Opening remark skills
A good opening remark is half the success of sales. The best way to persuade others is to let them do what they want to do.
1. Arouse customers’ curiosity.
Example: A life insurance agent approached a prospective customer and asked: "How much do you plan to pay for five kilograms of cork?"
"I don't need any cork" the customer replied explain.
"If you were sitting on a sinking boat, how much would you be willing to spend?"
The store can say to customers: Do you know the laziest man in the world? What is the thing? When the customer shook his head and said he didn't know, he said: It's the money you hid and didn't spend. They could have given you a hairstyle that can well reflect your temperament and put you in a good mood every day.
2. "Seniority" sales pitch (to build trust from zero to maximum for yourself, the company and services)
Example: First ask the customer: What do you think of our store? Very knowledgeable? Dominate the customer's thinking, and then say: Our store is a branch of Guangdong Shangyi Hairdressing Chain. Our company has 30 branches and is the largest hairdressing chain in Guangdong. Most of our customers are satisfied and come back again. If you patronize me, I think you will patronize our store again soon and help me again, right?
3. Stimulate customer interest
Example: Are you interested in knowing how to effectively increase your return rate by 100 when walking on the street? (How to impress your family or friends?)
4. Sincerely care about customers
Example: You look a little tired, I gently help you Can you give me a massage to relax you?
5. Raise an interesting topic
Example: I need your help. "I have been looking for a customer who suits my best XX hairstyle. Today I am lucky enough to meet you. I think you will definitely make me get what I want.
Our store manager Said, if I can't make a performance, I will pack up and leave, so if you don't want to do hair, maybe you can give me a job.
6. Find a similar job. Topic
Example: Your accent sounds like a northerner, I am from Shandong, where are you from?
7. Gain knowledge with customers
Example: Miss, based on my professional experience and your hair quality, face shape, and temperament, I already have a hairstyle in mind that is particularly suitable for you. Let me explain it to you. After I finish explaining it to you, I want to ask you a simple "yes" or "no" question. If you want to do it, just say "yes". If you say "no", that's okay. I hope to be a friend with you. I hope that next time This is the opportunity to help you design a personal patented hairstyle
8. I help you make money (for professionals)
9. Hypothetical question method (make the hairstyle final. Convert the benefits and benefits that can be brought to customers into a question form to ask customers, so that customers can create a sense of curiosity and expectation when you first introduce the hairstyle (or product)
Example: If I had a way to make your hair look 10 times prettier, would you be willing to try it?
If I could prove that this product really works, wouldn’t you? Are you interested in buying?
Note: No customer can be persuaded by others. The only one who can convince him is himself.
10. Dispel the customer’s doubts (praise, praise, etc.) Compliment customers; use customer testimonials; hit the target)
Asking relevant questions, solving problems for customers in good faith, and being customers' friends are effective ways to dispel customer doubts.
11. Empathy skills
It is very important to use empathy skills to establish a harmonious relationship with customers. The important purpose of establishing a harmonious relationship is to make customers like you, trust you, and believe in you. What we do is in their best interests.
Example: Talking to a housewife: Well, my wife is also very tired at home, so I try to make her look nicer.
12. Establish customers’ expectations for your products and services (you will definitely like the hairstyle I design for you)
Example: Compare yourself to a surgeon, Tell the customer: I need to make a reasonable diagnosis based on your hair type, face shape, and temperament, and then design a hairstyle that fits your ideas.
13. Let customers verify that their products are the best, and let customers convince themselves (give the example of glass sales)
Example: Help customers with haircuts for free (help colleagues T-shirt hair).
14. I am very proud that I have served 1,200 customers.
15. Pre-framing method: Before introducing the product to the customer, first remove the customer's inner resistance so that he can open up to listen to your introduction.
Example: Miss, please allow me to take 3 minutes to introduce the patented hairstyle I designed for you. After I finish the introduction, I believe you are fully capable of judging whether this hairstyle is suitable for you ( reflect your unique charm).
16. Play around with your name and place of birth.
17. What benefits does it bring to the other party?
Example: Miss, I know you are very busy (no time), but what I want to say is related to your vital interests, so it is definitely beneficial for you to listen to my introduction.
I am not only a hairstylist, but also your image consultant.
18. Be honest about your private life. Most customers like to hear you talk about your personal life. The more you talk about your life and experiences, the more comfortable and pleasant they will feel getting along with you, and the more they will like you and rely on you. (Speak out the pleasure that your interest brings to you)
Product introduction
Key points: Position your own products, compare your own products with those of your peers, what are the biggest differences, and provide Customer testimonials, making promises to customers (effects, services), targeting customers’ hair quality, and targeting customers’ spending power.
Seven methods of product introduction
A designed product introduction process is 20 times more persuasive than an unplanned product introduction process
1. Pre-framing method (when introducing the product, relieve some of the customer's resistance first, so that the customer can listen carefully to your introduction from the beginning)
2. Hypothetical question method (define the final benefits of the product or Ask the customer the final effect in the form of a question. After the process, as long as the benefits of your product can be verified, the transaction will be completed)
3. Descending Introduction method (introduce all the benefits that the product can bring to customers step by step, introduce the most important ones at the front, and introduce the unimportant ones at the back, so that customers will be attracted from the beginning)
4. Find out the customer’s benefit points (introduce the advantages of your product item by item, carefully observe the customer’s reaction, and find the customer’s cherry tree)
5. Interactive introduction method (let Your customers maintain a positive and interactive participation mentality. You and the customers are both players. You cannot let the customers be the audience. You must mobilize the customer's tactile, visual, and auditory sensory systems in a timely manner, and constantly ask the customer some questions)
6. Visual selling method (let customers visually imagine the situation of buying your product)
7. Hypothetical transaction method (let customers become more and more interested in your product)
Product introduction skills
1. Differentiated introduction: When introducing your product, you must let customers understand the current situation without using your product and the situation that can be achieved after using it. Let customers feel how big the difference is between the current situation and ideals, and learn to take action on their own.
Example: Hair care after perm
2. Creative product introduction skills.
Example: What we sell is not shampoo, but a good image of our customers.
3. AIDA theory of product introduction (Attention attracts customers' attention, Interest arouses customers' interest, Desire stimulates customers' desire to buy, and Action allows customers to take action)
4. Think about the customer (customers will not buy your product, they will buy it so that they can enjoy an improved life and work through your product).
5. Create customer confidence. (Good sales techniques are about making your potential customers confident in you, your company, or your products. If the customer maintains confidence in all three, it will be easier to close the deal.)
Example: Ms. XX, you came to our store because you have confidence in me, our store, and our products. To thank you for your support, I would like to become your personal image designer. To this end, please let me introduce myself first: I have been in this industry for 8 years. I have studied how hairstyles coordinate with a person’s temperament, clothing, and career. Therefore, I am very confident that I can help you design a style that reflects your personality. A hairstyle that is unique to you.
6. When a customer brings up a rational topic, you should answer it emotionally; when a customer brings up an emotional topic, you should answer it rationally.
7. Create demand: A first-rate salesman creates demand, a second-rate salesman meets demand, and a third-rate salesman delivers goods and collects payment.
Selling is discovering people’s needs and wants and then convincing them to buy your product (service) to satisfy those needs.
8. Sometimes silence is the best way to speak
Example: Edison sold his patent (automatic telegraph machine).
9. How much do you think it is worth?
10. Provide personal guarantees to customers.
Example: Ms. Liu, in addition to all the guarantees of our store on the products, I am willing to provide my personal guarantee. I will do my best to help you confirm that this is the best product you have ever made. One of the good decisions.
11. Possessing words (the desire to possess is a deep desire, which is a very important compulsive purchasing power)
Example: When you also possess from me With our Cocktail Bureau, you also have a piece of me, because I believe in giving the best service to my customers.
When you own our products, you own our services.
12. When talking
Example: When your friends and family praise your beautiful hair, you will definitely feel happy for the wise decision you made today. .
13. You will feel the art of speaking.
14. Use the provocation method
Example: If you don’t let me help you style your hair, it means you hate me.
15. Sales promotion is sometimes a kind of acting.
Work with supervisors and employees
16. Sell the advantages that customers can get.
17. Let customers understand that the products you sell are great value for money.
Excellent value for money includes (services, products, technology, feelings brought about by the goods)
18. Bundled sales.
Example: Package
19. Limited time promotion.
Example: This offer is only available this month.
Top Ten Sales Steps and Processes
East China District Shepherd Wolf Group Learning Materials
Step One: Be Fully Prepared Mentality and Beliefs, Sales Professionals and Product Knowledge (Name, content, usage, characteristics, after-sales service, delivery date and method, price and payment method, research on competitors’ products, material sources and production processes, related products) Training on self-ability and skills Promotion tools: Product packaging, product price lists, company promotional materials, company certificates and testimonials, daily reports, inventory tables, account books, professional books, marketing books, business cards, notebooks, pens, bags, etc. Customer testimonial materials, farmer testimonial materials, daily necessities : Toiletries, a change of clothes, ID cards, bank cards, mobile phones, etc.
Step 2: Make your mood reach its peak. Dress neatly, generously, appropriately, have your hair smooth, and your leather shoes should shine. Mirror: Appreciate yourself, envy yourself, motivate yourself, believe that you are the best. Applaud, take a deep breath, do YES exercises, do exercise, silently say, I believe in myself, I am the best, I will succeed, etc. Listen with passion in the morning Play music or read success motivational sentences silently. Don’t communicate with people who are depressed
Step 3: Build a sense of trust. The first step is integrity first. Spend 80% of your time listening and 20% of your time asking questions. When communicating with customers Don't look around or have your eyes wandering. Imitate the customer's speech speed, tone, body movements, etc. and try to synchronize with the customer. Use customer testimonials, celebrity inscriptions, leadership inscriptions, letters of recommendation, newspapers, advertising publications, published articles, celebrity testimonials, third-party testimonials, etc.
Step 4: Understand customer problems, needs, desires, profits, product quality, market protection, logistics services, technical services, interpersonal relationships, marketing training, marketing meetings, marketing travel, etc. Method 1: 1. Go directly to Farmers, learn about dealers (technology, funds, hobbies, etc.) 2. Get to know dealers (technology, hobbies, funds, people, etc.) through neighbors, friends, cooperative customers, competitive partners, etc. Method 2: FORN communication (F Family, O career, R leisure, N financial status) to obtain customer needs
Method 3: Value sorting method: such as: product, price, channel, promotion, market protection, etc.
Method 4: NEADS inquiry method
N: What products are you using now?
E: What makes you happy and satisfied?
A: What are you dissatisfied with? Such as
How can we meet your needs?
D: Who is the decision-maker? Do I still need to discuss with others when ordering?
S: Solution that can solve the customer’s first and second values ??
N----E----(values)----D---- S
Step 5: Shape the product value. Introduce the product, propose the benefits of the product to the customer, and satisfy the customer's first value. First, use the customer's value to design questions that expand pain or pursue happiness, and then Introduce product solutions. The solution must satisfy the customer’s first and second values. The advantages of competing manufacturers’ products satisfy the customer’s other values
Step 6: Do competitor analysis and list the main competitive partners in the region ( Product, price, channel, promotion, packaging, specifications, etc.) Propose the three major characteristics of our products and the two characteristics of our competitive partners. When selling to customers, our three major characteristics meet the top three needs of customers’ values, and the rest are competitive partners. Characteristics, when successfully selling to customers, you should not just mention your own good points, but also analyze your competitors and prompt customers to make comparisons
Step 7: Resolve customer objections Common customer objections: Products (quality is not good) good, high price, ugly packaging, specifications, etc.), bad market conditions, inadequate technical services, poor market protection, slow delivery, no experts to teach, etc.
Usually, collect more questions that customers may raise and points of resistance to your products. Generally, collect about 10, and prepare prepared solutions. When you hear customers raising objections, do not reject or object immediately. You should stay calm and remember the customer's opinions carefully. Objections, look for opportunities to resolve or tell time to resolve them. In order to reduce the occurrence of objections, it is better to proactively raise product resistance points that you know about. When handling objections, do not directly analyze them rationally. You must be emotional and then look for opportunities to handle objections based on facts. Even if the customer is wrong, don't say it easily, otherwise it will strengthen the customer's resistance. Keep silent and laugh off some questions that are not worth answering or some questions that are inconvenient to answer.
Step 8: Conclude the transaction. Deliver the goods to the customer, take away the money, do not return the goods, and take the initiative to re-purchase the goods. Purchase-request or help with trial (build product confidence)---increase in re-purchase. Store occupancy
Step 9: Referrals: Establish a friendship relationship with customers, and ask customers to introduce friends or people they know in related industries as our future target customers
Second Ten Steps: Customer Service: Deliver goods in time, adjust goods, check inventory, and display products. Explain to customers or use technicians or conduct product demonstrations in person to enhance customers' confidence in the product. Handle customers' personalized needs or objections in a timely manner
Successful people take the initiative in everything!