Top Ten Sales Tips - Sales staff must see
I. Introduction
Li Ka-shing has said that
a lot of folk talking approximately sales, it simply thought to be to meet the absences of the process. For instance we went to a new environment, introduce themselves, is their kind of sales; Another example is an learned report that we do, that is, sell some of their own to the participants point of outlook, many many many others.
but in train many people are not very successful sales and marketing personnel appointments hard to explain, to please the customer, ran off the leg, worn nozzles, can the customer is not buying it; chase the reason, in fact, is the analysis of to determine and solve the demand has been offset, each other's needs are not met, our goal difficult to fulfill.
marketing personnel constantly discern customers could not await to look the presentation of product, cost, can not await to deal, favor listening to his specialists to annotate, people often deplore the absence of knowledge of its sales, so his expertise can not be good play.
sales is there is a pattern, like dial a phone number, the order can not be erroneous. Sales of the basic process is known to everyone, this combined with my many years of practical experience in sales and sales education, sales shallow experience amounted up ten strokes, and we do a share.
The premier one ready for sale
ready as marketing namely very momentous. Is the basis for a deal. Ready as marketing is no subject to period and space limitations. Personal accomplishment, understanding of the production, idea, private personality of the corporate civilization, customer insights, etc., it involves too many items, not reiterate them here.
second measure the mobilization of emotions, we can muster all
good mood treatment (emotional comprehension), is the key to achieving sales success, because no willing to communicate with a needy person. Is a assured emotional state, is a vocational accomplishment is to see the customer as soon as the formation of the conditioned reflex. Marketing staff to see customers with deep emotions, it is a garbage of time, or even the beginning of failure. Whether you encounter anybody setbacks, so long as to see the customer should immediately adjust, or would preferably recess at home, and do not see your customers.
thus we are ready to visit clients, be sure to modify to the mawkish pinnacle.
What is peak? We sometimes have this feeling, to do asset today, principally in high spirits, confident, as if everything goes without saying, this is the peak of the state, to doing in this state a high success rate. This condition can be sporadic, we seem unable to control. In substantial fact, this state at the peak of after a period of exercising, is completely controlled. Such as players, ahead the game can quickly self-adjust to the peak.
So how do we adjust to the emotional peak of state? How can we control such a state?
wake up each morning resolved to be a nice CD to hear to or listen to a very zealous melody. Can loudly mention to yourself A good mood good mood the day begin.
merely also to understand some of the specific adjustments sentiment. Here is a catalogue of a few easy ways to adjust the basic emotions, friends who are amused tin read some of this paperback.
a), nervousness, the thought of the worst-case
delight in life is self-inflicted, the difficulty is self-inflicted. If you do not bother yourself, others will not give you trouble. Concerns can not solve the problem, the biggest drawback cares that will destroy our ability to concentrate. Thus when there alarms, the bravery to face, and then find out if the worst case failure may occur, and so that they can approve it OKAY.
b), worry, knowing self
comfort and pleasure of undergoing, the environment is not the objective values of the decision, but by their own state of mind, emotional decision. If you calculate our happiness, about 90% of something good, only 10% is not very good. Why not make yourself happy together?
c), depressed, can sing
as marketing staff ambition often be rejected, meantime others have been rejected aboard the reduced mood is actually not need. Without the temper of the iron is not good steel. Depressed state of mind will take away our hope.
third fathom to build a sense of confidence
one resonance. If you speak too early to see the customer product or subordinates eager to see the superior extravaganza of their genii, it is difficult to build trust, you say, the more trust the more difficult to establish. Such as customers come to ask, is your product better or your opponent's product better? At this time, how do you answer not right, he said he's good, he must say that you boast, not credible! You say that we do not know the opponent's case, he would say that you do not even know peers,
Puma Speed Cat Big, not professionals! Therefore, in the process of establishing trust, but also very shifty.
If main is good, a sense of trust with customers can fast set up, this time as many as possible nothing to do with the product from the start, why? Say that your product is your zone of expertise, is a defensive state of mind of users, the more you say, he guarded the heavier, more difficult to establish trust. At this time, starting from his well-known entities, encouraging compliment from the start. For example, in his home, he said you can ask how many money one square meter house, do you work? I am very interested in your calling, tell me something about it? Some people are disinclined to question questions, some of the problems must be answered. If you are selling charm products, and the face of a matron can say: elated of). She answered, be sure to arrest your compassion, he said, This is resonance.
your point, the more you resonate with a sense of trust with each other more easily approached. Imagine whether happened that you and the customer is wearing the same raiment, then reached on a sense of trust, not the process, you can feel your savor and his savor is the same.
between people are willing to look the same frequency, look at these words: students, peers, colleagues, comrades, Buddhists called the fellow, with lawful told colleagues a little morsel anyway, as long as two people in common, they easy to obtain together, it is easy to establish trust. Method is very simple, is to find more mutual ground, to produce more sympathy, trust you and the other built up.
Second, the rhythm. As a good marketer, the consumer action with tempo and lecture rate closer to a sense of trust, the better established. Many people in sales, how to sell off to, which is very important that consumers emulate the rhythm of walking, the other fast-paced, speed fast,
New Puma Shoes, we say Speed also presently; the other side is very slow to speak people, you soon do not know why he would feel very uncomfortable, how trust can not be established; Speed if the other celebration is a gentle human, you have to moderate the Speed.
but also to the other side can understand each other's statement and communication. Some marketers mouthful of jargon, but amuse do not forget, the customer is not industry experts.
fourth recruit apt detect the customer's problem
Because trust is set up, you and the other will feel very snug. This time,
Puma Ferrari Shoes, to ask questions to find the customer's problem, that is what he wants to solve the problem.
example you are selling atmosphere conditioning, buy atmosphere conditioning is required to understand the customer to solve his problem: his family's age climate conditioner is broken, deserving to its failure rate is too high, do not want to fix, and want to alteration a new of; or existing family to move customers from the past now home; or customers in the past have not accustom air conditioning, and now to improve living conditions; or region is the central air conditioning, from the home of the inconvenient, is to setup the split; or children Marriage with ... ... so only in mandate to accurately identify the real problem for the customer, assisting clients to find he had had needs.
how can we find the customer's problem lie? Only through a lot of questions in order to understand the customer in the end want to buy to solve this problem. A good 80% of marketers will use the time to ask questions, only 20% of the time to explain the product and answer questions.
fifth shake and propose solutions to fashion the product value
fact this time, you have to sell to the customer can determine what kind of commodities. Your solution will be extremely targeted, customer will think is tailor-made for him, he will, and you work together to reckon the feasibility of, and give up on your preparedness.
in the process to collar the chance to shape your product value, the background of your mark, corporate culture, gifts generously to differentiate to your customers, you have a needless knowledge, this when you say he is easy to hear the outset.
sixth recruit to do Competitive Analysis
many of our antagonists, marketers understand do not talk well, let's sell the products we, talking about the opponent do not understand the situation said. Wrong! In the sense of trust is not established, the client and you stand on opposite side, you do Competitive Analysis, he is nauseated with you; but when the two sides established a trust, you have proposed a solution for him, he was impatient to listen the shortcomings of some competing brands, he expects you to do a very competitive product thinking, otherwise the process is intervened at this time, and to not go on.
this time, not only to diagnose competing products, but must talk to him clearly, where we have good newspaper, where the other bad (but must be objective, not a spiteful bombard).
when the analysis is twofold. On the one hand for his eventual purchase invested ample grounds; other hand, he will certainly be after the purchase of goods around to show off: to discussion with others, testify that he is the most advisable choice.
seventh move to lift concerns to help customers determine
done analysis of competing products, the customer pays is not resolved soon, this time do not go transaction, otherwise consumers will go back to buy.
money in themselves, are always more good cover for a while. Look to buy air conditioning, no heat can not stand, people do not hurry to buy, he more than cover their day,
Women Puma First Round, that is their own. Do not want to buy determination, he is definitely a resistance point.
You can easily determine if he has entered this state of the ---- he said, go back and consult with my wife; I think this price is a mini high; immediately no money on me equitable to see each other this course ... ... We must constantly ask tread at step, has been asked to find the real point of resistance as yet.
For example, you ask: would say, what I concern about love issue, then asked again, step by step that question.
identify the point to resist, there will be a normal way to elevate.
eighth cheat paid off transaction
many marketers play well in front are act well, that is, transactions can not, in fact, this is the marketing staff a psychological self-handicapping.
transaction, they must use the press, restrictive questions, this is an ironclad rule, otherwise, your process from the pate again.
transaction stage is insistent when you help consumers, but often this time, many people are afraid to impulse the customer transactions. In fact,
Puma Shoes, if you determine to enter this stage, going with the urging of, closed questions, hinted him to deal, or another he will put more money to cover a few days, these days what changes may occur.
What is a closed answer?
such as
studying sale people, maximum of the learned such a case --- ravioli stalls selling eggs, 2 ravioli share the same situation, alike size, number of egg can be sold is not the same, people are surprising the supply of eggs, one day, He went to visit merely to find the two proprietors of the problem is not the same asked the customer, 1 using open-ended questions: two eggs, or to you?
restrictive questions have good or bad. To sell clothes, for instance, you ask the customer Red or yellow? Let the customer make a alternative in time, this is the most painful time of the customer, because money out of friends. Ask them questions, you will never again speak, seeing at him, wait ... Then, behind the key is to ask them not to speak.
ninth trick: make after-sales service.
people tend to trust that service is the play shriek, home repairs,
Women Puma SF Drift Cat, in fact, these are just a small service in a very passive part. The real service that people purchase merchandise or services, we are a continuation of his service. This is what we in the customer's use, providing customers with consulting services, a customer advisor to solve customer problems in use. So as to build a really settled customers.
tenth necessitate customers to move people to share referrals
is instinct, and once the customer is indeed acknowledged products and services, customers are very willing to share.
customers through referrals and satisfied. At this time, he can actively help you a referral, but not in return, because this is his great psychological needs, some marketers this time I am sorry to say .
you straight to him, said: Because the referral is his final demand to meet, when I bought a chip of clothes when the afterward day, there are two colleagues bought the same, that my eyes well, they follow my taste.
referral of power is very large, to see how marketers use, while a successful customer referrals, your sales practices is not complete, for you meet the ultimate needs of the customer.
not only the ten strokes each marketing personnel should firmly clutch the truth that everyone should understand its magnitude, the work will be for life of excellent behalf to person life is a mart themselves, for others a admission process. But entire these are in it, in real life to make us Wanshihengtong real, or did not entreat to our identity, is forever
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Top Ten Sales Tips - Sales staff {have to} see
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