20 10/4/ 1/08:09 Source: Chibo. com
* 100% sales 1 1 Step: Prepare in advance.
(1) professional knowledge and review the advantages of the product.
(2) Gratitude (thanks to those who invented and manufactured products).
A persuasive person will affect many people's lives.
You must imagine that your product has such great value, far exceeding its value.
⑤ List the great reasons of 1- 10 company. You are proud of the company and products, and it is his loss that customers don't buy it. Be sure to let customers see, hear, feel and know this.
Make yourself a dream version-everyone's dream version and list it on the wall!
⑦ Preparation of mental state. Sit still 15 minutes, eliminate negative energy and come automatically. Dedication to goodness-self-relaxation-listening to inspirational tapes.
* 100% sales 10 Step 2: Let your emotions reach their peak.
(1) greatly changes the physical state, and actions create emotions.
The biggest weakness in life is that there is no passion.
③ Be sure to push the landing gear to the limit before taking off!
Action comes from vitality, and vitality comes from activity. The way to increase vitality is to take a deep breath and eat less breakfast (the more you eat, the more tired you are).
Eat less and live old, and always eat only seven or eight points full.
* Food will affect the human body's magnetic field.
Vegetarianism brings endurance-cattle and horses.
Meat brings explosive power-tiger and wolf.
Drink more juice: watermelon juice, orange juice and cabbage juice. Fruit should be eaten on an empty stomach.
* 100% sales 10 Step 3: Build trust with customers.
(1) Share through a third party, at least with the witness of a third party.
(2) by listening. 80% of the time should be said by the customer.
(3) selling is to ask.
④ Question principle: Ask simple and easy questions first. Ask "yes" questions-start with small "things"-ask binding questions. Answers that customers can talk about-try not to answer "no" questions. (If the customer says he doesn't understand the product, it doesn't matter, keep asking other questions-ask the customer's questions, needs and wishes directly). Poker game: the art and practice of asking questions.
⑤ Always sit on the customer's left-look at him moderately-keep an appropriate way of asking questions-take notes. Don't make a sound (listen to the other person's expression). Don't interrupt, listen carefully. -say everything, and then repeat it to the other party.
Trust comes from liking each other. The client likes the same person as him or the person he wants to meet.
⑦ Three elements of communication: (in terms of communication elements, keep consistent with customers) ① Text ② Tone ③ Body language. I like to make a noise. In order to communicate well, we must be similar to each other in words, tone, intonation and body language or cause * * * sounds. Writing accounts for 7%, pronunciation accounts for 38%, and body language accounts for 55%. The classification of people in communication: ① sight (fast speech) ② hearing ③ touch. Handshake-an important way of communication: how to shake hands, but how to shake hands. Clothing image: consistent with the environment of customers.
* 100% sales 10 Step 4: Understand the customer's problems and needs.
Desire: ① Like and be happy now ③ Change, change, change ... ④ Who is the decision maker ... ⑤ Solution (is it the only decision maker).
When meeting a customer for the first time, let's talk about ① family, ② career, ③ leisure time and ④ financial situation. Ask in detail: ① What are the most important requirements of your product? What about the second and third items? (Therefore, the customer's "purchase value" is obtained! ) This is a "test transaction". The key is to thoroughly understand the customer's values and then put forward the correct solution.
* 100% sales 10 Step 5: Propose solutions and shape product value (money is the exchange of value).
The customer bought it because it was valuable to him. I didn't buy it because I didn't think it was worth it. First understand the customer's life values and see what is most important to him or her. What do you think is the most important thing in your life: ① ② ③ What is your greatest fear in your life? Then, tell him that if there is a service (product) that can meet your above values, will you buy it? Customers buy values. Tell the customer "pain" first: ① past pain (loss) ② present happiness ③ happier in the future. Selling is stabbing customers with a knife and telling them that you have medicine. So that customers will chase you. A person has not changed because the pain is not enough. A person doesn't make much money because he doesn't have enough pain, and a person doesn't succeed because he doesn't have enough pain.
* 100% sales 10 Step 6: Analyze competitors.
Don't criticize your competitors. How to compare? Point out the three characteristics of the product, point out the greatest advantages, point out the weakest shortcomings of the opponent, and compare with your products. (Ensure that customers sell key buttons) is the most important value for customers. The key button of training: success-don't you want to succeed? Please fill in the "Registration Form"! People with vision say "look", people with hearing say "listen" and people with touch say "touch". Methods of shaping product value: ① Give pain first; ② Wound enlargement; ③ Give antidote; Customer values are classified as follows: ① family type: family comes first; Don't like change; Attach importance to safety, peace of mind, persistence and verification; ② Imitation type: self-confidence, self-confidence, and gaining the recognition of the opposite sex, stars and big people. ③ Mature type: different, the best; ④ Social identity type: wisdom, helping the society and contributing to the country. ⑤ Survival type: cheap and economical. ⑥ Mixed type: A mixture of the above. The sales method of increasing income by 20% can be understood as four modes of thinking: ① cooperative type: looking at the same points (so we should learn from customers' successful sales experience and then guide new services) ② seeking common ground while reserving differences: 60% of people belong to this type. Confirm that the two methods are the same first, and then put forward the differences. ③ Seeking common ground while reserving differences: first, affirm differences, admit "shortcomings", and then seek common ground while reserving differences. (4) Subversive: arguing internal contradictions and opposing everything. How to design a product introduction: the customer's mind will think: ① Who are you? Why should I listen to you? I just listen to you, okay? Why should I buy your product? 5- 10 reasons for buying products. Why not buy competitors' products? Why buy products now?
* 100% sales 65438+ Step 7 (of 00): Eliminate objections.
Kill the monster before he grows up. (1) Set it up in advance, and "unpack" it before customers raise objections (for example, the price is too high) (first-class products will sell first-class prices, and only first-class people will buy it). The average customer will not have more than six objections, so list them in advance, such as: a time, b money, c effectiveness and d decision maker (the winner decides for himself). E doesn't understand f and doesn't need 23 kinds of apples: red, green and rotten. Customers selected by the sales champion don't choose "rotten". (3) All resistance points are solved by asking questions. Value transaction method and competitor price comparison transaction method
* 100% sales 10 Step 8: Deal.
① Fatal closing method ③ After-sales service confirmation closing method ③ Two-in-one closing method ④ Confirmation sheet signing closing method (a complete "confirmation sheet" is designed in advance) ⑤ Silent closing method (the other party doesn't talk, shut up and let the other party sign, and the person who speaks first dies). ⑥ contrast principle trading method (first put forward the most expensive product, then throw out the low-priced product )⑥comeback trading method (when saying goodbye, ask the customer what he said wrong, and then come back and repeat it), (the most hateful resistance is self-evident resistance). Suppose trading method: you don't sell it, but what will happen if you buy it one day? Then understand the real reason why customers buy.
* 100% sales 10 Step 9: Please recommend customers.
Give you value and make you satisfied. Do people around you have one or two friends who need this kind of value? Do they have the same quality as you and like the service product itself? Would you please write down their names? Can you call them right away? All right! (On-site visit) ⑥ Praise the new customer (by reference )⑥Confirm the other party's needs ⑧ Make an appointment to visit.
* 100% sales 65438+ step 10 00: after-sales service.
It is better to do after-sales service than to do pre-sales service.
Write a thank-you note and apologize first. I am deeply sorry and hope to have the opportunity to continue to serve you.
(2) Send a message to the other party (one month or half later).
③ Send the message again.
(4) Half a year, one year, two years and ten years.
⑤ Provide after-sales service, and provide services unrelated to products (based on products-related services).
The key to service: the only key: regular return visits.
(1) Create a customer file immediately and write down the customer information immediately. (2) Write down any needs of the customer immediately and try to meet him immediately. 3 let the customer move. 4 thanks bring loyalty. Be faithful to customers: express heartfelt thanks and lifelong thanks. Send messages to customers, send books and newspapers to customers, and write and sign with your own hands.
One of the skills of friendly activities with customers: design a stationery (logo, advertising language, standard color, famous sayings and aphorisms, thank you) for each customer and send it to everyone related to the customer.
Li Ka-shing said: It's tiring to visit customers, but it's easy for customers to come.
Customers complain and need extra compensation. Complaining customers.
Never lose a customer. Continue to apologize as long as the customer ignores it. So even if we don't make a deal, at least we won't spread "bad words"