① Professional knowledge, review the advantages of the product.
② Gratitude (thank the person who invented and made the product).
③ A persuasive person who will influence many people's lives.
④ You have to imagine that your product has such great great value - far more value for money.
⑤ List 1-10 reasons why the company is great, you are proud of the company, proud of the product, the customer does not buy is his loss. (Be sure to let the customer see, hear, feel, and know this).
⑥ Make a dream version for yourself - a dream version for everyone, listed on the wall!
⑦ Spiritual preparation. Meditate for 15 minutes to get rid of negative energy, which comes automatically. One mind for good - self-relaxation - listen to motivational tapes.
■ Percentage Sales 10 Steps #2: Get yourself in peak emotional condition.
① Dramatically change the physical state, the movement to create emotions.
② The biggest weakness in life is the lack of passion.
③ You must push your gears to the limit before takeoff!
④ Action comes from vitality, vitality comes from activity, the way to increase vitality: deep breathing, breakfast to eat less (the more you eat, the more tired you are). Eat less to live old, always eat only seven or eight minutes full.
* Food affects the body's magnetic field. Vegetarian food brings endurance - oxen and horses. Meat brings explosive power - tigers and wolves. Drink more fruit juice: watermelon juice, orange juice, rooibos celery juice, fruit should be eaten on an empty stomach.
■ Percentage sales of 10 steps of the third: with the customer to establish a sense of trust.
①Share through a third party, at least a third party witness.
② By listening. 80% of the time the customer should speak.
3) Selling is asking.
④ Principle of questioning: Ask simple, easy-to-answer questions first. --To ask the "yes" question - to start asking questions from the small "thing". --Ask binding questions. Ask binding questions -- answers that the customer can talk about -- try not to answer "no" questions. (If the customer says he doesn't understand the product, it's OK, just keep asking other questions - ask the customer directly about his problems, needs, desires). * A game of poker: the art and practice of asking questions.
5 Always sit on the customer's left side - look at him moderately - keep asking questions in a moderate way - take notes. Don't make a sound (listen to the other person's expression). --Don't interrupt, listen carefully. --When all is said and done, repeat it back to the other person.
6 Trust comes from liking each other. The customer likes people who are like him, or like people he wants to meet.
⑦ The three main elements of communication: (in the elements of communication, consistent with the customer)
① Text ② tone of voice ③ body language.
Like to cause ****ing.
In order to communicate well, it is necessary to be similar to the other party or cause **** chirping in words, voice tone, tone of voice, and body language. Words are 7%, voice is 38%, and body language is 55%.
Categorization of characters in communication:
①Visual (speak especially fast) ②Auditory ③Tactile.
Handshake - an important way of communication: how the other person shakes, but has been shaken.
Clothing image: with the customer's environment.
■ Percentage sales of 10 steps of the fourth: to understand the customer's problems, needs.
Desire:
①Now ②Like, happy ③Replacement, change, alteration ...... ④Who is the decision maker ...... ⑤Solution (is not the only decision maker)
When meeting with the customer for the first time, at first First of all, ①Family ②Career ③Leisure ④Financial situation
Questioning in sales promotion: ask in great detail:
①What are your needs for the product
②What is the most important item among your requirements? The second and third? (Thus the customer's "buying values"!) This is the "test deal".
The key is to thoroughly understand the customer's values, and then the right solution.
■ Percentage sales 10 steps of the fifth: propose solutions and shape the value of the product
(money is the exchange of value)
Customer to buy, because there is value for him.
Don't buy because they don't think there is enough value. First understand the customer's values in life and see what is most important to him/her.
What do you think is the most important thing in your life: ① ② ③
What is the biggest fear in your life? ① ② ③ (list which is the most important)
Then, tell him that if there is a service (product) that can satisfy your above values, then would you buy it?
Customers buy values, first tell the customer "pain":
①past pain (loss) ②present happiness ③future happier
Sales promotion is a knife through the customer's heart blood drops out, and then tell the other side of you have a kind of medicine, so that the customer will be chasing you to run.
A person has not yet changed because there is not enough pain. A person has not yet earned a lot of money, because the pain is not enough, a person has not yet succeeded, because the pain is not enough.
■ Percentage sales of 10 steps of the sixth: do a competitor analysis.
Not to criticize the competitors, how to compare? ① point out the three main features of the product ② cite the biggest advantages ③ cite the weakest weaknesses of the opponent ④ with the price of expensive products to do a comparison.
(Be sure the customer sells the key button) i.e. the most important values to the customer.
The key button for training: success - don't you want to succeed?
Please fill out the "registration form"!
Visual people: talk more about "you see", auditory people: talk more about "you hear", tactile people: talk more about "you touch".
Methods to shape product value:
①First give the pain ② expand the wound ③ and then give the antidote
Customer value classification:
① Family: family first, do not like change, valued sense of security, peace of mind, persistent, validation
② Imitation: self-confidence, confidence, to obtain the recognition of the opposite sex, the star, the big man.
③ Mature: different, the best
④ Social Identity: wisdom, helping society, national contribution.
⑤ Survival type: cheap, save money. ⑥ Hybrid: a mixture of the above.
Sales methods to increase revenue by 20%, understand the 4 modes of thinking: ① match type: look at the same points (therefore, should be to the customers of the success of the sales experience, and then, to guide the new service) ② different in the same type: 60% of the people in this case. First recognize that the two methods are the same, and then put forward the differences. ③Similarity in Difference: First affirm the difference, recognize the "deficiency", and then seek common ground. The first thing you need to do is to find the right way to get to the bottom of the problem, and then you need to find the right way to get to the bottom of the problem.
How to design a product introduction:
The customer's mind will think:
① Who are you?
② Why am I listening to you?
3) What's in it for me to listen to you?
④ Why should I buy your product? 5-10 reasons to buy the product.
5 Why shouldn't you buy a competitor's product?
⑥ Why should you buy the product now?
Designing the Goldfinch-Jay Division sales pitch:
① Are you promoting yourself? Your current advertising, sales pitch problem, see if the company can solve it?
② Have you scrutinized the service process of the advertising agency? Do you know what comprehensive advertising services include? I want to tell you: research, strategy, creativity, this is the reason I want to communicate with you.
③ Do you know that our services increase your sales and profits by more than 30%? Design will improve 10%, planning to improve 10%, packaging, creative overall unified image to improve 10%, our services can do.
④ Which 6 indicators does your business pursue? (Record) you think that item is the most important ...... second important ...... third important ...... (Record)? There are 10 reasons for our cooperation (reasons to buy)
⑤ Go to another company is serving you? Where can I get some service? I'll tell you why other companies are not suitable to solve your problems.
6 What are the four things that bother you most right now? You must work with our company immediately, you must turn defeat into victory immediately (do you know you are already behind?).
Harmonize the company system!
Buy results, don't sell ingredients.
Sell with "ask", not "say".
What must be said: ① tell a story ② cite the "third person" evidence ③ key words (key button): sales increased by more than 30%, international image, full of vitality, double the income, improve efficiency.
Don't talk about "price", talk about "investment", don't talk about "buying", talk about "owning", don't talk about "contracts", don't talk about "investment", don't talk about "investment". Don't talk about "contract", talk about "confirmation".
Whenever numbers are involved, put them on paper or on a board.
"Break the pot" law: for example, the president (who has been accustomed to complacency, arrogance, issued orders), now requires to break the old "state of complacency", into the void, and then mold a larger pot (the new self), can accommodate more.
■ Percentage sales 10 steps of the seventh: lifting objections.
Kill the monster before he grows up.
1 ① pre-frame vision, not waiting for customers to raise objections before (such as the price is too expensive), to be "lifted" (first-class products will be sold at first-class prices, and only first-class people will buy). General customer objections will not be more than six, so pre-listed, such as: A time B money C effective D decision-makers (successful people to decide for themselves). E do not understand F do not need
② three kinds of apples: red, green, rotten, sales champions to choose a good customer, do not choose the "rotten".
3 All points of resistance are solved by "asking questions".
Values turnover method
Competitive price and quality turnover method with competitors
■ Percentage of sales of 10 steps of the eight: turnover.
①"Go to death" closing method
③After-sales service confirmation closing method
③Two choice closing method
④Confirmation sheet signature closing method (pre-designed complete "confirmation sheet")
5 ⑤ Silent transaction method (the other party does not talk, they shut up and let the other party sign until the first to speak death).
6 Comparison of the principle of turnover method (first put forward the most expensive products, and then threw out the low-priced products)
⑦ Back to the gun turnover method (goodbye, ask the customer to teach themselves where to speak poorly, and then return to re-tell), (the most detestable resistance is not to speak out of resistance).
⑧ assumptions turnover law: you do not sell, but if one day you will buy, what will be the case? Then understand the customer's real reasons for buying.
■ Percentage sales of 10 steps of the ninth: ask customers to refer
① give you the value of your satisfaction
② people around you have one or two friends also need this value
③ whether they have the same quality with you, itself also like this service product?
④ Can you please write their names?
⑤ Can you call them right away? OK! (Call them on the spot)
⑥ Compliment the new customer (through referrals)
⑦ Confirm the other party's needs
⑧ Make an appointment to visit.
■ Percentage sales of 10 steps of the tenth: after-sales service.
Doing after-sales service is better than doing pre-sales service.
① Write a thank you letter, first apologize, y regret, hope to have the opportunity to continue to serve you.
② (after a month or half a month) to send information to each other.
③ Send the information again.
④ Last half a year, one year, two years, ten years.
⑤ To do after-sales service, you should do the service not related to the product (on top of the service related to the product).
The trick of service: the only trick: regular return visits.
① Immediately build the customer's file, immediately note down the customer's information. ② Immediately note down any needs of the customer, and immediately try to meet him. ③ Let the customer touched. ④Thanks bring loyalty. Keeping a letter to the customer: Expressing gratitude from the heart and for life. Send information to the customer, send books and newspapers to the customer, handwrite and autograph.
One of the tips for goodwill activities with customers: design a letterhead (logo, tagline, standard colors, quotes, thank yous) for each customer and send it to each of the customer's relations.
Li Ka-shing said: door to door to find customers tired, customers come to the door to relax.
When a customer has a complaint, make extra compensation for the customer who will complain.
Absolutely no loss of customers. (As long as the customer ignores, continue to apologize. So that neither deal, at least not spread "bad words".