The first major sales technique: sense of security
People always tend to profit and avoid harm, the inner sense of security is the most basic psychological needs, with a sense of security to persuade customers is the most commonly used sales techniques. This kind of persuasion can be found everywhere, such as insurance sales talk is basically from the safety and security as a starting point to persuade. In automobile salesmanship, saying that the safety system of such a car is very effective in securing the family on the go is surely a strong argument for the buyer of the car. For example, if you are selling a house, it is safer to say to the customer that prices are rising, house prices are rising and money is shrinking than investing in a house. Another example is selling equipment and saying that buying this equipment will make the customer experience better and attract more customers, whereas if you don't buy it, your competitors will buy it and will take your customers away.
The opposite of security is fear, and if security doesn't impress the customer, then you might as well scare him with fear. Selling children's intellectual toys said, do not let the child lose at the starting line, is a kind of bluff; let the customer to observe the mites inside the skin to sell cosmetics, is also a kind of bluff; Japan, an insurance company salesman with a tape recorder to simulate the dead to the netherworld and the king of Hades conversation, about due to the failure to buy insurance for the family, and punished for the things, is even more bluffing. Scare may be the most effective sales talk.
The second major sales pitch: sense of value
Everyone wants to be recognized for their personal value. In the Wenchuan earthquake, a beggar took the initiative to donate for the disaster area, in addition to kindness, I am afraid that there is also a subconscious wish to be recognized by the community. Capture the sense of value, but also a focus of the. Persuade to buy insurance, you can say: ? To buy insurance for the family is to buy peace, which is as a father and husband's duty.? ,? After this equipment is used, the company's efficiency will be greatly improved, which shows that you, the director of the equipment department of the wisdom of the goods.? Promoting the barbecue machine? When the husband dragged the tired body back, how he longed to eat a delicious meal, when the wife will be delicious roast meat served up, the husband's heart should be how happy? Oh, if your little mouth like this will say, then the wife if you do not buy, I want to despise her a little.
The third major sales talk: self-satisfaction
Self-satisfaction is a higher level of demand than the sense of personal value, I not only have the value, but also have their own style and characteristics. It is also a point of persuasion often used in salesmanship. Buying a car:? This car not only has good performance, but also has a unique model with smooth lines and features, which is very suitable for successful people like you. If you're selling a barbecue machine, you could say something like this: ? When the husband and three or five friends to the home, you make and restaurant for them to make the same roast meat, only to show the means of your housewife ah. To the director of the equipment department you can say:? After this equipment, the company in a year to save 20,000 yuan, and efficiency will be greatly improved, the boss and colleagues will praise you as the director of the equipment department is really excellent ah.
The exhibition reception summarizes
Sales is a kind of results of the hero's game, sales is to deal. There is no deal, and then the good sales process can only be a wind and snow night. In the mind of the salesman, in addition to the transaction, there is no choice. But customers are always so? Not enough friends? often? Selling? The only way for a salesman to solve the customer? Heart knot? in order to realize the transaction. In this process, the method is very important, the following introduction to exclude ...
Sales is a result of the hero's game, sales is to close. There is no deal, and then the sales process can only be good. In the mind of the salesman, there is no choice but to close the deal. But customers are always so? Not enough friends? often? Selling? The only way for a salesman to solve the customer? Heart knot? to realize the transaction. In this process, the method is very important, the following customer exclusion of doubt several kinds of transaction law:
1, the customer said: I want to think about it.
Countermeasures: time is money. Opportunity is not lost.
(1) inquiry method:
Usually in this case, the customer is interested in the product, but may not have been clear about your introduction (eg: a detail), or there are difficult to say (eg: no money, no decision-making power) do not dare to make a decision, and then it is quite out of the word. So to use the inquiry method to clarify the reasons, and then the right medicine, medicine to the disease. Such as: Mr., I just where in the end did not explain clearly, so you said you want to think about it?
(2) assumption method:
Assuming that the transaction immediately, the customer can get what benefits (or happy), if not immediately turnover, there is the possibility of losing some of the benefits of the hand (will be painful), the use of human hypocrisy to quickly facilitate the transaction. Such as: Mr. so-and-so, must be really interested in our products. Suppose you buy it now, you can get ? (plus gifts). We only come once a month (or only one promotion), now there are many people want to buy this product, if you do not decide in time, will ?
(3) direct method:
By judging the customer's situation, straightforward to the customer questions, especially for men buyers there is a money problem, the direct method can provoke him, forcing him to pay the bill. Such as: ? Sir, seriously, could it be a money problem? Or you are shirking it, want to avoid me
2, the customer said: too expensive.
Countermeasures: a penny for a penny, in fact, not expensive at all.
(1) Comparison method:
① Comparison with similar products. Such as: the market? Brand? The money, this product is much cheaper than the brand, the quality is also very good. The brand is much cheaper, the quality is also better than the brand. The quality is also better than the brand.
② compared with other items of the same value. Such as:? money can now buy a, b, c, d and so on a few things, and this product is your current need, buy now is not expensive.
(2) dismantling method:
Several components of the product are dismantled, part by part to explain that each part is not expensive, and together they are even cheaper.
(3) average method:
The price of the product is apportioned to the monthly, weekly, daily, especially for some high-end clothing sales are most effective. Buy general clothing can only wear how many days, and buy brand-name can wear how many days, averaged over each day of comparison, buy expensive brand-name obviously cost-effective. Such as: how many years can you use this product? By? Calculated in years, the product will last for years and years. Monthly? Week, the actual daily investment is how much you spend every? money, you can get this product, value!
(4) praise method:
Through praise so that customers have to pay out for face. Such as: Mr., a look at you, you know usually pay attention to? (eg: instrumentation, taste of life, etc.) of the la, will not be unable to buy this product or service.
3, the customer said: the market downturn.
Countermeasures: buy when the recession, sell when the boom.
(1) ingratiating method:
Smart people leak a trick: when others are sold, the success of the purchase; when others but buy, the success of the seller. Decision-making takes courage and wisdom these days, and many very successful people have built their success in bad times. By saying that the purchaser is smart, has intelligence, is successful material, etc., they curry favor with the customer and drop their wallet when they get carried away!
(2) the method of small:
The recession is a large macro-environmental changes, is a single person can not change, for everyone in a short period of time or by the book, everything ? business as usual? So that things will be diluted, the big things to deal with small, it will reduce the macro-environmental impact on the transaction. Such as: these days there are many people talk about the market downturn, but for us personally, there has not been any major impact, so that will not affect your purchase? products.
(3) Example method:
Cite the example of the predecessor, cite the example of the successful, cite the example of the side, cite the example of a class of people's group **** the same behavior example, cite the example of popularity, cite the example of the leader, cite the example of the idol of the singer, so that the customer aspires to, the impulse to produce, immediately buy. Such as: Mr. so-and-so, ? people? Time to buy this product, how do you feel after using it (what is the evaluation, what changes for him). Today, you have the same opportunity to make the same decision, are you willing?
4, the customer said: can not be cheaper.
Countermeasures: price is the embodiment of value, cheap goods
(1) gain and loss method:
Transactions are a kind of investment, there must be loss. Simply to the price to purchase decision is not comprehensive, just look at the price, will ignore the quality, service, product value-added, etc., which is a pity for the buyer itself. Such as: do you think a product is too much investment? But too little investment also has his problem, too little investment, so that the paid more, because you buy the product can not achieve the award period to meet (can not enjoy some of the additional features of the product).
(2) the bottom card method:
This price is the product is currently the lowest price in the country, has reached the bottom of the child, you want to be lower, we really can not do. By showing the bottom card (in fact, not the bottom card, from the bottom card there are 108,000 miles), so that customers feel that this price is reasonable, buy no loss.
(3) honesty method:
In this world there are few opportunities to spend very little money to buy the highest quality products, this is a truth, tell customers not to have this kind of luck. Such as: If you really need a low price, we do not have here, as far as we know other places do not have, but there are slightly more expensive? Products, you can take a look.
5, the customer said: cheaper elsewhere.
Countermeasures: service has a price. Now the fake goods are widespread.
(1) analytical method:
Most of the people in making purchasing decisions, usually understand three things: the first is the quality of the product, the second is the price of the product, and the third is the product after-sales service. In these three aspects of the rotation of the analysis, to dispel the customer's mind concerns and doubts, so that it? Single love a flower? Such as: ? Sir, that may be true, after all, everyone wants to buy the highest quality goods with the least amount of money. But we have a good service here that can help with that? that can be provided? If you buy elsewhere, there are not so many services, you have to pay for someone to do it yourself? , this and delay your time, and did not save money, or we are more appropriate here.
(2) turn to the law:
Do not say their own advantages, turn to objectively and fairly say that the disadvantages of other places, and repeatedly said, to destroy the customer's psychological line of defense. Such as: I never found: that company (elsewhere) can provide the highest quality products at the lowest price, and provide the best after-sales service. I ? (relative or friend) bought from them last week ? , did not use a few days on the bad, and no one to carry out maintenance, looking for the past attitude is not good?
(3) Reminder method:
Remind customers that now fake products are widespread, do not be greedy for cheap and lose. Such as: in order to your happiness, excellent quality and high service and price of the two sides you will choose which one? You are willing to sacrifice the quality of the product only to seek cheap? If you buy a fake how to do? You are willing not to our company's good after-sales service, sir, sometimes we invest a little more to get the product we really want, it is quite worth it, you say right?
6, the customer said: no budget (no money).
Countermeasure: the system is dead, people are alive. No conditions can create conditions.
(1) forward-looking method:
The benefits of the product can be brought to explain to the customer to listen to, urging customers to budget, leading to the purchase. Such as: ? Sir, I know that a well-managed business requires careful budgeting. The budget is an important tool to help the company reach its goals, but the tool itself must have the flexibility, you say the right product can help your company to improve performance and increase profits, you still according to the actual situation to adjust the budget!
(2) Attack the heart method
Analyze the product not only to the buyer itself can bring benefits, but also to the surrounding people. Purchase of the product can be liked and appreciated by supervisors, family members, if not, will lose an opportunity to perform, this opportunity is very important to the buyer and lost, pain! Especially for the purchasing department of some companies, you can tell them that competitors are using, what benefits have been generated, do not buy will become backward by leading.
7, customers speak: it is really worth so much money?
Countermeasure: suspicion is treacherous, behind the doubt is certain.
(1) investment law:
To make a purchase decision is a kind of investment decision, ordinary people are very difficult to make a correct assessment of the expected effect of the investment, are in the process of use or use gradually experience, feel the benefits of the product or service to themselves. Since it is an investment, we need to see more of what will happen in the future, now maybe only a small part of the role, but the role of the future is very large, so it is worth it!
(2) rebuttal method:
The use of rebuttal, so that the customer is determined to buy their own decision is correct. For example: you are a discerning person, do you now doubt yourself? Your decision is wise, you do not trust me does not matter, you do not believe in themselves?
(3) affirmation method:
Value! Then analyze the customer to listen to, in order to dispel the customer's concerns. You can compare and analyze, you can break up the analysis, you can also give examples to support.
8, the customer said: No, I do not want?
Countermeasures: I do not have the dictionary? No? word.
(1) bragging law:
Bragging is talking big words, bragging in the sales process is not for salesmen to say that there is no factual basis for the words, bargaining words. Rather, through bragging shows the determination of the salesman sales, while allowing customers to have a better understanding of their own, so that customers believe that you have an advantage in a certain area, is an expert. Trust to close the deal. E.g. I know you have many reasons to put off many salesmen every day to get you to accept their products. But my experience has taught me that no one can say no to me, and those who do, we end up becoming friends. When he says no to me, he is actually saying no to the benefits (favors) that are coming his way.
(2) than the heart method:
In fact, the salesman to promote products to others, was rejected, you can tell their real situation and feelings to share with customers, in order to win the customer's sympathy, compassion, and contribute to the purchase. Such as: If there is a product, your customers like, and very much want to have it, you will not because of a small problem and let the customer say no to you? So? Sir today I will not let you say no to me.
(3) dead grinding method:
We say that persistence is victory in the sales promotion. The process, no you ask the customer, the customer said what products. Customers are always subconsciously hostile to defense and rejection of others, so the salesman should be persistent and continuous marketing to customers. At the same time, if the customer refuses, the salesman will retreat, the customer will not leave any impression on the salesman.
[Summarize]
Methods are skills, methods are shortcuts, but the use of methods must be familiar with Lun Shengqiao. This requires salesmen to consciously utilize these methods in the daily sales promotion process, on-site drills, to achieve ? Conditioned reflex? The effect. When the customer suspects what is the case, the brain does not need to think, the response to the method of export. By then, in the customer's mind is really? In addition to the transaction, there is no choice?
Notes on the reception of customers at exhibitionsExhibition is a very effective traditional promotion channels, buyers and sellers will be concentrated within a few days of high-density contact. Generally speaking, exhibition investment is high and time is short, how to make good use of the valuable time during the exhibition, so as to maximize the return on investment, I believe that all exhibitors will be concerned about the problem. The following tips to successfully utilize the exhibition may be common sense, but we recommend that you take these 12 tips as the principles during the exhibition to require their own staff.
1. Don't sit. Sitting in your booth during a trade show gives the impression that you don't want to be bothered.
2. Don't read. Usually you only have two to three seconds to get the person's attention and entice them to stop. If you are reading a newspaper or a magazine, you are not going to attract attention.3. Don't eat or drink at the show. That will look vulgar, sloppy and indifferent, and potential customers won't bother you while you're eating.
4. Don't make phone calls. Every extra minute spent on the phone is one less minute spent talking to the prospect.
5. Don't send information to people. This rude approach can be annoying and expensive, and you don't want costly promotional materials to be lost in a sea of people. So how do you get valuable information into the hands of a potential customer? Send it to him.
6. Don't talk to people in other booths. If you don't want visitors to stop by your booth, they will naturally walk away. Seeing that you are talking to others, they will not come to disturb you. Try to talk as little as possible to fellow exhibitors or employees in neighboring booths. You should talk to potential customers, not your friends.
7. Don't judge a book by its cover. The only exhibition to focus on instrumentation is the exhibitors' staff, customers will try to dress casually according to their own wishes, such as jeans, sweatshirts, pants, what kind of all. All, do not because the customer dressed casually on the low-eye look at people.
8. Do not gather groups. If you talk with two or more exhibitors or other non-potential customers, it is a cluster. In the eyes of visitors, approaching a group of strangers always makes you feel weak. Create a warm, open and inviting atmosphere in your booth.
9. Be enthusiastic. As the saying goes, if you show enthusiasm, you become enthusiastic, and vice versa. If you look impatient, you become impatient and obnoxious. Enthusiasm is indestructible and very contagious. Be enthusiastic about your business and products. To visitors, you represent your business. Your behavior and demeanor will have a great impact on visitors to recognize your business.
10. To make good use of the names of potential customers. People love it when others call them by name. Try to remember the potential customer's name, mentioned from time to time in the conversation, will make him feel important. Be bold, look directly at the name tag on the visitor's chest and read his name out loud. When you come across a difficult name to pronounce, ask. If it's a very unusual name, it may be your best shot at building a relationship with a potential customer.
11. Designate someone to greet the media. The media may come to your booth looking for news, be sure to arrange for someone to act as a liaison between your business and the media, so that you can ensure that the publicity of your own business is always the same caliber. If every exhibiting staff member can talk to the press, you are asking for trouble, because no matter how well trained your staff is, it is impossible to have a consistent caliber.
12. Wear a good name tag. You certainly don't want visitors at a trade show to be unable to call you by name. If you wear your name tag on your left breast, you will make this mistake. You should wear your name tag on the right side of your body near your face, so that when you shake hands with someone, your name tag will be closer to the other person.