First, appearance

Salesmen must start with appearance to promote themselves. Before you speak and the customer knows nothing about you, he sees your appearance first and makes a first impression. The appearance determines the first impression of customers on you. If you want to leave a good impression on customers from the beginning, you must pay attention to your appearance.

You can't judge a person by his appearance. This is a warning, which means that you can't judge a person's ability only by his appearance. However, it is precisely because people (including you and me) often judge a person by his appearance when they meet, so there is this warning.

In the era when self-service selling is becoming more and more popular (supermarkets and convenience stores are all self-service), packaging has become an "invisible salesman", which deeply affects customers' purchasing desire. A box of beautifully packaged fruits is certainly more attractive than a pack of inferior plastic bags. There is no doubt about it.

if you think of yourself as a product, the instrument is equivalent to packaging. The quality of packaging is enough to affect the sales of products, while the quality of instruments is the primary factor for the success or failure of salesmen themselves.

Under the sponsorship of Mary Kay Cosmetics Company, Dallas Geriatrics College of the United States once conducted a six-month instrument training for 5 elderly women with an average age of 83. As a result of this training, it is found that helping to modify personal appearance has a good effect on encouraging personal self-esteem and making them feel happy in all situations. In other words, the better they look, the better they feel.

You may also notice these phenomena in your ears:

-My wife has become more charming and friendly since she came back from the beauty salon.

-children are happier and more energetic when they wear new clothes.

p>———— Before going out to socialize or give a speech, you will feel radiant and confident by taking a shower, hanging your face and putting on your favorite suit (including tie) and leather shoes.

Don't be surprised. Appearance does affect my internal emotions and external performance. Appearance includes appearance and clothing, and a salesman must pay more attention to these two aspects in order to be outstanding.

1. Appearance

If you say that you don't care about appearance, ask yourself, would you like a person with dirty nails, a beard, messy hair and body odor? A disheveled and unkempt person can't even handle his own appearance well, which will make people feel disorganized, let alone expect others to have a good impression on him.

In terms of appearance, the following eight points should be paid special attention to:

A. Take a bath every day: Taking a bath will not only get rid of sweat, but also make you look neat and energetic.

B, removing body odor; If you have body odor, you should take medicine besides bathing. In addition, it is easy to have bad breath after eating, so brush your teeth after eating (especially after lunch).

C, tooth protection: everyone wants to see a pair of white and bright teeth. Smokers tend to leave smoke stains and should try to remove them.

D, arrange hair; Hair is too long, too messy, too dirty and too oily. It must be of moderate length, neat and clean, and docile.

E, face repair: wash your face with face soap every day, and men's beards must be shaved clean, if necessary, twice a day. If there are obvious defects, you should go to surgery for beauty.

F, manicure; Nails should not be too long, there should be no dirt in them, and besides, don't let nicotine from cigarettes yellow your hands.

G, keep fit: try to keep a proper weight and a good figure. Obesity is not only harmful to health, but also bloated and ugly, so salesmen should keep exercising to keep healthy.

H, pay attention to posture: whether sitting, standing or walking, you should keep the correct posture-chin closed, abdomen narrowed, head raised and chest raised.

2. Clothing

As the saying goes, "Buddha needs gold clothes, but man needs clothes." Only when clothes and accessories are properly dressed, will they leave a deep impression on customers, or wear big and heavy weird accessories, because that will only bring a sudden feeling and be harmful to sales promotion.

When wearing clothes, please grasp the following eight principles:

A. Be willing to spend money: try to buy clothes with better texture when economic conditions permit. Good clothes are not only durable, but also bring confidence to people.

B, the size is moderate, and the size of the clothes should fit, not too wide or too narrow.

C, clothes matching: the jacket should be well matched with pants, ties, handkerchiefs, socks, etc., which makes people feel fresh and dignified.

D, plain color is appropriate: if the color of clothes is too bright, it will make people feel frivolous, so plain color is appropriate.

E, frequent ironing: shirts should be changed every day, and suits (or foreign clothes) should be ironed regularly. Dirt wrinkles are annoying, and clothes must be kept clean and straight every day.

F, adjust measures to local conditions: the clothes for work, banquet and leisure are different, and the customers who visit the office and the customers in the factory wear different clothes.

G, choose accessories: necklaces, rings, bracelets, glasses, belts, lighters, pens and other accessories, which should also be in line with their own identity.

H, clothes and shoes matching: shoes should be matched with clothes, and shoes should have different choices on different occasions. If you wear leather shoes, be sure to shine.

second, listen

I wonder if you have noticed a problem, why God gave human beings two ears when he created everything, but only one mouth, that is, we should listen more and talk less.

1. Obedience is more important than talking

Most people can only talk, but they are not very obedient, and few people really know how to listen. Obedience is more important than speaking, because people who can talk give people the impression of intelligence, while those who can listen, although not as attractive as those who can talk, give people the feeling of kindness and care and are more attractive. Human psychology is wonderful. They like to be smart, but they don't like to associate with smart people. They prefer to get close to those who are kind and always give people care. Therefore, it is self-evident which is more important: obeying and speaking.

the importance of listening goes beyond this. Doctors should listen to the patient's conversation to understand the condition and prescribe the right medicine; Business executives should listen to the reports of their subordinates in order to formulate countermeasures to solve problems. Everyone should listen in order to communicate with others. The problem is that "I like to talk, but I don't like to listen" is one of the weaknesses of human nature (but human beings are afraid of public formal conversation-speech). As long as you pay attention to some informal parties, or dinners, or chats, those who are listening to others are eager to speak; Moreover, after a speech, someone is in a hurry, and even there are many people scrambling to talk, so you can know how much human beings love to talk!

A salesman should master this weakness of human nature and let customers speak freely. No matter whether customers praise, explain, complain, refute, or warn, scold or insult, they should listen carefully and respond appropriately to show their concern and attention, so as to win customers' goodwill and goodwill in return. Therefore, being good at listening-listening attentively to customers is a lifelong advice for novices or veterans of sales promotion.

on the surface, it seems that the customer speaks actively and the salesman obeys passively, as if the former has mastered the absolute advantage, while the latter is at a disadvantage. In fact, the listener is more advantageous than the speaker. Because the speaker's speed per minute is about 125 words, and the listener's thinking speed is four times that of the speaker, when the speaker has to worry about the content of his speech, the listener has plenty of time to analyze and review the customer's opinions to respond. Therefore, a salesman who is good at listening is at an advantage on the surface. British Prime Minister Churchill said: "Speech is silver, silence is golden." I think it is more appropriate to change this sentence to "Speech is silver, obedience is gold".

2. The principle of listening

Listening is so important, so how can you listen? We must grasp the following three principles:

A. Don't be distracted, concentrate and listen attentively to

the sounds that are easy to cause interference, such as telephone ringing, radio, TV and music, and try our best to eliminate them. In addition, scenes that are easy to distract people, such as people coming and going at the office door, should also be avoided as much as possible.

Listening to people is a university question. According to the research of the Department of Mass Communication of the University of Minnesota, the average person can only remember 1/2 of the tapes, and within 8 hours, they will forget 1/3 to 1/2 of what they remember. In other words, unless you have an amazing memory, most people only remember half of the speech, and within eight hours, they will forget most of it. In a word, the average person only listens to 15% and takes 25%.

There are two reasons for this poor effect. First, because the listener thinks faster than the speaker speaks, he has a lot of free time to think. Second, when the speaker's argument is different from his own, it is difficult for the latter to listen any longer.

In order to avoid bad listening effect, besides paying attention and listening attentively, the best way is to prepare paper and pen and take notes. After you write down the main points of the customer's conversation, you won't forget them.

B, ask questions at the right time to help the speaker sort out the mess

In principle, don't interrupt when the other party is speaking, but asking questions at the right time is more effective than nodding. A good listener is neither afraid to admit his ignorance, nor afraid to ask questions to the speaker, because he knows that this will not only help the speaker sort out the mess, but also make the conversation more concrete and vivid.

In conversation, it often happens that the speaker is thoughtless, talks nonsense and makes himself confused. For example, if he wants to give three reasons for a certain problem, as a result, the first reason alone will go further and further, and he will never forget the second and third reasons. At this time, the listener should ask "What's your second reason?" Help the speaker sort things out and get down to business.

Another situation is that although the speaker talks endlessly, the conversation is too theoretical and difficult to understand. The listener can insert a sentence "Please give an example" in time, which can often make the speaker give concrete examples to illustrate. In this way, all vague arguments can be clearly explained.

C, from the conversation, understand the opinions and needs of customers

Salesmen always find out the topic, so that customers can keep going, which not only can avoid misunderstanding because they only listen to fragments, but also customers often inadvertently reveal their inner intentions. Customers often have opinions, needs, problems and so on, so the salesman should let him express his opinions, understand his needs, deal with his questions and solve his problems.

a salesman must listen to the customer's real meaning from the content, tone, expression and body movements. Only in this way can we grasp the needs of customers. After knowing the needs of customers, we can get twice the result with half the effort by selling according to their needs.

The relationship between the speaker and the listener is not antagonistic, but the relationship between the listener and the speaker. A knowledgeable and fluent person, if he meets someone who won't listen, is like casting pearls before swine, wasting his time; On the contrary, when a good listener talks with an ordinary person, due to the listener's intention and timely probing (questioning), ordinary people often show profound knowledge and make the conversation interesting.

3. Smile

Why do puppies become good friends of human beings? The secret of winning the favor of human beings lies in wagging its tail. Whenever the owner appeared, it immediately wagged its tail, so the owner immediately had a pleasant association: it was really friendly, considerate and cute. It is a smile that human beings show friendliness, kindness, courtesy and care.

A, the function of smile

The Louvre in Paris displays the smile of Mona Lisa, a famous painting by Leonardo da Vinci. For centuries, millions of tourists from Qian Qian have come to see this work of art every day. Someone once asked, "Why is she smiling?" Some people say that she is happy, and some people say that she is heartbroken. In fact, no one knows the answer, and no one is so eager to know the answer, because it doesn't matter why she smiles. What matters is that she smiles, and she has a smile that makes people tired of seeing it.

There is only one animal in the world that can laugh, and that is human. God gives everyone a face, which is our smile besides food, washing and makeup. Can this human patent be hidden and not used?

Smile is the best lubricant in interpersonal relationships. It shows friendliness, kindness, courtesy and care. It can not only make you feel happy and inspire yourself, but also change the atmosphere, narrow the distance between people and develop a happy garden. Smile must take the initiative. Smile at others first, which means telling the other person "I like you and I'm so glad to see you". You can make people feel comfortable without any effort at all. Why not?

There is a famous saying: "I saw a man with no smile on his face, so I gave him a smile." The poorest person in the world is the one who can't smile. When you smile at him, you will not only make yourself richer, but also make the other person feel better.

B. The value of a smile

In the United States, a wire was broken, which shocked a child's face. Fortunately, it was not fatal, but it burned the nerve on the left face, which caused a lawsuit. In the court, the plaintiff's defense lawyer asked the child to turn to the jury and smile. As a result, only the right cheek could laugh, and the left cheek could not laugh at all because of the nerve burn. It only took 12 yuan. If the value of a smile after it is lost is $2,, it must be more valuable than this before it is lost.

United Airlines knows the value of smiling. It regards smiling as a policy and claims that their sky is a friendly sky. When United Airlines recruits employees, during the interview, the examiner has a strange posture: deliberately turn his back on the candidates and talk to them. Of course, the examiner didn't mean to discriminate. He did it to listen to the smile in the examinee's conversation. The company believes that smile is the biggest asset of employees in their work, so there should be a smile not only on their faces, but also in their voices.

In addition to United Airlines, Hilton Hotel also attaches great importance to the value of smiling. Conrad Hilton, the founder of this hotel, once said, "If my hotel only has first-class facilities without the smiles of first-class waiters, it will be like a hotel that will never see warm sunshine. What's the fun?"

Warneker, the king of department stores, thinks that smiling at customers is a profitable thing, which takes a short time and no trouble, but it is of intangible help to business. Therefore, in his old age, he still stood at the door of his department store every day, greeting guests with a full face and enjoying it.

C. The practice of smiling

There is a "million-dollar smile" promoter in the sales circles of the United States and Japan, William Wyra in the United States and Hirahara in Japan. They all get the above reputation because they have a smiling face that customers can't resist, and their annual income is as high as one million dollars.

William and Yuan Yiping's charming smiles are not born, but the result of long-term hard work. William used to be a well-known baseball player in the United States. After retiring at the age of 4, he applied for a job as a salesman of an insurance company. He thought that he should be admitted because of his popularity in baseball, but he was unexpectedly eliminated. The personnel manager said to him, "A salesman of an insurance company must have a charming smiling face, but you don't."