What are the sales skills?
What are the sales skills? For people in the sales industry, the source of customers is very important. Without the source of customers, there will be no sales performance, and there will be some interested new customers who have not yet made a deal. What are the following sales skills? 1
The first move: sales preparation
Sales preparation is very important. It is also the basis for reaching a deal. Sales preparation is not limited by time and space. Personal cultivation, understanding of products, mentality, personal recognition of corporate culture, understanding of customers, etc., it involves too many projects, so I won't go into details here.
the second trick: mobilizing emotions can mobilize everything.
Good emotional management (EQ) is the key to sales success, because no one wants to communicate with a depressed person. Positive emotion is a kind of state, a kind of professional accomplishment and a conditioned reflex formed immediately when meeting customers.
therefore, when we are ready to visit our customers, we must adjust our mood to the peak.
what is the peak state? We sometimes feel this way. Today, we are very energetic and confident in doing things, as if everything is nothing. This is the peak state, and the success rate of doing things in this state is very high. But this state is intermittent, and we seem to be out of control. In fact, this state can be completely controlled as long as it is trained for a period of time. For example, excellent athletes can quickly adjust themselves to the peak before the game.
So how can we adjust our emotions to the peak? How can we control this state?
when you are worried, think of the worst
Happiness in life is self-inflicted, and troubles are self-inflicted. If you don't bother yourself, others will never bother you. Worry can't solve the problem. The biggest disadvantage of worry is that it will ruin our ability to concentrate. Therefore, when there is anxiety, face it bravely, and then find out the worst possible situation in case of failure, and let yourself accept it, it is OK.
when you are upset, you know how to comfort yourself
People's pain and happiness are not determined by the advantages and disadvantages of the objective environment, but by their own mentality and emotions. If we count our happiness, about 9% of things are good, and only 1% are not so good. Then why not make yourself happy?
When you are depressed, you can sing loudly
As a marketer, you will often be rejected, and some people will be depressed when they are rejected, which is actually unnecessary. Steel without tempering is not good steel. A depressed state of mind will kill our hopes.
the third measure: establish a sense of trust
*** Ming
If you see customers talking about products prematurely or subordinates eager to show their talents, it will be difficult to establish a sense of trust. The more you talk, the harder it will be to establish a sense of trust.
if you master it well, you can quickly establish a sense of trust with customers. At this time, you should start with things that have nothing to do with the product as much as possible. Why? It is your specialty to say that products are your domain, and consumers are in a state of defense. The more you say, the heavier their defense and the harder it is to establish a sense of trust.
the more you click, the easier it is for you to achieve a sense of trust with each other. Imagine that if you happen to wear the same clothes as your customer, then the sense of trust will be achieved at a glance, and you can feel that your taste is the same as his taste without any process.
People are very willing to look for the same frequency. Look at these words: classmates, peers, colleagues, comrades, who are called colleagues for the official. Anyway, as long as two people have something in common, it is easy to get together and build trust. The method is very simple, that is, find more similarities and produce more * * * sounds, and your trust with each other will be established.
Rhythm
As an excellent marketer, the closer you are to the action rhythm and speaking speed of consumers, the better your sense of trust will be.
At the same time, communicate with each other in a way that they can understand. Some marketers are full of technical terms, but please don't forget that customers are not industry experts.
You can listen to a good inspirational CD or an exciting song when you wake up every morning. You can say "I am the best" to yourself loudly and give yourself some good psychological hints. A good mood is the beginning of a good day.
At the same time, you should also know some specific ways to adjust your mood. Here are just a few simple ways to adjust your mood. Interested friends can read some books in this field.
the fourth trick: find out what the customer's problem is
because after the trust is established, you and the other party will feel very comfortable. At this time, it is necessary to find out the customer's problem by asking questions, that is, what problem he wants to solve.
how can we find the customer's problem? Only by asking a lot of questions can we know what the customer wants to solve through this purchase. An excellent marketer will spend 8% of his time asking questions and only 2% of his time explaining products and answering questions.
the fifth measure: propose a solution and shape the value of the product
in fact, at this time, you can already decide what kind of goods to sell to your customers. Your solution will be highly targeted, and the customer will think that it is tailor-made for him. He will evaluate the feasibility of the solution with you and give up his defense against you.
In this process, you should seize the opportunity to shape the value of your products, and tell your customers your brand background, corporate culture and awards without hesitation, so that your professional knowledge will be put to use, and at this time, what you say will be easily listened to by him. What are the sales skills? 2
How to do a good job in sales?
1. Sales representatives must read more books and magazines about economy and sales, especially newspapers every day to learn about the country, social news and news events. When visiting customers, this is often the best topic, and it will not be ignorant and shallow.
2. The road to clinch a deal begins with finding customers. Cultivating customers is more important than the current sales volume. If you stop adding new customers, the sales representative will no longer have a source of success.
3. Visiting is the application of common sense, but only by applying these concepts proved by practice to "activists" can we have an effect.
4. Before making a blockbuster, the sales representative must make a dull preparation.
5. You must never neglect the preparation and planning work before the visit. Only when you come prepared can you win. Prepare special tools, opening remarks, questions to ask, words to say and possible answers.
6. The combined strength of full preparation in advance and inspiration on the spot often leads to the disintegration of strong opponents and success.
7. The best sales representatives are those with the best attitude, the richest product knowledge and the most thoughtful service.
8. We must study and memorize the materials, brochures and advertisements related to the company's products. At the same time, we should collect the advertisements, promotional materials and brochures of competitors, study and analyze them, so as to "know ourselves and know ourselves", so as to truly know ourselves and take corresponding countermeasures.
9. Transactions that are not beneficial to customers are also harmful to sales representatives, which is the most important business ethics.
how to sell yourself?
1. For sales representatives, knowledge of sales is undoubtedly necessary. Sales without knowledge can only be regarded as speculation, and it is impossible to really experience the fun of sales.
11. A successful sale is not an accidental story, but the result of learning, planning and the application of knowledge and skills of a sales representative.
12. When visiting customers, the principle that sales representatives should believe in is "Grab a handful of sand even if you fall". This means that the sales representative can't go home empty-handed. Even if the visit doesn't close, let the customer introduce you to a new customer.
13. select customers. Measure the customer's willingness to act and decision-making ability, and don't waste time on indecisive people.
14. The important rule of a strong first impression is to help people feel important.
15. Be punctual for appointments-being late means "I don't respect your time". There is no excuse for being late. If you can't avoid being late, you must make a phone call to apologize before the appointed time, and then continue the unfinished work.
16. Sell to Mr. Power who can make purchase decisions. You can't sell anything if your sales partner doesn't have the right to say "buy".
17. Every sales representative should realize that sales can only be successful if you keep your eyes on your customers.
18. It is the work and strategy that the sales representative must make efforts to prepare in advance to approach the customer in a planned and natural way and make the customer feel beneficial and negotiate smoothly.
19. It is impossible for a sales representative to reach a deal with every customer he visits. He should try to visit more customers to increase the percentage of the deal.
2. Understand your customers deeply, including their life, family, emotion, career and temperament, because they decide your performance.
21. Before becoming an excellent sales representative, you should be an excellent investigator. You must discover, track and investigate until you know everything about your customers and make them your good friends.
22. Believe that your product is a necessary condition for a sales representative: this confidence will be passed on to your customers. If you have no confidence in your product, your customers will naturally have no confidence in it. The customer is not so much persuaded by your high level of logic as by your deep confidence.
23. Representatives with good performance can stand failure partly because they have complete confidence in themselves and the products they sell.
24. Understand customers and meet their needs. Not knowing the needs of customers is like walking in the dark, wasting your energy and seeing no results.
25. For a sales representative, the most valuable thing is time. Knowing and choosing customers is to let sales representatives put their time and strength on the most likely customers, rather than wasting them on people who can't buy your products.
sales psychology
26. There are three rules to increase sales:-focus on your important customers, focus more, and focus more.
27. There is no distinction between high and low customers, but there are grades. Determining the number and time of visits according to the customer level can make the sales representative's time play the most effective role.
28. Approaching customers must not be formulaic. You must be fully prepared in advance and adopt the most suitable approach and opening remarks for all types of customers.
29. The opportunity of sales introduction is often fleeting. We must make a quick and accurate judgment and pay close attention to it, so as not to miss the opportunity, and we should strive to create opportunities.
3. Focus on the right goals, use your time correctly and use the right customers, and you will have the eye of a tiger in sales promotion. What are the sales skills? 3
What are the real estate sales skills?
Don't give customers too many choices: sometimes customers will hesitate when faced with too many choices. So I can compare sales and make a decision under one or two opportunities. Don't give customers too many opportunities to think: the more customers think about it, the more shortcomings they may find, and on the contrary, they will decide not to buy it, so the salesperson should leave the customer with an appropriate time to think.
don't have unpleasant interruptions: in the tight sales process, if there are unpleasant interruptions, you may lose the opportunity. Skills of inserting in the middle: In persuasion, if someone inserts from the side and talks about issues unrelated to the sales staff, it will also make customers suspicious. Can extend the negotiation time: increase the number of customers and create a buying atmosphere, especially in the early stage of sales, when there are few customers, it is necessary to extend the negotiation time as much as possible.
What are the methods of real estate sales
1. Second-hand housing transactions are popular and the mainstream way. After the intermediary registers the sales information, the intermediary will try its best to match the buyers for the houses sold. Intermediaries are also divided into factual intermediaries and network intermediaries. Factual intermediaries are intermediary companies in the market, and the intermediary fees for second-hand housing transactions are relatively high. Network intermediary companies conduct information dissemination transactions on the Internet. Network intermediaries have a wide range of promotion, and the transaction targets are faster, and the cost is much lower than that of factual intermediaries.
2. Advertising for selling houses is more practical in the transaction of new houses. Newspapers are used to promote new houses, and everyone has bought newspapers about real estate. There are sales records and promotion pages about personal real estate in their cities, which are not only large in page range but also beautiful in picture. There is also the way of distributing leaflets manually, which is usually carried out on weekends. At this time, there is a large flow of people and confidence promotion is faster.
There is also the way of touring the city by motorcycle, and audio and big screen are placed on the car to attract attention. There are also billboards on the roadside, the number of the sales office and so on. Everything that can be used as a way to promote sales has the shadow of real estate.
3. The advertisements of second-hand houses are generally on the wall or the glass at the door of the company, or on the publicity wall or the publicity column, and most of them are relatively characteristic and easy to sell. With this sales promotion method, a transaction can be reached as soon as possible, and buyers can also see the comparative information of similar houses, which can also reduce the introduction time of sales staff.