One step: prepare in advance
① Professional knowledge and review the advantages of the product.
② gratitude (thanks to the person who invented and made the product).
③ A persuasive person will affect many people's lives.
(4) You must imagine that your product has such great value-far beyond the value for money.
⑤ list 1-1 reasons why the company is great. You are proud of the company and products, and it is his loss that customers don't buy it. Be sure to let customers see, hear and feel, and know this.
⑥ Make yourself a dream version-everyone's dream version, and list it on the wall!
⑦ mental state preparation. Sit still for 15 minutes and eliminate negative energy, which comes automatically. Dedicated to goodness-self-relaxation-listening to inspiring tapes.
Step 2: Let your emotions reach the peak state
① Change your physical state greatly, and move to create emotions.
② The biggest weakness in life is lack of passion.
③ You must push your gear to the limit before taking off!
④ Action comes from vitality, and vitality comes from activities. The way to increase vitality is to take a deep breath and eat less breakfast (the more you eat, the more tired you will be). Eat less and live old, and always eat only seven or eight points full.
* Food will affect the human body's magnetic field. Vegetarianism brings endurance-cattle and horses. Meat brings explosive power-tigers and wolves. Drink more juice: watermelon juice, orange juice, and cabbage juice. Fruit should be eaten on an empty stomach.
step 3: establish a sense of trust with customers
① share it with a third party, at least with the witness of a third party.
② by listening. 8% of the time should be spoken by customers.
③ sales promotion is a question.
④ the principle of asking: ask simple and easy-to-answer questions first. Ask "yes" questions-start with small "things"-ask binding questions. The answer that customers can talk about-try not to answer "no" questions as much as possible. (If the customer says he doesn't know about the product, it doesn't matter, keep asking other questions-ask the customer's questions, needs and desires directly). The game of poker: the art and practice of asking questions.
⑤ always sit on the customer's left-look at him moderately-keep a proper way of asking questions-take notes. Don't make a sound (listen to each other's expressions). Don't interrupt, listen carefully. -After all is said, repeat it to the other party.
⑥ trust comes from liking each other. The customer likes the same person as him, or likes the person he wants to see.
⑦ three elements of communication: (in terms of communication elements, keep consistent with customers)
A, letter B, tone C and body language.
in order to communicate well, we must be similar to each other in words, tone, tone and body language or cause a * * * sound. Writing accounts for 7%, voice accounts for 38%, and body language accounts for 55%.
Classification of people in communication:
① Visual (speaking very fast) ② Auditory ③ Tactile.
Shake hands-an important way of communication: how the other party shakes hands, but how they shake hands.
clothing image: consistent with the customer's environment.
Step 4: Understand the customer's problems, needs
Desire:
① Now ② Like and be happy ③ Change, change, change ... ④ Who is the decision-maker ... ⑤ Solution (is it the only decision-maker)
When meeting the customer for the first time, first talk about ① Family ② Career ③ Leisure ④ Financial situation
Questions in sales promotion: What about the second and third items? (Therefore, the customer's "purchase values" are obtained! ) This is a "test deal".
the key is to thoroughly understand the customer's values, and then put forward the correct solution.
step five: propose a solution and shape the value of the product
(money is the exchange of value)
The customer buys it because it is valuable to him.
I don't buy it because I don't think it's worth enough. First understand the customer's life values and see what is most important to him or her.
what do you think is the most important thing in your life: ①②③
What is your greatest fear in your life? (List which is the most important)
Then, tell him if there is a service (product) that can meet your above values, will you buy it?
customers buy values, so tell them "pain" first:
① past pain (loss) ② present happiness ③ happier in the future
Sales promotion is to stab a customer's heart with a knife, and then tell them that you have a medicine, so that customers will chase you.
a person hasn't changed because there is not enough pain. A person has not made a lot of money because there is not enough pain, and a person has not succeeded because there is not enough pain.
Step 6: Analyze competitors
Don't criticize competitors, how to compare them? Point out the characteristics of the product, point out the greatest advantages, point out the weakest shortcomings of the opponent, and compare with the expensive products.
step 7: remove the objection
① screen in advance, and "remove" it before the customer raises the objection (such as the price is too expensive) (first-class products will sell first-class prices, and only first-class people will buy it). The average customer will not have more than six objections, so it is listed in advance, such as: A time, B money, C effective D decision maker (the winner decides for himself). E don't understand f, you don't need
② three kinds of apples: red, green and rotten. Customers selected by the sales champion don't choose "rotten".
③ All resistance points are solved by "asking questions".
step 8: closing
① "adventure" closing method
③ after-sales service confirmation closing method
③ alternative closing method
④ confirmation slip signing closing method (a complete "confirmation slip" is designed in advance)
⑤ silent closing method (the other party doesn't talk, and the one who speaks first will die).
⑤ comparison principle closing method (first put forward the most expensive product, then throw out the low-priced product)
⑤comeback closing method (when saying goodbye, ask the customer what he said badly, and then return to repeat it), (the most hateful resistance is the unspoken resistance).
8 hypothetical transaction method: you don't sell, but if you buy one day, what will happen? Then understand the real reason why customers buy.
Step 9: Ask customers to introduce
① Give you value to make you satisfied
② Do people around you have one or two friends who also need such value
③ Do they have the same quality as you and like such service products themselves?
④ Would you please write down their names?
⑤ can you call them at once? OK！ (Call on the spot)
⑤ Praise the new customer (by the mouth of the recommender)
⑥ Confirm the other party's needs
⑧ Make an appointment to visit.
step 1: after-sales service
it is better to do after-sales service than pre-sales service.
① write a thank-you note and apologize first. I am deeply sorry. I hope to have the opportunity to continue to serve you.
② send the information to the other party (one month or half a month later).
③ send the information again.
④ lasting for half a year, one year, two years and ten years.
⑤ To provide after-sales service, we should provide services unrelated to products (on the basis of products-related services).
the secret of service: the only secret: pay a regular return visit.
① create the customer's file immediately and write down the customer's information immediately. (2) immediately write down any customer needs, and try to meet him immediately. 3 Let customers move. 4 thanks bring loyalty. Keep promise to customers: express heartfelt thanks and lifelong thanks. Send information to customers, send books and newspapers to customers, write and sign with your own hands.
one of the skills of friendly activities with customers: design a stationery (logo, advertising language, standard color, famous sayings, thanks) for each customer and send it to each related person of the customer.
Li Ka-shing said: It's tiring to come to customers, but it's easy for customers to come to them.
when customers complain, they should make extra compensation, and customers who will complain.
never lose customers. As long as the customer ignores it, continue to apologize. So even if we don't close the deal, at least we won't spread "bad words"