(2) Stimulate and keep their interest;
(3) to convey the benefits of products or services;
(4) the desire of potential buyers;
(5) Let potential buyers take the actions you want them to take.
Make a good first impression.
When you get the customer's approval from the phone and are willing to meet you,
Then congratulations, because you have taken the first step to success.
Next, you should consider how to give each other a good one.
Good first impression.
A good first impression helps to resolve the embarrassment between you and potential customers.
Situation, quickly establish a relationship of trust and cooperation, thus increasing the insurance sector.
Count. Make your merchandise sales a reality.
Generally speaking, when you first appear in front of potential customers,
The following doubts often appear in the minds of potential customers:
(1) I don't know you?
I don't know your company?
(3) Don't know your products?
(4) I wonder what are the characteristics of your products?
(5) I don't know the level of your customers.
(6) I don't know what records your company has.
I don't know the reputation of your company?
Unless there are some well-known large institutions, these problems often lie in
In the mind of the prospective guest Lu who met for the first time.
Are there really so many questions? ! You may be surprised when you see this.
Sigh, yes, customers can have so many questions in their hearts.
If you can't get rid of customers' feelings for you at a critical moment in 30 years.
Doubt, vigilance, nervousness, do you expect to continue to sell?
That can only be a fantasy! And the ending, of course, is slippery.
railway
Every amazing anchor with "wow" performance holds the same view.
Faith-when you visit a customer, the door opens at this moment.
It will also open the hearts of potential customers. Let them fall in love with you at first sight.
"At the moment of entering the door, people can immediately recognize whether this is top-notch.
MLM senior staff. "American sales wizard Tom? Hobbes said.
This sentence is absolutely correct.
Imagine that most MLM companies have high salaries and millions of monthly income.
Everyone has such a specialty: he can quickly attract the attention of people around him, and he has it all over his body.
Endless energy.
Although it is only a short contact, it can leave a deep impression on each other.
And you can let the other person listen to his conversation, and you can also let the other person speak in B-inch.
Should customers "buy with satisfaction, not miss"? Then you will
You must give each other a good impression. This is the only way.
The founder of Mary Kay Cosmetics Company emphasized that the seller is forever.
There is no second chance to reverse others' first impression of you. She thought: for example
If you are rejected, even if you have the highest marketing skills in the world.
Technology and the most perfect products are useless, and heroes are useless.
She said, "You have to talk about how to behave like a beauty consultant. expression
Is an expert and master of cosmetics and skin care technology. "
In short, your appearance must be quite attractive, just let the other person smell it.
Feeling.
At the same time, you should also have a high level of professional knowledge, so that the other party can admire you.
You and I are happy to ask you.
When the messenger approached, most potential customers instinctively raised their guard.
Guards and shields.
A tense attitude has been formed between the two sides. If it's okay.
Do what you want to do, change your behavior, and let the other person have balls as soon as he sees you.
The feeling of "love at first sight" gave your first impression a high score.
Potential customers will be relieved of psychological alarm.
Once the tension of the other party is relieved, the relationship between trust and cooperation is relative.
Increase. Promotion has become a piece of cake!
Anyway. A good first impression helps to solve the conflict between you and your customers.
Establishing a situation and quickly establishing a trusting cooperative relationship is conducive to sales.
3. Prepare in advance to understand the customer's situation.
Everything is easy to succeed with preparation, and it is possible without adequate preparation.
Lead to failure. The ancients said well: "Everything is prepared, and if it is not prepared, it will be wasted."
In other words, before you decide on a step, decide for yourself.
Target. Be fully prepared, know as much as possible about your customers, and make
You have a full understanding of Kelu's needs.
You can ask others for advice or refer to relevant information. Do nothing.
Doubt is to obtain potential customers and related information, including work, income, letters, etc.
Information about education, interests and family status.
Therefore ... >>
Question 2: How to sell products to customers? By observing customers, find out products suitable for customers, explain the characteristics of products and how to meet their needs, give customers a trial or demonstration of products, introduce them to the individual benefits of products, emphasize the benefits and effects of products, and repeatedly emphasize or confirm what they are interested in or don't understand. Introduction method: when customers are interested in a product, introduce the characteristics, advantages and benefits of the product to customers.
Praise approach: praise the customer's appearance, temperament, etc. Get close to customers through praise. Generally speaking, if you give proper compliments, customers will be friendly and willing to communicate with you. Demonstration approach method: use product demonstration to show the efficacy of production site, and combine with certain language introduction to help customers understand products and know products. The best demonstration is to let customers experience it for themselves.
Question 3: How to successfully sell products to customers? First of all, sell yourself to customers (in sales activities, people and products are equally important. Promoters should win the trust and goodwill of customers. )
Smile. Smiling can convey sincerity, and charming smiling is a long-term practice.
Compliment customers. A compliment may keep a customer, promote sales, or change the customer's bad mood.
Be polite. Etiquette is respect for customers.
Pay attention to the image. Promoters appear in front of customers in a professional image, which can not only improve the working atmosphere, but also gain the trust of customers.
Listen to customers. Listening carefully to customers' opinions is one of the most important ways for promoters to establish trust relationship with customers. Customers respect promoters who can listen to their opinions carefully.
Second, sell benefits to customers.
Benefit classification: (1) product benefit, that is, the benefit that products bring to customers; (2) enterprise benefits, the benefits brought to customers by the technology, strength, reputation and service of the enterprise; (3) Differentiated benefits, that is, benefits that competitors cannot provide, that is, unique selling points of products.
Emphasize the main points of sales promotion: focus on the points that customers are most interested in and concerned about. The purpose of the product, as well as the part that can stimulate customers' desire to buy most in design, quality and price, are directly expressed in short words.
Finally, sell products to customers.
In the terminal service, the methods of product introduction are mainly through language introduction: telling stories (introducing goods through stories is one of the best ways to convince customers), giving examples (proving a truth with facts is more attractive than discussing a thing with reason, and vivid examples are easier to convince customers), and vividly depicting product benefits.
Eliminate customer objections: Objection does not mean that customers will not buy. If the promoters can correctly handle customers' objections and dispel customers' doubts, they will make up their minds to buy.
Induce customers to clinch a deal.
Question 4: How to sell products to others? Personally, if you want to grasp customers well, you must first grasp several key points of customer psychology in sales negotiation: 1. Do you know anything about products? 2. Are you satisfied with the product? 3. Whether there is a purchase demand; 4. Are you interested in buying? After understanding these points, the salesman should also understand the relationship between them, which is very helpful for customers to grasp and sell. There are two relationships between them:
The first type: the customer first understands the product, then agrees with the product, and finally the customer has the purchase demand. Only when you agree with the product and have a purchase demand will you have a purchase intention.
There is also a relationship: customers have the purchase demand first, then understand the product, and agree with the product before they have the purchase intention.
From the above two relationships, it can be seen that in order for customers to make a deal, they must have two main points at the same time, namely, agreeing with the product and purchasing demand, which are parallel. And if you want customers to have these two points at the same time, you must rely on the understanding of the product to achieve.
After understanding the relationship between them, how to grasp the customer psychology? According to my own work experience, I will talk about two misunderstandings in the negotiation, which will help customers grasp.
1, endless explanation of products, unable to grasp the key points. Many salesmen talk about the selling points of their products from beginning to end when they meet customers, and talk endlessly. Finally, the customer's reply is to think about it. We can analyze which of the above two relationships is easier for customers to clinch a deal, and the answer is definitely the second one. Because customers will know more about the products after they have the purchase demand, and the transaction will be easier.
Therefore, before explaining products to customers, it is very necessary to understand their purchasing needs. If the customer has no purchase demand or the demand is insufficient, we must first dig out the customer's demand. Of course, explaining the selling points of products is also a way to tap customers' needs, but don't explain for the sake of explanation, but explain products to customers purposefully and pertinently.
We will find that customers often buy products not because of all the selling points of the products, but because of one or two selling points, and sometimes even the opposite. The more selling points, the more prone to problems. Salespeople are like doctors, and customers are like patients. Doctors diagnose patients first, and then prescribe drugs for patients, and they should prescribe the right medicine, instead of grabbing beards and eyebrows. Similarly, the salesman should first find the customer's needs, and then meet the customer's needs according to the selling point of the product. Not knowing the needs of customers means that doctors don't know what the symptoms of patients are.
2. Being trapped by customers' problems, unable to guide customers to buy. Salespeople know that the more questions a customer asks, the greater his purchase demand and the stronger his purchase intention. But there must be a premise, that is, whether the customer's problem is true. If it is a fake question, then the customer is making things difficult for you or perfunctory.
Some salesmen never consider whether the customer's questions are true or not. As long as they are all answered, they are finally trapped by the customer's questions. If the customer asks me some questions, I will consciously consider whether this question is true or not, and what is the purpose of his asking this question. If it is true, I will patiently answer for him, otherwise I will avoid this question.
So, how to judge whether the problem is true or not and how to avoid false problems? There are several better methods for your reference.
I usually use the hypothesis method, that is, assuming that this problem is solved, will customers buy it? For example, the customer said, "Your product has no good after-sales service." I said, "If our after-sales service makes you satisfied, do you decide to buy chicken?" . If the customer's answer is yes, then this question is true.
I also use rhetorical questions, that is, after the customer asks questions, let the customer solve them. For example, the customer said, "Your product has no good after-sales service." Then I said, "What kind of after-sales service do you think will satisfy you?" If the customer puts forward specific requirements, then this problem is a real problem.
There is also the transformation method, which is to turn the questions raised by customers into one of our selling points. For example, the customer said, "Your product has no good after-sales service." Then I said, "You should be worried. Our after-sales service is really imperfect. But you should know that our customers have the least complaints, which means that our quality is the most guaranteed. Which would you choose, quality or after-sales service? " ...& gt& gt
Question 5: How to promote the misunderstanding of product sales?
After two years of sales, I feel a lot of detours. Now I'll write them out and give you some respect.
Myth 1: You can't sell well without words and skills.
When I first started selling, I thought skills were very important, so I worked hard to learn skills, gestures and tone. The more I learn, the more tired I am and the less confident I am.
In the past, some managers told us to learn by heart, but I always felt that I had a thorn in my mouth and didn't say what I said. At the end of the study, I dare not speak. The word "uncomfortable".
I know an Alibaba sales elite. He stammered a joke that everyone else would laugh with, but the sales performance of a person without sales talent has never fallen behind the top three. Because he is too diligent, he can go to three cities a day. Everyone else has gone home, and he has just set foot on the return bus. For a time, he accumulated the most customer information.
In addition, sales representatives who seem honest and quiet can do well, because many bosses like such people and feel comfortable doing business with them. In addition, most of these people are hard-working and resilient, and this quality is also suitable for sales. After all, 80% of transactions come from more than four times of tracking, not from skills.
Myth 2: You can only do business with a senior manager.
We advocate looking for decision makers and key figures in sales. But not all the key people are bosses. Especially in some large enterprises, their department managers have certain decision-making power. Moreover, the bosses of big companies are very busy and it is generally difficult to meet. Not for small companies. There are many family-owned enterprises in China now, and the lovers, relatives and friends of the bosses may affect the results of the list.
So sometimes the list doesn't go well, so you can consider starting with the people around the key people who have influence on it to achieve the goal indirectly. At the same time, we should pay close attention to these sub-key people around the key people and try our best to win their support. Even if you don't support them, let them be neutral, otherwise there will be endless trouble.
Once, a new salesman wrote a bill. Newcomers work in a small company that has just been established, and one day they visit a company with sales of billions. At first, he was looking for an employee of this company. The newcomer didn't quite understand the importance of the key figures, so she gave her a hard demonstration. Through this clerk, he learned about the organizational structure and background of some companies.
Later, the clerk was transferred back to the headquarters, but was recommended to another business manager, who was actually just an ordinary sales representative. At that time, the newcomers didn't know much about sales knowledge, but they still worked hard to communicate with the business manager and recommend their products.
The business manager agreed to this product and recommended it to a vice president. Later, he reported to the headquarters through the vice president. After the approval of the headquarters, the list was given to the newcomers.
Some people may think that it takes too long to do this, but the reality is that even if you go directly to the company's decision-making level, they will push the matter to the competent department. Once the decision-making level rejects you, your chances will become very slim. In fact, newcomers don't visit this list many times, but it is normal that the development of this matter needs a process. Think about it, we will have more such promising lists every month, and the efficiency will not be reduced, but will be improved.
Myth 3: Every customer's question has a fixed good answer.
Many talented sales managers compile their experiences into pamphlets and send them to their subordinates. I also told them that it took a lot of effort to compile it, and they had to memorize it all. At least they must master 80%. Many sales representatives regard it as the Bible and think it is the best answer.
Actually, it's not. First, each customer's temper and cultural background are different, and the time of each visit and the surrounding environment are also different. Things are constantly changing. Only on some occasions, some words are more effective. For example, some customers like to shoulder. The more you say your product is good, the more they say your product is not good.
Then you suddenly help him say, you are right, this product is terrible, there is no market, and I have no confidence. At this time, he began to comfort you, saying that your product is actually good and the price is reasonable. As for the defect, it is inevitable. People are not perfect, how can products be perfect?
Some people like you to talk to him about business as a joke and as a friend, while others like professional rhetoric. If you only recite one kind of speech, you can't use it flexibly, so ... >>
Question 6: How to sell products ◆ Be familiar with the characteristics of the products you sell. Advantages, disadvantages, price strategy, technology, varieties, specifications, promotion, competitive products, substitute products. Especially in front of customers, we should pay attention to showing that we are very familiar with the products. ◆ When selling products, we should arrange time and allocate space reasonably according to customers' buying habits and geographical location. Pay attention to methods and strategies. Sales promotion is not blind and reckless, we should always sum up experience and constantly improve. Moreover, there is another characteristic of sales, that is, it is difficult at first and there is no way to start. As time goes on, it will gradually get better. Many business opportunities will be excavated from it. The process of sales is also the process of expanding interpersonal communication. Through this activity, the interpersonal network will be greatly expanded and the amount of information will be greatly increased. These interpersonal networks and market information will provide a lot of opportunities for further entrepreneurship. Formula 1: Success = knowledge \+contacts Formula 2: Success = good attitude \+good execution ◆ Selling products means selling yourself and introducing yourself, and selling yourself is more important than selling products ◆ Constantly issuing business cards ◆ Always doing what you say and do at any time and place, which is to ensure the confidence of customers ◆ Customers not only buy your products, but also buy your service spirit and attitude. ◆ Cooperate with the customer's language and movements in body movements and language speed ◆ Make a good plan, and make a good plan first, so as to improve the efficiency of time utilization and improve the sales effect. When making a plan, we should make corresponding preparations according to the characteristics of customers. Of course, the plan is not static, and it should be adjusted at any time with the changes of environment and conditions. The main contents of the plan include: the schedule for the next few days, the customer arrangement for the next few days, what materials to prepare, how to tap potential customers (where are the potential customers), and short-term sales targets. When necessary, a sales plan should be made. Generally, the sales schedule has several contents, one is a brief summary, the other is the sales task target, and the other is the actual completion. The sales plan is made once a week. At the end of the week, analyze the sales progress, the main purpose is to find out the sales law, what is the reason for completion or unfinished, whether it is unreasonable task formulation or external factors. Whether subjective or objective. Whether the sales skills are immature or ineffective depends on this form of analysis and puts forward improvement methods. ◆ Keep a sales diary every day. The ideal record is that you can check the details of each sales record at any time, keep a record of customer visits and keep abreast of customer trends. Keep customer records, sort out and analyze customers from time to time, so as to query any customer information at any time. Learn the skills of negotiation. Be good at smiling and listening to achieve a win-win situation. Consider the problem from the customer's point of view. Learn promotion skills. Sales promotion is not to force sales to customers, but to guide customers from their perspective. Customers sometimes value your service spirit more than your products. In reality, sales promotion is not completed at one time, and it often needs to communicate with customers many times. In communication, some sales promotion will fail and some will succeed. So make a reasonable choice. Some can give up, some should continue to work hard, some are short-term customers, some are temporarily unsuccessful, but as long as the relationship is good, there is hope of success for a long time, and we cannot give up. Understand the real needs of customers. Some customers actually have needs, but they will talk to you immediately, so sometimes they have to run several times to get information, and some will talk to you when they need to get closer to each other ◆ Understand the world. Some unreasonable demands on customers should also be tolerated and considered. ◆ Understand the importance of old customers. Considering the cost and effect of marketing, it is much more useful to keep old customers than to find new ones. At the same time, the old customer himself has social relations, and his social relations can also be used by you. In another sense, sales is also a way of interpersonal communication, so in a sense, learning to sell is actually learning to be a person. ◆ Sales staff should have good psychological quality. The most common phenomenon encountered in sales is being snubbed, so they have to suffer from rejection, being left out in the cold, being satirized and so on. There is another phenomenon when selling, that is, you can't enter the door. This is to use your brain to achieve your goals. In particular, we should pay attention to overcoming inertia and fear of difficulties. ◆ When direct means can't get close to the target, sometimes you have to learn curve attack. A good image appears in front of customers, which includes clothes, conversation and necessary manners. Pay special attention to leaving a good first impression on customers. Ability to draw closer to customers' psychology and feelings ... >>
Question 7: How should salespeople promote their products? Here are five steps to selling products, which I hope will be useful to you.
Step one: Say hello.
In order to achieve the set goals, the first thing to do in sales and visits is to say hello to customers. Pay attention to three points when greeting customers: enthusiasm, eyes and smile.
Enthusiasm: What we often say is to think about how others treat you, so you should treat others first. If we are indifferent when greeting others, the other party must be indifferent; We are enthusiastic, and the other party's response is definitely enthusiastic. Because our emotions will affect customers' attitudes and reactions.
Eyes: People often say that "eyes are the windows to the soul". And the communication between eyes is also the communication between hearts. Look each other in the eye when you say hello. The first is respect for customers.
Smile: A sincere smile will bring you closer to your customers. Because smile is the best communication language between people.
Step 2: Introduce yourself.
No matter to strangers or former customers, introducing yourself will deepen customers' impression of themselves and strengthen customers' memory. Pay attention to three points when introducing yourself: simplicity, clarity and confidence.
Simplicity: Simple introduction can make customers remember you in the shortest time and leave enough time for the next work.
Clear: let customers have a good impression on you in the shortest time and deepen their impression.
Self-confidence: Self-confidence not only affects the effect of sales and visits, but also infects customers. Only by controlling the pace of visits can customers remember you.
Step 3: Introduce the product.
Whether it is a new product or an old product, customers are interested in products because of demand. Therefore, introducing products is a key step to decide whether this visit can go smoothly. Four points should be paid attention to when introducing products: simplicity, participation, comparison and price.
Concise: 1. For customers, there may be a lot of information every day. Only by using the simplest language can we leave a good impression on our customers. 2. The time left by customers is limited;
Participation: When introducing products, customers must be involved as much as possible. 1, to satisfy customers' curiosity; 2. Satisfy customers' thirst for knowledge and possession; 3. Strive for more time to introduce products for yourself.
Contrast: The present era is the era of homogeneous products, and customers are very selective. Only by comparing our products with similar products can customers remember the products in the shortest time.
Price: Price is not the key factor in a transaction, but customers are often the most sensitive to it. So when introducing the price, try to make it clear and make a simple cost-effective evaluation.
Step 4: Deal.
If the first three steps are successful, it is only a matter of time before the transaction is completed. Whether the transaction is completed or not directly reflects the quality and efficiency of the marketing staff's sales and visits. Pay attention to three points in trading: specialization, answering questions and dreaming.
Specialization: In the process of trading, professional words and deeds will increase your confidence, and at the same time increase the determination of customers to choose to buy, so that customers firmly believe that their choices are correct.
Answer questions: answer customers' questions quickly and concisely, at the same time, take the initiative to put forward customers' possible doubts and questions and explain them quickly.
Dreaming: weave a beautiful dream for customers to use our products, focus on the benefits brought by customers' choice of our products, and simply state the benefits that similar customers have used and brought, so that customers can feel the correctness of their choices.
Step 5: Expand the turnover.
As a continuation of the transaction, we should make good use of the customer's possessiveness and sense of ownership to facilitate the transaction as much as possible. In addition, expanding turnover has another meaning, which is to actively create an atmosphere of "active consumption", including after-sales service, so that customers can feel happy and lay the foundation for the next transaction. ...& gt& gt
Question 8: How to sell your products to customers ... actually depends on two points. First, hardware is the popularity of the clothes you sell. Second, let's put ourselves in others' shoes. What kind of shopping guide do you like to serve you? I believe most people like smiling, enthusiastic and knowledgeable shopping guides, such as which style suits the customer's figure. First, you should know how to choose the right clothes. Second, you have to rely on some.
Question 9: How to sell products? Before talking to potential customers, salespeople need appropriate opening remarks. The opening remarks can almost determine the success or failure of this visit. In other words, a good opening speech is half the battle for a salesman. Sales experts often use the following creative opening remarks.
1. Money
Almost everyone is interested in money, and the way to save money and make money can easily arouse customers' interest. For example:
"Manager Zhang, let me tell you how to save half of the electricity bill."
"Director Wang, our machine is faster, consumes less power and has higher accuracy than your current machine, which can reduce your production cost."
"Director Chen, are you willing to save 50,000 yuan on towel production every year?"
Step 2: Sincere praise.
Everyone likes to listen to good words, and customers are no exception. Therefore, praise has become a good way to approach customers.
When praising prospective customers, you must find out the features that others may overlook, and let prospective customers know that your words are sincere. If a compliment is insincere, it becomes flattery, and the effect is definitely not good.
Praise is harder than flattery. You must think clearly first, not only with sincerity, but also with established goals and sincerity.
"Mr. Wang, your house is really beautiful." This sentence sounds like flattery. "Mr. Wang, your hallway is really unique." This sentence is a compliment.
Here are two examples of opening remarks praising customers.
"Manager Lin, I heard manager Zhang of Huamei Garment Factory say that now is the best time to do business with you. He praised you as a warm-hearted and frank person. "
"Congratulations, Mr. Li. I just read about you in the newspaper. Congratulations on your election as one of the top ten outstanding entrepreneurs. "
Take advantage of curiosity
Modern psychology shows that curiosity is one of the basic motives of human behavior. Liu Jiaoshou of Jackson State University said, "Exploration and curiosity seem to be the nature of ordinary people, and mysterious things are often the objects that everyone is familiar with and concerned about." Things that customers are unfamiliar with, don't know, don't know or are different often attract people's attention, and salesmen can use everyone's curiosity to attract customers' attention.
A salesman said to a customer, "Lao Li, do you know what the laziest thing in the world is?" The customer is confused, but also curious. The salesman continued, "it's the money you hide and don't use." They could have bought our air conditioner and let you spend a cool summer. "
A carpet salesman said to his customers, "You can carpet your bedroom for 16 cents a day." The customer was surprised, and the salesman went on to say, "Your bedroom is 12 square meters, and the carpet price in our factory is 24.8 yuan per square meter, so it needs 297.6 yuan." Carpets in our factory can be laid for 5 years, 365 days a year, so the average daily cost is only 16 cents. "
The salesman creates a mysterious atmosphere, arouses the curiosity of the other party, and then, when answering questions, skillfully introduces the products to the customers.
Mention an influential third person.
Tell the customer that a third party (the customer's relatives and friends) asked you to come to him. This is a roundabout tactic, because everyone has the mentality of "looking at the Buddha instead of the monk", so most people are very polite to the salesmen introduced by relatives and friends. For example:
"Mr Ho, your good friend Mr Zhang Anping asked me to come to you. He thinks you may be interested in our printing machinery because these products have brought many benefits and conveniences to his company. "
Although it is very useful to publicize your own methods under the banner of others, you should pay attention to the truth and not make it up yourself, otherwise once the customer checks it up, it will reveal clues.
In order to win the trust of customers, it would be better if you could show your business card or letter of introduction.
5. Take a famous company or person as an example.
People's buying behavior is often influenced by others. If a salesman can grasp the customer's psychology and make good use of it, he will certainly receive good results.
After Director Li and General Manager Zhang of XX Company adopted our suggestions, the company's operating conditions have been greatly improved.
Take a famous company or person as an example, you can build your own momentum, especially if your example happens to be a company that customers admire or have the same nature, the effect will be more remarkable.
ask questions
Salespeople ask questions directly to customers and use them to attract their attention and interest. For example:
"Director Zhang, what do you think are the main factors affecting the quality of your products?" Product quality is naturally the most concerned issue for the factory director ... >>