It has been a long time since the gold medal real estate agent talked about his sales skills theory. His sales skills came entirely from his career in the insurance industry. In his later work, he gradually realized that in fact, the principles of sales They are all similar things, "As long as the people are right, the world will be right."
The gold medal real estate agent always has a smile on his face, and he likes to give himself vitamin ABC every day. This is his number one magic weapon.
Vitamin A I like myself so much
Vitamin B I am a great person
Vitamin C Something great will happen today
In the sales industry, you must have a positive attitude, especially for people who have to face different types of customers every day. If you don’t take vitamin ABC every day, for a long time, you will either lack calcium or lack of strength.
The second magic weapon of a gold medal real estate agent is "sweet mouth" - praising customers, even the most difficult customers to praise.
Many years ago, a gold medal real estate agent once visited a prospective client. This prospective client had a very large prospective list, but he had a weird temper, a bald head, and sounded like Ah Q. Just as he doesn't want others to say the word "lamp", he is also very taboo about others talking about this part of his body. Although the prospective client's "Local Support Center" hair style was sleek and shiny, it was a "quiet pain" in his heart.
A compliment made by a gold medal real estate agent back then is still used as a training material. He said to his prospective client, "Sir, I think your head is really good" - the client's face already showed it. Stunned - Ma Deqi continued: "My dad also has hair like this, but no matter how much he combs it, he can't get the same effect as yours." - The customer laughed.
Praise used in sales techniques is by no means a simple "flattering". There are four major principles for praise:
First: the tone should be enthusiastic and lively, not like an endorsement.
Second: It must be concise, colloquial, fluent, and speak what you usually say.
Third: Be creative and praise what others cannot praise.
Fourth: Be integrated into the customer’s company and family.
The last magic weapon for a gold medal real estate agent is to "keep your waist soft". It is said that humility makes people progress, and mature ears of rice are all bent over. The more successful you are, the more humble you must be, and the more you must learn from others.
Having been in sales for so many years, the gold medal real estate agent is more like a martial arts master who has integrated his skills into his blood and habits. Now, he is subdividing these skills bit by bit, but, There is no order or priority in skills. The key is how you use them and how you use the most appropriate means to deal with the worst things.
If you break down the professional sales process, it can be drawn like this:
Close to customers
Product display
Facilitate
Transaction
Objection handling
Reject
Questions
Accept
No matter what type of sales it is, the sales process is always the same, but not all sales processes require these steps. Some people just don’t want you to show the product, and some people just don’t want you to facilitate it. The process is just a general martial arts routine. To defeat the enemy, you may need to practice the routine back and forth several times, but it may only require one or two moves.
It is important to fully digest the buying point, which is the basis of sales. Know what features your product has and what it can do to attract people—this is the so-called selling point of the product.
Skilled sales words and actions - To do sales, you must be like a professional actor - with skillful acting skills, a sales promotion is like a "show".
Salespeople must also have a considerate heart. This is the saying of "entering the mountain to see the mountain." Salespeople should be the embodiment of the sales principle - "selflessness" and "selflessness". Regardless of whether your customers want your product or not, you have to do what you should do to promote it. Rejection is something that every salesperson encounters almost every day as he or she grows up. However, we cannot avoid making sales just because we are going to suffer rejection. The customer's reaction is nothing more than the following three:
1) Crazy
2) Not speaking
3) Great!
We don’t expect every customer to say “Great!” Likewise, we don’t expect every customer to say you are “crazy.” Every customer you visit is worth 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 for salespeople are "fear" and "lazy". Sales is a war between YES and NO, a battle between doing and not doing.
Attack after attack, a salesperson can only succeed if he constantly challenges himself and perseveres.
The gold medal real estate agent’s voice got louder and louder, as if he had returned to the time when he just left school. He wore a suit and visited clients every day. He always liked to practice smiling before going out to cheer himself up, and then in exchange for A good day's work.
“So...Teacher Ma, your sales skills are very good.
"A young man in his early 20s sitting in the corner of the room said: "But the problem now is that I don't know who to talk to. Where are my customers? ”
Golden real estate agents know that customer development actually determines the success or failure of a salesperson’s sales career. A company once conducted a survey on 700 resigned salesmen and found that 95% of them did not do so because of lack of sales. Know how to find customers. Customers are the most valuable asset of a salesperson and the lifeblood of a sales career. So, where are the customers?
Ma Deqi took out his Montblanc and wrote in his notebook. There is a string of words written on it:
F: FAMILY (family)
I: INFLUENCE (influence center)
N: NEIGHBORHOOD (living environment)
D: DIRECTLY (other media)
S: SOCIETY (society)
The first word of these English words together is FINDS ( Looking for).
Classmate
Customer development has the so-called cause method, introduction method and stranger method. Ma Deqi drew 5 people on the paper. circle, and then write "5 colleagues":
Sales
Colleagues
Countryfellows
Living together
The advantage of the acquaintance method is that because they are familiar people, it is easier to get close and more likely to succeed, but the disadvantage is that in a society like China, selling to acquaintances is still a big deal. It's a shame, but the salesperson should make it clear that our products bring benefits to him and solve his problems, rather than "killing him". When you love your product, you should fully digest the purchase of your product. When you click, this scruple will disappear.
The introduction method is to use the influence of others, or to continue existing customers, to establish a word-of-mouth effect. There is a famous saying in the sales industry: "Every customer." Behind the scenes, there are 49 customers hidden."
The unfamiliar method will make your market infinitely large - everyone is your customer. However, the unfamiliar method can only be based on quantity. Qualitative. If you have not been rejected enough, you will not be a good salesperson. The real TOP SALES comes from constant rejection and repeated visits.
In the sales career of a gold medal real estate agent, I summed up four sentences for my colleagues who are just starting out in the industry:
“Smile to take the lead, and listen to the first move. Praise is priceless and backed by character."
"But how to face rejection from customers? "A girl who looked to be in her mid-twenties asked - obviously, she had just learned a lot of sales skills and customer development methods from Ma Deqi, and her face began to flush with excitement: "Gold Medal Real Estate" Broker, I have been desperately looking for clients, but many clients have rejected me, but I don’t know how to face it. I wonder if I can improve my performance if I can handle rejection well. ? ”
The gold medal real estate agent lit his pipe again and took two puffs. In fact, there are only three types of rejection: the first is rejection by the salesperson himself, the second is that the customer has a problem, and the third It means there is no confidence in your company or product.
Rejection is just a habitual reflex action of the customer, unless he buys after hearing the introduction - unfortunately, this situation is relatively rare. Generally speaking, only Only through rejection can we understand the true thoughts of customers, and rejection processing is the best time to introduce transactions.
The technology of rejection processing starts with analyzing the strengths and weaknesses of Chinese people’s personalities. The shortcomings are all opportunities to close a deal.
Chinese people have very good memories, so you must fulfill your promises to customers, otherwise, you may not have a chance to close a deal in your life.
Chinese people love beauty, so the first impression given by a salesperson is very important.
Chinese people value feelings, so sales should focus on communication between people.
China. People like to be friends, so you should also be friends with your customers - oh, Xiao Wang, he is your classmate, he is my neighbor, this way the relationship can be shortened immediately
China. People are accustomed to looking at their faces, and their expressions are written on their faces, so you should pay attention to your words and expressions.
Chinese people like to reciprocate favors, so you must know how to respect each other.
Chinese people love each other. Praise, so you have to reduce your age for every person and increase the price for everything.
Chinese people love face, so you have to give your customers enough face.
Chinese people don’t trust others easily. , However, people who already believe are convinced, so the most important thing for sales is to gain the trust of customers.
Chinese people are too smart, so they cannot be led away by customers' ideas. Who takes the lead in each link determines whether you can close the deal in the end or whether you are rejected by the customer.
Chinese people don’t like to be “right away” and are afraid of being the first. At the appropriate time, you must know how to make decisions for your customers.
Chinese people like to make decisions after the fact, and you must express your approval of their opinions.
Chinese people do not praise others. So, you have to learn to praise.
So, the gold medal real estate agent concluded that the key to objection handling skills is to grasp human nature and know how to analyze the real problems behind the customer's rejection.
Golden real estate agents don’t want to instill too many sales skills into these friends in half a day. In fact, sales skills are something that is suitable for each person, and they are not something that can be used tomorrow if you learn them today. Yes, when you forget more and more about sales skills, your skills will truly become more and more proficient