In fact, what sales need is improvisation. There are no regular customers and no regular sales. Sales is improvisation. I prepared it for you. I hope it can help you.

Sales thinking 1: sales are not selling, but buying with customers! When you really care about or pay attention to how customers purchase and make them feel that you are helping them, you will find that customers regard you as a member of their purchasing organization.

Sales thinking 2: There are no homogeneous products, only sales with no demand difference. To put it further, in fact, customers are not looking for differences, but looking for the value that differences bring to him. Differentiation is truly powerful only if it meets the needs of customers. So the difference is not the product, but the demand.

Sales Thinking 3: You never know what you can sell until you know what customers want to buy! In complex sales, no two customers will buy the same thing for the same motivation. Customers decide to buy based on the satisfaction of personal motives, so the more you know about customers' buying motives, the better you know how to sell.

The fourth sales thinking: customers pay attention to what they say and their conclusions, not what they are told. The conclusion you draw for yourself will often be stuck to, so you should learn to say what you want to say, let the customer say it and turn it into a conclusion drawn by the customer. This requires industry knowledge, sales skills and a deep understanding of their own products and solutions.

The fifth sales thinking: customers have no goals and sales have no hope. The customer's goal is clear, and there is little hope of sales. The customers' desire for improvement and good imagination after using the products are one of the driving forces for buying. If the customer has a very specific application goal, nine times out of ten, it is shaped by your opponent. If he does, you will be in danger.

The sixth sales thinking: the essence of negotiation is not that the customer is pressing the price, but that the customer is looking for where the reserve price is; Therefore, the key to sales is not price reduction, but how to shape the bottom price recognized by customers. This is the core of all negotiation skills.

Sales Thinking 7: When you walk out of the customer's door, you should not only know what you want to do for the customer, but also know what he will do for you! Customer's commitment to action is the most important thing in sales, especially in complex sales. Only when the customer is doing something can the project move forward. Unfortunately, most salespeople do it themselves and then wait for customers to buy it because they are very moved.

No matter what happens, there is always a reason why customers don't make a purchase commitment. Is that when he accepts your product, he believes that he will meet someone? Lose? , or he can't see? Win? . He didn't see anything for himself in this purchase. The sooner you catch such a customer? Lose? The easier it is for the project to advance.

Sales Thinking 9: No one has bought any products! From the point of view of sales, the so-called product is just a collection of a lot of methods to solve customer problems. The task of sales is to integrate these into things and show them to customers one by one. What's more, customers buy the methods and abilities to solve problems, not the so-called ones? Product? Monster.

Ten of sales thinking: In the sales of complex projects, a good salesperson is actually a good director.

Sales thinking 11: Early bad news is good news. Sales is a game without second place. If you can't be the first, you must strive to be the last and leave early. Otherwise, you will pay too much.

Twelfth sales thinking: customer's objection = doubt+negative emotion; You can't dispel the objection just by explaining, because there will be new problems, because he hasn't calmed down yet. In the face of dissent, we must do three things: eliminate negative emotions by sharing his feelings. Through exploration, find out the reasons behind the objection; Solve the problem according to the cause, not the problem.

Thirteenth sales thinking: the customer looks at the product through a tubular line of sight, and he only cares about the information related to himself. 90% of purchasing decisions are based on the product features of 10%, and customers' desires come from the key benefits brought by the features of 10%. He won't make a purchase decision until these key advantages are confirmed. Repeat these selling points repeatedly when convincing customers.

Fourteen sales thinking: without the customer's commitment to action, there will be no promotion of the sales process. Many sales people always think that they are doing well, and customers will naturally buy them. Don't you know that in complex sales, everything sales do is to let customers move forward, and only when customers leave can the project move forward. Otherwise, it is a tired boy, and the customer has really taken a step towards sales success after paying the cost.

Fifteenth sales thinking: when the customer asks you to do something, it is also the best time for you to ask the customer to do something! The sales process is a process that requires mutual costs. You must make customers pay costs to the maximum extent, such as time cost, high-level cost, technical seminar cost and so on. When he gives enough, you will be in the same boat. Only if you are in the same boat with him will the boat not capsize.

Sixteenth sales thinking: purchase is an emotional decision, and values and logic are tools for rationalization afterwards. You have the responsibility to create customer impulse, but when the customer decides to buy but doesn't pay, you must give him enough logical support in time. Such as value, case, etc. Otherwise, he is likely to break his word. Countless lists were changed on the last night.

Seventeenth sales thinking: customers like to buy from people who give them the right to buy. Customers are willing to make a purchase decision according to their own wishes, rather than doing what the sales say. Therefore, as sales, they need to process their own advantages into customers' ideas in some way, so that customers feel that they are making decisions for you. It's like you know the road ahead and pretend that he found the road sign.

Eighteen of sales thinking: the number of times customers cheat sales is much greater than the number of times sales cheat customers. At least 1/4 customers have set up suppliers before choosing the model, and most of the sales will not ask unlucky questions to themselves and customers, so as not to ruin their hopes. Especially when a project is deeply involved, it is often regarded as an investment rather than an opportunity. Together, we fool ourselves to keep hope.

Nineteen of sales thinking: no one will be because? Friendship? Pay from you. The essence of business is exchange, and the customer is willing to exchange because he thinks he has earned it. He thinks he gets more than he gives? how much is it? Although it is really not much. So the core skills of sales are all around how to shape. how much is it? This word is extended.

Sales thinking 20: All purchases are motivated by customers' problems, but customers may not necessarily buy if they have problems. The pain caused by the problem is the core driving force of procurement. So the problem produces pain, pain produces demand, demand produces procurement, and procurement produces sales. This is the logic of sales.

The subjective factors that affect sales can be summarized as the attitude and sales skills of salespeople. If you want to improve your ability and win customers, you must fundamentally change your mind.

1, I really can't listen.

Novices in sales often mistake the silence of customers for acceptance, but too many statements are easy to arouse customers' disgust. Furthermore, it is useless not to know the needs of customers, no matter how well you speak.

According to statistics, customers should talk for about twice as long as salespeople. This makes it easier to form a good communication atmosphere, which is helpful for sales staff to tap the needs of customers.

2, eager to launch products

We often see salespeople selling the features and advantages of their products to customers, regardless of whether this person has influence on the purchase decision.

People in different functional departments in customer organizations pay different attention to key procurement factors. The finance department is most concerned about the price; The user department is related to the convenience of use; The operation and maintenance department is most concerned about the stability of operation, failure rate and after-sales service. Please add Chen Anzhi's WeChat caz7966. From then on, there was a successful coach!

Therefore, a general product introduction is difficult to impress customers.

Asking more questions can greatly improve the pertinence and effect of introduction. It really takes no more than 5 minutes to introduce the product, and it can only be explained in detail when the customer feels it is necessary to know more.

3, prematurely involved in the price

Premature intervention in price is harmful to profitable sales, and the initiative of sales will also be lost. You know, it is a commercial practice from ancient times to the present that buyers and sellers constantly test each other's price bottom line during the transaction. At the same time, it is impossible for any product to fully meet the needs of customers, and there are bound to be defects, which will become the reason for customers to ask for price reduction, and the price stated prematurely will undoubtedly become the targeted goal of customers.

Therefore, the best time to quote is after full communication and before the transaction is about to be reached. In this way, once the quotation is made, it can be directly transferred to the contract, reducing the bargaining factors and time. Moreover, in the early communication, the customer's needs are clear, and the advantages and disadvantages of the product are also understood. At this point, these factors are no longer reasonable reasons for price reduction.

4. The customer is always right

? The customer is God? It's a slogan, not the essence of business activities. Because, in many cases, customers are ignorant or unreasonable, and their requirements cannot be met. If left at the mercy of customers, it will not only be completely passive, but also won't be respected by customers. It is the servant who answers immediately, not the equal collaborator.

We should treat it differently when deciding whether to comply with customers' requirements. What is the basis? Demand? Or just any one? Need? . Salespeople should pay attention to customers' long-term goals, not short-term needs; Pay attention to the stable core needs of customers, not random temporary needs; We should pay attention to the demand that can be met, not the demand that can't be met or can't be met. On this basis, we can treat customers' requirements reasonably.

5. There is no concept of budget

The concept of budget should be understood from two aspects: first, the understanding and evaluation of customer procurement funds; The second is the calculation and control of its own market development cost. Knowing the customer's budget is one of the most important information that a salesperson needs to obtain.

And excellent sales staff cut into the customer's budget decision-making process, guide customers to arrange budgets, and even temporarily increase or rearrange budgets when necessary. Therefore, it is very necessary to accumulate customer information for a long time through crm, understand customer information bit by bit, and evaluate actions after comprehensive analysis.

6. There is no further action plan.

Salespeople, especially novices, tend to be isolated in sales activities and lack coherent consideration.

In fact, every time you visit, the sales staff should try their best to pave the way for the next meeting and design the reasons for meeting again. For example, bring a prototype to the customer next time and an engineer to answer technical questions. These arrangements, if you can communicate with customers in advance, can reduce a lot of unnecessary troubles and improve sales efficiency.

To sum up the above six points, we should grasp the rhythm of sales on the basis of fully understanding customers, turn promotion into service, and fundamentally change? Selling things? Thinking mode. Learn to use customer information to plan your own sales? Timetable? I believe there will be a good result.

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