Briefcase is a sacred tool for salespeople. It's really disrespectful to sit it under your ass. In addition, what is the customer's feeling when he sees the salesman take out the product introduction, product catalogue, contract, etc. From the briefcase under his ass? I believe it goes without saying that you all know it in your heart. A salesman who doesn't even understand this can be said to be slow-witted and his performance is certainly not much better.
If there is really no place to sit, you might as well sit on your knees directly, which can also show your respect for customers. If you have a seat, but the customer doesn't ask for it, you can take the opportunity to say "sorry" when you look down at the product introduction or catalogue, and then sit down. In this way, customers won't blame the salesman for being rude and sitting down without the permission of the owner.
There are also some salesmen with thick lines, sitting on the sofa, either stretching their legs into a figure of eight or shaking their legs, which often makes people frown. When customers ask themselves to sit down, they should first thank each other sincerely, and then sit at one end of the sofa, so as to satisfy their self-esteem. Of course, if they keep this polite attitude, it is difficult to successfully complete the promotion. However, as long as you win the favor of customers first, you can move your position to customers without trace while talking intimately.
Some salespeople can take out the contract immediately without rummaging through their briefcases and say to customers, "Sir (Miss), please sign this document."
On the other hand, some salespeople have to rummage through the entire briefcase to find the contract.
Excuse me, what type do you belong to? If it is the latter, I believe you will often lose the opportunity to sign the contract in the last question.
Yuan said: "The chance of signing a contract often depends on the moment when the other party makes up his mind to sign the contract and take away the contract documents. If you can't grasp it in time, you will lose the opportunity in vain. A professional salesman won't let the opportunity slip away. He usually takes the contract out of his briefcase like lightning after asking questions and then asks the other party to sign it. "
In order to be quick, the things in the briefcase must be neat and orderly. At the same time, the salesman should be able to clearly remember where to put the contract, where to put the seal and where to put all kinds of directory documents.
Sometimes, you don't have to ask for a contract. As long as the other party has a little willingness to buy, you should immediately take out the contract and say, "Thank you, please sign here!" " "
This used to be a common transaction, but if the action is slow, the situation will change completely. When the salesman slowly reads the briefcase, the customer's original high mood will gradually cool down. Take out the contract and let the other party sign it. The other party will probably say, "Let me think about it." Or give up the idea and not buy it at all. So procrastination can be said to be a sin of salespeople.
Maybe you think this is too picky, but there are countless salesmen who have this problem. If you don't remind them, I'm afraid some people don't even know the reason for their failure!
When customers choose goods, they are also buying credit. The so-called credit is the customer's personal trust in the brand and salesman. When I tried my best to push the negotiation to the signing stage, at this time, a messy briefcase was exposed and too many cooks were looking for the contract, which was undoubtedly a blow to the dream that the customer had outlined. At this point, the customer's trust in the salesman will be minimized.
If the target is a steady and agile salesman, customers will usually sign the contract with confidence; If you are a sloppy salesman, you will only make your customers feel disgusted and uneasy. When the customer says to himself, "I think I should discuss it with my wife and give you an answer." I'm afraid we have to conduct a self-examination to see if it's a matter of taking away the contract documents.
It should have been easy for a salesman to remember the contents of his briefcase and take out the contract quickly. It's a pity that so many salesmen let the contract fall on this matter. Insurance salesmen and car salesmen, in particular, often make this mistake unconsciously, so we should pay more attention to it.
In the past, swords were of great significance to chivalrous people. As the saying goes, "the sword is in front of people, and the sword dies." The sword can't leave the body, but it has to be polished and sharpened. Now the sword has been replaced by a sales tool, and the chivalrous man has been replaced by a salesman. The situation remains completely unchanged. If you don't put your briefcase away, don't remember what's in it, and don't remember the location of the contract, it's like not sharpening your knife, and you'll only end up in the Jianghu.
In a word, if you want to be a qualified and reliable salesperson, you must remember this.
There is nothing sadder for a salesman than being turned away. Although I am an ideal customer, I have no chance to convey business. It's really painful If the other party doesn't even open the door, it's even more helpless.
However, from the customer's point of view, rejection is inevitable. Because customers don't sit around all day, they just wait for the salesman to come to the door. They are often caught up in housework and can't cope with too many trivial things.
Female clients especially don't like being deprived of time to interview a salesman they have never met. In this regard, salesmen engaged in home visits should pay special attention. If you have ever been turned away, or a salesman has been thrown out as a suspicious person. Please don't complain in a hurry. To be honest, this responsibility should be borne by yourself. The reason is that the salesman's own attitude is too sneaky.
However, there are still many well-trained salesmen in the sales field. Like an insurance salesman. You know how to solve it. When they visit customers, they usually shout, "Hello! I am a salesman of XXX insurance company, and I am here to visit you today. " No matter whether the other party can become a customer or not, he will always tell the purpose of his visit. It is a magic weapon to relieve customers' defense.
Yuan believes that the first thing to pay attention to in contact skills is the salesman's attitude. The first impression is usually decided at the moment the customer opens the door. In this important moment, the average couple often ignores bowing to each other in a correct and polite way.
When the door is opened, you should bow to greet the customer, but some salespeople just look up at the customer with their heads down, trying to observe what kind of person the other person is, but this behavior often makes the other person feel disgusted. Even if you deliberately don't let the customer know, you can't escape the other person's subconscious sixth sense, especially women's words are easier to find. At this time, the customer must be thinking: "This salesman is really annoying!" Once the customer has this feeling, even after raising his head, he respectfully said that the purpose of coming to your home today is ... "Probably just after the words are finished, the other party immediately said" no need ""I am very busy now, let's talk about it next time! "If you refuse, it will end.
When bowing, don't just lower your head, but also look down at the ground. Only in this way can you be polite. As a salesman, you must know how to bow politely to leave a good first impression on customers. Moreover, after lowering your head, you may wish to take a gentle breath and raise your head. On the one hand, it can stabilize your emotions, on the other hand, it can make you look confident when you speak. On weekdays, you may wish to do more exercises in the following aspects.
First of all, bow your head from "one", stop moving at "two" and breathe gently at "three", that is, "one, two, inhale", and practice repeatedly according to this step. Although this action is simple, not many people do it well. Ordinary people may have several salesmen to visit their homes one day, and whether the way of bowing makes people feel good has become the basis for customers to judge salesmen, and it is also the basis for customers to judge what salesmen are like and whether they are trustworthy.
If you can use this simplest and most difficult bow to express your politeness and win the favor of the other party, I believe the next conversation will go very smoothly.