Sales tips and techniques opening
Sales tips and techniques opening, in today's work, most of the work is related to sales, in face-to-face sales, say good first sentence is very important. Customers listen to the first sentence much more carefully than the words that follow. Here are sales tips and techniques to open the conversation.
First, affirmative questioning
Affirmative questioning method is the affirmative statement, the induced statement, and the question of the method of speaking the simultaneous use of three ways. The first is the affirmative statement, which is the use of positive phrases - "it's very popular". Second is the inducing statement - "This product comes in two sizes, I don't know which one you would prefer, but I wonder if the larger one is better?" And finally the method of questioning - "How would you like to use it, sir?"
Second, compare with similar questions
Simply put, it is to use the customer's belongings as a practical example to convince the customer.
For example, Chen is a salesman for learning software. Once, after reading the product introduction, a customer also wanted to see the content of the software to be purchased: "I should determine whether to buy or not to buy based on whether the content of the product to be purchased is
suitable for me, right?"
Chen: "You are right, but the publisher who published this book is very famous, and I hope you can trust a first-class publisher. Sir, may I ask what brand of laptop you have?"
Customer: "It's a domestic product."
Chen: "Oh! When you buy this computer whether it is first disassembled to see the components inside?"
Customer: "No."
Xiaochen: "I think you bought the computer because you believe in the company's reputation and service, even if you think the quality of the computer is fine after seeing it. Similarly, when you buy a car you can't take
the car apart and look at the engine, can you? And you can't buy a medicine from a box of 100 dollars and pick one of them to taste and try its effects before you decide to buy it or not. Although there may be a lot of price differences between different brands, if you can't tell the difference between good and bad quality, I think you should buy based on the manufacturer's reputation. The same goes for buying this learning software; you should trust the reputation of the publisher."
Three, split the question to lead
This method is very effective when marketing expensive products. A salesperson often in the marketing of a set of expensive furniture, many times using the split question to convince customers customers: "This furniture is too expensive."
Salesperson: "How much more expensive do you think it is?"
Customer: "It's more than $1000 expensive."
Salesperson: "So now let's assume it's a full $1000 more expensive." At this point, the salesperson took out the notebook that came with him, and wrote down $1000 on it to show the target customer.
Salesperson: "Sir, you think this set of furniture you certainly intend to be able to use at least 10 years and then change it?"
Customer: "Yes."
Salesperson: "So, according to what you think is an extra $100 per year, is that what you mean?"
Customer: "Yes, that's what I think."
Salesperson: "How much should $100 for 1 year be per month?"
Customer: "Oh! That's about $8 or so per month!"
Salesperson: "Well, even if it is 8,5 dollars. You have to use it at least twice a day, right, in the morning and at night."
Customer: "Sometimes more."
Salesperson: "We conservatively estimate 2 times a day, which means you will use it 60 times a month. So if the furniture set costs $8,5 more per month, that's less than $0,15 more per visit."
Customer: "Yes..."
Salesperson: "Then less than 15 cents a day, but can make your home sharp and neat, so you no longer for things do not have a suitable place to put and worry, but also play a decorative role, do not you think it is very cost-effective?"
Customer: "...... Yes. Then I will buy it. You guys are delivering to your door, right?"
Salesperson: "Of course!"
Fourth, to simplify the problem
Sales staff through a simple question will be able to understand why customers do not buy, and in accordance with the customer's situation, the sales staff will be able to know which strategy should be used to deal with, one by one, to reduce the sales barriers that can be overcome, to improve the sales success rate. At this point, the problem is simplified is the best way to ask questions to guide the customer. For example, you can ask this question: "Do you think it is not necessary to buy now? If it is a problem with payment, we have programs to work with you."
"Is there anything wrong with the price?"
"Is there anything you don't understand about my instructions?"
"Are you not looking to buy just yet?"
"Have you already ordered elsewhere?"
"Are you considering buying from another buyer?"
"Do you not like the style?"
"Is this product of little interest to you?"
"What do you think about this manufacturer?"
Leading customers with questions is an important way for salespeople to win the initiative, but improper use will be counterproductive. Therefore, salespeople should pay attention to the following points: 1, to guide the customer's thinking First of all, with the question to guide the customer to be able to confirm that the customer is right, to make them believe that the marketing of the product. If you say out, the customer will be skeptical, if the customer said out, that is true. Second, make sure there is reassurance before you lead. How long this takes will vary greatly from occasion to occasion. If you try to steer the customer at the beginning, the chances of them buying are slim. Again, don't give the customer a chance to think about it or their answer may not be what you want. This requires salespeople to practice, drill and act out scenarios ahead of time. This will keep the customer's emotions running high by keeping it in high gear. 2, take the initiative In general, salespeople, once they put forward their own decision, the customer will produce the other side in the feeling of forcing their own purchases, and thus produce a refusive response. So the sales person should be depending on the change of the situation, politely asked, and gradually lead the customer to the direction they want. Of course, this is the premise that the sales staff must firmly grasp the right to dominate, if the loss of initiative, the customer led by the nose, then, the sales staff is very easy to fall into the chaos, sales talks will not be able to successfully carry out. 3, to do in mind Sales people also want to practice, drill and exercise how to deal with the customer's wrong answer. Some of these questions do not need to answer, can be ignored, other answers will sometimes force the sales staff to change strategy, so to sales staff to be well prepared in advance. Only salespeople to make decisions to guide the customer to make decisions. Customers are generally not familiar with the product, if there are many kinds of products and services, the average customer will choose a few or one. In this case, the salesperson will not be able to carry all the products being marketed with him. But as a sales professional, you make decisions for the customer. If you can't make decisions yourself, what does the customer need a salesperson for? 4, a wealth of expertise Salespeople should have the expertise to solve problems and create opportunities for customers. Insider and professional salespeople solve problems with products and services for their customers, creating opportunities for increased productivity, enjoyment, security and income, and improved customer status. In each case, the salesperson must have a greater knowledge base than any customer, which means that the salesperson must discover what portion of that knowledge best meets the needs of each different customer, identify problems through structured, practiced consulting habits, differentiate, refresh, and identify each customer's problems and opportunities, and form habits of deliberation. Expert advice It's worth reminding everyone that salespeople must know the answer to every question you ask a customer. If you ask questions that the customer doesn't know how to answer, what will they think? Obviously, you won't be able to properly guide the customer's thinking. Additionally, salespeople should know how to make decisions for their customers; a salesperson is not a qualified salesperson if they leave it up to the customer to identify problems and make decisions. Also, salespeople should not attribute their troubles to the product. If a salesperson lacks professional competence and gets into the habit of blaming the product and service, he or she will ruin the whole sales process faster. First, direct customers or related people Direct customers, can be individuals, can also be business people, refers to the sales staff of this customer has a certain background understanding, clear clear that this person has the right to buy decision-making, or the decision maker whether to buy have influence. This type of customer, the sales staff can directly to them to promote the product. 1, the interests of the temptation 2, with the "different" to attract 3, with a large enterprise or competitors to do the endorsement 4, talk about the customer's familiar topics 5, heartfelt praise for the customer 6, acquaintances referral 7, humorously introduce yourself 8, from the other side of the most concerned about the topic to start 9, to ask "whether you are now convenient?" 10, with key figures to increase the persuasive power 11, comments 12, the wrong number 13, the opposite of the right words Second, to the "non-direct customers" phone What is the most important characteristic of these people? That is, after being bombarded by all kinds of sales calls, they have been quite disgusted by the sales behavior and have a strong immunity. The slightest hint of sales suspicion, will instinctively refuse, shirk or hang up immediately, and even companies have specialized training to filter calls. 1, polite response to the operator 2, to avoid too much "programmed" way of talking 3, "do not hang on a tree" 4, suggesting that the manipulation 5, adjust the questioning to reduce the possibility of the other side to say "no" 6, in the phone "silence" pressure 7, "question" operator This approach, simply put, is to use "you know" this kind of opening, mislead the listener's thinking, to avoid it to raise more questions. For example: Salesman: "Hello, I am XX of XX company, there is some internal information we need to verify with your boss, you know the boss's phone, I remember. Operator: "You put the situation, and then I report to the old general manager." Salesman: "Don't you know about this? You often in the old boss side, should be better than others to understand the situation. Well, please tell me the old boss's phone, I personally talk to him." The purpose of an effective opening statement is to allow customers in the shortest possible time on the telemarketing salesman interested in the content of the conversation interested in talking to be able to quickly enter the key, the above, respectively, in the face of direct and indirect customers, how to seize the other side of the first 30 seconds of the endurance of the sales pitch words and techniques. The first stage: looking for customers I do office decoration business, just 15 days into the line, pure sales white, so far there are 20 days, it has been billed 20 million. I did not join the team before the office furniture three months no bill, three months no bill! Since the last time a customer refused, I began to refine their words, before the words roughly: so-and-so always good, want to decorate? Do you want to help free measurements? We are free to help the design, the words thrown out of this conversation are "yes" or "no" line of questioning, the words are not attractive. The customer then answered "no, thank you", "my friend has helped me decorate", "thank you, there have been other companies to help us measure a good answer of this kind. I was dumbfounded, after several consecutive appearances, I used the questioning mode of thinking to ask questions, the boss said the first to study their own competitors consumers in three areas: 1, why do customers refuse? 2, what is the nature of customer refusal? 3, what are the advantages of our company? 4. What are the disadvantages? 5, how do competitors call? 6, what are the advantages and disadvantages of competitors? 7, how to highlight the company's advantages? 8, how to change or hide the company's disadvantages? 9, how the first call to the customer impressed? 10, how to connect the phone within twenty seconds to attract the interest of customers? 11, what are the interests of the customer? 12, where are the customer's pain points? Through the above questions, I learned that our company The company's advantages: 1, the renovation of cost-effective; 2, more experience in renovation; 3, is a formal registered renovation company (not a private engineering team); 4, free room measurement, design 5, specializing in office building decoration, high degree of concentration; Company disadvantages: 1, the company's size is not large; 2, the engineering team professionalism is not high (many of them are temporarily invited); 3, the establishment of the time is too short, the industry is not enough cumulative; 4, less well-known (basically no visibility); The interests and pain points of the customer: 1, the work schedule is very catching up (after renting an office, the daily rent of hundreds and thousands); 2, hope to find cost-effective, well-known company. 3, want to get multiple companies' quotes and design programs. 4, hope to sign a contract with the lowest price and decoration company (spend the least amount of money, install the best decoration) In response to the above analysis, I organized my words, according to the questioning thinking at this stage of the main problem is to meet the customer face to face, to understand the customer's information and needs. If it is said that even the customer has not seen, there is no next step. In order to accomplish the goal of meeting, my finishing out a paragraph of speech: "Mr. Mo is good, I am a so-and-so decorative company Xiao Xiao, listen to friends to understand that you this side of the so-and-so place in a rented office, our company is specialized in decorative ads, you look at when there is time, we go to the amount of the site." Here, the customer will generally have two kinds of answers: 1, affirmative answer (less): Decoration company ah, then you come over, I'm here in so-and-so; I happen to be in the site, you come over; Today there is no time, you come over to me tomorrow, this customer need not be said, directly go up to help him measure the room immediately. 2, negative answer (more): I have a friend to help me do it, thank you; For the time being, there is no need to rush, thank you ah"; I am not responsible for this matter. In response to the negative answer, I also organized a set of words "It's okay, you see me in the past to spend a few minutes, to give you to do the program and the offer, when you take this offer to compare the other companies, the heart of a renovation of the estimate, but also in the other decoration company to kill the price, and now can not be used in the future will also be useful. "