Salespeople should have certain communication skills in sales. The following are the communication skills of cosmetics salesmen I have compiled. Welcome to read!
1, "As long as people are right, the world is right."
To be a salesman, you must have a positive attitude, especially those who face different types of customers every day. Do not eat vitamin ABC every day, long-term calcium deficiency or muscle deficiency.
2, it is "sweet mouth"-praise customers, even the most difficult customers to praise. Praise used in sales promotion skills is by no means a simple "flattery". Praise has four principles:
First: the tone should be warm and vivid, not like memorizing a manuscript.
Second: be concise, colloquial, fluent and say what you usually say.
Third: be creative and praise what others can't praise.
Fourth: integrate into customers' companies and families.
3, it is "the waist should be soft."
It is said that modesty makes people progress. Mature ears of rice are curved. The more successful people are, the more modest they should be and the more they should learn from others.
There is no order of skills. The key is to see how you use them and how to deal with the worst things with the most appropriate means.
If you subdivide the professional marketing process, you can draw a picture like this:
No matter what kind of sales, the promotion process is the same, but not all promotion processes need these steps. Some people just don't want you to show their products, while others just don't need you to promote them. The process is just a general martial arts routine. To defeat the enemy, you may need to practice the routine several times, but you may only need one or two tricks. It is very important to fully digest the point of purchase, which is the basis of sales. Know what features your product has and who you can attract-this is the so-called selling point of your product.
Skillful sales skills and actions of cosmetics-to do promotion is to be like a professional actor-have skilled acting skills, and a promotion is like a "show".
Cosmetic sales skills Sales staff should also have an understanding heart. The so-called "going into the mountains to see the mountains" is this truth. Salespeople should be the embodiment of the principles of sales promotion-"forget me" and "no self". Whether your customers want your products or not, you should do what you should to promote them. Rejection is something that every salesperson will encounter almost every day when he grows up. However, we can't stop selling just because we want to be rejected. The customer's response is nothing more than these three kinds:
1) neuropathy
2) Don't talk
3) Great!
We don't expect every customer to say "great!" Similarly, we won't meet every customer who calls you a "psycho". Every customer you visit is RMB, and sales promotion is always the law of large numbers, which is directly proportional to the number of customers you visit.
The two most important words of salespeople are "fear" and "laziness". Promotion is a war of right and wrong, a struggle of doing and not doing.
Attack and then attack, a salesperson can only succeed if he constantly challenges himself and perseveres.
Customers are the most valuable property of salespeople and the lifeblood of the continuation of sales promotion. So, where are the customers?
Now tell you a string of words:
F: family
I: influence (influence center)
N: Neighborhood (living environment)
D: direct (other media)
Student: society (society)
The first word of these English words is FINDS.
There are so-called cause method, introduction method and strangeness method in customer development. Because the method is someone you are familiar with.
The advantage of this method is that people who are familiar with it are easier to approach and succeed, but the disadvantage is that there are more gains and losses. In a society like China, it is still shameful to sell to acquaintances, but the salesperson should make it clear that our products are beneficial to him, to solve his problems, and not to "kill him". When you love your product and completely digest the point of purchase of your product, this scruple disappears.
The introduction method is to use the influence of others, or to continue existing customers and establish word-of-mouth effect. There is a famous saying in the sales field that "behind every customer, there are 49 customers hidden".
Unfamiliar laws will expand your market infinitely-anyone is your customer. However, unfamiliar methods can only be based on quantity and quality. You won't be a good salesman until you are rejected enough times. The real top sales come from this strange visit, which is constantly rejected and visited! Mastering key steps, knowing customers and guiding customers are very important in cosmetics sales skills.
1. Understanding requirements:
A. look into the eyes
B. Trade-off: the actual product (most employees of the first two companies introducing products will fail)
C. Look at the type of skin
D. Read the promotional materials carefully
E. Ask some serious questions
F. Asking about prices and terms of purchase
G. Asking about promotion conditions
H. consulting with peers
I look in a good mood.
J. look back at our products.
K. ask technical questions about the company's products,
Length shows a good impression of the company's products.
M (short for meter) staring at the company's products.
2. To meet the demand, the specific purchase motives are: realistic purchase motive-affordable purchase motive-special price, convenient purchase motive-convenient, time-saving and safe purchase motive-product safety, health care and beautiful purchase motive-exquisite packaging and name purchase motive-brand hobby purchase motive-habit purchase A.
1). Product Features Introduction Composition-Functional Benefits-Problem Solving
2). Emphasize the function and price comparison of selling point products.
3. Try to pay attention to the way to find the advantages and characteristics of common features.
A. Meeting customer needs
B avoid saying no to customers' skin, but introduce what kind of skin our products can achieve (for problem skin, not for personal skin).
4. Further emphasize the benefits
A. Use advantages (again)
B. Preferential forms: for example, the special price increases the intensity of the time period; Use tools to help sales rise: for example, pop up DM price tags to promote trading opportunities.
C. Gifts: the limited time should have the display characteristics of gifts, further introduce the company's products, jointly sell and analyze the value.
5. Sales promotion achievements (closing skills) and two reasons for customers to buy; 1. Happy feeling
solve problems
A. obtaining customer purchase information:
B. Assuming agreement, act together: it is not necessary to wait for the customer to decide to buy, but should be regarded as the customer's complete purchase decision.
Skills:
1). Guide customers to pay.
2). Give you a new one.
7. I'll wrap it up for you
8. Is this a gift for you? Mitigate the refusal and oppose the handling. Take a welcome and positive attitude, deal with customers' emotions first, and then deal with customers' opinions.
9. reiterate the reasons for the customer's objection
10. The problem of gold-why? "Besides"
A. The second promotion and the bottom-up of the promotion cycle: obtain the customer's purchase information → assume agreement and take joint action → reduce rejection and objection → make a bottom-up of the second promotion → obtain the customer's purchase information.
B. convincing language and behavior: nodding yes, yes, it is not easy to understand.
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