Step 1: Preparation in advance

① Professional knowledge, review the advantages of the product.

② A grateful attitude (thank those who invented and made the product).

③ A persuasive person will affect the lives of many people.

④ You must imagine that your product has such great value - far more than worth the money.

⑤ List 1-10 reasons why the company is great. You are proud of the company and the product. It is his loss if the customer does not buy it. (Be sure to let customers see, hear, feel, and know this).

⑥ Make a dream version for yourself - everyone's dream version, list it on the wall!

⑦ Mental state preparation. Sit quietly for 15 minutes to eliminate negative energy. Negative energy comes automatically. Do good - relax yourself - listen to motivational tapes.

Step 2: Let your emotions reach their peak state

① Significantly change the state of your body and create emotions through movements.

② The biggest weakness in life is the lack of passion.

③ You must push your gear to the limit before taking off!

④ Mobility comes from vitality, and vitality comes from activities. Ways to increase vitality: take a deep breath and eat less breakfast (the more you eat, the more tired you will be). If you eat less, you will live longer, and you will always only eat seven to eight percent full.

* Food affects the human body’s magnetic field. Vegetarian food brings endurance - cows and horses. Meat brings explosive power - tigers and wolves. Drink more fruit juices: watermelon juice, orange juice, carrot and celery juice. Fruits should be eaten on an empty stomach.

Step 3: Build trust with customers

① Share through a third party, at least with the witness of a third party.

② Through listening. The customer should do the talking 80% of the time.

③ Sales are based on questions.

④ Principle of asking: Ask simple and easy-to-answer questions first. - Ask "yes" questions - Start asking questions from small "things" - Ask binding questions. ——Answers that customers can talk about—try to avoid questions that are likely to be answered “no.” (If the customer expresses that he or she does not understand the product, that’s okay, go ahead and ask other questions—ask the customer’s questions, needs, and desires directly). * The Game of Poker: The Art and Practice of Questioning.

⑤ Always sit on the left side of the customer - look at him appropriately - maintain appropriate questioning methods - take notes. Don't make any noise (listen to the other person's expression). ——Don’t interrupt, listen carefully. ——After you have finished speaking, repeat it to the other person.

⑥ The sense of trust comes from liking each other. The customer likes people like him or likes people he would like to meet.

⑦ Three major elements of communication: (Be consistent with customers in terms of communication elements)

A. Words B. Tone of voice C. Body language.

In order to communicate well, the words, tone, tone, and body language must be similar to or arouse the other party's cries. Words account for 7%, sounds account for 38%, and body language accounts for 55%.

Categories of people in communication:

①Visual (speaking very fast) ②Auditory ③Tactile.

Handshake - an important way of communication: how the other party shakes it, but how you shake it.

Clothing image: consistent with the customer's environment.

Step 4: Understand the customer’s problems and needs

Desire:

①Present ②Like, happiness ③Change, change, change... ④Decision Who is the person...⑤Solution (Are you the only decision-maker)

When meeting a customer for the first time, start by talking about ①family②career③leisure④financial situation

Questions during sales: Very detailed inquiries:

① What are your needs for the product?

② What is the most important of your requirements? What about the second and third items? (Thus the customer’s “purchasing values” are derived!) This is a “test transaction”.

The key is to thoroughly understand the customer's values ??and then propose the correct solution.

Step Five: Propose solutions and shape the value of the product

(Money is the exchange of value)

Customers buy because it is valuable to him.

I didn’t buy it because I didn’t think it was worth enough.

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 in your life: ①②③

What is the most fearful thing in your life? ①②③ (List which item is the most important)

Then, tell him that if there is a service (product) that can meet your above values, will you buy it?

Customers buy values, first tell them the "pain":

①Pain (loss) in the past ②Happiness now ③Happier future

Sales Just stab the customer's heart with a knife and the blood will drip out, and then tell the customer that you have a medicine. In this way, the customer will chase you.

A person has not changed because he does not suffer enough. If a person has not made a lot of money, it is because there is not enough pain. If a person has not succeeded, it is because there is not enough pain.

Step 6: Analyze competitors

Don’t criticize competitors. How to compare? ① Point out the features of the product ② List the biggest advantages ③ List the weakest shortcomings of the opponent ④ Compare with expensive products.

Step 7: Remove objections

① Frame the objection in advance and “remove” it before the customer raises objections (such as the price is too expensive) (only first-class products can It will be sold at a first-class price, and only first-class people will buy it). Generally, customers will not have more than 6 objections, so list them in advance, such as: A time, B money, C effectiveness, D decision maker (the successful person decides by himself). E doesn’t understand F doesn’t need to

② There are three types of apples: red, green, and rotten. The customer who is chosen by the sales champion does not choose “rotten”.

③ All resistance points are resolved through “asking questions”.

Step 8: Transaction

①"Adventurous" transaction method

③After-sales service confirmation transaction method

③Choose one of the two transactions Method

④ Confirmation form signature method (pre-design a complete "confirmation form")

⑤ Silent transaction method (the other party does not talk, just shut up and let the other party sign, speak first) person dies).

⑥ Comparative principle closing method (propose the most expensive product first, and then sell low-priced products)

⑦ Back-to-back closing method (when saying goodbye, ask the customer what he said Not good, then go back and tell it again), (the most hateful resistance is unspoken resistance).

⑧ Hypothetical transaction method: You don’t sell, but if you buy one day, what will happen? Then understand the customer’s true reasons for buying.

Step 9: Ask customers for referrals

① Give you value and satisfy you

② Do you have one or two friends around you? Need such value

③ Do they have the same quality as you and like such service products themselves?

④ Could you please write their names?

⑤ Can you call them immediately? OK! (Call on the spot)

⑥ Praise the new customer (from the recommender)

⑦ Confirm the other party’s needs

⑧ Make an appointment for a visit.

Step 10: After-sales service

It is better to do pre-sales service than after-sales service.

① Write a thank you letter, apologize first, deeply regret it, and hope to have the opportunity to continue to serve you.

② Send the information to the other party (one month later or half a month later).

③ Send the information again.

④ Lasts for half a year, one year, two years, or ten years.

⑤ When providing after-sales service, you should provide services that have nothing to do with the product (on the basis of product-related services).

The secret of service: The only secret: return visits regularly.

① Create customer files immediately and write down customer information immediately. ② Write down any needs of the customer immediately and try your best to satisfy him immediately. ③ Move customers. ④Thanksgiving brings loyalty. Keep your word to customers: express heartfelt gratitude and lifelong gratitude. Send information to clients, send books and newspapers to clients, write and sign them yourself.

One of the techniques for customer-friendly activities: design a stationery (logo, slogan, standard colors, famous quotes, thank you) for each customer and send it to each of the customer’s contacts.

Li Ka-shing said: It’s tiring to look for customers door-to-door, but it’s easy when customers come to your door.

When customers complain, additional compensation must be made for customers who will complain.

We must not lose customers.

(As long as the customer ignores it, continue to apologize. Even if you don't close the deal, at least you won't spread "evil words".