I think all new sales have encountered the above problems, including me.
Sales is not only a course, but also an art and a great career full of fun and challenges.
Sales work is how to say and do. How to say, with what attitude, customers will be willing to listen and pave the way for the transaction?
Faced with these problems, Mr. Lu Bing gave a systematic explanation, which is very suitable for being a newcomer to sales. I will sort out the content and share it with you. (Limited to space, I will share some of them here first, and there will be updates later. )
When meeting a customer for the first time, the first thing to do is to establish a relationship with the customer.
So how to establish a good relationship with customers in a short time? -Say "kind words" and don't be stingy with your "praise".
By saying "kind words", we can close the psychological distance with our customers, meet their psychological needs of being appreciated, and let them accept us first.
For example, the common "pleasantries" are: 1, you are really beautiful; 2, you are young, you can be independent, and you are worthy of being a young talent; I really admire that you can still make your business prosperous in the bad economic situation. ...
When praising customers, we should pay attention to the following matters:
First, the attitude must be sincere. Praise should come from the heart, remember to praise each other mechanically, otherwise it will be self-defeating and cause customers to resent it.
Second, different people have to say different things. People have different identities, status, income, etc. Therefore, when facing different people, we should praise each other "just right" and speak others' minds.
Third, we should pay attention to regional differences. People in different regions have cultural differences, so according to different regions, praise each other should be adjusted appropriately, which requires salespeople to have rich experience.
When you meet a customer for the first time, the customer will instinctively resist because of strangeness.
So how can salespeople eliminate customers' resistance? The best way is to find topics of mutual interest, so as to close the distance with customers and let customers open their hearts and be willing to communicate with us.
The legendary Japanese sales legend Ichihara once said such a wise saying: "When customers are willing to communicate with you, you are half successful." Then how can we find topics of common interest and make customers willing to communicate with us?
The following methods can be used as a reference:
1. Talking about the weather and news. Whether it's the weather or the news, it's a hot topic, and it's easy to cut in. Therefore, we need to pay more attention to the weather and news and read more magazines about life in order to prepare more lectures.
2. Talk about people and things that are familiar to each other. It's easy to establish intimate relationships and close the distance.
3. Ask each other about their hobbies.
When we find a topic of common interest, it is easy to expand the topic. When customers are willing to communicate with us, sales become easy.
I think many new salesmen have made the same mistake as me, that is, to get straight to the point and arouse customers' disgust.
As the saying goes, "You can't eat hot tofu if you are impatient." Don't cut to the chase, warm up first, and learn to communicate with customers step by step.
Say hello to the customer before the official sale. If you can't find a good topic, start with life first.
In the face of female customers, you can talk to her about marriage and children, which will make it easier to open their topic; When you meet a male client, you can talk to him about his ideal, life experience or work.
Starting from life, we can also close the psychological distance between us and our customers.
As a salesperson, if you can think of the customer from the customer's point of view when you first contact the customer, it will easily arouse the emotional resonance of the customer. Talking about caring about customers is one of the qualities that salespeople must have, and it is also the ideological basis for successful sales.
So how to care about customers sincerely?
1, respect customers. There is no doubt that everyone wants to gain the respect of others. Therefore, as a salesperson, we must first respect our customers and let them feel our sincerity.
2. Treat customers as relatives. If we can treat our customers as relatives, really care about them and meet their emotional needs, they will definitely repay us and thank us.
3. Give advice to customers sincerely.
4. Be honest with each other and introduce the products truthfully. When introducing products and services to customers, don't deliberately exaggerate or mystify, but introduce the advantages and disadvantages of products honestly and truthfully.
In order to let customers get the feeling of chatting with their confidants, the key is to narrow the psychological distance and try to find topics of common interest. Once you find that the customer is not interested in this topic, you should stop in time and find the topic of interest to the other party immediately.
If a customer gives up business negotiations and talks to you about a topic that has little to do with it, it means that the customer is making friends with you, at least he has a good impression on you. Then at this time you need to find your own position and play the role of a listener. In this process, you need to pay attention to the following items:
1, don't rush to make all the profits. You must pay attention to this when you first contact a customer. At the beginning of contact with customers, we must blur our purpose, but we must make the customer's needs clear.
2. Listen rather than speak. Talking too much is a common mistake made by new salespeople. When a customer communicates with us about a topic he is interested in, we just need to sit quietly and listen.
Don't interrupt the customer. When the customer is talking, if we interrupt it rashly, it will inevitably cause the customer's disgust.
4. Accurately judge the customer's excitement. Because each customer's personality, life experience and knowledge system are different, the topics of mutual interest will be different. As a salesperson, we should accurately judge the excitement of customers, and then actively focus on the topics that customers are interested in, so that customers can gradually accept themselves.
Sales have a lot of knowledge. In the early stage of sales, we mainly learn "how to say" to make customers accept us easily. This paper mainly shares five points: 1, learn to make polite remarks; 2. How to find topics of common interest; 3. How to cut into life; 4. How to care about customers sincerely; 5, how to let customers get the feeling of chatting with friends.
Using sales skills can make us get twice the result with half the effort and make sales easier.
Recommended reading: "How to say sales, customers will listen; How to do sales, customers will buy. "
Recommended sales book: Manpower Sales