Gold medal real estate agents always have a smile on their faces. He likes to supplement himself with vitamin ABC every day. This is his first magic weapon.
Vitamin A I like myself very much.
Vitamin B I is a great man.
Vitamin C Something wonderful must have happened today.
To be a salesman, you must have a positive attitude, especially those who face different types of customers every day. Do not eat vitamin ABC every day, long-term calcium deficiency or muscle deficiency.
The second magic weapon of gold medal real estate agent is "sweet mouth"-praise customers, even the most difficult customers.
Many years ago, a gold medal real estate agent visited a potential client. This potential customer has a very large list of potential customers, but he has a strange temper and a bald head. Just as Ah Q doesn't understand the word "light", he is also very afraid of being talked about this part of him. The prospective customer's hairstyle of "local support for the central government" is glamorous, but it is "dull pain" in his heart.
A compliment from a gold medal real estate agent in those days is still used as a training material. He pointed to the client and said, "Sir, I think your head is really good." The client's face is already full of sadness. Madge went on to say, "My father has the same hair, but no matter how you comb it, it won't work." -the customer smiled.
Praise used in sales promotion skills is by no means a simple "flattery". Praise has four principles:
First: the tone should be warm and vivid, not like memorizing a manuscript.
Second: be concise, colloquial, fluent and say what you usually say.
Third: be creative and praise what others can't praise.
Fourth: integrate into customers' companies and families.
The last magic weapon of gold medal real estate agent is "soft waist". It is said that modesty makes people progress. Mature ears of rice are curved. The more successful people are, the more modest they should be and the more they should learn from others.
After so many years of sales, the gold medal real estate agent is more like a martial arts expert who integrates skills into blood and habits. Now, he is subdividing these skills bit by bit, but the skills are in no order. The key is to see how you use them and how to deal with the worst things with the most appropriate means.
If you subdivide the professional marketing process, you can draw a picture like this:
Approach customers
Product display
promote
trade
Objection handling
refuse
question
accept
No matter what kind of sales, the promotion process is the same, but not all promotion processes need these steps. Some people just don't want you to show their products, while others just don't need you to promote them. The process is just a general martial arts routine. To defeat the enemy, you may need to practice the routine several times, but you may only need one or two tricks.
It is very important to fully digest the point of purchase, which is the basis of sales. Know what features your product has and who you can attract-this is the so-called selling point of your product.
Skillful sales promotion words and actions-sales promotion means being like a professional actor-have skillful acting skills, and a sales promotion is like a "show".
Salespeople should also have an understanding heart, and the so-called "going into the mountains to see the mountains" is the truth. Salespeople should be the embodiment of the principles of sales promotion-"forget me" and "no self". Whether your customers want your products or not, you should do what you should to promote them. Rejection is something that every salesperson will encounter almost every day when he grows up. However, we can't stop selling just because we want to be rejected. The customer's response is nothing more than these three kinds:
1) neuropathy
2) Don't talk
3) Great!
We don't expect every customer to say "great!" Similarly, we won't meet every customer who calls you a "psycho". Every customer you visit is RMB, and sales promotion is always the law of large numbers, which is directly proportional to the number of customers you visit.
The two most important words of salespeople are "fear" and "laziness". Promotion is a war of right and wrong, a struggle of doing and not doing.
Attack and then attack, a salesperson can only succeed if he constantly challenges himself and perseveres.
The gold medal real estate agent speaks louder and louder, as if he had just left school. He always likes to practice smiling before going out, cheer himself up, and then have a good day.
"So ... Mr. Ma, you speak these sales skills very well." A young man in his early twenties sitting in the corner of the room said, "But the problem now is that I don't know who to talk to. Where is my client? "
Gold real estate agents all know that customer development actually affects the success or failure of a salesperson's promotion career. A company once surveyed 700 salespeople who left their jobs and found that 95% of them didn't know how to find customers. Customers are the most valuable property of salespeople and the lifeblood of the continuation of sales promotion. So, where are the customers?
Ma Deji took out his Montblanc and wrote a string of words in his notebook:
F: family
I: influence (influence center)
N: Neighborhood (living environment)
D: direct (other media)
Student: society (society)
The first word of these English words is FINDS.
schoolmate
There are so-called cause method, introduction method and strangeness method in customer development. Because the method is someone you are familiar with. Madge drew five circles on the paper, and then wrote "five similarities":
sell
colleague
People from the same village/town/province
live together
People with similar interests/hobbies
The advantage of this method is that people who are familiar with it are easier to approach and succeed, but the disadvantage is that there are more gains and losses. In a society like China, it is still shameful to sell to acquaintances, but the salesperson should make it clear that our products are beneficial to him, to solve his problems, and not to "kill him". When you love your product and completely digest the point of purchase of your product, this scruple disappears.
The introduction method is to use the influence of others, or to continue existing customers and establish word-of-mouth effect. There is a famous saying in the sales field that "behind every customer, there are 49 customers hidden".
Unfamiliar laws will expand your market infinitely-anyone is your customer. However, unfamiliar methods can only be based on quantity and quality. You won't be a good salesman until you are rejected enough times. The real top sales come from this strange visit, which is constantly rejected and visited!
In the sales career of the gold medal real estate agent, I summed up four sentences for my colleagues who just started working:
"Smile, listen to the first move. Praise is priceless and character is the backing. "
"But how to face the customer's rejection?" A girl who seems to be in her mid-twenties asked-obviously, she just learned a lot of sales skills and customer development methods from Madge, and her face began to glow with excitement: "Gold real estate agent, I have been desperately looking for customers, but many customers turned me down, but I don't know how to face it. I think, if I can handle rejection well, can I improve my performance again? "
The gold medal real estate agent lit his pipe again and took two sips. In fact, there are only three kinds of refusal: the first is to refuse the salesperson himself, the second is that the customer himself has problems, and the third is that he has no confidence in your company or product.
Rejection is just a habitual reflex action of the customer, unless he buys it after listening to the introduction-unfortunately, this situation is rare. Generally speaking, only by refusing can we know what customers really think, and refusing to deal with it is the best time to import the transaction.
The technique of refusing to deal with it should start with the analysis of Chinese personality. The advantages and disadvantages of China people's personalities are all opportunities to clinch a deal.
China people have a good memory, so you must honor your promise to customers, otherwise, you may never have a chance to clinch a deal.
People in China love beauty, so the first impression made by salespeople is very important.
China people attach importance to feelings, so people should pay attention to communication in sales.
People in China like to make friends, so you should also make friends with your customers-Oh, Xiao Wang is your classmate, and he is my neighbor, so that the relationship can be brought closer immediately.
People in China are used to looking at their faces, and their expressions are written on their faces. You should pay attention to what they say.
China people like to reciprocate, so we must know how to respect each other.
People in China like to be praised, so you should lower everyone's age and raise the price of everything.
China people love face, so you should give your customers face.
China people don't trust others easily, but they believe in those who already believe. Therefore, the most important thing in sales is to gain the trust of customers.
China people are too smart to be taken away by customers' ideas. Who will dominate every link of sales determines whether you can clinch a deal or be rejected by customers.
China people don't like "right away". They are afraid of being the first, knowing but not acting, and they like to talk half the time. Therefore, at the right time, you should know how to make decisions for customers.
China people like Monday morning quarterback, so you should agree with him.
China people don't praise others, you should learn to praise them.
Therefore, the gold medal real estate agent concluded that the key to objection handling skills lies in grasping human nature and knowing how to analyze the practical problems behind customer rejection.
Gold real estate agents don't want to instill too many sales skills into these friends for half a day. In fact, sales skills are something suitable for everyone, not something that you can use tomorrow after learning today. When you forget your sales skills more and more, your skills will become more and more proficient.