Sales is an important means of business activities now. Nowadays, more and more people are involved in sales activities, and how to do a good job in sales has become the focus of attention. Because sales is a business activity that promotes transactions through language, it is very important to master some sales skills for the success of sales. The following are sales skills and words, please refer to them!
Sales Skills and Words 1 Nowadays, there are countless salesmen who have been busy for a month and have not made any achievements, so they have to find a new unit to work. Is it because they are too stupid? "No", people are born with no distinction between "stupid" and "smart". The important thing is that they didn't find any sales shortcuts in their communication with customers. I have been engaged in sales for several years and have mastered some experience in the process, so I want to share it with novice friends who love the sales industry.
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.
A correct understanding of the importance of sales skills in sales, unremitting and intensive practice are things that everyone who is determined to make a difference in the sales field must do seriously, which can make you an excellent salesman.
Sales Skills and Words 2 It is inevitable to convince customers in the sales process, and first-class sales experts must also be top persuasion experts. The purpose of communication is sometimes to exchange feelings, but in the process of sales, it is more of a self-promotion angle, an approval, an acceptance, a deal, and the process of sales is a process of persuasion.
1, the real sale is a pleasant chat process; Talk about each other's wishes and concerns, how to realize each other's wishes and how to take away each other's concerns.
2. Real sales have no opposing positions, neither buyers nor sellers.
3. Real sales is to solve problems for each other.
Real sales don't need to convince each other.
Real sales have no pressure on each other.
6. The real selling is that we say what the other party wants to hear, and we sell what the other party wants.
7. Real sales are full of value and significance.
8, real sales, the other party will say thank you after the job is done.
Many people think that sales is a difficult process. Once you know how to sell, your feelings about sales will change. Sales are full of pressure, sales need to convince each other, and sales are very hard. I'm changing your view on sales. You think you are begging others, but in fact you are doing something very valuable and meaningful. You are eliminating troubles for the other person and realizing his wishes. Simply put, you are solving problems for each other.
There are only two steps to real sales:
First: Understand each other's wishes and concerns with your heart.
Second: use our knowledge, products and services to satisfy each other's wishes and take away their worries.
The biggest gain of sales is not commission, promotion, showing off the increase of capital, or the completion of tasks. The biggest gain of sales is that you have one more person who trusts you in your life!
The biggest enemy of sales is not competitors, high price, rejection of your customers, company system and poor products. The biggest enemy is your complaint.
As a salesman, it is enough to remember the first 10 words!
0 1 assertion, full of confidence
If a salesperson has enough knowledge of goods and accurate customer information, he can speak confidently in front of customers. If you are not confident, you are unconvincing. With self-confidence, the salesperson can make a clear and powerful ending at the end of the speech, thus giving the other party a clear message. For example, "it must satisfy you".
At this point, this language will make customers have the necessary confidence in the goods you introduced.
Repeat what you said to deepen your impression in the eyes of customers.
What the salesman said will not be 100% left in the other person's memory. And many times, even the emphasized part just passes through the other person's ear, leaving no trace of memory, which is difficult to do. Therefore, it is best to repeat the important information you want to emphasize and explain it from different angles. In this way, it will convince customers and deepen their impression of information.
Remember: you have to express your key information to each other from different angles and in different ways.
Be honest and infect customers.
It is impossible to convince all customers only by relying on the fluent writing and rich knowledge of sales staff.
"Too talkative."
"Is this salesman credible?"
"Although this condition is very good, will it only be like this at first?"
Customers will have the above questions and anxieties. To eliminate anxiety and doubt, the most important thing is to be honest. Therefore, we must have confidence in the company, products, methods and ourselves. Attitude and language should show connotation, which will naturally infect each other.
Learn to be a good listener.
In the process of sales, try to make customers talk more and turn themselves into listeners. We must be psychologically prepared to make customers feel that they are choosing themselves or buying according to their own wishes. This is a clever sales method.
Hard selling and boasting will only make customers feel unhappy. We must have an attitude of listening carefully to each other's opinions, and don't interrupt each other's speech in the middle and rush to speak. If necessary, you can skillfully echo the other party's speech, and sometimes you can ask questions appropriately in order to let the other party go on smoothly.
Use questioning skills to guide customers to answer.
Good negotiation skills should make the conversation customer-centric. In order to achieve this goal, you should ask questions. The quality of salespeople determines the method and effect of asking questions. Good salespeople will listen and ask questions. After asking questions skillfully, you can do:
1) According to whether the customer has a conversation, you can guess the degree of concern;
2) According to the customer's answer, formulate the countermeasures for the next visit;
3) When the customer raises an objection, use "Why?" Start "How?" Ask questions to understand the reasons for their opposition, so as to understand what to do next.
4) It can create a conversation atmosphere and make the mood simple.
5) Make a good impression on each other and gain trust.
Borrow the mouth of people around customers.
It will promote sales to lead customers' friends, subordinates and colleagues to our position or not to oppose our position through clever methods. Facts have also proved that letting them know your intentions and becoming your friends is of great help to the success of sales.
Excellent salespeople will pay more attention to how to win the friends of customers who happen to be present. If people around you say "this house is good and worth it", there will be no problem. On the contrary, if someone says, "Forget it." In this way, it's over. Therefore, ignoring the people present will not succeed.
Quote comments from other customers.
Quoting other customers' words to prove the effect of goods is an extremely effective method. For example, "You are familiar with xx. I bought this product last month, and the response is good." It is not easy to convince the comments and attitudes of the other party, influential institutions or people who have a necessary position in the eyes of customers by selling themselves.
With the help of information that is beneficial to you
Skillfully and accurately use information that can prove your position. Generally speaking, after reading these related materials, customers will know more about the goods you sell. The information to be collected by the salesman is not limited to the information provided by the general company, but also includes the visit records. The information of wholesalers and colleagues and related reports are also collected accordingly, and they are used or copied to each other when introducing.
Speak in a clear tone.
A clear tone is an important basis for the other party to feel good about themselves. Honest people, quiet people try to be cheerful in sales work. Many famous comedians are interesting people when they perform, but they are not like the images on the stage in real life. Therefore, the same is true for salespeople, who should adhere to a professional attitude and speak clearly in front of customers.
10 does not give customers a chance to say "no"
"Are you interested in this commodity?"
"Can you make a decision now?"
Such a question will produce an unfavorable answer to the salesperson, and there will be silence because the conversation cannot continue.
"What do you think of this product?"
"If you buy it at this time, you can still get a perverted gift?"
Sales skills and words 3 1. Don't listen carefully to the voice of customers.
When communicating with customers, many salespeople blindly introduce how good their products are, but forget to listen to customers' voices. Do they really know what customers want? What is the problem she wants to solve most? How does this product help her? The transaction lies in communication. Only by continuous communication can we better grasp the needs of customers, listen more and let customers talk more. If she talks too much, she will tell her what she thinks of the product, and you will know how to answer customers' doubts with your own specialty. Remember to listen more and answer properly.
2. Guess the needs of customers out of thin air;
What you think is your own idea, not what the customer really wants. Guess is not unique. The guess is true only if authentication is required. Communicate with customers more and let them tell you what her real needs are. Why daydream that doesn't exist?
3. Products and services eager to introduce themselves
Sales should not only simply introduce products to customers, but also focus on narrowing the distance between the two sides and finding the most suitable entrance so that customers can't refuse you. Going straight to the point is a taboo in sales, because it will stimulate customers' nervousness and vigilance and constitute a sales obstacle. Since we can't force a breakthrough from the front, we might as well adopt circuitous tactics, bypass obstacles, proceed from the interests of customers, and naturally talk about the products we sell, so as to eliminate customers' vigilance and make the transaction logical.
4. Don't ask customers about their purchase intention;
In the process of sales, the customer's feelings are the most important, instead of just telling customers, buy it, buy it, this thing is really good, buy it, you will only make customers afraid and make them not want to buy it. This is called strong buying and selling, and it will only disgust customers. I had a little intention to buy it, but it disappeared at once. We should use the professionalism of the product and the value of the product itself to solve the needs of customers. Give her what she wants, make her more and more interested in buying, and the transaction is successful.
5. Treat different customers with the same words,
You have succeeded in using the same method and speech in the past, but different people have different thinking and purchasing power, and different people have different sales skills and methods, so you can't just use the same method, which will only make your skills and methods less and less. Learn more and use more, and increase the chance of transaction.
6. Don't ask the customer's budget;
Everyone's consumption pattern is different. You don't ask the client's budget. The lion opened his mouth and asked the customer to buy one that was beyond her budget. Even if she likes one thing again, she won't buy it. Even if she bought it and went home for a while, she would regret it. How will you return the goods in the future? Sales are not one-off sales, but sustainable sales with high rate of return. So communicate with customers more, listen more and ask customers what they think, and you will gain a lot.
7. Do not pay attention to the outstanding problems of customers;
Often in the process of communication, a customer's problem seems to us to be a very simple matter, and we often ignore the small problems that customers inadvertently appear, so that we can solve the problems that customers want to solve in the process of communication, so that he will feel more secure and valuable. Paying more attention to the customer's problems and the topics she elaborated may indirectly tell you what she wants.
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