Personally, if you want to grasp customers well, you must first grasp several key points of customer psychology in sales negotiation: 1. Do you know anything about products? 2. Are you satisfied with the product? 3. Whether there is a purchase demand; 4. Are you interested in buying? After understanding these points, the salesman should also understand the relationship between them, which is very helpful for customers to grasp and sell. There are two relationships between them:
The first type: the customer first understands the product, then agrees with the product, and finally the customer has the purchase demand. Only when you agree with the product and have a purchase demand will you have a purchase intention.
There is also a relationship: customers have the purchase demand first, then understand the product, and agree with the product before they have the purchase intention.
From the above two relationships, it can be seen that in order for customers to make a deal, they must have two main points at the same time, namely, agreeing with the product and purchasing demand, which are parallel. And if you want customers to have these two points at the same time, you must rely on the understanding of the product to achieve.
After understanding the relationship between them, how to grasp the customer psychology? According to my own work experience, I will talk about two misunderstandings in the negotiation, which will help customers grasp.
1, endless explanation of products, unable to grasp the key points. Many salesmen talk about the selling points of their products from beginning to end when they meet customers, and talk endlessly. Finally, the customer's reply is to think about it. We can analyze which of the two relationships above the market is easier for customers to clinch a deal, and the answer is definitely the second one. Because customers will know more about the products after they have the purchase demand, and the transaction will be easier.
Therefore, before explaining products to customers, it is very necessary to understand their purchasing needs. If the customer has no purchase demand or the demand is insufficient, we must first dig out the customer's demand. Of course, explaining the selling points of products is also a way to tap customers' needs, but don't explain for the sake of explanation, but explain products to customers purposefully and pertinently.
We will find that customers often buy products not because of all the selling points of the products, but because of one or two selling points, and sometimes even the opposite. The more selling points, the more prone to problems. Salespeople are like doctors, and customers are like patients. Doctors diagnose patients first, and then prescribe drugs for patients, and they should prescribe the right medicine, instead of grabbing beards and eyebrows. Similarly, the salesman should first find the customer's needs, and then meet the customer's needs according to the selling point of the product. Not knowing the needs of customers means that doctors don't know what the symptoms of patients are.
2. Being trapped by customers' problems, unable to guide customers to buy. Salespeople know that the more questions a customer asks, the greater his purchase demand and the stronger his purchase intention. But there must be a premise, that is, whether the customer's problem is true. If it is a fake question, then the customer is making things difficult for you or perfunctory.
Some salesmen never consider whether the customer's questions are true or not. As long as they are all answered, they are finally trapped by the customer's questions. If the customer asks me some questions, I will consciously consider whether this question is true or not, and what is the purpose of his asking this question. If it is true, I will patiently answer for him, otherwise I will avoid this question.
So, how to judge whether the problem is true or not and how to avoid false problems? There are several better methods for your reference.
I usually use the hypothesis method, that is, assuming that this problem is solved, will customers buy it? For example, the customer said, "Your product has no good after-sales service." I said, "If our after-sales service satisfies you, have you decided to buy it?" . If the customer's answer is yes, then this question is true.
I also use rhetorical questions, that is, after the customer asks questions, let the customer solve them. For example, the customer said, "Your product has no good after-sales service." Then I said, "What kind of after-sales service do you think will satisfy you?" If the customer puts forward specific requirements, then this problem is a real problem.
There is also the transformation method, which is to turn the questions raised by customers into one of our selling points. For example, the customer said, "Your product has no good after-sales service." Then I said, "You should be worried. Our after-sales service is really not ... >>
Question 2: How to sell your products to strangers? First of all, you must do five steps and eight points:
The five steps are: first, say hello (eyes, smile, sincerity); Second, introduce yourself (simple, clear and confident); Third, introduce the product (put the product in the hands of customers); Fourth, clinch a deal (fast, responsible, making decisions for customers); 5. Reprocessing (more and more).
Eight points are: first, a good attitude; Second, punctuality; Third, be prepared; Fourth, do it for eight hours; Five chicken raising areas; Sixth, maintain an attitude; 7. Know what you are doing and why; Eight, control.
Secondly, we must master certain skills:
Sales attitude first, let others feel affinity will be more popular. Don't rush to sell the product, sell it, you are talking about promoting the product. Whether to sell or not is second, and patience is very important.
The quality of products must be guaranteed, which will make others feel more at ease. When selling, we should talk about the quality of the products.
It is best to try this product with customers on site to make others feel that the product is good!
Question 3: How to promote sales? Especially with strangers. 6 recruit customers.
why
Nowadays, many salespeople turn a blind eye when visiting customers. They don't know what to say and how to say when they meet. They simply introduce themselves and then try their best to sell their products to customers. After the customer refused, he left despondently, frustrated, and there would be no * * * when he visited the next house. Today is the same, tomorrow is the same, day after day, without much achievement, I just want to change careers, and the achievements of other industries are not satisfactory. Finally, I still don't understand why it is so difficult to develop social customers now. Customer relationship is so difficult to maintain? In fact, there is no market and no customers. The key is whether you are a qualified salesman. Have you noticed many things? Have you achieved a lot?
The first trick: professionalism wins the trust of customers.
Talking about customers, first of all, your people contact customers. We can't change people's appearance, but we can change our own quality and professional level, which is very important. Needless to say, you need to pay attention to gfd, which is the most basic of sales. What I want to say here is to rely on your professional level to win the trust of customers and make them believe in you.
The second measure: interests impress customers.
When we sell products to customers, we can't try our best to show them, nor can we just keep saying how good the products or services are, so we can't impress customers. What he cares about is what your product or service can bring him. What are the advantages over others? Then at this time, our sales staff will "do whatever they want" and try their best to sell "benefits" to customers, repeatedly explaining that the biggest profit that selling this product can bring to customers is to provide customers with a financial path and development opportunities, which is a win-win situation, thus arousing customers' interest and making the negotiations go smoothly. In addition, convincing customers through cases, such as introducing a dealer to sell products, will bring better profits, thus paving the way for signing the bill.
The third measure: attitude infects customers.
It's not easy to talk about customers, so you must be mentally prepared. Even if people fall down, our faith and spirit cannot be broken, so it is also very important to talk about customers. Always keep a positive and optimistic attitude, don't carry emotions from one family to the next, be full of vitality, and show your broad mind and firm attitude and will in front of customers. Customers can refuse your products, but they can't refuse you as a friend. They should have this idea.
The fourth measure: Emotions touch customers.
People are emotional animals with flesh and blood, and so are customers. Some customers may seem indifferent, and you won't cooperate if you visit once, twice or three times, but maybe you can succeed if you persist for a while. Customers may not only compare your products, but also examine your personality, so learn to touch customers with emotions.
The fifth measure: convince customers with actions.
Not only to touch customers, but also to be good at acting for customers and thinking for them. We should not only consider buying goods from customers, but try to help them sell them. There are some practical ways to help customers achieve sales. By helping customers, I mean you can help them sort out their inventory, help them rearrange their displays, help them put up posters, help them plan promotions, and so on. Don't think that doing these little things has nothing to do with letting the boss make your products. In fact, it is very likely that one of your actions touched him and persuaded him, and he made your product.
The sixth measure: achieve customers with your heart.
Having said the above, I think the most important thing is that as a salesperson, you should really pay attention to it, think carefully, be good at summing up, serve customers sincerely, really help customers achieve sales and development, realize profits, take care of each other, consider from the customer's point of view, and be good at grasping the customer's psychology to carry out "raiders"
Question 4: How to sell products to others? Personally, if you want to grasp customers well, you must first grasp several key points of customer psychology in sales negotiation: 1. Do you know anything about products? 2. Are you satisfied with the product? 3. Whether there is a purchase demand; 4. Are you interested in buying? After understanding these points, the salesman should also understand the relationship between them, which is very helpful for customers to grasp and sell. There are two relationships between them:
The first type: the customer first understands the product, then agrees with the product, and finally the customer has the purchase demand. Only when you agree with the product and have a purchase demand will you have a purchase intention.
There is also a relationship: customers have the purchase demand first, then understand the product, and agree with the product before they have the purchase intention.
From the above two relationships, it can be seen that in order for customers to make a deal, they must have two main points at the same time, namely, agreeing with the product and purchasing demand, which are parallel. And if you want customers to have these two points at the same time, you must rely on the understanding of the product to achieve.
After understanding the relationship between them, how to grasp the customer psychology? According to my own work experience, I will talk about two misunderstandings in the negotiation, which will help customers grasp.
1, endless explanation of products, unable to grasp the key points. Many salesmen talk about the selling points of their products from beginning to end when they meet customers, and talk endlessly. Finally, the customer's reply is to think about it. We can analyze which of the above two relationships is easier for customers to clinch a deal, and the answer is definitely the second one. Because customers will know more about the products after they have the purchase demand, and the transaction will be easier.
Therefore, before explaining products to customers, it is very necessary to understand their purchasing needs. If the customer has no purchase demand or the demand is insufficient, we must first dig out the customer's demand. Of course, explaining the selling points of products is also a way to tap customers' needs, but don't explain for the sake of explanation, but explain products to customers purposefully and pertinently.
We will find that customers often buy products not because of all the selling points of the products, but because of one or two selling points, and sometimes even the opposite. The more selling points, the more prone to problems. Salespeople are like doctors, and customers are like patients. Doctors diagnose patients first, and then prescribe drugs for patients, and they should prescribe the right medicine, instead of grabbing beards and eyebrows. Similarly, the salesman should first find the customer's needs, and then meet the customer's needs according to the selling point of the product. Not knowing the needs of customers means that doctors don't know what the symptoms of patients are.
2. Being trapped by customers' problems, unable to guide customers to buy. Salespeople know that the more questions a customer asks, the greater his purchase demand and the stronger his purchase intention. But there must be a premise, that is, whether the customer's problem is true. If it is a fake question, then the customer is making things difficult for you or perfunctory.
Some salesmen never consider whether the customer's questions are true or not. As long as they are all answered, they are finally trapped by the customer's questions. If the customer asks me some questions, I will consciously consider whether this question is true or not, and what is the purpose of his asking this question. If it is true, I will patiently answer for him, otherwise I will avoid this question.
So, how to judge whether the problem is true or not and how to avoid false problems? There are several better methods for your reference.
I usually use the hypothesis method, that is, assuming that this problem is solved, will customers buy it? For example, the customer said, "Your product has no good after-sales service." I said, "If our after-sales service makes you satisfied, do you decide to buy chicken?" . If the customer's answer is yes, then this question is true.
I also use rhetorical questions, that is, after the customer asks questions, let the customer solve them. For example, the customer said, "Your product has no good after-sales service." Then I said, "What kind of after-sales service do you think will satisfy you?" If the customer puts forward specific requirements, then this problem is a real problem.
There is also the transformation method, which is to turn the questions raised by customers into one of our selling points. For example, the customer said, "Your product has no good after-sales service." Then I said, "You should be worried. Our after-sales service is really imperfect. But you should know that our customers have the least complaints, which means that our quality is the most guaranteed. Which would you choose, quality or after-sales service? " ...& gt& gt
Question 5: How to sell your products to strange customers by telephone? Baidu has a lot of information, but your own company has no training and information in this field. In fact, the most important thing is to find the right demand point.
Question 6: How can a salesman successfully sell goods with strangers and how to do a good job in marketing?
First, a "top marketing expert" must be a person with a good attitude. All success comes from a good attitude. A good attitude must be a positive attitude. There is such a question: "How to move Mount Fuji"? The problem is bill. Gates put forward an interview question to those college graduates who are eager to apply for Microsoft. Gates said that there is no fixed right answer. I just want to know if these young people are right. The only simple answer is: Mount Fuji won't come, but we will. So how to get a good attitude? 1, affect the mentality with actions. Mentality determines thought, thought determines idea, idea determines behavior, behavior determines habit, habit determines character, and character determines fate. 2. Don't always say negative things. Psychology of language suggestion. Negative words will inevitably lead to negative behavior. Be grateful and don't complain. Be grateful. Thanksgiving family, so that we can concentrate on our work; Thanksgiving teacher, told us a lot of knowledge; Thanksgiving leadership, to create a good working environment for us; Appreciate the complaints of colleagues and classmates. Besides letting people know that you have some complaints and dissatisfaction, it will not bring you extra points, but only extra points. Complaining is like yawning on the bus. Yawning will infect the whole city and only make the environment worse and worse. 4. Learn to be self-motivated. Success requires people to say "I am the best" to themselves every day to motivate themselves, and the same is true. "Master" will not be complacent because of temporary success, and will not be discouraged and give up because of temporary failure; People with a good attitude are motivated to do things and have an optimistic attitude towards problems; For people with a good attitude, the sun is new every day; You seldom hear him complain that his solution to problems is always more difficult than reality; When others see difficulties, he can always see opportunities through problems. The second "top marketing expert" must be a hard-working, learning-loving and summing-up salesperson. You will never succeed without diligence. There is a saying in English that "no pains, no gains". As the saying goes, "Diligence is a good training, and one point of hard work is one point of talent". Look at the good people around you. Which one is lazy? Therefore, in order to become a "top master", it is best to use the word "diligence" first and try your best to do it. Learning is a basic ability. "Reading, reading people, reading things". Learn from the strengths of colleagues, leaders, customers and everyone, and you are the master. The third "top marketer" must be a marketer who has worked in multiple markets. Only by being a salesman in multiple markets can we find the law of solving problems from different regional markets. Only those who have done a lot of marketing can be said to be top-notch in one or several aspects. A qualified salesman is one who can be a good salesman in a regional market; A salesman who can do well in different regional markets is an excellent salesman; Salespeople who can do well in different enterprises and different regional markets are "top marketing experts"; People who can manage different industries, different enterprises and different regional markets are marketing experts. Fourth, a "top marketing expert" must be a good communicator. "Without communication, there is no marketing." The fifth "top marketing expert" must be a dynamic salesman. * * * can infect people * * * can spread. Sixth, "top marketing experts" don't believe in experience, but only believe in initiative. Seventh, the "top marketing experts" are mostly accumulated and thin. The eighth top marketing expert is very "enlightened". Understanding is the most critical sentence when customers negotiate, the inspiration when planning promotion, the selling point when distributing goods, and the "last step" when selling at the terminal.
How to communicate with customers
There are many examples of communication failure in sales promotion. What are the reasons? In my dictionary, the so-called communication failure is described as follows: "If it is not accepted by the customer, or the customer does not understand, everything said is invalid. The reasons for this communication obstacle are that the language expression is too weak, the pronunciation, expression or reading ability is insufficient, the words and sentences are improper, or the communication object is not interested at all. " It is very important to establish a bridge of "trust" or "goodwill" with customers when making initial contact with them. At the same time, we must first point out the urgency of customers' demand for this product, and then arouse customers' desire to buy. Almost all salespeople think that in all the links related to sales promotion, the most difficult thing is communication with customers. In fact, successful communication is very difficult, because the environment is different and the position is different. ......& gt& gt
Question 7: How to promote the misunderstanding of product sales?
After two years of sales, I feel a lot of detours. Now I'll write them out and give you some respect.
Myth 1: You can't sell well without words and skills.
When I first started selling, I thought skills were very important, so I worked hard to learn skills, gestures and tone. The more I learn, the more tired I am and the less confident I am.
In the past, some managers told us to learn by heart, but I always felt that I had a thorn in my mouth and didn't say what I said. At the end of the study, I dare not speak. The word "uncomfortable".
I know an Alibaba sales elite. He stammered a joke that everyone else would laugh with, but the sales performance of a person without sales talent has never fallen behind the top three. Because he is too diligent, he can go to three cities a day. Everyone else has gone home, and he has just set foot on the return bus. For a time, he accumulated the most customer information.
In addition, sales representatives who seem honest and quiet can do well, because many bosses like such people and feel comfortable doing business with them. In addition, most of these people are hard-working and resilient, and this quality is also suitable for sales. After all, 80% of transactions come from more than four times of tracking, not from skills.
Myth 2: You can only do business with a senior manager.
We advocate looking for decision makers and key figures in sales. But not all the key people are bosses. Especially in some large enterprises, their department managers have certain decision-making power. Moreover, the bosses of big companies are very busy and it is generally difficult to meet. Not for small companies. There are many family-owned enterprises in China now, and the lovers, relatives and friends of the bosses may affect the results of the list.
So sometimes the list doesn't go well, so you can consider starting with the people around the key people who have influence on it to achieve the goal indirectly. At the same time, we should pay close attention to these sub-key people around the key people and try our best to win their support. Even if you don't support them, let them be neutral, otherwise there will be endless trouble.
Once, a new salesman wrote a bill. Newcomers work in a small company that has just been established, and one day they visit a company with sales of billions. At first, he was looking for an employee of this company. The newcomer didn't quite understand the importance of the key figures, so she gave her a hard demonstration. Through this clerk, he learned about the organizational structure and background of some companies.
Later, the clerk was transferred back to the headquarters, but was recommended to another business manager, who was actually just an ordinary sales representative. At that time, the newcomers didn't know much about sales knowledge, but they still worked hard to communicate with the business manager and recommend their products.
The business manager agreed to this product and recommended it to a vice president. Later, he reported to the headquarters through the vice president. After the approval of the headquarters, the list was given to the newcomers.
Some people may think that it takes too long to do this, but the reality is that even if you go directly to the company's decision-making level, they will push the matter to the competent department. Once the decision-making level rejects you, your chances will become very slim. In fact, newcomers don't visit this list many times, but it is normal that the development of this matter needs a process. Think about it, we will have more such promising lists every month, and the efficiency will not be reduced, but will be improved.
Myth 3: Every customer's question has a fixed good answer.
Many talented sales managers compile their experiences into pamphlets and send them to their subordinates. I also told them that it took a lot of effort to compile it, and they had to memorize it all. At least they must master 80%. Many sales representatives regard it as the Bible and think it is the best answer.
Actually, it's not. First, each customer's temper and cultural background are different, and the time of each visit and the surrounding environment are also different. Things are constantly changing. Only on some occasions, some words are more effective. For example, some customers like to shoulder. The more you say your product is good, the more they say your product is not good.
Then you suddenly help him say, you are right, this product is terrible, there is no market, and I have no confidence. At this time, he began to comfort you, saying that your product is actually good and the price is reasonable. As for the defect, it is inevitable. People are not perfect, how can products be perfect?
Some people like you to talk to him about business as a joke and as a friend, while others like professional rhetoric. If you only recite one kind of speech, you can't use it flexibly, so ... >>
Question 8: How to sell yourself and your products to strangers? Prepare materials;
Products should be convenient and quick to query;
Dress neatly and generously;
Ask more, talk less.
Question 9: How to sell to strangers? First analyze the probability that this person can buy it, and then directly say, hello ~ I am. . . . Say it directly, listen and talk to you if you are interested. If you are not interested, just refuse. If you are rejected, don't be discouraged. It is common for sales to be rejected.
Question 10: how to sell products to others in the street. As far as the actual situation is concerned, a salesman sells things in the street without considering the quality of the products. This sales model is unacceptable to ordinary people, because it is a process of actively selling to people. The products you sell don't necessarily need to be sold, but there is a feeling of being forced to buy, which naturally makes people feel disgusted and even avoids salesmen.
If some brands need to be promoted or publicized, it is best to adopt the method of collective work, such as wearing neat tooling and uniform logo of company VI image. Have the same slogan. At this time, leaflets were distributed to passers-by, and some people made demonstrations, product comparisons, product features and so on. Let the guests visit first and then buy, and they won't be very disgusted. If there are some small gifts at the scene, the effect will be better.
Individuals have also promoted sales, and selling any product in China will be met with cold reception and disgust. Bad products will be misunderstood, the key depends on how you promote them with a mentality. How to introduce. When doing sales promotion, I like to organize several people together, set up a small publicity area, unify the slogan division of labor, and then exchange jobs and take turns to go to work. The effect is not bad. Some of them were coaxed away by the city management, so let's evacuate. When selling to passers-by, I don't force passers-by to listen to me. If passers-by ignore me and walk away, I will still say, good luck. Keep smiling and face the next passerby.
To tell the truth, it is really sad and bitter to do promotion, and outsiders will never know, so I appreciate and respect my friends who do promotion. But I am firmly opposed to the salesman's forced sales to passers-by! They violated the sacred mission and responsibility of salespeople.