Doing a good job in sales is not a simple matter. It requires both eloquence and vision. The most important thing is to master sales skills. The following are the skills and eloquence about sales that I have carefully collected and compiled. I will share them with you below for your enjoyment.
Sales skills and eloquence
1. Clear phased goals
All sales positions are earned through performance and have clear phased goals. , when you achieve a stage goal, you are not far away from your dream. Small goals are strung together one after another to become the big goal of your life.
2. The key points of the dialogue between sales staff and customers to improve the efficiency of eloquence
In real sales dialogue, many disputes will arise, making it difficult for people to distinguish between true and false, and it is impossible to know what is going on. What will happen? As a salesperson, your task is to hear the true meaning of the question. The core is to cooperate with the questions to guide.
3. Build up self-confidence in yourself
As a salesperson, when communicating with customers, you must be confident, give people a good impression, and pass on your smile to The other party, of course, the same goes for telephone sales, which can be delivered through voice and language. It is very important to speak fluently. There is no need to speak in a standard manner, but you must ensure that the other party can understand you without any effort. Therefore, the first step of training is to train yourself in the mirror in the language you usually communicate with your customers until you become fluent and fluent.
4. When meeting with customers, whether it is self-introduction or product introduction, it must be concise, preferably within two sentences. The speaking speed must be slow and not procrastinating, and the person must look into the other person's eyes and smile when speaking. We should not refute the other party's point of view casually. We must understand the other party's intention before speaking.
5. When asking questions from customers, the answers must be comprehensive. A comprehensive answer does not mean that you can talk endlessly, nor does it mean that the more answers, the better. Instead, answer the customer's questions comprehensively without omitting anything, especially key issues.
Sales techniques
No1, hesitant type
Usually this kind of customer will not make up his mind to buy immediately; he often shows concerns, uneasiness and fear. I make mistakes due to lack of consideration, and I hope someone can act as a consultant.
Coping skills: When receiving this type of customer, the salesperson should not directly sell the product that the customer needs immediately. Instead, he should "sneak through the warehouse" and introduce the relevant product or service realistically first, so that the customer can Customers make their own comparisons before choosing a product.
No2, like the picky type
This type of shopping has always been cautious and worried about being deceived, so they will ask some questions and details that are beyond other people's normal thinking to eliminate their inner worries and at the same time Satisfy your own guilty conscience. And adopt a harsh and tough attitude towards shopping guides.
Coping skills: First accept the customer's bad emotions, allow the customer to vent their dissatisfaction, listen carefully to the customer's "pickiness", and make the customer feel that you respect him.
Think from the customer’s perspective, understand the reasons why the customer is picky, and make the customer feel that you are on the “same channel” with him. Avoid blaming the customer and learn to apologize when appropriate. Finally, propose solutions to solve customer problems and meet customer needs.
No3, arrogant and rude type
This type of customer is often arrogant and seems to be "high-ranking", but this is not necessarily the case. He just enjoys being flattered, praised and complimented.
Coping skills: Forget about yourself for a moment and don’t take yourself too seriously at this time. Be careful not to have conflicts with customers during communication. You must know that if you win, the communication will be terminated; if you lose, the customer may give you a "surprise"!
Therefore, let him know that you are Only by sincerely praising him can his self-esteem be satisfied, and only then can a transaction be possible.
No. 4. Complaining type
This type of customer will complain, complain endlessly, and be very stubborn when they encounter even the slightest dissatisfaction.
Coping skills: You must not avoid this type of customer, because what the customer enjoys at this time is the pleasure of the "venting process".
If you try to prevent a client from expressing his feelings, you will make him angry and worse.
Therefore, smart shopping guides usually choose silence to let the customer know that you are listening to him. As he vents, you should keep nodding, "echoing" the client appropriately from time to time, and maintaining eye contact. Don't feel wronged. It's really not worth it if you have to vent your anger every time.
No. 5, the preoccupied type
This type of customer always wants to "take advantage", or "take advantage", regardless of whether he is "nearly short of money" or not.
Coping skills: When our sales are promoting products,
we must first highlight the value of the product, clearly inform customers of the benefits that purchasing the product or service will bring to them, and let customers understand the value of the product. Have a deep understanding of the value of products and services and win their recognition of the company's products and services.
Second, we must highlight the advantages of the product and compare it with similar products or related substitutes in terms of price, performance and quality, so that customers can draw conclusions through their own comparative judgments.
Third, we must highlight the rationality of the price and let customers know through various methods that the current product price is very reasonable in the market.
No. 6. Non-rejection type
This kind of customer does not object to anything the salesperson proposes. No matter what the salesperson says, the customer will nod "agree". But just don’t buy it.
Coping skills: In other words, he just wants to know the product information and wants to end your explanation of the product early, so he nods casually and agrees, hoping that you will stop selling, but in his heart he is afraid that if he relaxes, he will Marketers take advantage of the situation and embarrass it.
If you want to reverse the situation and get this type of customer to say "yes", you should simply ask "Beauty (handsome guy), why don't you buy it today?" Use cut-off questioning to take advantage of the customer's negligence. Under the circumstances, sudden questioning will make the customers lose the room for defense, and most of them will tell the truth, so that the siege can be tailored to local conditions.
No. 7, self-showing type
This type of customer usually has a little bit of stuff in his stomach, and may have a wider range of knowledge, but he always likes to show off, express himself, and show his confidence. He is relatively vain and often uses his own knowledge to deepen the impression of others.
Coping skills: Salespeople should praise these customers and convince them that they are experts. Let them make all the decisions and try to satisfy their egos by complimenting him.
You can bring some vanity satisfaction to the product through its fashionable appearance or some special functional selling points.
No. 8. Honest and honest type
This type of customer generally does not "look for trouble" or "play tricks", and most of them appear dull and honest. He is often focused on buying the products he needs and does not care much about "other" things. He usually looks directly at people and does not wander around.
Coping skills: When the customer does not actively ask for your help, never make a "hot and sticky" hard sell, otherwise, the previous "lurking" will be in vain. Let him feel that you are "helping him" instead of bluntly "selling", and pay attention to using "emotional marketing" strategies.
No. 9, Calm and Sophisticated
This type of customer behaves calmly and calmly, and generally does not speak casually. They usually communicate with you in a calm manner and are not impatient or impatient. Swinging around with you.
Coping skills: Because this type of customer is very careful, stable, and makes no mistakes when speaking, he is a very rational purchaser.
During the sales process, customers should be polite, conservative, not too excited, and should not have an inferiority complex. Be confident in your knowledge of the product. At this time, you must speak with force and confidence, and Let him be "impressed" and feel that you are really good at it and that you are a professional.
No. 10, casual looking type
This type of customer is often encountered. As soon as he sees a shopping guide asking: "Excuse me, what do you want to buy?", he is like a "frightened bird". Then he immediately responded with: "I was just looking around," and then rejected the shopping guide as "thousands of miles away". When you were far away, he ran away again.
Coping skills: When facing this kind of customer, please try not to disturb him at the beginning, and don't be too "enthusiastic", let alone be "preconceived" and let your enthusiasm be excessive.
The third is to treat this type of customers with the attitude of "listening to thunder in silence and enlightening without thoughts."
No. 11. Good at comparison
Customer performance: This type of customer actually has no purchase. Any obstacle is just the habitual "comparison". After repeated comparisons, you will make a purchase only when you feel "the purchase is suitable".
Coping skills: For this type of customers, you should give more "comparative" introductions to customers and let them "compare more" themselves. Once customers feel that the products in your store are good in terms of quality, price, style, etc. When certain aspects, such as color and service, are better than those of peers, customers will pay directly.
No. 12, "Wait for next time" type
Customer performance: There is a type of customer who has chatted with you for a long time and "falls in love and then lets go" of the things he likes. When you ask He said: "Seeing that you like it so much, do you decide to buy it today?" He said: "I'll come back and buy it next time." This is the so-called "wait for next time" type.
Coping skills: In fact, many shopping guides are unhappy with this kind of customers, but they cannot show it. They still have to maintain a cordial attitude, and then use some "This is selling very well, I will buy it next time" You can't use strategic words such as "Today is the last day of the event" to guide customers to buy. If they really don't want to buy, then add WeChat first.
No. 13, Unreasonable Precautionary Type
This type of customer shows that no matter how you sell him or what you sell, he will always say: "I don't have this need." or “I don’t need it right now.”
Coping skills: Usually they seem to have a natural aversion to salespeople, they have a tough attitude, and no matter how hard we try to sell, they just won't let go.
For such customers, popular product introduction methods are not effective. Low-key intervention, using the most unique features of the product to arouse the customer's curiosity, make him suddenly interested in the product, and the customer will naturally I am willing to listen to your introduction to the product.
Effective sales techniques
Losing a big deal in a small way
Losing a big deal in a small way means emphasizing that it is a big mistake for customers not to make a purchase decision, sometimes even if it is A small mistake can lead to the worst results. Through this kind of pressure that strengthens "bad results", customers are stimulated and forced to close the deal.
If you sell health care products, you can say this: "If you save this investment in health, if you are not in good health and get sick in the future, the money you will spend on treatment will be tens of dollars now." Times, hundreds of times!" This statement is actually the application of the Dharma in daily life due to small losses. In such an example, the customer is faced with two choices, one is a potential benefit, while the other implies a great risk (if he does not make a purchase decision).
Press the deal step by step
Many customers tend to procrastinate before making a purchase. They will say: "I'll think about it again." "I'll think about it again." "Let's discuss it." "Let's talk about it in a few days." When excellent salespeople encounter customer pushback, they will first agree with them: "Just buy something." I should be as cautious as you are and think it through first. You are still very interested in this product, otherwise you wouldn't take the time to think about it, right?" They have no choice but to agree with your point of view.
At this time, you press again: "I'm just out of curiosity and want to know what you want to consider, is it the credibility of my company?" The other party will say: "Oh, you The company is good." You ask him: "Is that because of my character?" He says: "Oh, no, how could it be?"
You use the skills of approaching each other and keep asking questions, Finally, let the other person express his or her concerns. As long as you can solve the customer's questions, closing the deal will become a natural thing.
Play hard to get
Some customers are naturally indecisive. Although they are interested in the product, they procrastinate and hesitate to make a decision. At this time, you deliberately pack up your things and make a decision. Leaving, this act of pretending to say goodbye, sometimes prompts the other person to make up his mind to buy.
Learn the art from a master
When you have exhausted all your words, tried all kinds of methods to no avail, and see that the business will not be done, you might as well change the topic and stop selling to the customer. Instead, ask him about his own problems in sales. "I'm sure this product can bring you many benefits, but unfortunately my eloquence is too poor to express what I really mean.
It's a shame really, if I could make it clearer you would definitely be able to enjoy the benefits. Could you please do me a favor and tell me what I'm not doing well so I can improve it?"
Then, the customer raised the point of dissatisfaction. Your answer: "I really didn't mention it Is this true?" You apologize sincerely, continue to explain, relieve the customer's doubts, and finally of course propose the deal again. When you apologize, you must be sincere, otherwise once the customer doubts your sincerity, he may immediately issue an eviction order. < /p>
Approval of Closing Law
At the end of the sales conversation, you should ask the customer if there are any questions or concerns that have not been clarified. If the customer says they have no other questions, you will bring out the contract. , turned to the signature side, made a mark where the customer signed, then pushed the contract over and said to him: "Then, please approve it here, and we can start the work right away. ”
The word “approval” is better than “signature”. At this time, you push the entire sales contract in front of the customer, put your pen next to the mark on the contract, smile, and stand firm. Sit there with your back straight and wait for the customer's reaction.
Order Closing Method
When the sale is about to end, take out the order or contract and start filling in the information. If the customer does not have one, Stopping means that he has decided to buy. If the customer says that he has not decided to buy yet, you can say: "It doesn't matter, I just fill out the order first. If you change it tomorrow, I will tear it up and you will have enough." consideration time. "
"Mr. Wang, there is no problem with the delivery date, other conditions are also good, and we have also solved the payment problem. In this case, can you fill in your name on this document?"
Pet Transaction Law
You passed a pet store and saw a cute puppy, dark Looking at you with big eyes, you walked into the pet store. The smart salesman gently put the puppy in your hand. This is the pet transaction method. p> Many companies are using this deal method, such as: test drive a car; 30-day free membership; 7-day trial at home; free first issue of the magazine; have the copier delivered to your office for a two-day trial
Special Treatment Law
In fact, there are many customers who consider themselves to be the most important people in the world and always ask for special treatment, such as the lowest price that is exclusive to them. You can say: "Mr. Wang, you are our big customer, let's do this -" This technique is most suitable for this type of customer
Storytelling closing method
Everyone loves to listen to stories. . If a customer wants to buy your product but is worried that there is something wrong with your product, you can say to him: "Sir, I understand how you feel. If it were me, I would be worried about this too. Last year there was a Mr. Wang who was in the same situation as you and he was also worried about this problem. However, he decided to rent our car first and try it out for half a year. But within a few weeks, he discovered that this problem was nothing at all - "Emphasizing the satisfaction of the previous customer is like letting the customer experience it personally.
Assisting customers to close transactions
Even if many customers are interested in buying, they don't like to sign the order quickly. They always have to pick and choose, and keep thinking about the color, size, style and delivery date of the product. At this time, the salesperson has to do it. Change your strategy, let’s not talk about orders for the time being, and instead enthusiastically help customers choose. Once the customer selects a product, you will get the order.
Comparative transaction method
Write out the pros and cons. This is a method of using written pros and cons to encourage customers to make a decision to buy. The salesperson prepares a pen and paper and draws a "T" form on the left side. For the reasons why you should buy, write down the negative reasons why you shouldn't buy on the right side. Under the design of the sales staff, there must be more positive reasons why you should buy than the reasons why you shouldn't buy. In this way, you can take the opportunity to convince the customer to make a purchase decision.
Small transaction method
Buy a little to try out. When a customer wants to buy your product but can’t make up his mind, you can suggest that the customer buy a little to try out. Confidence, although the order quantity is small at the beginning, after the other party is satisfied with the trial, they may give you a large order.
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