1, observe carefully
Observe the temperament, clothes, manners and conversation of customers, find out the best highlights of the other party from the nuances, and preliminarily judge this person's personality, occupation and interest. .. find the breakthrough point.
2. Praise customers
Praise each other (sincere and repeated praise) is the lubricant of interpersonal relationship. Praise each other for some aspects that others have not noticed. Sincere praise can shorten the psychological distance between the two sides, win each other's goodwill and trust, and pave the way for later conversation or sales.
3. Evoked potentials
It is not advisable to introduce products to the main body as soon as you see customers, and it is also a sales taboo! ! It seems that you are too eager for quick success and instant benefit, and it is inevitable that the business will not be done if the customer instinctively refuses.
You should talk to the customer about his interest, follow his topic, and then talk about selling products, because the temperature is approaching (the real sales expert is that after selling the products to the other party, the other party does not know that he is engaged in sales).
4. Positioning of "potential customers"
5, closing skills
(1), quotation strategy
(2), the last step
6. After-sales service
●●●● The champion is the result of hard work! ! ! Good luck! ! ! !
2. How to make customers interested in you?
Do many small white salesmen feel that they are visiting customers and don't know what to say? How can we arouse each other's interest? Share one of them today, and you can use it by heart.
Remember when we said that the customer pretended to think about it, but actually wanted you to leave early? There is only one reason why people are not interested in you. As we said before, the customer said to think about it. It's not that there was a problem in the final transaction, but that you made a mistake in the first step.
Don't say it's a small white salesman. Many salesmen who have worked for several years visit customers or say, "Hello, I'm Xiao Zhang from a company. Need * *? How good our products are, how good our company is. "
The first person who said this is a genius, the hundredth person who said this is a mediocrity, and the tenth person who said this is a fool. Bosses, take a moment to listen to what your employees call customers. Are most people like this?
So how did the master do it? The master will say, "Miss Wang, I wonder if I should say something?" See Ji Xiaolan, every time I want to bring something bad, I will tell the emperor this sentence. Then the emperor said for sure, I love you, but it doesn't matter. Ji Xiaolan started at this time. You let me talk.
This sentence, the other person's mind is temporarily closed, and then ready to listen to you.
Next, the expert will say the second sentence: "In fact, I have seen many stores like you. In some places, a store of your size can make a profit of 10 million a year, but because of some small factors, you may not pay attention to some details and hinder your development, so you can only make10 million now, but this is not a big problem. I think as long as you solve these details, even if your store doesn't make1million,
Ladies and gentlemen, if you are the boss, are you interested in what the salesman told you? Do you want to know what is going on? When the boss took the initiative to consult, the salesman came up with a solution that had been studied for a long time.
One thing to pay attention to here, don't tell customers, you buy my products, guarantee to sell well, and I guarantee you to earn 100 thousand, then customers will definitely say, "Why should I trust you?" Then go to an infinite loop.
This trick is very useful. I hope all the salespeople in your company will remember it.
3. How to * * * customer interest in time?
In view of the customer's psychology, the method of stabbing the other party's interests or forming a competitive situation by borrowing some media or adopting some way is the stabbing method.
First, you can grasp each other's cherished psychology of someone or something, and manipulate and control each other again and again in a destructive way with their desire to act as protectors, so that they are forced to agree to your requirements. .
For example, in a gallery in Belgium, an Indian brought three paintings to trade with an artist. Obviously, the Indian asked the painter to buy his paintings.
At first, the Indians charged a total of $250 for the three paintings, but the artists disagreed. After some fierce bargaining, the two sides are still deadlocked. The Indian was so angry that he ran out with the paintings and burned one of them.
The dealer was so anxious to paint that he felt very hurt. At this time, the art dealer asked the Indians how much they were willing to bid for these two paintings now, and the Indians still asked for $250.
When the art dealer refused to accept the price, the Indians actually burned one of them. Finally, the dealer had to beg the other party not to burn the last painting.
The dealer took the last painting and asked the Indian how much he was willing to sell it for. Indians firmly told the art dealer that it was still $250. The final result of the negotiation is that the Indian just got the $250 he needed from the art dealer.
This is an excellent example of "forcing the monarch to go to Liangshan". Second, it doesn't have to be destroyed in a way similar to that of Indians. Other methods, such as using a topic to arouse the interest of the other party and creating a bidding auction situation to lure the other party to make up their minds, can all be regarded as stabbing methods.
For example. A seller who claimed that he was forced to sell his ring because he was in urgent need of money was bargaining with a buyer who showed interest in the transaction.
The seller's lowest asking price is 600 yuan, otherwise it will be a big loss. The buyer put the ring in his hand and hesitated.
Just then, two women happened to pass by. One of them said to the other, "What a beautiful ring! Good color, unique style, the value of at least 800 yuan can be bought in jewelry stores. If I had money, I would buy it at once. It's a pity. "
Hearing these words, the buyer had confidence, and he made up his mind to finally buy this ring with 600 yuan. Actually, this ring is not worth 400 yuan in a jewelry store.
4. How to make customers interested in you and remember you?
1, observe carefully
Observe the temperament, clothes, manners and conversation of customers, find out the best highlights of the other party from the nuances, and preliminarily judge this person's personality, occupation and interest. .. find the breakthrough point.
2. Praise customers
Praise each other (sincere and repeated praise) is the lubricant of interpersonal relationship. Praise each other for some aspects that others have not noticed. Sincere praise can shorten the psychological distance between the two sides, win each other's goodwill and trust, and pave the way for later conversation or sales.
3. Evoked potentials
It is not advisable to introduce products to the main body as soon as you see customers, and it is also a sales taboo! ! It seems that you are too eager for quick success and instant benefit, and it is inevitable that the business will not be done if the customer instinctively refuses.
You should talk to the customer about his interest, follow his topic, and then talk about selling products, because the temperature is approaching (the real sales expert is that after selling the products to the other party, the other party does not know that he is engaged in sales).
4. Positioning of "potential customers"
5, closing skills
(1), quotation strategy
(2), the last step
6. After-sales service
●●●● The champion is the result of hard work! ! ! Good luck! ! ! !