Before the salesman talks to the customer, he needs a proper opening statement. A good opening speech is half the battle. In the actual sales promotion work, the salesman can first arouse the customer's curiosity, arouse their attention and interest, and then tell the benefits of selling goods from it and quickly turn to the interview stage. Curiosity is the most powerful driving force of all human behaviors, and the specific methods to arouse curiosity can be flexible and diverse, as handy as possible, and can be used freely without leaving traces.
As soon as a life insurance agent approached a potential customer, he asked, "How much are you going to pay for five kilograms of cork?"
"I don't need any cork!" The customer replied.
"If you were on a sinking ship, how much would you spend?" This kind of curious dialogue can arouse customers' concern and desire to buy insurance.
The life insurance agent expounded the view that people must take out insurance before the actual demand appears. Contact and attract customers' attention. Sometimes you can start with a bold statement or a powerful question. Salespeople sometimes need to use some skills or tricks when using words.
In the 1960s, there was a very successful salesman in America, Joe Grandet. He has a very interesting nickname "Mr. Prank". When he visits customers, he will put a three-minute egg-shaped timer on the table and say:
"Please give me three minutes. After three minutes, when the last grain of sand passes through the glass bottle, if you don't want me to continue, I will leave. "
He will use an egg-shaped timer, an alarm clock, 20 yuan bills and various tricks to give him enough time to let his customers sit quietly and listen to him and become interested in the products he sells.
"Mr. x x, do you know what the laziest thing in the world is?"
The customer shook his head, indicating uncertainty.
"This is the money you don't spend in your collection. They could have used it to buy air conditioners. Let you spend a cool summer. " The salesman said.
First create some suspense to arouse the curiosity of the other party, and then introduce the product with a logical conclusion.
Customers are often attracted by his interesting words and behaviors. Then he has the opportunity to introduce products to customers, and customers buy from them.
Sales vocabulary
A salesman went to my friend's office to promote his company's services. As soon as he entered the door, he introduced himself: "My name is x x, and I am a sales consultant of x x Company. I'm definitely not here to trouble you, but to deal with problems with you and help you make money. "
Then ask the company manager, "Do you know our company well?"
He said, "Do you know our company well?"
With this simple question, he dominated the sales interview and got all the attention of customers. He continued: "Our company is the largest in this market. We have been operating in this area for 22 years. In the past 10 years, the number of our employees has increased from 13 to 230. We occupy 30% of the market, and most of them are patronized again after customers are satisfied. "
"Mr. x x, have you seen that Manager Meng has adopted our products, and the company's operating conditions have been greatly improved?"
With such a simple opening remark, he built up his trust in himself, the company and the service from zero to maximum. He has answered "Is it safe?" Is it reliable? These two questions. He opened the door to customers and reduced their resistance, so customers immediately wanted to know what benefits his past customers had received and what benefits customers would get from his services. How to stimulate customers' interest from initial resistance and doubt to later opening and acceptance?
"Are you interested in knowing how to effectively increase the turnover by 30% or 50%?" Most people will answer this question with interest. So when you finish asking similar questions, you must immediately say, "I will only take you 10 minutes to introduce this method to you." After listening, you can judge for yourself whether this method is suitable for you. " In this case, on the one hand, you tell the customer in advance that you won't take up too much of his time, and on the other hand, you can let the customer know clearly that you won't force them to sell during the sales process.
The customer is willing to buy because he has enough motivation to buy. Buying motivation is the driving force behind buying behavior.
So, how can a salesman stimulate customers' interest?
How to motivate customers to buy?
They are inspiring theories.
Happiness and comfort (happiness and comfort)
Economy (economy)
(the honor of having)
(practicality and convenience)
(protection)
Sincerely care about customers
A smart and capable sales expert often does not simply convey his own views when introducing himself, but fully cares about the other party. Only by listening to each other's words and agreeing with them in time can you gain their trust and make them want to listen to you. Selling is selling a sense of trust. In order to let the other person listen to your self-introduction and express your concern for the other person, it is an indispensable condition.
For example, it is a good idea to describe that you are using goods produced by another company now.
"When I work, I often use the radio produced by your company. The quality of that radio is very good. I have used it for five years, and it is as good as new. Without any trouble. It is really produced by your company, that is, it has quality assurance. "
You should not only say that you are interested in the products of the other company, but also specify the characteristics and performance of the products after you actually use them, so that the focus of your evaluation will be valuable.
"Maybe you don't know, I'm still using the speakers produced by your company 20 years ago. In the meantime, I also bought several other products, either broken or the sound is not good. Therefore, it is cost-effective to buy your products. Your product is really easy to use. Even if it has been used for 20 years, it is not inferior to the current new products. It's admirable. "
After saying this, the other party will immediately have a good impression on you and get close to you, so that the atmosphere of the conversation will be quite harmonious.
This is not a superficial compliment. Caring for each other sincerely is the first step to make a good impression.
Skills of approaching customers
Asking questions is especially useful if you can always combine the interests of customers with your own. Customers are people who buy ideas, ideas, goods, services or products from you. When you ask questions, you will guide your potential customer to make the best choice for him.
The salesgirl of a book company in the United States always approaches customers calmly and calmly by asking questions.
"If I give you a small set of books about personal efficiency and you find it interesting to open them, will you read them?"
"If you like this book after reading it, will you buy it?"
"If you find it boring, can you put the book back in this bag and send it back to me?"
The salesgirl's opening remarks are simple and clear, so that customers can hardly find reasons to say "no" Later, these three questions were adopted by all salesmen of the company and became the standard way to approach customers.
1. Talking about the climate: This season is very pleasant.
Talking about travel: Where are you going this holiday?
3. Talking about family: How did your child do in the exam?
4. Talking about health: Your face looks good.
5. Talking about friends: I met Kobayashi the other day.
6. Talking about Monet News: I have good news for you. How to trigger an interesting topic?
A good opening statement should lead to the customer's second question. When you spend 30 seconds to complete your opening remarks, the best result is that the customer asks you, what is your thing? Every time a customer asks you what you do, it means that the customer is interested in your product. If it takes you 30 seconds to complete your opening remarks, but customers are not curious or interested in your products or services, they still tell you that they have no time or are not interested, which means that your 30-second opening remarks are invalid, and you should quickly design another better opening remarks instead.
If you sell computers, you shouldn't ask customers if they are interested in buying computers, or if they need computers. What you should ask is, "Do you want to know the best way to save 5,000 yuan in marketing expenses for your company every month?" This kind of problem may attract customers' attention more easily.
"Do you know that it takes only a few dollars a year to prevent fire, flood and theft?" The salesman of the insurance company asked the customer as soon as he opened his mouth, but the other party seemed unable to answer at the moment, showing a desire to know the details. The salesman quickly said, "Are you interested in our insurance? I have more than 20 kinds of insurance to choose from. "
A powerful and effective opening statement.
1, "I need your help."
2. "I want to know that you are the big boss here, but can I talk to those self-righteous people?"
3. "I want to borrow 50 thousand yuan. I wonder if you can help me? "
4. "I was in the next room with * */just now, and he thought I could help your company, just as I helped theirs."
5. "I was just with * * next door, and he suggested that I talk to * *. Excuse me, is he there? "
6. "I am * *, you don't know me."
7. "I just fried an egg in the car. I wonder if you have any salt and pepper here? "
8. "My boss said that if I didn't succeed, I would be told to pack my bags and leave. So if you don't want to buy anything, maybe you are short of people here. "
9. "Most organizations we cooperate with want employees to be more productive when they travel. Our computer has a built-in direct printer, which can save money and time for employees who go out to work. "
10, "Business managers like you always want to get the latest competitive information (assuming it is necessary). Our competitive analysis service can let customers know the latest market of competitors (related general interests). "
Can let customers know the latest market of their opponents at any time.
Definition of ideal prospect:
1, a person who has the ability and willingness to buy and pay for goods.
2. People who are willing and able to make a purchase decision in a short time.
3. People who really need your products or services.
I want to know you, like you and respect you and people in your industry.
Find the topic of * * *
Visit a strange customer. If the door is opened by a middle-aged woman in her forties, you will know at a glance that she is constantly worried about her family and children. At this time, you can show proper concern for her or her children.
"You are so busy! Your family must be very happy to have someone like you in charge of housework! "
"Are you busy for your children? With a mother like you, the child must have a future! "
"I know your husband is a successful, influential and outstanding person. I understand a sentence from this:' Behind every successful man, there is a great woman. Your virtuous and diligent housekeeping is the foundation of his career success. I salute you on behalf of all my male compatriots. "
Everyone needs care. Words of concern make people warm. Even if the person you are talking to is busy with housework all day, a few proper words of concern can make her forget her fatigue and feel that she has not worked hard in vain. More importantly, he (she) will think that you are considerate and willing to talk to you further.
How to acquire * * * knowledge with customers?
Before having a cup of tea (coffee) or chatting, the professional salesman makes an opening statement, explaining the purpose of his visit, letting customers know what they are doing, and customers' worries will begin to be relieved. This makes it easier to promote the next step, that is, to close the relationship stage.
Making a good opening statement will also help to eliminate the delay in closing the transaction. Here is an example of how to make a good opening statement: "Mr. Jones, before we begin, I'd like to borrow a few minutes from you to explain my purpose."
First of all, I want to explain our products. We will see all its benefits.
Then, I want to tell you how it is used.
Finally, after I have shown and explained all this to you, I want to ask you a simple "yes" or "no" question.
If you like it and you want one, you can say' yes', so that you can become one of our thousands of customers. such as
If you say' no'. It's nothing. I'll shake your hand. We can still be friends. Do you think so? "(smile and nod. )
Most customers will agree, and then you will see them start to relax. The reason is that professional salespeople have given them a way out. They don't think they need to buy it, and finally they just need to say "no, thank you". If they don't buy it, the professional salesman won't be angry, because the professional salesman says they are still friends and can shake hands.
I am here to sell money.
In sales promotion, the most common way is to call home When you knock on the customer's door for the first time as a stranger, have you ever thought about what to say in the first sentence?
If you don't think hard, you must not be a good salesman.
"Sir, do you need ...? "This is the most common usage of the first sentence, and it is also the most wrong way to speak, because such an abrupt and clear question will be rejected in nine cases out of ten. Especially when people are unfamiliar and accustomed to door-to-door sales.
When you find someone worth selling and want to come in, the easiest way is to say, "Mr. x x, I'm here to sell money. Do you need anything? "
Lin Qiang is a senior salesman of an insurance company, and has worked in the insurance company for 6 years. One day, Lin Qiang went out on business and came back very late. If he wants to go to the office at this time, he should have been off work when he arrived.
Then he had an idea. "Why don't you stop by and visit the general manager of Youlian Company? Maybe you can sell him a pension insurance! " Lin Qiang decided to go directly because the United Company was not far ahead.
After arriving at Youlian Company, the receptionist at the door looked up at him and asked him, "What can I do for you, sir?"
"My name is Lin Qiang, and I want to visit Mr. Ouyang, the general manager of your company," Lin Qiang said politely.
"So, Mr. Lin Qiang, what do you do?" She asked eagerly.
When asked this question, Lin Qiang really wanted to say to her: "These are none of your business, just go in and report." But he still said politely, "Miss, please tell Mr. Ouyang that I'm here to sell money." Say that finish this sentence, Lin Qiang will no longer ignore her, let her know that she is not willing to answer any questions.
The receptionist looked at Lin Qiang. Her eyes showed that he was a psycho, but she went in and reported to the general manager, "There is a Mr. Lin Qiang who wants to see you. He said he was selling money. "
Then she turned to Lin Qiang and said, "You can go in."
Every salesperson finds it difficult to talk about anything in every interview. Even the most experienced salesman, few people think they are sure about this problem. Especially when talking to people I've never met, I feel nervous.
Gratitude method
"Manager Li, my name is Xiao Wang, and I'm a salesman of XX Electric Appliance Factory. The user questionnaire you sent on June 10 last month has been received. Thank you very much for your strong support. At present, our factory has newly launched a series of home appliances, the quality and effect are greatly improved compared with previous products, and the price is lower than that of similar manufacturers, so I want to introduce them to your unit as soon as possible. "
"Manager Li, what do you think is the most important thing about this product?"
"Manager Li, imagine what your company will look like after using this product?"
In the above telephone appointment, it is very logical for the salesman to ask the other party to make an appointment by thanking him for his great help in promoting the new production opportunity. Salespeople take the interests of customers as the benchmark, so that their promotion and publicity meet each other's needs. This kind of concern for customers will naturally be appreciated and rewarded by customers, and they will be sincerely willing to accept the salesman's appointment request.
There is also a grateful opening sentence like this: "Mr. x x, I'm glad you can meet me. I know you are very busy. Thank you very much for squeezing a few minutes out of your busy schedule. "
Hypothetical syntax
Hypothetical questioning refers to turning the benefits that the product can finally bring to customers into the form of asking questions, so that customers will be curious and expecting when you introduce the product at the beginning.
For example, if your product can finally bring benefits to customers by saving part of their costs and increasing part of their profits, then at the beginning of contacting customers, we can directly ask, "Sir/Miss, if I can help you increase your monthly profit by 1000 yuan or save 1000 yuan, are you interested in taking out 10? Ask the customer to give you a chance to introduce the product with this kind of question. When you introduce your product, as long as you can prove that your product or service can achieve the promised effect, then this customer will not say that he is not interested.
Or you can ask, "suppose I have a method that can help your company improve its performance by 20%-30%. This method has been proved to be effective. Are you willing to spend hundreds of dollars to invest in this matter? " In this case, if the customer's answer is yes, then what you need to do next is simply to verify whether your products and services can help customers improve their performance, and then you can naturally make a purchase decision.
Find out the most common customer resistance points of your product in the sales process, and you can ask customers with hypothetical questioning grammar.
For example, if you sell healthy food, and the most common resistance of ordinary customers is to doubt the effectiveness of the product, then you can ask him at the beginning: "If I can prove that this product is really effective, will you be interested in buying it?" Using this hypothetical question grammar, let the customer answer "I will buy it, as long as …" and let the customer make a commitment. Then, as long as you can prove that the product is effective, the customer's willingness to buy will naturally increase. No customer can be persuaded by others, only he can convince him himself.
How to dispel customers' doubts?
Japan's marketing god city has a unique set of methods, which can eliminate customers' doubts and gain customers' trust in themselves:
"Hello, sir!"
"Who are you?"
"I am Yuan of Meiji Insurance Company. When I came to your place today, I made a special trip to ask you two things, the most famous boss nearby. "
"The most famous boss in the neighborhood"
"yes! According to the results of my inquiry, everyone said that it is best to ask you this question. "
"oh! Everyone says it's me! I really dare not, what's the problem? "
"To tell the truth, it is how to effectively avoid taxes and avoid risks."
"It's inconvenient to stand, please come in and talk!"
Sudden sales promotion is a bit abrupt, which is easy to arouse others' disgust and even refuse. Compliment customers tactfully first, dispel customers' doubts and gain customers' trust. Promotion has become a natural thing.
The ways to eliminate customers' doubts are:
empathy
In the sales process, it is very important to establish a harmonious relationship with customers with empathy. The important purpose of building a harmonious relationship is to make customers like you, trust you, and believe that what you do is for their best interests. This is to establish a certain degree of harmony and trust, so that customers can accept your message with an open mind.
Once, I went to a client's house to sell, and the housewife received me. My first sentence was: "Hey, you are the hostess! You are so young that you really can't see that you already have children. "
The hostess said, "well, don't you see? I'm exhausted." It's really tiring to take care of children. "
I said, "Even at home, my wife always complains about me, saying that I run outside all day and don't do my duty as a father at all, leaving all my children to her."
The hostess felt the same way and said, "Yes, you men just know how to fool around."
I went on to say, "How old is the child? How beautiful! Going to kindergarten soon? "
"Yes, I will go to kindergarten in the second half of this year."
"It's lovely, it's strange. When children grow up, their education and growth become the most concerned thing for adults. Who doesn't want their children to be dragons and their daughters to be phoenixes? I will buy them some such tapes every once in a while. "
With that, I took out the product I was selling-children's music tapes. I didn't expect her to think too much, so she asked, "How much is a * * *?" I bought a set without hesitation.
Although I am very happy, I am not surprised at all. Because I have established a good trust relationship with her before I officially promoted her.
Establish customer expectations for your products.
Before every sales job, I will introduce myself and my achievements to each other, so that customers will trust me completely.
Then, I will compare myself to a surgeon and say to my client, "I need to diagnose your current situation." Then I'll give you some prescriptions. If it can meet your ideas and economic needs, that's good. If not, I will leave. "
Most potential customers will at least meet with me. My "diagnosis" includes asking customers a series of questions about their attitude towards life insurance.
"Do you have strong feelings for life insurance?"
"What do you think of life insurance as an investment?"
"What do you think of using life insurance as a fund for raising children or your own retirement fund?" As you can see, I can usually answer questions without asking some simple "yes" or "no". I asked my customers how they felt about some things, hoping to hear a long answer. I hope my potential customers will talk more, because I can get clues from them and know what they really want to buy.
Usually I ask some difficult questions at the beginning, which makes prospective clients have to think for a while and keep a serious attitude towards our interview. After asking some simple financial questions, I will ask some more personal questions:
"Are you happily married?"
"Do you have financial problems?"
"Is your child doing well at school?"
After asking these questions, I won't ask my prospective customers any more. I will give him or her a lot of time to talk, and I just sit and listen. A question I often ask is: "How did you get into this industry?" Most people like to talk about their jobs, and their answers always give me a lot of clues about their personality.
The more you know about your customers, the better your chances of closing a deal.
For example, there are words like this:
1 `, you'll like it when I show it to you.
What I show you is a revolutionary way of working.
How to attract customers' attention?
Whenever we contact customers, we often find that customers are still busy with other things. At this time, if we can't break through the resistance of these customers in the shortest time and use the most effective method to make them turn their attention to us, then anything we do is invalid. Only when customers pay all their attention to us can we really start our sales process effectively.
There is a salesman selling safety glass in the United States, and his performance has always been the first in North America. At an award ceremony for top sales staff, the host said:
"Do you have any unique ways to keep your best performance?" He said: "Whenever I visit a customer, I always put a lot of safety glass cut into 15 cm square in my suitcase. I also carry a hammer with me. Whenever I go to a customer, I ask him,' Do you believe in safety glass? Customers said they didn't believe me, so I put the cup in front of them and knocked on the table with a hammer. At this time, many customers will be surprised and find that the glass is really not broken. Then the customer will say,' God, I can't believe it'. Then I asked them,' How much do you want to buy? Directly into the transaction step, the whole process is less than 1 minute. "
Shortly after he finished this story, almost all the salespeople of safety glass companies took safety glass samples and a small hammer when they went out to visit customers.
But after a while, they found that the salesman's performance remained the first, and they felt very strange. At another award ceremony, the host asked him: "We have done the same thing as you now, why can your performance remain the first?" He smiled and said, "My secret is simple. I knew that after I finished this idea last time, you would imitate it quickly. So from then on, the only thing I did to go to customers was to put the glass on their desks and ask them,' Do you believe in safety glass?' They said they didn't believe me, so I put the glass in front of them, gave them the hammer and let them smash the glass themselves. "
This is indeed another kind of sales realm, allowing customers to test and prove that the products are the best, and convincing customers to buy them.
I hope I can help you.