How to do sales skills and words is now related to sales in many industries. Selling words is actually a process of persuasion skills, and salespeople make each other change their views through information transmission. Let's learn how to do sales skills and words.

How to do sales skills and words 1 1, two-way method

Providing customers with two solutions to the problem, no matter which one the customer chooses, is a result we want to achieve.

In this way, for example, customers can directly say whether to eat or pack here, so that customers can avoid the question of "do you want it" and let customers answer the question of "A or B". When guiding customers to clinch a deal, don't put forward more than two choices, because too many choices will make customers at a loss.

2. Summarize the interest transaction mode.

Show all the actual benefits that can be brought to customers after the transaction is concluded, sort the things that customers care about in order of importance, and then closely combine the characteristics of products with the problems that customers care about.

For example, the customer is very concerned about crow's feet in the corner of her eyes, so it is good for her to emphasize that there is no crow's feet, and her face value has improved. Seeing how much younger she is, the customer will be happy and will urge the customer to finally reach an agreement.

3. Can't refuse

Make it impossible for customers to refuse you: 1. If the customer says, "I don't have time!" Then the salesman should say, "I understand. No one will think that time is enough. But as long as 3 minutes, you will believe that this is an absolutely important issue for you ... "

4. Pay attention to what you say.

From the age, gender, clothing, professional characteristics. Different consumers have different needs for goods. Generally speaking, the elderly pay attention to convenience and practicality, middle-aged people pay attention to beauty and generosity, and young people pay attention to fashion and beauty; Workers like affordable goods, farmers like solid and durable goods, intellectuals like elegant and generous goods, and literary and art people like unique goods.

5. Preferential trading methods

Preferential trading method, also called concession trading method, is a method to prompt customers to buy immediately by providing preferential conditions.

How to do a good job in sales skills and speech 2 principle: If you want to do a good job in sales, remember that you must always take the initiative!

1. If the customer says, "I have to think about it first." Then the salesman can say, "Mr. Li, in fact, we have discussed the relevant points in the early stage." Let me ask you honestly: What are you worried about? "

2. If the customer says, "I'll think about it and call you next week!" Then the salesman can say, "Welcome to call, Mr. Li. Do you think it will be easier? " Shall I call you later on Wednesday afternoon, or do you think Thursday morning is better? "

3. If the customer says, "We will contact you again!" Then the salesperson can say, "Mr. Li, maybe you don't have much desire at present, but I want you to know that if you can participate in this business." This will be of great benefit to you, such as increasing annual sales ... "

4. If the customer says, "Would you please send me the information?" Then the salesman can say, "Mr. Li, our materials are all designed outlines and drafts, which must be modified according to the personal situation of each customer, which is equivalent to tailoring." So I'd better come to see you on Monday or Tuesday. Do you think morning or afternoon is better? "

5. If the customer says, "I'm not interested." Then the salesman can say, "I totally understand you. Of course, you can't be interested in a project that you are not interested in or don't have any information at hand. It is very reasonable and natural to have doubts and questions. Let me explain something to you. He can help you make money ... What day do you think is suitable? "

6. If the customer says, "I don't have time!" Then the salesman should say, "I understand. I never have enough time. But as long as it takes 3 minutes, you will believe that this is a very important project for you, and this project can make you earn ... "

7. If the customer says, "Say it or sell something?" Then the salesman can say, "Of course I really want to sell the product to you, but I will only sell it to you if it is the best cost-effective. Can we discuss and study this problem together? I'll see you next Monday? Or do you think it's better for me to come over on Friday? "

How to do sales skills and word 3 the first sales word: safety.

People always seek advantages and avoid disadvantages, and inner security is the most basic psychological need. Persuading customers with safety is the most commonly used sales language. This kind of persuasion can be seen everywhere, for example, in the insurance sales speech, it is basically persuaded from the starting point of protection.

In the field of car sales, if this kind of car safety system is very effective for protecting families who travel, it is definitely a strong argument for car buyers. For example, selling a house, telling customers that prices are rising, house prices are rising, and funds are shrinking, is not as safe as investing in a house. Another example is selling equipment. Buying this device can make the customer experience better and attract more customers. If you don't buy, your competitors will buy and take away your customers.

The opposite of security is fear. If safety can't impress the customer, you might as well scare him with fear. Selling children's intellectual toys says that it is a kind of scare not to let children lose at the starting line; It is also a scare to let customers observe mites in the skin to promote cosmetics; The salesman of an insurance company in Japan used a tape recorder to simulate the conversation between the deceased and Yan, and told the story of being punished for not buying insurance for his family, which was even more frightening. Scaring may be the most effective selling method.

The second largest sales speech: sense of value

Everyone wants his personal value to be recognized. In the Wenchuan earthquake, some beggars volunteered to donate money to the disaster area. In addition to kindness, I'm afraid there is a subconscious mind that wants to be recognized by society. Grasping the sense of value is also a key point. To advise you to buy insurance, you can say, "To buy insurance for your family is to buy peace, which is the duty of a father and husband."

"After using this equipment, the company's work efficiency will be greatly improved, which shows that you, the director of the equipment department, have a good eye for goods." . Selling Barbecue Machine "When my husband comes back with a tired body, how eager he is to eat a delicious meal, and how happy his husband should be when his wife brings a delicious barbecue?" Ha ha, you say so, I want to despise my wife and not buy it.

The third largest sales talk: self-satisfaction

Self-satisfaction is a higher level demand than personal value. I am not only valuable, but also have my own style and characteristics. This is also a common persuasion point in sales promotion. Buy a car: "This car not only has good performance, but also has a unique shape and smooth lines, which is very suitable for successful people like you." You can say something like this: "When your husband and three or five friends come home, you can cook them the same barbecue as the restaurant, which shows the tricks of your housewife."

To the director of the equipment department, you can say, "With this equipment, the company can save 20,000 yuan in one year, and the efficiency will be greatly improved. The boss and colleagues will praise you as an excellent equipment director. "

The fourth selling point: love and affection.

Needless to say, love is the greatest need and desire of human beings, and it should also be the persuasion point of selling words. Do you know who the main audience of boxing matches in the west is? According to the survey, it is an elderly woman. Don't think that you don't need love when you are old. However, taking love as the persuasion point should be strategic, and we can't talk directly, especially if the other party is a woman. Nonsense, either find each other or find each other's boyfriend to smoke. We can't save you.

Be good at using words to arouse each other's imagination, such as selling or selling barbecue machines. You can say to her: "On my husband's birthday, create a romantic and warm world for two with red candles and flowers, serve a plate of barbecue and two glasses of red wine, and have a quiet drink for two people." Let your husband taste the mouth-watering barbecue and look at you who is virtuous, beautiful and delicious. What a happy feeling it will be. " Ok, stop (to go on is to find a cigarette) and let the wife imagine for herself. If you can make such a sales pitch, she won't buy it. Tell me I despise her with you.

Pro-emotion is another persuasion point in selling words, and everyone needs pro-emotion. For example, is it a promotion or a barbecue machine, which seems to be the same level as today's barbecue machine? Ha ha. You can say to that wife, "On Sunday, your family sat around the dining table, and you served a barbecue with good color and fragrance. The children cheered, the husband praised them, and the family was happy." What a wonderful sight! " "

Fifth selling point: sense of dominance

I control my life, and everyone wants to show their dominance. This sense of dominance is not only a kind of control over one's own life, but also a kind of confidence and security in life. This is the hidden demand of people, and it is also the persuasion point of selling words. I remember an interesting promotion case. One day, a gentleman took his wife (let's just say) to a jewelry store, and the two of them casually browsed a wide range of jewelry. At this moment, the wife cried softly. It turned out that she had found a big diamond ring.

Very beautiful. After the two enjoyed this expensive diamond ring, Mr. Wang's face was slightly reluctant to ask about the price. All this was seen by the quietly observing salesman. The salesman quoted the price briskly, and then said, "This diamond ring was once valued by the prime minister's wife of a big country, but they didn't buy it because it was a bit expensive." "Really?" I saw the gentleman's eyes suddenly widened.

"Is there such a thing?" Mr. Wang asked. The salesman briefly described the scene when the Prime Minister and his wife came to the store that day. After listening cheerfully, Mr. Wang swept away his previous embarrassment, asked a few more questions, and happily bought this diamond ring, his face full of pride.

Many times, people's sense of strength is manifested in the domination of wealth. In this sales promotion case, the salesman skillfully used sales words to meet the demand of dominance, and made the gentleman buy a diamond ring that the Prime Minister's wife could not afford.