The Ten Commandments of Sales and Two Key Points of Sales

Sales Process

1. Children who cry have milk. When I start doing business, I am often very motivated. I find customers, send samples, and quote prices, but then I don’t know what to do, and all my previous efforts are often wasted. In fact, you should keep asking him when will you place the order? Keep asking him until you know the result. In fact, purchasing is just waiting for us to ask him. Just like a child doesn't cry, how do we know he is hungry?

2. You should fish, not cast a net. The most effective and comfortable way to run a business is to use the fishing method. Just like when we first start chasing girls, will we chase several girls at the same time and then be successful in gambling? We will usually focus on one, Pursue her relentlessly until you succeed. This is how I run my business. I will choose an industry. For example, if I want to be in the headphone industry, I will pick about 3 people in the industry and attack them seriously until I get into it. From now on, the rest will be fine. Did it. In this way, when you account for 80% of the share in the headphone industry, we will move to other industries and copy it, just like fishing, targeting the big ones, fishing one by one, it is very comfortable.

3. Bold, careful, and thick-skinned. When we were young and chasing girls, the older ones told us that they should be brave, careful and thick-skinned. In fact, doing business is like chasing girls.

4. The result of the conversation is not important, the atmosphere of the process is. When we chat with buyers, we often pay attention to the content of the conversation and always say there is no topic. In fact, we should pay attention to the process and atmosphere of our conversation. If we chat happily and harmoniously that day, our relationship will be very close. Many days later, we often forget what we talked about at that time, only remember the day we had a good chat. In fact, the same goes for purchasing. We will give him a quotation for the price, a quality acknowledgment letter for the quality, and a stamped signature on the delivery date and send it back to him, so we only need to talk to him about things other than business. Interesting questions are the best.

5. There must be a trial period. Getting a customer is like getting married. Finding a customer is like finding a dream lover. From making a phone call to placing an order is as long as sending a love letter to getting engaged. When you get married, you have to take it seriously. Have a good life. We don’t want to do something big all at once. The novelty of getting married at first sight is difficult to maintain after it wears off. We should all give the client and us some time to review each other's credit, service, etc.

6. Don’t care about face when doing business. After the business is completed, when it comes time to collect payment, many people will think, I am so familiar with purchasing, and I feel embarrassed to chase his payment all day long. Therefore, we rarely pursue payment or we don’t pursue it after several attempts. In fact, we have to get the payment before we can get the commission. It is natural to pay back debts. If you owe him too much, your The business won't last long. I usually ask for payment, not by asking him to arrange it, but by saying, Mr. **, please arrange payment for me on Wednesday, and I will pick it up that afternoon. Sometimes he will say that it cannot be done that day, so I will say, then he will pay on Tuesday. Just say Wednesday.

We have to keep calling them until he knows it’s me as soon as he hears the voice. It's best to make him think about you. Doing business is like falling in love. We can't expect others to marry you after making an appointment.

Purchasing is very forgetful, we must constantly remind him.

2 There are two points about being careful:

For yourself, before becoming a customer, you should carefully understand everything about the customer. For example, who he did business with before is also who your competitors are. Knowing this, you can make quotations and make countermeasures. Understand why the customer wants to do business with you. If someone else refuses to supply him, then we can ask him to pay in cash, and he will definitely default on the bill. If it is the opponent's reason, such as poor quality, high price, service If it's not good, you can take corresponding countermeasures to deal with him. If you are better than your opponent in something and make him do it with you, then you will know how to do it in the future.

For customers, you should always pay attention to the topics that the customer likes and his hobbies. Talk to him more about what he likes. Pay attention to his every move and you can cater to his preferences.

3. About the salesperson himself.

Many people think that a salesperson should be tall and handsome. A salesperson must be eloquent and well-spoken. To be considered eloquent, a salesperson must be able to spit oil out of his mouth. Salespeople must be able to smoke, carry cigarettes with them at all times, and hand them out to everyone. The salesperson must know how to drink, liquor and beer. In fact, I feel that these are not important. The first three months are not like human life. Once you get through it, it will be fine, so the business office is outside the factory.

4. Regarding whether to give rebates for business. This is the most troublesome issue. My personal idea is to try not to give kickbacks, even if it is difficult or impossible to do it. If customers are really attracted by quality and price, and if the service is better, they will have more opportunities to do so. Do you think you can always satisfy your desire to purchase? If your product is very advantageous and others just give you rebates, it will be difficult to have any high value in the product, and the life of the purchase is very short. He is gone. It is often easy for others to get in at a low price.

5. Regarding salesperson speculation. Don't speculate when you are on the job. We should be upright and principled people. Speculation will not bring you much extra income, but will make you nervous. If you are truly capable, you can start a business and do it yourself in an upright and upright manner. Only in this way can others convince you.

1. The appearance is not annoying. If you are not good-looking, make yourself talented; if you have no talent, then always smile.

2. Temperament is the key. If you are not good at fashion, you would rather be simple.

3. When shaking hands with others, hold it for a while. Sincerity is a treasure.

4. It is not necessary to use "I" as the subject in everything.

5. Don’t borrow money from friends.

6. Don’t “force” guests to look at your family photo album.

7. When talking to someone, please sit next to the driver first.

8. Persist in saying good things about others behind their backs, and don’t worry that the good things won’t reach the ears of the person involved.

9. When someone speaks ill of someone in front of you, you just smile.

10. When driving a car, don’t stop to say hello to a colleague on a bicycle. People will think you are showing off.

11. Visit your colleague when he is sick. She naturally sat on his hospital bed and washed her hands carefully after returning home.

12. Don’t let others know everything about the past.

13. Respect people who don’t like you.

14. Be kind to things but not people; or be ruthless to things but affectionate to people; or be a person first and do things second.

15. Self-criticism always makes people believe, but self-praise does not.

16. Nothing improves your bowling performance more than onlookers. So, don’t begrudge your cheers.

17. Don’t take other people’s goodness for granted. Be grateful.

18. The "starling" on the banyan tree is talking, but he only talks but does not listen, and the result is chaos. Learn to listen.

19. Respect the master in the reception room and the aunt who does the hygiene.

20. Remember to always start with "we" when speaking.

21. Applaud everyone who takes the stage to sing.

22. Sometimes you have to ask knowingly: Is your diamond ring expensive? Sometimes, even if you want to ask, you can’t ask. For example: How old are you? Everyone knows how to speak, but there are some things that you shouldn’t say in some situations. , we often see the phenomenon of ruining a business because of one word in sales. If the salesman can avoid making mistakes, the business will definitely prosper. For this reason, the author summarizes 9 things that should not be said when "trouble comes from the mouth" and hopes that business personnel must avoid them.

1. Not speaking critical words

This is a common problem among many business people, especially new business people. Sometimes they speak without going through their brains, blurting out and hurting others without feeling it themselves. Common examples are: the first thing I say when meeting a customer is, "It's really hard to climb up this building in your house!" "This dress doesn't look good and doesn't suit you at all." "This tea tastes really bad." Or, "You This business card is so old-fashioned!" "Alive is not as valuable as dead!" These blurted words contain criticism. Although we have no intention to criticize and accuse, we just want to make a round and have an opening statement, but to the customer's ears, it feels like Not feeling too good anymore.

Editor's recommendation:

The 12 most commonly used English expressions for orders and six steps to guide customers to say "yes"

The top luxury cruise ship that surpasses the Titanic (group Picture) 101 Tips for Salesperson Interview Skills

People often say, "I would like to hear a good word from anyone", that is to say, everyone wants to be recognized by the other party, and everyone likes to hear good words. Otherwise, how could there be such a saying as "praise and encouragement can turn idiots into geniuses, criticism and complaints can turn geniuses into idiots"? Who in this world wants to be criticized? Business people are engaged in sales, and they have to deal with it every day. When dealing with people, you should say more complimentary words, but you should also pay attention to the appropriate amount, otherwise, people will feel hypocritical and lacking in sincerity. Just like Aunt Wang who lives in my compound, one day after the salesman said goodbye to her, she ran over to us and said: "Don't listen to what he says. He talks so sweetly, it's all fake. The people trained by this insurance company all have the same pattern, glib and talkative!" You see, this Aunt Wang is invisibly reminding us that the complimentary words used in conversations with customers must come from your heart, not from your heart. Praise without any boundaries, you must know that expressing it naturally without being humble or arrogant can win people's hearts and convince people.

2. Avoid subjective issues

In business, it is best not to participate in discussions on topics that have nothing to do with your sales, such as politics, religion, etc. that involve subjectivity Awareness, whether you say it is right or wrong, has no real meaning to your sales pitch.

Some of our newcomers have not been involved in this industry for a long time and have insufficient experience. In the process of interacting with customers, they inevitably cannot have the ability to control customer topics and often follow the customers to discuss some subjective topics. In the end, opinions arose in disagreements over certain issues. Even though some people argued over certain issues and gained the upper hand, a business fell through just like that after the fight. Think about this kind of subjective attitude. What's the point of arguing about sexual issues? However, experienced salesmen, when dealing with such subjective issues, will initially start some discussions along with the customer's point of view, but during the argument, they will immediately lead the topic to The products to be promoted come up. In short, I think you should put down all things that have nothing to do with sales, especially subjective issues. As a salesperson, you should try your best to avoid them. It is best to avoid talking about them, which will be good for your sales.

3. Use less professional terminology

Mr. Li has been engaged in life insurance for less than two months. As soon as he entered the battle, he showed off to his customers that he was an expert in the insurance industry. A lot of professional terms are thrown at customers, and every customer feels a lot of pressure after listening to them. After meeting with the customer, Mr. Li used his professionalism one after another, using a lot of professional terms such as "premium exemption", "rate", "debt", "debt beneficiary" and so on, which made the customer feel like he was falling. Wandering into the mist, it seemed like he was groping in the dark, and the other party's resentment arose from this. It was natural for him to refuse. Mr. Li unknowingly missed the business opportunity to promote sales. If we analyze it carefully, we will find that the salesperson treats customers as colleagues and is training them. They talk about professionalism. How can people accept it? If you don’t understand, how can you buy a product? If you can use these terms , use simple words to convert, and make people understand clearly after listening, so that the purpose of communication can be effectively achieved, and product sales will be achieved without hindrance.

4. Don’t exaggerate and lie.

Don’t exaggerate the functions of the product! With this untrue behavior, customers will eventually understand what you said when they enjoy the product in the future. The words are true or false. Just because you want to achieve temporary sales performance, you cannot exaggerate the function and value of the product. This will inevitably plant a "ticking time bomb". Once a dispute arises, the consequences will be disastrous.

Any product has its good sides and shortcomings. As a salesperson, you should stand from an objective perspective, clearly analyze the advantages and disadvantages of the product with customers, and help customers "shop around." "Only by knowing the other and being familiar with the market conditions can customers accept your products with conviction. Remind salespeople that any deception and exaggerated lies are the natural enemies of sales and will make your career short-lived.

5. Prohibit offensive words

We can often see such scenes, business personnel in the same industry use offensive words, attack competitors, and even some people The other party is said to be worthless, causing the image of the entire industry to be unsatisfactory in people's minds.

Most of our salesmen lack rational thinking when speaking about these offensive topics, but they do not know that attacking words and phrases about people, things, or objects will cause disgust to prospective customers, because you are speaking from a standpoint. Looking at the problem from one perspective, not everyone may stand in the same perspective as you. If you act too subjectively, it will be counterproductive and will only be harmful to your sales. I believe that with the development of the times and the strengthening of the corporate culture of various companies, this kind of behavior that does not respect business ethics and offensive words will never become popular.

6. Avoid talking about privacy issues

When dealing with customers, the main thing is to understand the needs of the other party, rather than talking about privacy issues. This is also what we salesmen often do. A mistake made. Some salesmen will say, I’m talking about my own private issues, so what does it matter? Even if you only talk about your own private issues and don’t talk about others, how about you tell your marriage, sex life, finances, etc. from the bottom of your heart? Can telling the truth make substantial progress in your sales? Maybe you will also say that if we don’t talk about this with our customers, it will be difficult to carry out business by directly talking about the topic. It doesn’t hurt to talk. In fact, this kind of “gossip” talk is useless It's meaningless, a waste of time not to mention, and a waste of your sales opportunities.

7. Ask less questionable topics

In the business process, you are very worried that prospective customers will not understand everything you say, and you constantly worry that the other party will not understand what you mean. Questioning the other party, "Do you understand?" "Do you know?" "Do you understand what I mean?" "Such a simple question, do you understand?" It seems that an elder or teacher is questioning these objectionable things. topic. As we all know, from the perspective of sales psychology, if you always question the customer's understanding, the customer will feel dissatisfied. This method often makes the customer feel that they are not respected at the same time, and rebellious psychology will also arise. It can be said that it is the key to sales. A big no-no.

If you are really worried that the prospective customer still doesn’t understand it after your detailed explanation, you can use a tentative tone to understand the other party, "Is there anything that I need to explain in more detail?" Maybe this will help. Relatively acceptable. Maybe, when the customer really doesn't understand, he will take the initiative to tell you, or ask you to explain it again. Here, a piece of advice for salesmen. Customers are often smarter than us. Don’t use our blind spots to replace their strengths at will.

8. Change boring topics

There are some boring topics in sales that you may have to explain to customers, but these topics can be said to be disliked by everyone. Listen, I even feel like dozing off just listening to you. However, due to business constraints, it is recommended that you make such words simpler and use summary to pass them by. In this way, customers will not get tired after listening and your sales will be effective. If there are some very important words that you must explain clearly to your customers, then I suggest you not to force it on them. During the process of explaining, you might as well change your perspective and find something they like to hear. A little story or a little joke to stimulate it, and then get back to the topic, maybe this will have a better effect. In short, I personally think that because this type of topic is boring and customers don’t like to hear it, it’s best to keep it as long as you can and leave it alone. Sometimes it’s better than telling the whole story.

9. Avoid indecent words

Everyone wants to be with educated and classy people. On the contrary, they do not want to associate with those who are "foul-mouthed". Similarly, in our sales, indecent words will definitely have a negative impact on the products we sell. For example, when we sell life insurance, you'd better avoid words like "death," "dead," "done," and the like. However, experienced salesmen often use euphemistic words to express these sensitive words when dealing with these indecent words, such as "lose your life" and "go out and never come back" to replace these terms that people don't like to hear. Indecent words will greatly damage your personal image and must be avoided in the sales process. If you pay attention and correct them, you will be successful!