If there is a routine in sales, it is also very deep. Everything you say and do should be designed in advance.
If there is no routine in sales, there is actually no routine at all. As long as you learn to be a man, selling is not that difficult. When dealing with a stranger, is it necessary to have friendship first, then to have a heart-to-heart relationship, and finally to make a deal? Sales is to let customers accept you first, and then accept the products you recommend. So it is very important to build trust with customers, so what can be done?
1, pay attention to personal image, and the salesman is the image spokesperson of the enterprise.
We know what to do. You should like selling. As a worker, you should wear work clothes. Customers can see what you do at a glance from your clothes and know whether you are professional or not. Therefore, as a salesperson, we must pay attention to the image of interests, dress up for success and dress up for victory. Of course, it has something to do with your customers.
If your client is a builder on a construction site, if you wear a suit and tie, you will have a sense of distance when communicating with your client. If your customer works in an office building, others won't believe your product if you wear clothes. So salespeople must pay attention to their own image.
Step 2 Listen effectively
In the communication with customers, some details also determine your identity and cultivation, so be sure to pay attention to the details. Some details in customer communication are shared with you, which is a magic weapon for interpersonal communication full of dry goods.
A, sit on the customer's left b, keep a moderate distance c, maintain a moderate eye contact d, don't cross other people's words e, don't make a sound f, record (show respect for customers) g, and confirm again.
3. Opening remarks are very important when communicating with customers.
Methods: Let's talk about form first, that is, form: F- family, O- work, R- leisure, M- economic status.
NEADS:N- now, e- satisfaction, a- change, d- decision maker, s- solution.
4. Understand the value of customer purchase.
What customers buy is not products, but values. Here we need to find the customer's "key button", which is the customer's demand point.
5, understand the customer's purchase type.
Family type: people who are used to buying brands and styles they used before, but don't like to change them.
Imitation type: follow the crowd and always like what others like and what others buy. This kind of person is not confident, so we must give him confidence when receiving it.
Successful type: this kind of person has strong personality and strength, so he is different everywhere.
Social identity: the pursuit of wisdom and social services.
Survival type: this kind of people mainly belong to the price type, that is, the cheaper the better, which is also related to the personal income level.
Mixed type: above 3+4 type.
Personal image represents the facade of the company and its own qualifications, which is the first step to make customers accept and accept the conversation. Enriching your own specialties and fully analyzing customer needs are the most important things for customers to trust you.