First of all, let's start with a phone call: the other party gets accepted through your telemarketing and your words. Shall I continue to talk to you or make an appointment for you? If you don't have full enthusiasm, your marketing is outside the first threshold of mobile phones. Don't think that if the other person can't see you, there will be no enthusiasm. From the moment you speak, the other person is sensing your enthusiasm and service. Honesty, etc. The first threshold of sales is to make your voice enthusiastic and confident, and convey your honesty and professionalism with enthusiasm, so that you can get a chance to visit. Even if you don't get a chance to visit, you will be affirmed and the quality will be affirmed. Therefore, it is very important to speak appropriately and enthusiastically!
The next step is to meet. No matter whether you are a man or a woman, you love beauty. No matter whether you are beautiful or not, you should pay attention to your image. Starting with proper clothes and manners doesn't mean that a famous brand only shows your identity. As long as you can make your clothes match your hair style, shoes, etc., clean and tidy, men don't want messy beards, even if they have beards, they should be neat and stylish. Women should also be good at wearing some light makeup, no matter you. Putting on light makeup in front of people can not only add icing on the cake to your appearance, but also make you full of vitality and confidence because of the beauty of embellishment. If you are a woman, no matter how tall you are, you can choose high heels that suit you according to the height of your heels. Walking in high heels can show a good temperament and self-confidence. The faint perfume and fresh conversation make people feel happy, so the image is the second condition to decide whether the other party is willing to cooperate with you.
Let your smile take you flying. Smile is the most effective sales tool and the sharpest knife in interpersonal communication. As the saying goes, "I can't see my fingers." I think people's smiles are the most beautiful, especially those natural smiles, which are as light as flowers and as bright as sunshine. Your smile will bring you unlimited business opportunities and friendship, because both men and women can show your most beautiful and moving side.
Have confidence in yourself. An unconfident person is lifeless, and it is difficult for him to be accepted and trusted by the other party. Because the other person can't see the effect he wants from you, he will have doubts about you and the company. He wants to make a product for you, but everyone is worried about whether you do it well or not. Can you design the effect he wants, is it efficient and is the quality guaranteed? Once, a customer said to my salesperson, I want to talk to you. Please ask your superior to talk to me. What will you do in the face of customers' problems? Confidence is the core of a person's success. No matter how hard you try, others will not feel your sunshine.
How much you know about business etiquette means how wide your knowledge is. The other party understands and affirms everything about you from your words and deeds, every move and every stop. It is also important that you can understand customers' expressions and actions. Many times, we don't quite understand that there is no other topic except talking about work. There are other topics, but I don't know where to start. I'm afraid it's wrong and the customers are not interested. Talking with customers is also an art, not only to improve yourself, but also to observe customers' expressions and actions when you say a word, and to judge whether customers are interested in your topic from their expressions and actions. The point is, whatever the problem is, don't be too direct. When you are not familiar with customers, try to understand them through trial and error. Know yourself and know yourself, and you will win every battle.
Occupation Women should not be vases. Men are not only superficial, but also lack of professional knowledge, which often leads to being at a loss or answering irrelevant questions. Of course, it is also an ability that you can answer skillfully to satisfy customers. But if we want to build integrity, we must first understand and be familiar with your occupation, so as to quickly answer and solve customers' problems, how many problems you can solve for customers and how many problems you can convince customers. Customers will have more confidence in you. Sales after receiving orders are not called success, but how much we can consider for customers and how much we can serve customers after receiving orders, because what we do is long-term cooperation, not just one single effort at a time, but also to establish friendship and establish a credible business world.
Many people think that after receiving the order, you can pay less attention. Wrong, after receiving the order, you should think of more of his orders. Your service is the follow-up connecting line, continuing the lifeline of your enterprise. Often, we will hear: well, he is quite good, the service is in place and his attitude is good. 2 1 century, customers not only buy your products, but also buy your services. Care about blessings once in a while. Service is also to enhance your integrity.
Integrity in the world, integrity determines your lifeline, how much integrity you have, how long you can walk in the business world! Honesty can build your market and network. Only when a person is affirmed can he stand on his feet. I think when he is most proud, he is affirmed.
Salesman, representing the image of the enterprise! You are the best brand in the enterprise!
Sales, only by selling yourself first, can you sell the product. If you are threatening, unwilling to talk to you, disgusted with you, disgusted with you, how do you sell your products? Selling relationships is also selling, and your life is also selling. Sell your affirmation among family, relatives, friends, husbands and children.
There are many skills in running a business. Today I'm going to talk about questioning skills in business operation. I hope it is useful to everyone!
Length single-knife straight-through method
This method requires the salesman to directly target the customer's main purchase motivation, directly sell to him, catch him off guard, and then "take advantage of it" to convince him in detail. Please look at the following scene: the doorbell rings and a well-dressed man is standing on the steps of the gate. When the host opened the door, the man asked, "Is there an advanced food blender at home?" The man was shocked. The host didn't know how to answer this sudden question. He turned to discuss with his wife, who replied curiously, "We have a food blender at home, but it is not particularly advanced." The salesman replied, "I have an advanced one here." With that, he took out an advanced food blender from his bag. Then, it goes without saying that the couple accepted his promotion. If the salesman changes his way of speaking, he will say, "I'm a salesman of company X, and I'm here to ask if you want to buy a new food blender." What do you think about the promotion effect of this kind of talk?
2. Continuous confirmation method
This method means that it is easy for customers to answer the questions raised by salesmen in a favorable tone. That is to say, the salesman keeps asking customers to answer "yes" to a series of questions raised in his sales instructions, and then, when he asks to sign the bill, it creates a favorable situation for customers to make a positive answer again. If a salesperson wants to find a customer and calls a new customer without saying hello in advance, he can say, "I'm glad to talk to you." It must be important for you to improve the company and turnover, isn't it? " (Few people will say "it doesn't matter"), "Well, I'll introduce our X product to you, which can help you achieve your goal and live a more chic life. You really want to achieve your goal, don't you? " ..... so that customers can "yes" to the end.
Using the method of continuous affirmation requires salespeople to have accurate judgment and agile thinking ability. Every question should be put forward after careful consideration, especially the structure of the dialogue between the two sides, so that customers can make a positive answer according to the salesman's intention.
Arouse curiosity
The way to induce curiosity is to directly explain the situation or ask questions to potential buyers at the beginning of the meeting, and deliberately say something that can stimulate their curiosity and lead their thoughts to the benefits you may offer them. For example, a salesman handed a note to a customer who refused to see him many times, which said, "Could you please give me ten minutes? I want to ask your advice on a business problem. " The note aroused the curiosity of the purchasing manager-what questions did he want to ask me? At the same time, it also satisfied his vanity-he asked me for advice! In this way, obviously, the salesman was invited into the office.
However, when the method of arousing curiosity by asking questions is almost a trick, you will often get nothing from this method, and once the customer finds out that he has been cheated, your plan will be ruined.
4. "Learning from words" method
The method of "learning from words" is to affirm customers' opinions first, and then say what you want to say by asking questions on the basis of customers' opinions. After some persuasion, the customer can't help saying, "Well, we really need this product at present." At this time, the salesperson should seize the opportunity to say, "Yes, if you think that using our products can save your company time and money, how long will it take to conclude the transaction?" In this way, it will come naturally. Without tenderness, customers will naturally buy it.
5. Hedgehog effect
Among all kinds of problems in promoting business transactions, "Hedgehog" technique is a very effective one. The so-called "hedgehog" reaction is characterized by that you answer the customer's question with a question. You use your own questions to control the negotiation with customers and lead the conversation to the next step in the sales process. Let's take a look at hedgehog reactive questioning method: Customer: Does this insurance have cash value? Salesman: "Do you attach great importance to the question of whether the policy has cash value?" Customer: "Absolutely not. I just don't want to pay any more for the cash value. " For this customer, if you blindly sell him the cash value, you are pushing yourself into the river and sinking to the end. The man doesn't want to pay for the cash value, because he doesn't want to regard the cash value as a benefit. At this time, you should explain the meaning of the term cash value to him and improve his understanding in this respect.
Generally speaking, asking questions is better than speaking. But it is not easy to ask questions with weight. In short, there are two main questions:
1. Ask exploratory questions. In order to find out customers' purchase intention and how to get the benefits they need from the products they buy, so as to provide them with appropriate services according to their needs and reach a deal.
2. Ask leading questions. Let customers trust the products and services you intend to provide them. Again, if you tell them, they will be suspicious; Let them speak for themselves. This is the truth.
One more thing to note before asking questions-be sure to ask them questions that they can answer.
In foreign countries, many rich people earn their first bucket of gold by selling. This profession is very challenging, the preliminary work is very hard, requires a lot of skills and faces great pressure.
As long as you have confidence, it is not enough. You must be proficient in your business and know the products you sell. Learn to analyze the psychology of customers. You are right. You should be a man first, but you should be independent and blindly satisfy God. You must have your own rules ... don't be afraid of failure.
1, manage your gfd and make a good first impression.
The first thing to do when you go to work every day is to screen the customers you want to visit and make sure they need or are interested in your products and services.
3. Make a visit plan before departure.
4. Call first as planned (this will pass the first level smoothly).
Don't talk too much nonsense on the phone, so that the other party feels that your visit is helpful to him and is solving his problems.
The next step is up to you. I wish you success!