Top Ten Sales Skills of Salesmen
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 a question to a customer, you must get the question from the customer. Right? Wait, some affirmative answers. 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? Everyone will feel that they can talk big. If the salesperson can make good use of the customer's psychology, he can successfully approach the customer, and it is easy to get the customer's goodwill when he starts selling with praise, and the hope of sales success 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 salespeople are eloquent, but there are not many good salespeople who can impress customers. The reason is that all salespeople say the same thing, so if they want to succeed, they must be different and have better eloquence. As a salesperson, if you can grasp each other's psychology in sales negotiation, can you? A word wins? Or? Lost in one sentence? .
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 control it? Say three points and listen to seven points? The principle of. 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.
Ten characteristics of successful salespeople
First, the first quality a successful salesman should possess: strong self-confidence. What is the first product that a salesman sells? Is the salesman himself. Sell yourself successfully, and your sales will be half successful. It is hard to imagine how a person who has no confidence in himself can successfully sell himself and the company's products to customers.
Successful salespeople have a strong sense of self-confidence and self-worth. Where does confidence come from? Confidence comes from understanding. We need to know about our industry, our company and our products. Besides, we must know ourselves.
Here are three ways to boost your confidence:
(1) Imagine success. Confidence can be rebuilt by imagining the image of success. Imagine that you have successfully persuaded others, that you have had a successful love experience, and that you have successfully persuaded customers to make a deal before. Let the image of success be firmly imprinted in your mind and stimulate your nerves constantly, and you will find that you have turned over a new leaf, full of vitality and greeted the new day with full fighting spirit!
(2) Summarize the experience of past failures. Failure is not the mother of success, but summary is the mother of success. By summing up, people learn more from the experience of failure. There is never a smooth sailing winner in the world. Winners always achieve the final success by constantly summing up the experience of failure. When Danbert invented the telephone, thousands of people failed and gave up. Only Bell and Edison came closest to success, but in the end the court awarded the patent right to Bell. Why? Because there is one more than Edison? Point? He turned the screw on the phone by 90 degrees, which changed the sound quality of the phone. Bell's success lies in constant failure and summary after failure. There are more successes than failures? Point? .
(3) concentrate. Focus your attention on positive thinking, fully mobilize all your positive attitudes, and don't let negative emotions affect you. Negative emotions, like cancer cells, will spread in our minds and from person to person. If they are not removed from our bodies, they will eventually destroy our career and future.
Second, the second quality that a successful salesperson should have: courage.
What do salespeople fear most? There are several questions here: a. What is your definition of rejection? What happened before you were rejected by the client? B. In what tone did the customer tell you that you felt rejected? C. What was your customer's facial expression before you felt rejected?
Imagine you go to the mall to buy clothes. When you step into the shopping mall, a smiling shopping guide will come to you immediately and take pains to introduce you to various styles and fabrics. At this time, you have a serious face, a straight face and a critical face, and bargain with her from time to time. But what about an experienced shopping guide? Finally, she must try her best to facilitate the transaction.
Think about it, when you get up the courage to step into the customer's threshold, face the customer's cold expression, cold tone, or bargain without considering your cost and your feelings, will you feel scared? Do you have the courage to step through that door again? Will you run away?
What is failure? What is rejection? Failure means I haven't succeeded yet. I'm so close to success? Dot？ ! There is no eternal rejection, only the customer has not accepted it, and I have not convinced him that I still have a chance!
Third, the third quality that a successful salesperson should have: strong ambition. Strong ambition is a strong desire for success. Without strong ambition, you won't have enough determination.
There was once a boy who fell in love with a female classmate in his university. However, the girl fell in love with another prince charming. But the boy never gave up and pursued her relentlessly. After graduating from college, he still didn't give up. When the girl was about to marry her prince charming, he was always looking for her. Finally, one day, the girl couldn't stand it and took the boy to court. Of course the boy lost. Out of court, the boy said to the girl's Prince Charming: I won't let you go until you give up! ? Under this pressure, Prince Charming gave up. The boy also got his beloved girl.
Strong ambition has four characteristics:
(1) Strong ambition is the driving force for salespeople to have great confidence in products.
(2) The intensity of ambition is influenced by the environment.
(3) Ambition can be cultivated by stimulating a successful visual image.
(d) By studying and being with successful people, we can cultivate strong ambitions.
Successful salespeople have the determination to win and a strong desire to succeed. The desire for success comes from your desire for wealth, your responsibility to your family and your pursuit of self-worth.
Fourth, the fourth quality that a successful salesperson should have: full confidence and understanding of products. A successful salesman is an expert in his field. To do a good job in sales, he must be professional and have professional knowledge. In the United States, once the generator of a power plant broke down, an electrical expert was invited to repair it. When the experts come, look here and listen there. Finally, draw a circle on the motor with chalk and say, here comes the problem. ? The workers opened it and soon repaired the motor. Finally, the manufacturer pays, and the expert asks 10000 USD. Everyone is unconvinced: just draw a circle with chalk, and it will cost 10000 dollars. It costs 1 USD to draw a circle with chalk, and it costs 9999 USD to know where to draw a circle. ? And everyone took it. This is the main thing. Occupation depends on occupation to pay.
In addition to mastering sales skills, salespeople should also be professional about their products. We should not only be professional in our own product knowledge, but also be familiar with competitors' products, industry standards, market distribution and prospects, and understand the changes in prices and promotions. Only in this way can we know ourselves and ourselves and win every battle.
Remember: your customers will not trust your products more than you do. Your customers are convinced by your confidence in the product and your professionalism in the product. Persuasion itself is a transmission of confidence. You pass on your confidence to your customers, so that you and your customers can build a bridge for your success together.
Fifth, a successful salesperson should have the fifth quality: paying attention to personal growth.
The greatest advantage of learning is that by learning from other people's experience and knowledge, we can greatly shorten the time for a person to make mistakes and explore, and make us succeed faster.
A young man came to the river and saw three old men fishing by the river. After a while, an old man stood up and said, I'm going there. So, the old man quickly ordered a few dives and passed, which surprised the young man. After a while, another old man passed by like the first old man, and the young man was shocked. After a while, the third old man also got up and passed by the water. Now, the young man thinks that he has met a fairy, and he decides to worship them as his teachers. So he tried to swim like them. Who knows? Jump? Fell into the water. Three old men saved the young man and asked him why he had to go into the water. The young man spoke his mind. All three old people laughed. Young man, we have walked on this river for decades, and we are familiar with every stone in the river, so it is easy to cross the river. You are not familiar with it. What won't fall into the water?
Top salesmen are all masters who pay attention to learning. They cultivate their own abilities through learning and make learning a habit, because success itself is a habit and ability (thinking and behavior habits). Successful salespeople constantly surpass themselves through learning, forming a learning atmosphere and learning organization in the sales team, which is conducive to self-improvement and organizational quality improvement.
Sixth, the sixth quality that a successful salesman should have: high enthusiasm and service. 2 1 century is the era of marketing, and the most important content of marketing is service marketing. Successful salespeople do not approach customers in order to complete a transaction, but treat customers as their lifelong friends, establish long-term service relationships, and help themselves succeed with the help of customers' success. They care about customers' needs, which shows that they care about customers anytime and anywhere, provide customers with the best services and products, and keep in touch for a long time. Successful salespeople always treat every customer and potential customer sincerely, trust others and be humble.
In the process of sales, opportunism, quick success, even killing the goose that lays the golden egg and self-destructing the future are all practices of established profiteers and taboos of modern marketing.
Seventh, a successful salesperson should have the seventh quality: extraordinary affinity. The first product that a salesperson sells is the salesperson himself. How to get a good first impression is very important when salespeople sell services and products. At this time, your personality charm, your self-confidence, your smile and your enthusiasm should be mobilized to impress customers as much as possible in the first few seconds, which requires salespeople to have extraordinary affinity.
There is a simple example: when I was working in a fast-moving consumer goods market, several salesmen once went to a store and were turned away by the boss. Later, I went there myself. When I arrived at the client, the client was busy with his own business. I stood for a while, always looking at him with a smile and serene expression, and occasionally giving him a hand. After a few minutes, the boss said to me: I like you. I want your product. If someone else comes, I just don't want it. ? Later, this customer became our long-term and stable customer.
It can be seen that affinity is an invisible killer of salespeople, which can turn enemies into friends, achieve the effect of four or two, and bring more gains to salespeople.
Eight, the eighth quality that a successful salesman should have: successful people keep looking for ways to break through, and unsuccessful people keep looking for excuses to complain. In sales management, we will find that the worse the salesperson is, the more complaints and reasons he has. Successful salespeople are always responsible for their own results. 100% is responsible for themselves. They are always looking for a way to succeed. Why is this happening?
What is the biggest difference between people? The biggest difference between people lies in the difference above the neck, that is, different ideas produce different ways of thinking, different behaviors and results. Failed salespeople always pin their cause and effect on the external environment and others. They always treat work with a working attitude. Once frustrated, they retreat. They weave all kinds of complaints and reasons to prevaricate, so as to reduce the pressure they bear due to the result of failure and try their best to keep their psychological balance. A failed salesman is a person who is unwilling to take responsibility, has no courage and is most afraid of failure.
Successful salespeople are just the opposite. They dare to face setbacks and possible failures, they are indomitable, they are aggressive and willing to learn, they have no time to complain and find reasons, they have no distractions, their eyes are fixed on making deals and expanding results, they are looking for better methods, and they are being their own bosses. Find a way to succeed, not a reason to fail!
Nine, the ninth quality that a successful salesperson should have: clear goals and plans. Successful salespeople have clear goals and plans. They are always adjusting their goals, making corresponding plans and strictly following them. The marketing king of Japan's insurance industry has set himself the goal and plan of visiting 20 customers every day. If it doesn't arrive that day, he will insist on going out without eating at night. It is because of his perseverance that he deserves the top sales king and brings him great wealth.
Carry out our plan and plan our work. Salespeople should have long-term goals, annual goals, quarterly goals and monthly goals, and break down the clear goals into your action plan for the day, such as how many visits do you have to complete every day to achieve your goals? How much sales do you want to achieve? Where did you visit today? What is the tour route for tomorrow? Every day, my heart should be clear.
Sales without goals and plans, like a ship without navigation marks and sculls, can only drift on the river. Without goals and plans, salespeople can't evaluate and summarize their work performance. He can't remember where his products have been sold, which wastes a lot of time. His performance is stagnant because he has no records. If there is no record, it does not happen.
Ten, the tenth quality that a successful salesman should have: make good use of the power of the subconscious. Mankind is great because of dreams, and all great men are dreamers! Successful salespeople are people who dare to stick to their dreams. Imagine what dreams we had when we were young. How many dreams do we have today? How big is it? We will find that as the years grow, our dreams become smaller and smaller. Facing our dreams, we don't even have the courage to admit it.
Stick to your dreams and knock on the door of dreams with the bricks of wealth. For family, for yourself, bravely pursue wealth and dreams! Who is the most likely to save your family's life? The result is obvious.
The way to stick to your dreams is to input concrete and inspiring images into your visual system, stimulate your mind with a voice eager for success, read more successful and inspirational books, read biographies of successful people, and listen to some sales and success lectures.
Dreams are bonfires burning in our hearts. Don't let this bonfire go out, and don't let the long cold night occupy our hearts for a long time! A person with the qualities of a successful salesman may not succeed. Without endless learning and good methods, people will stop or get discouraged. Wang Yongqing, the god of management and health of Formosa Plastics Group, has repeatedly stressed that the past does not represent the present, let alone the future! Never too old to learn! In the fifth discipline, Peter Shengji also emphasized that individuals should learn all their lives, and enterprises and organizations should form learning organizations. Successful people keep learning, copying and mastering. Next, I will share with you the top ten steps and common skills and methods of sales.