu.