Every salesman wants his performance to be prosperous, but the top salesman may only have 1%. What is the reason? Jeffrey Kitma, the author of "Let 95% of customers actively recommend you: the invincible 2 1.5 law of the god of sales in the community age", put forward a practical 2 1.5 sales law. As long as you really abide by the sales rules, you will have the opportunity to create bright results.
Sales rule 1: let customers take the initiative to come to the door. You must be able to provide valuable services before customers will be willing to take the initiative to ask. This means that the products you provide must be first-class and different from other products. Only in this way will customers be willing to pay the bill.
In addition, you must always keep in touch with customers and remind them of the services you can provide for them at any time. When they need it, they will think of you first.
Sales Rule 2: Think positively! Jeffrey Kitma thinks that mentality is more important than sales for the following reasons.
1. Your mentality makes sales unimpeded and interpersonal relationships blossom and bear fruit.
Your mentality is the only antidote for refusing treatment.
3. Your mentality shows your personality characteristics and makes you behave better in front of customers.
When you are selling, if you are full of enthusiasm and sincerely believe that the products you provide are valuable to customers, customers will definitely feel your enthusiasm. Keeping a positive attitude in sales can make your performance better.
Law 3 of sales: believe that you will succeed. You must sincerely believe that you are working for the best company in the world, your products are the best products, and you can provide first-class services. At the same time, you should also believe that customers can become better after buying your products.
Believing that you will succeed and having confidence in your products is the best guarantee for good sales.
Sales Rule 4: Play a sense of humor Everyone likes a happy atmosphere. If the speaker can make the audience laugh when he speaks on the stage, it will definitely ease the serious atmosphere. Humor can not only promote the harmony of interpersonal relationships, but also contribute to sales performance.
Humor is a science. If you can show your sense of humor, customers will be more likely to let their guard down.
Sales Law 5: Building a Personal Brand In order to build your personal brand, you must make a lot of efforts. If someone recommends your product on a website, it will definitely help your sales performance, and others will be willing to recommend your product, which is based on your "personal brand".
You may need to have your own blog, learn to use Youtube to promote products, participate in more activities, visit more customers, let others actively recommend you, and let others think of you when they think of a product. This is the positive impact of "personal brand".
Sales Law 6: Accumulated Reputation Jeffrey Kitma believes that five factors will affect the sales reputation, namely, the reputation of the company, the reputation of products, the reputation of services, the reputation of counterparties and the reputation of individuals. We must try our best to accumulate good reputation at ordinary times, which plays a very important role in our sales performance.
Sales Law 7: Self-confidence and continuous self-confidence are the best sales methods. Do you have enough confidence in your products, can you help customers solve problems and bring value to customers? Your attitude, your self-confidence and the value you can provide will bring you more sales success.
Sales Law 8: Most people who pursue Excellence and success aim high. If you set a high goal, even if you really can't achieve it in the end, you have to pay a lot more than setting a small goal. To improve sales performance, we must set high goals for ourselves and strive to become top salesmen.
Law of Sales 9: Deliver Value The products you sell must be valuable products and "valuable" to customers, so you must continue to provide valuable things. Value is very important to customers. In addition to being able to distinguish the difference from competitors, it can also reassure customers and make them willing to keep in touch with you. In a word, "value" is the guarantee of your sales performance.
Sales law 10: communication from the customer's point of view must be different from the customer's cognition, and your view of the customer may not be right; You can't expect customers to feel the same way from your own point of view, so you must try to communicate with each other from the customer's point of view to understand what customers really want and whether their concerns have been solved.
Sales Law 1 1: Asking excellent questions is the key to successful sales. Only by knowing how to ask questions can we find out what customers are really worried about and want. If you don't know how to ask the right questions, you often don't know what the key is to really impress customers. If you want to ask the right questions, you must learn to arouse customers' emotions, and ask emotional-oriented questions so that customers can pay for them. When you know how to ask questions, customers will understand that you are here to solve their problems.
Sales Law 12: To provide unforgettable service, you must keep in mind the concept of providing service first and then selling. Don't expect customers to pay the bill at the beginning, you must let them know the value of the service you provide first. Only by providing unforgettable services will customers be willing to recommend them to others. When you can get customers to recommend your products, your sales performance will skyrocket.
Sales Law 13: It is easier to cultivate customer loyalty and retain old customers than to expand new customers, so you must strive to cultivate customer loyalty. The cost of developing new customers is much higher than the cost of retaining old customers. Therefore, you must strive to cultivate customer loyalty and keep more and more diehard customers for yourself.
Sales law 14: winning trust can help you succeed, and it is more difficult for customers to trust you, but if you can make customers trust you, your performance will be extraordinary. To make customers trust you, you must convince the other party that you are sincere and are here to solve their problems, not just asking customers to pay.
Trust needs to be accumulated slowly and takes time, and it can't be built overnight. So it is more important to gain the trust of customers.
Sales Law 15: The best helper to win customer recommendation and improve sales performance is your customer. If your customers can recommend your products, you can spread the news and win more orders with less effort. Word of mouth effect is the most powerful weapon to improve performance. When you get a recommendation from a customer, you can also put it online to win the trust of more potential customers and make them believe that the service you provide is guaranteed.
Sales method 16: find out why you can't find the answer to many questions at the moment, such as why customers don't pay the bill? Why did customers finally choose competitors' products instead of yours? In order to improve sales performance, we must find ways to find out "why" and the real reason behind the problem, so as to prescribe the right medicine.
Sales Law 17: A successful attempt is the necessary motivation to achieve a goal. Jeffrey Kitma pointed out: "Trying is the power behind achieving a goal, and an attempt can produce the determination and desire to achieve a goal. To be a top salesman, you must always be more ambitious than ordinary people. You must work hard to make yourself successful.
Sales rule 18: let customers know that you are different. If you are no different from others, the only difference between you and your competitors is "price". To create good sales performance, you must let customers know the difference between you and your competitors, and let customers know that you are different. People will be willing to pay for different products precisely because such products have high "value".
Sales Rule 19: Energetic sales promotion One of the poor performances of many salespeople lies in "proposal skills". Usually, if the proposal is not good, you can't impress customers and make them pay the bill. In order to improve sales performance, we must be able to better present and express the advantages and differences of our products.
Sales Rule 20: Make good use of the power of social media. The Internet age is inseparable from social media. As long as social media can help, the performance has a chance to soar. For example, if you can keep the customer's Facebook and online, you have a better chance to make a deal. In the Internet age, we should learn to make good use of the power of the community instead of avoiding and fearing technology. Only by making good use of network technology can we keep up with the trend and win more opportunities for ourselves.
Sales Law 2 1: Let customers actively recommend you. Jeffrey Kitma believes that the secret of sales can be defined in two words: "perceived value" and "perceived difference". These two words have one thing in common, that is, feeling.
If customers don't feel the value and uniqueness you bring, they won't be willing to recommend you.
Law of Sales 2 1.5: Love What You Do Jeffrey Kitma, the author of "Let 95% of customers actively recommend you: the invincible selling god in the community age 2 1.5 Law", put forward 4.5 recipes to make himself successful.
1, find what you believe and love to do.
2. Take the time to become a world-class expert in a certain field.
You must believe in yourself and don't let anyone shake this belief.
4. wake up every morning with a positive attitude, strong enough to get rid of the idea that you can't.
4.5, willing to work hard, not only "desperate efforts", but also to see the vision after realization, and work wholeheartedly towards the goal, every day.
Only when you have great enthusiasm for your work and what you are doing can you really give full play to it.
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