The first article: sales strategy.
First, what is sold in the sales process?
Answer: myself.
1, joe girard, the world's number one car salesman, said, "I'm not selling my Chevrolet, I'm selling myself";
2. Sell yourself before selling any products;
3. There is an important bridge between products and customers: salespeople themselves;
4. In the face-to-face sales process, if the customer doesn't accept you, will he still give you the opportunity to introduce the product?
No matter what you tell your customers, your company is first-class, your products are first-class, and your service is first-class, but if your customers look at you like a fifth-rate person and listen to what you say more like a layman, then, generally speaking, customers will not want to talk to you at all. Will you do well?
6. You should make yourself look more like a good product.
7. Dress for success and dress for victory.
Salespeople's investment in image is the most important investment for salespeople.
Second, what is sold in the sales process?
Answer: concept.
1. Is it easier to sell what you want or what customers want to buy?
2. Is it easier to change customers' ideas or to cooperate with customers? 、
Therefore, before selling your products to customers, try to understand their ideas first, and then cooperate with them.
4. If the customer's purchase concept conflicts with the concept of the products or services we sell, then change the customer's concept first, and then sell.
It is the customer who pays for what he wants to buy, not you; Our job is to help customers buy what they think is most suitable.
What did you buy in the process of buying and selling?
Answer: Feeling.
1, whether people buy or not is usually dominated by a decisive force, that is, feeling.
2. Feeling is an invisible and intangible key factor that affects people's behavior.
3. It is a synthesis of interaction between people and between people and environment.
If you see a high-grade suit with good price, style and fabric, you will be satisfied. But the salesman doesn't respect you when he talks to you, which makes you feel very uncomfortable. Will you buy it?
If there was the same suit in the stall next to the butcher in the vegetable market, would you buy it? No, because your feelings are wrong.
5. Enterprises, products, people, environment, language, intonation and body movements will all affect customers' feelings.
6. If you can create a good impression on the customer during the whole sales process, then you will find the "key" to open the customer's wallet.
4. What is sold in the process of buying and selling?
Answer: benefits
The advantage is that it can bring happiness and benefits to the other party and help him reduce or avoid any trouble and pain.
1, the customer will never buy because of the product itself, but the customer buys the benefits that can be brought to him through this product or service.
Second-rate salespeople sell products (ingredients), while first-rate salespeople sell results (benefits).
3. For customers, customers will only buy if they understand what benefits the product will bring to them and avoid any trouble.
Therefore, first-class salespeople will not pay attention to how much benefits they can get, but to how much benefits customers will get.
When customers get tangible benefits from our products or services, they will put money in our pockets and say thank you!
5. What is the customer thinking in the face-to-face sales process?
Answer: six eternal questions in the customer's mind when selling face to face?
1, who are you?
2. What do you want to talk to me about?
What's good for me from what you said?
4. How to prove that you are telling the truth?
5. Why should I buy it from you?
6. Why should I buy it from you now?
The customer may not ask these six questions, but he will think so subconsciously.
For example, the moment a customer sees you, his feeling is: I've never seen this man before. Why did he come to me with a smile? His subconscious is thinking, who is this person? When you walked up to him and opened your mouth to talk, he thought, what do you want to tell me? When you spoke, he thought to himself, what's wrong with me? If it is not good for him, he doesn't want to listen, because everyone's time is limited, and he will choose to do what is good for him. When he thinks your product is really good for him, he will think, did you lie to me? How to prove that you are telling the truth?
When you can prove that the benefits are real, he will definitely think, this product is really good, is there any better one elsewhere, or will others sell it cheaper? When you can give him enough information to let him know that buying from you is the most cost-effective, he will definitely think, can I buy it tomorrow and next month? Can I buy it next year? Therefore, you must give him enough reasons to let him know the benefits of buying now and the losses of not buying now.
So, before visiting your customers, think of yourself as a customer, ask these questions and then answer them.
Design the answer and give enough reasons, and the customer will buy what he thinks is best and most suitable for him.
Six, how to compare with competitors?
1, don't belittle your opponent.
If you belittle your opponent, it is possible that the customer has a relationship with his opponent. For example, his friend is using his opponent's products now, or he thinks his opponent's products are good. If you belittle him, it shows that he has no vision and is making mistakes, and he will immediately resent it.
Never belittle your competitors, especially when their market share or sales are good, because if they really can't do it well, how can they become your competitors? Your unrealistic demeaning of your competitors will only make customers feel that you are not trustworthy.
When it comes to opponents, say that others are not good, and customers will think that you are guilty or have quality problems.
2. Make an objective comparison between your three strengths and your opponent's three weaknesses.
As the saying goes, every commodity has its own advantages and disadvantages. When introducing products, we should compare our three advantages with each other's three disadvantages. Even if the products of the same grade are objectively compared by you, the level will immediately appear.
3. Emphasize unique selling points.
Unique selling point is our unique advantage, but our competitors don't. Just as everyone has a unique personality, any product will have its own unique selling point. Highlighting and emphasizing the importance of these unique selling points when introducing products can increase the chances of successful sales.
Seven, although the service is after the transaction, but it is related to the success and referral of the next transaction, then, how can we make our after-sales service satisfy customers?
Answer: Your service can impress customers. Service = care.
Care is service. Some people may say that the concern of salespeople is false and purposeful. If he is willing to care about you purposefully all his life, will you?
1, three services that impress customers:
Take the initiative to help customers expand their careers: no one likes to be promoted, and no one refuses others to help him expand his career.
Sincerely care about customers and their families: no one likes to be promoted, and few people refuse to be cared for by others.
Do services unrelated to products: if your services are related to your products, customers will think it is appropriate; If your service has nothing to do with your product, he will think that you really care about him, and he is more easily moved. It is the most effective to move customers.
2. Three service levels:
Service: You and your company have done everything they should, and customers think you and your company are OK.
Edge service (optional service): You did it, and customers think you and your company are very good.
Non-sales-related services: You have done it, and customers think that you and your company are not only partners in the mall, but also customers regard you as friends. This kind of human relationship can't be snatched away by competitors. Is this the result you want?
3. Important beliefs of service:
I am a server, and my service quality is directly proportional to my quality of life and personal achievements.
If you don't care about and serve your customers well, your competitors will do it for you.
Telemarketing skills (presentation):
According to statistics, 80% of marketing companies and 80% of salespeople spend 80% of their time on telemarketing every day, but only 20% of them have access to telephone masters.
Flowchart: make an appointment → conduct market research → find customers → serve old customers → have a clear goal, the feeling I want to bring to customers → the feeling that I don't have time to give customers → the help of my phone to customers → what objections do customers have to my phone → we need solutions and backup plans → how can I explain how to serve? Customers will buy my bill → refer to me.
First, make a phone call.
1. Emotional preparation (peak state)
2. Image preparation (smiling in the mirror)
3. Sound preparation: (clear/beautiful/standard)
4. Tool preparation: (black, blue and red pens; 14 Open the notebook/blank paper/pencil; Fax, post-it notes, calculator).
Successful sales will start with every bit of detail. Looking at the way we work from customer details, repeating simple things is the key to successful sales.
Second, the five details and key points of making a phone call:
1. Listen with your ears and listen to the details; Speak, communicate and repeat with your mouth; Take handwritten notes and remember the main points (record the time and date of the call).
2. Concentrate on making phone calls, make similar phone calls at the same time, make important phone calls at the appointed time, and make communication calls for no more than 8 minutes.
It is a persuasion to stand up and make a phone call. Participate in subconscious learning with body movements.
4. Listen carefully: Focus on the current call (get feedback, suggestions and complaints).
Don't interrupt the customer's words, and respond to each other sincerely, enthusiastically and positively.
Three principles of telemarketing: loudness, excitement and perseverance.
Fourth, the core concept of marketing:
Love yourself, love the company and love the products.
1. Every call is rich.
The telephone is the public relations image spokesperson of our company.
If you want to make a good call, you must first have strong self-confidence.
4. Praise the customer before making a good call. Telephone communication is a mirror of yourself.
5. Telemarketing is a kind of confidence transmission, emotional transmission, whether it can infect each other.
6. Telemarketing is a psychological game, with clear voice, good will, strong opinions and moderate frequency according to the other party.
7. No one will refuse me. The so-called refusal is just that he doesn't know enough, or my phone time or attitude can be better.
The other person on the phone is my friend, so I called him because I helped him grow up and make his business profitable.
9. The quality of advertising depends on the quality of business telephone answering and communication. The value of all telephones is ten to one.
10. Introduce the product and shape its value: express it with data, people, time, storytelling and sensibility to prove the value of the product.
Five or eight ways to build affinity on the phone:
1. Praise rule.
2. Language and text synchronization.
3. Repeat what the customer said.
4. Use the customer's mantra.
5. Emotional synchronization and belief synchronization: integrated architecture: I agree with you, and change all "buts" into "simultaneous".
6. Synchronization of intonation and speech speed: According to visual, auditory and sensory types, communicate with each other by using their representation system.
7. Synchronization of physiological state (mirror reaction of breathing, expression, posture and action)
8. humor.
6. Reservation phone number:
1, good for customers.
2, clear time and place.
3. Who will attend?
4. Don't talk about details.
Seventh, design our words with six questions:
1. Who am I?
2. What do I want to talk to my customers?
3. What's the benefit of what I said to customers?
Can I prove that what I said is true and correct?
5. Why do customers pay the bill?
6. Why is the customer paying now?
Eight, professional terms in marketing idioms:
Idiom: What's your name?
Professional expression: Excuse me, may I know your name?
Idiom: Your problem is really serious.
Technical term: I have a better life this time than last time.
Idiom: The problem is that all the products are sold out.
Professional expression: Due to the large demand, we are temporarily out of stock.
Idiom: You don't need to worry that it will break down again after this repair.
Professional expression: You can use it safely after this repair.
Idiom: You are wrong, it's not like that!
Professional expression: I'm sorry I didn't make it clear, but I think it works differently.
Idiom: pay attention, you must do it well today!
Professional expression: I will be very grateful if you can finish it today.
Idiom: You don't understand, just listen this time.
Professional expression: Maybe I didn't make myself clear enough. Please allow me to explain it again.
Idiom: I don't want you to make the same mistake again.
Professional expression: I am confident this time that this problem will not happen again.