List 35 experiences for you, for reference only.
1. If you want to make progress, you must first look at your own efforts with a critical eye, and then decide what to do.
2. When visiting customers, especially for the first time, it is inevitable that they will be a little wary of each other and it will not be easy to relax. Therefore, we must pay special attention to the first impression we leave on others.
3. External image: If you strive to be natural in your clothing, appearance, speech, behavior, and expressions, you can maintain a good image. Choose clothing that matches your personality to project a professional image. Present brand image and corporate image to customers.
Sincere eyes and focused expression
4. Bad emotions are the enemy of success, so control your emotions.
5. Believe in the company, the product, and yourself, know yourself and the enemy, and do your homework before visiting customers.
6. Plan preparation, make a preliminary analysis of the customer's personality, select the communication entry point, make a visit plan, arrange the work in a unified manner, use time rationally, and improve the efficiency of the visit.
7. Data preparation: Efforts should be made to collect customer information, understand the customer's situation as much as possible, and organize the obtained information. You can ask others for advice or refer to relevant information.
It is not only necessary to obtain the basic information of potential customers, such as their personality, educational background, living standards, interests and hobbies, social scope, habits and hobbies, etc., as well as the names of their good friends
< p>, you also need to understand what the other person is currently proud or distressed about, such as moving to a new home, getting married, having a baby, having a child go to college, or being stressed at work, financially strained, full of stress, insomnia, and poor health. wait. Overall, the more you know, the easier it will be to determine the best way to talk to your customers.We must also work hard to master activity information, company information, and industry information.
8. "If you want to do your job well, you must first sharpen your tools." Sales tools include product manuals, corporate promotional materials, business cards, calculators, notebooks, pens, price lists, promotional materials, small gifts, etc. .
9. Time preparation: If you make an appointment with the customer in advance, you should arrive on time. Arriving too early will put a certain amount of pressure on the customer, and arriving too late will convey the message "I don't respect you" to the customer. ,
At the same time, it will also make customers feel distrustful. It is best to arrive 5-7 minutes in advance and be prepared before entering.
10. Facts have proved that the psychological quality of marketers is an important factor in determining success. They should highlight their best personality and maintain a positive and optimistic attitude.
11. Knowledge preparation: To create opportunities, the way to create opportunities is to raise topics that the other party cares about.
12. Most customers are friendly. Think about it from another perspective. Usually in the early stages of contact with strangers, everyone will have instinctive resistance and ways to protect themselves, looking for an excuse to push you away. , doesn’t really hate you.
13. "It's love every time you meet"! The first ten minutes are crucial. A kind of communication to eliminate the feeling of strangeness.
14. After getting familiar with the customer's needs, we will naturally transition to the focus of the conversation, mainly using emotional communication to understand whether the customer is our target customer.
15. A person who is good at writing will not choose a pen, and a person who is good at cooking will not choose rice.
16. Knock on the door: Ring the doorbell or knock on the door before entering, and then stand at the door and wait. It is advisable to knock three times, and the sound should be rhythmic but not too loud.
17. Show yourself to be honest and generous! At the same time, avoid bad attitudes such as arrogance, panic, humiliation, indifference, and casualness.
18. A rigorous life style can represent the overall level of the company and the individual. Pay attention to details
19. During the home visit, you will encounter a variety of customer groups. The identity of each customer Knowledge and education are different, but one thing should be emphasized: "There are no customers who do not accept products and services, there are only customers who do not accept marketers who promote products and services.
20. Customers are There is a demand, it’s just a matter of which brand of product or service you choose!
21 Everyone likes to hear good things and be flattered. This is called the "label effect" and the best result is to make good use of praise. Selling weapons.
22. Try to ask questions from the other person’s perspective and pay attention to the other person’s eyes when talking.
23. First ask the other party known questions to improve professional value, and then ask the other party unknown questions in a guided manner.
24. "Don't worry about things that don't concern you." Learn to ask questions that customers care about.
25. When listening and promoting, talk less, listen more, and see more. Seek out resonance with customers, enhance goodwill, and take the opportunity to learn more about the customer's family background and add the customer's personalized profile in a timely manner.
26. Follow their preferences, respond flexibly, keep your voice sweet, and capture the essence of the content to guide customers’ desire to purchase.
27. For hesitant new customers, do not overemphasize the product, but focus on promoting their understanding of health knowledge. For some customers who have not yet made up their minds, do not force it. This means that the heat is not yet there. You can let it cool down for a while, and then communicate or return as a regular customer so that you can invite again next time.
28. Top salespeople understand that the customer's rejection is the appropriate reaction. It does not mean that they do not accept the product or service, but that they have a short hesitation. To avoid chasing after the customer blindly and boring the customer, you can use Change the topic to temporarily avoid tense spaces.
29. Don’t let customers voice their objections: Be good at controlling the atmosphere of the conversation and don’t let your objections come out.
30. Stand on the same stand as the customer and never argue with the customer. Otherwise, the transaction will fail no matter you win or lose.
31. Establish an expert image: Students rarely question teachers, patients rarely question doctors, and customers will not reject experts.
32. Seize the opportunity to close the deal: Sometimes the customer’s deal signals can be revealed through behavior and words.
33. Only the customers are the most important in the world. Without customers, you have nothing. ! It doesn't matter how good your sales skills are.
34. There is an old saying about superfluous things, which reminds us not to make too many modifications after explaining something clearly.
35. False things will not last long, be a sincere person! Use sincere compliments to let customers remember you forever!