First,? Hope? Listening skills
This includes listening attentively and confirming in time. When communicating with customers by phone or face to face, we must listen attentively and carefully, and we must listen purposefully to find out the information that customers disclose intentionally or unintentionally that is beneficial to sales.
In the process of listening, asking questions in time, on the one hand, expresses respect and face up to customers, on the other hand, helps to accurately understand what customers want to express. Only by ensuring the accuracy and correctness of the information mastered by the sales staff can we achieve a good communication effect.
Second,? Smell? The skill of observation
Observation skills run through the whole sales process of construction elevators, especially when establishing a good relationship with customers, which is very valuable. In the process of communicating with customers, a customer's eyes, an expression, a casual action, these body languages are the reflection of his psychological state, and an excellent salesperson must be good at mastering them and respond in time. Similarly, the environment near the customer can refer to the layout and display style of his office in detail, which also reflects the customer's behavior pattern to some extent and provides necessary information for how to establish a long-term relationship with him. Using this information and the salesperson's own understanding can help the salesperson establish a relationship with the customer and decide what to do next.
Third,? Ask? Questioning skills
After getting some basic information, asking questions can help the salesperson understand the needs, concerns and factors that affect his decision.
At the same time, if the communication atmosphere is not natural, you can ask some general topics and topics that customers are interested in, and temporarily break away from the topic to ease the atmosphere and let both sides relax.
When the time is ripe, you can ask some leading questions and get down to business, so as to stimulate customers' interest in products and arouse their urgent needs. For example, if you don't buy this product in time, the elevator construction will probably cause unnecessary losses, but if you buy this product, all problems can be solved, and you think the investment length is often worthwhile. This is the ultimate effect of leading questions. At this time, as a salesperson, you need to get a conclusive answer from the customer. You can ask some conclusive questions to lock the result of the sales process.
In the whole process of communication with customers, we should keep the frequency basically consistent with the customer's thinking progress, and we should not rashly ask for signing the bill when the time is not ripe, which may easily cause customers to resent and give up all their efforts; Don't miss the opportunity, when it comes to signing the bill, you are afraid of being rejected, which delays the opportunity.
Fourth,? Cut? Explanatory skills
In the recommendation and closing stage of sales, explanation is particularly important.
In the recommendation stage, in order to persuade customers to buy, they explain and state their companies, products and services, so as to achieve the purpose of ordering. In the negotiation process, that is, when the sales are nearing the end, many substantive issues will be involved, and the two sides will have some differences for their own interests, which will create obstacles for the two sides to reach a final agreement and even sign the bill. These obstacles need to be solved through timely and fair consultation and explanation.
The content to be explained should not be too miscellaneous, just include the content for the purpose of explanation. The explanation should be concise and logical. When you need to explain details, avoid painless details. The unfolding must be concise, and the concise must be concise, especially when recommending to customers.
To successfully explain the construction of elevator hub is to use simple language and avoid technical jargon, especially for your customers. Only when your customers understand these terms can they be used properly, and at the same time, they should be used properly to avoid unnecessary mistakes.
Five, conversation skills
The expression of conversation should be natural, the language should be friendly and appropriate. You can make some gestures when you speak, but don't move too much, let alone dance. Don't spit when you talk. Say hello before you take part in other people's conversation. Don't listen in on other people's personal conversations. If you need to talk to someone, you should wait until someone else has finished. When a third party intervenes in a conversation, it should be welcomed by shaking hands, nodding or smiling.
If you need to deal with something urgent or leave during the conversation, you should say hello and apologize.