Sales skills and discourse how to improve
Sales skills and discourse how to improve, in the sales work of people, salesman skills and discourse should be very familiar with, which has a great impact on their sales, so when your sales skills and discourse is relatively weak how to improve it, the next share of sales skills and discourse how to improve the relevant content.
Sales techniques and words how to improve 1
1, the right medicine
Due to the differences in physiological and psychological development of men and women, as well as in the family to assume the responsibility and obligations of different in the purchase and consumption of psychological aspects of a great deal of difference. Salespeople need to investigate these people's propensity to buy the products being sold at different ages and genders, among other things.
2, the words and colors
The occupational specificity of the sales staff requires them to have a keen observation, good from the appearance of the consumer's demeanor, speech and mannerisms on the speculation of a variety of consumer psychology, the correct judgment of the consumer's intention and preferences, targeted reception. The company's main goal is to provide the best possible service to its customers, including personal attire, speech, demeanor, occupation, age, gender, and other information.
3, image charm
(1) enthusiasm.
Salespeople should always maintain a state of enthusiasm. The other party will feel you very close and natural. Ammunition is appropriate, not too much to keep the enthusiasm, or it will be counterproductive, cause others to produce false feelings and false mentality.
(2) cheerful.
To maintain a frank, straightforward character, and actively face everyone with this mentality.
(3) Gentle.
Expressed in the form of amiable speech, generous and natural demeanor, gentle and elegant. This will make people feel that you are an easy-to-reach person.
(4) Perseverance.
One of the willful characteristics of character. The task of business activities is complex, and the realization of the goals of business activities is always accompanied by overcoming difficulties, so business people must have a perseverance character. Only with strong will and perseverance can they find ways to overcome difficulties and realize the desired goals of business activities.
(5) patience.
The word "patience" is very important for salespeople to be a "Teenage Mutant Ninja Turtles" who can withstand abuse.
(6) humor.
A sense of humor can bring you and your customers closer, so they can be very easy to reach with their own **** Ming, at the same time, from you to get a happy and smile.
Five golden rules
First, when you can't understand the customer's real problem, try to let the customer talk
Ask more questions, with a curious mind, to play the spirit of getting to the bottom of the matter, so that the customer can whine more and ask more questions to understand the customer's real needs.
The real needs of the customer.
Second, agree with the customer's feelings
When the customer finished, do not answer the question directly, to sense evasion, such as: "I feel you ..." This will reduce the customer's guardedness and make the customer feel that you are on the same starting line as him.
Third, grasp the key issues, so that the customer specific
"Restatement" of the customer's specific objections, a detailed understanding of the customer's needs, so that the customer in the key issues of the reasons for as much detail as possible.
Fourth, confirm the customer's question, and repeat the answer to the customer's questions
What you have to do is repeat what you heard, this is called the first to follow, to understand and follow from the customer and their own mutual recognition of the part of the final transaction, this is the final deal of the channel, because this can be done to understand your customers whether you know the benefits of the product, which guides the customer to the final. The foundation for success.
Fifth, so that customers understand the real motivation behind their objections
When customers see the motivation behind the sales can start from here, think and say the value of the customer's needs, then the disconnect will be eliminated, and only in this way can we establish a real relationship of mutual trust with the customer.
Sales skills and techniques how to improve 2
1, sales representatives must read more about the economy, sales books, magazines, especially must read the newspaper every day, to understand the country, social news, news events, visit the customer, this is often the best topic, and not to be uneducated, poorly informed.
2, the road to get a deal concluded from the beginning of the search for customers, cultivate customers more important than the immediate sales volume, if you stop supplementing the new customers, sales representatives will no longer have a source of success.
3, the visit is entirely the use of common sense, but only these concepts for the practice of confirmed in the "active person" in order to produce results.
4. The sales reps have to be prepared for the tedium before they can make a big splash.
5, visit before the preparation, planning work, never negligence, come prepared to win. Prepare special tools, opening remarks, questions to ask, words to say, and possible answers.
6, the full preparation beforehand and the site of the power of inspiration synthesized, often easy to dismantle strong opponents and success.
7, the best sales representatives are those who have the best attitude, the most extensive product knowledge, and the most attentive service.
8, and the company's product-related information, manuals, advertisements, etc., must work hard to study, memorize, and at the same time to collect competitors' advertisements, promotional materials, manuals, etc., to study, analyze, in order to do "know your enemy, know your enemy," so that you can really know your enemy and know yourself and take appropriate measures.
9, the customer is not beneficial to the transaction is bound to be harmful to the sales representative, which is one of the most important business ethics.
10, for sales representatives, sales knowledge is undoubtedly necessary to master, no knowledge as the foundation of the sales, can only be regarded as speculation, can not really experience the fun of sales.
11, a successful sale is not a story of chance, it is the result of learning, planning, and the use of a sales representative's knowledge and skills.
12, in visiting customers, sales representatives should be a time to believe that the guidelines are "even if the fall to catch a handful of sand". Meaning, sales representatives can not return empty-handed, even if the visit did not close, but also to allow customers to introduce you to a new customer.
13, choose the customer. Measure the customer's willingness to act and decision-making ability, do not waste time on the indecisive.
14, The important rule of a strong first impression is to help people feel important.
15, Be on time for appointments - being late means, "I don't respect your time." There is no excuse for tardiness, and assuming it is unavoidable, you must call over and apologize before the appointed time before continuing any unfinished business.
16, sell to Mr. Power who can make buying decisions. You can't sell anything if the person you're selling to doesn't have the power to say "buy".
17, each sales representative should recognize that only the eyes on your customers, sales can be successful.
18, planned and natural approach to the customer, and make the customer feel the benefits, and can successfully negotiate, is a sales representative must work hard beforehand to prepare for the work and strategy.
19, the sales representative can not reach a deal with every customer he visits, he should try to visit more customers to increase the percentage of transactions.
20, to y understand your customers, including their lives, families, emotions, careers, temperament, because they determine your performance.
21, before you become a good sales representative, you have to be a good investigator. You have to discover, track, and investigate until you feel everything about your customers and make them your good bright friends.
22, believe that your product is a sales representative of the necessary conditions: this confidence will be passed on to your customers, if you do not have confidence in their own goods, your customers on it naturally will not have confidence. The customer is not so much persuaded by the high level of logic of your speech as he is persuaded by your profound confidence.
23. Representatives with good track records stand up to failure, in part because they have uncompromising confidence in themselves and in the products they sell.
24. Understand your customers and meet their needs. Not understanding the needs of the customer is like walking in the dark, with no effort and no results.
25, for sales representatives, there is nothing more valuable than time. Understanding and selecting customers, is to allow sales representatives to put time and power on the most likely to buy customers, rather than wasting it on people who can not buy your product.