How to improve sales skills
Tip one, the opening remarks should be good.
I think a good opening speech is half the battle. In general, the information that customers get in the first minute of negotiation is much more profound than the information that they get in the next 10 minute. Before the opening remarks, you can chat with the customer for a while to create a natural and open atmosphere, but don't talk too long and waste the time of the visit. An effective way to attract the attention of the other party is to let the customer know what benefits he can get. The advantage of using the opening technique is that you can get it. Get the other person ready, and then exchange information to ensure that you can make effective use of your time with your customers and keep them in sync with you.
Tip 2: Ask questions.
In face-to-face sales, salespeople should arouse customers' desire to buy in a natural way. This way is to ask questions. By asking questions, we can draw the following conclusions: find out what is going on in the customer's mind? ; Find out the real motivation of customers; Find out what customers believe. ; By asking questions, you control and guide their attention and get them into the state you want. However, remember that when you ask questions to customers, you must get some positive answers from customers, such as "yes" and "yes". This will make customers feel comfortable.
Tip 3: Praise your customers from time to time.
Carnegie said | "One of the weaknesses of human nature is to like compliments from others". Everyone will think that he will brag. If the salesperson can make good use of the customer's psychology, he can successfully approach the customer, and if he starts selling with compliments, he will easily get the customer's goodwill, and the hope of successful sales will be greatly increased.
Of course, praising the other side is not a good word. Just give me a compliment. If the method is improper, it will have the opposite effect. Therefore, when the salesman uses the method of praise, he must determine the object, understand the situation, choose the right time and praise appropriately. At the same time, your praise should be sincere, so that customers can feel that your praise is from the heart. Praise is one of the most important sales skills. If you study hard, practice hard and make good use of this skill, you are sure to get more and more orders.
Tip 4: Grasp the customer's heart, and one sentence determines success or failure.
In fact, many salesmen are eloquent, but there are not many good salesmen who can impress customers. The reason is that all salespeople say the same thing, so if you want to succeed, you must be different and have better eloquence. As a salesperson, if you can grasp each other's psychology in sales negotiation, you can "win in one word" or "lose in one word".
The so-called word wins, that is to say, the word speaks to the other person's heart, touches the other person and realizes his own purpose. The so-called failure is that your words didn't reach people's hearts and people didn't like to hear them, so you said it in vain. For sales, grasping the customer's heart is a sharp weapon to convince customers and a guarantee to take the initiative. Only by grasping the customer's heart can we make the customer step by step, follow the lead, stimulate the customer's desire to buy, make them have the emotional impulse to own this kind of goods, and urge and guide the customer to take the purchase action.
Tip 5: Don't say anything negative.
The masculine and feminine of words, or affirmation and negation, is another important aspect that must be paid attention to when speaking. Under normal circumstances, those lifeless, gloomy and indifferent words will make people disheartened. Just as it is difficult to have a good mood on a foggy rainy day, it is also difficult to expect a positive response from customers in the face of such problems. Excellent salespeople are usually cheerful and often smile, which makes people feel very comfortable. Their words are always positive and energetic.
Tip 6: Think of the customer and speak from the other side's standpoint.
Look now, how many salespeople have been busy all day, but they have never accomplished anything? Why? Because all they think about is their own needs, they don't imagine what customers need to buy when they are angry. If there is such a demand, they will go shopping by themselves. On the contrary, if a salesperson can understand their services, he is helping people solve problems. In this case, people will certainly pay for his things. Everyone needs to meet their own needs to understand others, so as to be appreciated and welcomed by others.
Tip 7: Expression is a silent language.
Expression is the external expression of a person's inner spirit, which is naturally revealed, not faked. It is impossible for anyone to put on a moving expression. If you want to sell yourself, you must have a sincere attitude. With a sincere attitude, you will have a natural and moving expression, which will infect customers.
When nonverbal lines conflict with verbal content, the influence of nonverbal behavior is far greater than that of words. In other words, contact, posture, gestures and expressions are far more important than words, which determines the feeling of information transmission. So be sure to match your words with your deeds in front of customers. Therefore, when you communicate with customers, if you want to reach an affinity with each other quickly, you should understand that speaking and body language are important factors in establishing affinity.
Tip 8: Avoid arguing with customers.
Sales people have heard a mantra: "The customer is always right". Because when there is an argument, the customer will feel unhappy, so he will never want to buy the product you introduced. The purpose of a salesman is to sell goods, not to show off his knowledge or talent. Therefore, a salesman must be modest and courteous, and always be humble to the customer's consultant. In order to successfully achieve the purpose of selling goods, we must first establish good interpersonal relationships with customers, and don't make trouble without reason. Don't refute what the customer says wrong at once. You should know that you are selling products, and the people you are facing are people who may accept your products.
So, he is your god. Think about it. If you have sinned against God, what good will it do? Therefore, no matter on any occasion, we should respect the customer everywhere in the whole process and don't destroy his image because of criticism. If you have to put forward different opinions or correct others, try to speak appropriately and concentrate on doing the right thing instead of people.
Tip 9: borrow someone else's mouth and say your own words.
When you meet a stranger, it is obviously far-fetched to let the other person know that you are his friend and his relative, but ordinary people will not refute your friend's face and will not shut you out, especially when they meet each other for the first time. However, we can't take all the information provided by the third party seriously, but also choose according to our own needs, cooperate with our own field observation and experience flexible use. At the same time, it is also important to understand the relationship between the third party and the trustee, otherwise it may be counterproductive. Borrow the words of the population and spread my heart. "This is a shortcut to sales.
Tip 10: Listen more and talk less.
When God created man, why did he give him a mouth and two ears? In order to let us listen more and talk less when selling. Salespeople should adhere to the principle of "speaking three points and listening to seven points". Salespeople should realize that when speaking, they should pay attention to what customers say and understand what customers say, so as to say what customers love to hear and say. The purpose of speaking is to understand the other person's mind and let the other person say that you can grasp the other person's mind. Your words are just an introduction. As long as you bring out the inner needs of the other party, you can convince the other party in a targeted manner.
Five golden rules of sales industry
first
When you can't understand the customer's real problem, try to get the customer to talk.
Ask more questions, be curious and give full play to the spirit of asking questions, so that customers can complain more and ask more questions to understand their real needs.
second
? Identify with customers' feelings
When the customer has finished speaking, don't answer the question directly, but avoid it emotionally, for example, I feel the same way. This can reduce the customer's alertness and make the customer feel that you are on the same side with him.
third
Grasp the key issues and let customers elaborate.
"Retell" customers' specific objections, understand customers' needs in detail, and try to let customers explain the reasons in detail on key issues.
fourth
Confirm the customer's questions and answer them repeatedly.
What you have to do is to repeat what you have heard. This is the so-called part of following, understanding and following the mutual recognition between customers and themselves. This is the final transaction channel, because by doing so, you can know whether your customers know the benefits of your products, which will lay the foundation for you to guide your customers to ultimate success.
fifth
Let customers know the real motive behind their opposition.
When customers see the motivation behind them, sales can start from here, think of and say the value that customers need, then the gap between them will be eliminated, and only in this way can we establish a real relationship of mutual trust with customers.