1, win-win mentality
The traditional salesman's practice is that no matter what method I use, even if it is cheating or cheating, as long as I sell the product, I will succeed. Now some short-term companies are still adopting such a sales strategy, which is a typical win-win strategy, and will not grow bigger or longer. Now more companies are taking win-win or even win-win countermeasures. A great salesman's sales mentality must be centered on helping customers, selling products on the premise of helping customers, and finally the customers are satisfied and you also sell products. Remember that only by helping customers more can we achieve greater success, and we must have a win-win mentality.
2. Sell yourself first-build your image of success.
When you are in contact with customers, the first impression is particularly important. The habit of each of us is to be willing to deal with successful people, noble people, enthusiastic people, honest people, young and energetic people and people with certain personality charm, that is, people strive for heights. Therefore, a great salesman must remember that it is most important to sell himself before selling products. Your clothes, speech, feelings, manners, etc. You must fully reflect your image of enthusiasm, sincerity, courtesy, generosity, rest, concern and neatness. Enthusiasm is especially important. Salespeople must have twice the enthusiasm of customers, half for themselves and half for customers. In life, we also have this experience. When we are with enthusiastic people, we will unconsciously become enthusiastic. Therefore, you must first sell yourself and create a successful image. Only when customers accept you and become one of their own can they further accept your products.
Step 3 learn to listen
The best way to communicate is to listen. Some salesmen think that sales promotion depends on eloquence and don't understand the importance of listening. Listening attentively is the best respect and concern for people, and the needs of the other party come from listening. A successful conversation is when one third of the time is spent talking and two thirds of the time is spent listening. This is why the old man God gave each of us a mouth and two ears. Ha ha ha, so a good communicator must be a good listener.
Step 4 learn to praise
Why praise others? Let's learn about human nature first. People are interested in themselves first, and people care about themselves rather than others. So the root of praise lies in:
(1) People like people who praise them;
(2) People don't like people who oppose them;
(3) People don't like being opposed.
Don't look at others with your own eyes, let alone impose your will on others. Praise is an excellent way to increase interpersonal affinity, let customers feel their importance and affirm their existence and value. American psychologist william james said: "The most essential desire in human nature is to be appreciated." Praise also plays an important role, that is, praising others is actually praising yourself. Of course, your praise must be heartfelt, sincere and realistic, and you will definitely find something worthy of praise in your customers. This is your ability.
5. Ask the right questions and influence customers.
If you can't fully grasp the real needs of customers and the greatest motivation and motivation to buy your products in the information you have, and listen carefully to the conversation of customers, you should ask questions purposefully in the conversation with him in order to truly grasp the purchasing motivation of customers. Then you start to influence customers subtly and urge them to do what you want. The first step is to find out the reason that prompted them to do this. You have mastered this, that is, customers have enough buying motives. The second step is to explain to the customer that you can help him, quote the customer's words and some examples as much as possible, and tell the customer that our products can meet your requirements and are what you want. If you keep your word, customers will benefit. The third step is to ask questions that can only be answered with "yes" as far as possible, which will affect customers' affirmative answers and transactions, thus affecting customers' purchase decisions.
Step 6 learn to be grateful
Gratitude is the law of attraction, which will attract more power to help you. The success of sales is by no means your own, you need to be grateful for everything around you. The principle of gratitude is praise, and "thank you" means "that's very kind of you". If people are kind to me, we should never forget them, always mention them and repay them with kindness. If I am kind to others, I will try to forget, not talk about it, and I don't want to repay it, so as not to increase the burden on others. So don't forget to say thank you when you are taken care of by customers. Thank customers for their support and help, and don't forget those words that can open up your business opportunities. "Don't forget to promote it to me after you use it!"
7. How to face rejection
I'm afraid refusal is common for a salesman. Many famous salespeople have become great salespeople after numerous rejections. Good salespeople don't worry about rejection. They always understand the law of sales from rejection and grow their talents in constant rejection. What if I am rejected? When you are rejected, you should first think about it from the other side's point of view, what is the reason, the quality and price of the product, or the reason of your own communication failure, find out the solution and see if you can save the crisis. But always remember this one: the customer is always right, don't turn against each other, the villain is like this. When you can't close the deal, you must tell the customer that it doesn't matter, and you must be sorry for taking up the valuable time of the customer. Generally speaking, people will not refuse people easily. Rejecting people is an embarrassing thing. When you are rejected, your attitude will be friendly, customer dissatisfaction will turn into sympathy, and a friendly smile will naturally hang on your face, thus paving the way for future exchanges. At this time, you have the best opportunity to resell, "think again, you can recommend my product to your friends!" " "
8. Create your own brand and establish your own marketing network.
A greatest salesman won't run short-term, so you should create good interpersonal relationships and cultivate your loyal customers by providing more services, culture, emotion and care for customers. You are in such an atmosphere, you must shape your brand, be yourself, and you are a brand. Build your marketing network with your personal brand as the core. You know, now is not the time to fight alone, but to engage in partnership and network management. The most important success of joe girard, the greatest salesman in the world, is that he has cultivated loyal customers who would rather buy cars at Joe's place at a higher price. Joe has established an honest and reliable brand among customers, and some old customers have brought more customers to Joe. Joe's main achievement is the recommendation of these customers, which is already a marketing network. Therefore, the formation of personal brand will create two networks: one is the word-of-mouth network of loyal customers, which will continue to promote you, and the other is the marketing network of loyal customers. No one will refuse wealth. If your product is good, someone will join your sales team, your marketing network will be formed and your career will be expanded-this is the result of your brand building and marketing network.
9. Know your customers-understand human nature.
Every country and nation in the world has different cultural background, customs and human characteristics, so it is very important for a great salesman to understand the human nature of customers. From the cultural background, China is currently in a mixed state of being influenced by the traditional golden mean (Confucius and Mencius) and a whole with individual and national differences for a long time, and advancing to more open western thoughts and thinking. The golden mean is the main body. As far as human nature is concerned, China people generally have some shortcomings, such as good face, suspicion and self-centeredness. Of course, they also have some advantages, such as moderation, emphasis on family, friendship, pragmatism, and love to help others. Therefore, a great salesman must understand the humanity of your customers. For self-centered customers, you can pay more compliments, follow his topic, and then gradually guide your products. You must be very careful what you say to a good-looking person. You may hurt him in one sentence, leading to the failure of sales. For a suspicious person, you must not go too far. The key is to realize it from his understanding and his real needs. What he needs most and what our products can satisfy him. Another problem that can't be ignored is that a great salesman must not highlight himself, talk about himself blindly and raise himself, because customers are psychologically disgusted with businessmen, and businessmen always give people a feeling of treachery and dishonesty. If you talk too much about yourself and highlight yourself, you will be preconceived in the customer's mind, and he will dislike your products because he doesn't like businessmen. We all have this experience. When we go to the store to buy things, the waiter will usually come up and ask you what to buy, and you will definitely say I'll come and have a look. Actually, that's not what you mean. You just don't like waiters and businessmen. What if this waiter leads you directly to the goods and highlights his goods? Therefore, a clever salesperson must not have too much direct dialogue with customers, but become a tour guide, introduce customers directly to the products, and let him know about the products by himself under your introduction. Then you will say, you asked me to sell myself and build my own brand. How can I sell myself? The way to sell yourself is to influence customers with your enthusiasm and honesty and help them with your actions. Action is the only way to establish your own brand. You never did it. We in China like to help others. Don't rush for success in sales promotion, but leave some places where customers need help, so that you and customers can become good friends. In short, there is a lot of knowledge here, which is completely summed up by your own exploration in practice.
10, grasp the time and space for your communication with customers.
When I first started the promotion industry, many people had a passion, which was good. But you must pay attention to the time and space of meeting with customers. Joe girard, the greatest salesman in the world, said, "I never visit my customers at work or at rest." That's the customer's own time. He needs to work and rest wholeheartedly. You can only find your meeting time between the two. What should you do? It's very simple, that is, you make an appointment for the customer first and determine the time and place to meet. Remember that the meeting place is mainly decided by your customers, because it will have a better conversation environment. Some people like to think from their own starting point, and whenever and wherever they meet customers, the result is often counterproductive. There are clients you are not familiar with. Try not to communicate with them and fight unprepared.