When you go to visit a business corporation, to get them to listen attentively to your products, you need to make them feel that you are an interesting and insightful person, not a boring salesperson. Learn these four points to help you establish a good relationship with corporate entities and promote product sales:
Customer Centricity:Customer centricity refers to the fact that a company should place the customer at the center of its business activities, and develop appropriate business strategies from the customer's needs and interests in order to improve customer satisfaction and loyalty, and ultimately maximize the benefits of the enterprise.
It is very important to be customer-centered when selling products because customers are the key to product sales. Here are some ways that can help you to be customer-centered:
Researching the customer: Before selling a product, you need to know information about the customer's needs, industry, and competitive environment. This information can be obtained through internet searches, research, and analyzing market reports.
Understanding customer needs: When communicating with customers, you need to listen to them, understand their pain points and needs, and provide customized solutions to these problems. For example, if a customer's business needs to respond quickly to market demand, you can recommend a flexible production solution that will help the customer better meet market challenges.
Maintaining Customer Relationships: Once you have established a customer relationship, you need to keep in touch with your customers to keep them updated and respond to their questions and feedback in a timely manner. At the same time, you can also provide some personalized services to increase customer satisfaction and loyalty.
Collecting customer feedback: customer feedback is very important for product improvement. You can collect customer feedback through different ways, such as phone, email, online survey, etc., and optimize the products and services in time according to the feedback results.
In short, customer-centricity is a basic sales principle that can help companies build good customer relationships, improve customer satisfaction and loyalty, and ultimately achieve sales and profit growth.
Led by Stories:
Led by Stories refers to the selling of a product or service by telling a vivid and interesting story to attract the interest of customers and arouse their ****ing and attention to promote sales. Humans love to listen to stories because they can stimulate emotions and ****ing. Therefore, when introducing your product, you can grab their attention by telling customer success stories.
By using stories as a lead-in, salespeople can transform abstract product features and benefits into more concrete and vivid representations, thus enhancing customers' knowledge and understanding of the product. Here are some ways and examples to help you lead with stories:
Telling a personal story: You can share a personal experience related to a product or service to illustrate the product's role and value. For example, you can tell the story of how a team has changed as a result of using your service, such as the abundance of improvement in people effectiveness and performance and, most importantly, whether or not the company's profitability has increased dramatically.
Use humor: Adding some humor to your story can capture your customer's attention and increase sales.
Cite success stories: You can cite cases that have been successful to illustrate the value and usefulness of a product or service. You can share a successful customer case study and detail how they achieved improved performance using your product or service.
Creating Context: You can create an emotional ****tone between the customer and the product by telling an emotionally-charged story that will drive sales. You can tell a true story that relates to the customer and lead them to think about whether they have similar situations and needs.
Here's an example of a sales story:
A qualification agency salesperson was presenting agency services to a customer. He told a story about a start-up company that directly used our agency services when it needed to apply for a qualification, which helped him solve a lot of problems, including the application fee was too high, the processing period was too long, and the process was too cumbersome. This story attracted the customer's interest, let him recognize the convenience of the qualification agency, then finally signed the order. Through this story, the salesman successfully transformed the advantages of the product into specific vivid images, enhanced the customer's knowledge and understanding of the qualification agency, thus promoting sales.
Use of humor:
Humor can break the deadlock, ease the tension and make people feel comfortable and relaxed. However, humor should also pay attention to the appropriate, not too risky, so as not to cause the opposite effect. The use of humor is a common strategy in sales, which can increase the affinity between the salesperson and the customer, reduce the customer's defensiveness, and increase the effectiveness of sales negotiations. The following 4 points are some methods and examples of using humor that can help you communicate better with your customers.
Customer-centered humor: this kind of humor is based on the customer's experience, needs, interests, personality and other aspects of the characteristics of the customer, through the customer-related humor words to attract the customer's interest and **** Ming. For example, when a salesperson learns that a customer likes to travel, he or she can say, "I find that you really like traveling! After purchasing our products, you can rest assured that you can travel, because our products provide a one-stop service to the front-end of the sales staff to customer acquisition to customer management, completely eliminating the need for you to intervene, so that your travel is more at ease and enjoyable."
Fact-based humor: this humor is based on some real-life facts, common sense, events and other aspects of the elements, through the customer-related humor words to increase the **** between the sales staff and customers and trust. For example, when the salesperson understands that the customer is hesitating to buy the product, he or she can say: "In fact, your current hesitation is the same as the buyers in the auction house, everyone wants to press the price to the lowest, but in the end, no one dares to raise his or her hand, and as a result, he or she misses out on the preferred goods. If you miss our products now, you may never find a better choice in the future."
Humor using metaphors and comparisons: This kind of humor is used to increase the effect of sales negotiation by using rhetorical devices such as metaphors and comparisons to link the advantages of a product or service to the actual needs of the customer. For example, when a salesperson learns that a customer needs a full-featured, cost-effective product, he or she can say, "Our product is like a good car, not only does it have an exquisite appearance and comfortable seats, but it also has high efficiency, power and safety, and it's affordable, so you only need to spend a portion of your budget to enjoy a top-notch driving experience. "
Use of irony and self-deprecating humor: this kind of humor is through irony and self-deprecation, etc., the salesperson's own weaknesses and shortcomings into a humorous element, so as to increase the affinity and trust with customers.
Of course, the use of humor also need to pay attention to some key points:
Moderate but not excessive: the purpose of humor is to increase the connection between the sales staff and the customer and **** Ming, rather than let the customer feel that the sales staff is unprofessional or not serious. Therefore, the degree of humor should be moderate but not excessive.
Avoiding offense: The content of humor should avoid touching on sensitive topics of customers, such as race, religion, politics, etc., so as not to cause discomfort and resentment.
Combine with the context: the effect of humor depends largely on the context, so salespeople should use humor according to the customer's actual situation and needs, and choose the right time and words.
Using questions:
Using questions is a common sales technique, which can help salespeople better understand customers' needs and pain points, so as to provide more targeted solutions and increase the chance of sales success.
The basic principle of using questions is: not to directly tell customers how good your product is, but through a series of questions to guide customers to recognize their own problems and needs, and gradually transformed into a demand for your products.
The following are some specific phrases and contexts that can help salespeople better utilize the skills of utilizing questions:
1. Open-ended questions: Open-ended questions are a very effective way to guide the customer's thinking and expression, and allow the customer to freely express their needs and ideas. For example:
What problem do you most want our products to solve for you?
What aspects of the product you are currently using are less satisfactory?
2. Backwards: Backwards is a way to guide customers to realize their own problems and needs, by gradually asking them questions, so that they can find out their own pain points and needs, so that it is easier to accept your product solutions. For example:
Would your life be better if you could solve problem X?
Would your productivity improve if you could accomplish Y task in a short period of time?
3. Comparison method: Comparison method is a way to lead customers to recognize their needs by comparing the advantages and disadvantages of the products they are currently using with yours. For example:
What are the advantages of our products compared to the products you are currently using?
What do you think are the differences in our product compared to our competitors' products?
Through the use of questions, salespeople can better understand the needs and pain points of customers, and then provide a solution that better meets the needs of customers, increasing the chances of sales success. However, it is important to note that the number and difficulty of the questions should not be too great, or they will cause stress and discomfort to the customer. At the same time, the way the questions are asked also needs to be meticulous, and try to avoid causing customer resentment and dissatisfaction.
In short, to get business people to listen to you, you need to understand their needs, accents and preferences, and how to present your product in an engaging way. At the same time, you need to show a funny and humorous personal style to make your customers feel that you are a trustworthy partner.
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