In order to facilitate the transaction, at least two actions should be completed with sales skills: one is to make customers feel' cool' (emotional); The other is to make customers feel' value' (rationality). The logic of sales skills is: let customers feel' cool' first, so as to break the deadlock and eliminate the opposition, and then let customers feel' valuable' and feel that what you said and recommended are reasonable. Finally, you need to get started quickly to complete the sales skills and presentation skills, namely: perceptual → rational → perceptual trading thinking cycle!
The above are the principles of sales skills to achieve transactions. Remember: you are emotional, and finally you are emotional to promote the transaction. In this process, sales skills and words are extremely important!
We can also interpret this principle as a little knowledge of sales skills and words, which can be divided into four steps:
Sales skills and words 1, goodwill (perception): the core of this stage is to successfully sell yourself and leave a good impression in the hearts of customers. Honesty, credibility and fun are all good qualities. The bottom line is that at least customers don't hate you. However, the biggest misunderstanding is precisely that salespeople often give up their efforts to follow up and promote customers because they are worried that customers will hate them.
Sales skills and vocabulary II. Interest relevance (rationality): The core of this stage is that you should relate the customer's needs with the services you can provide, tell her what value you can bring to her, help her solve what problems, and interact with conflicts from the customer's standpoint. The bottom line is that you have to make the customer feel that you understand her needs. The biggest misunderstanding is that salespeople can't control a conversation, are led by customers, don't know their core resources, and don't take the initiative to match your resources with customers.
Sales skills and vocabulary. Proof (rationality → sensibility): The core of this stage is that you should be good at integrating a series of information or tools to prove to customers that what you say is true. If you have enough low-cost empirical materials to prove it, it will naturally be better, which is a rational empirical; If there is no empirical material, we must learn to "tell stories" and tell a specific story with details and a sense of confirmation. Of course, these are all arranged in advance, otherwise it would really be a story. The biggest misunderstanding is that salespeople are unwilling to take the time to integrate these "evidences" and always focus on persuasion and improvisation. Remember: all events that fall into the sales trace will guide customers to think rationally. "In a rational world, all the evidence is insufficient." The highest state of sales is that customers don't feel the existence of sales!
Sales skills and vocabulary. Close the door (perceptual): The core of this stage is that you should create your unique place for customers at a critical moment, so as to impress customers that they are not only willing to buy your products, but also eager to do business with you, and make customers realize that this is an opportunity that she can't miss. So either you can obviously surpass your opponent at a certain value level (value is the one that can successfully solve the inner conflict of customers); Or you have to learn to create a sense of scarcity. For example, there are only a few gifts left and the teacher's time is running out. The biggest misunderstanding at this stage is that salespeople will not intentionally get customer commitments. It is rare to complete a transaction in one interaction. It is a chain of several small decisions. You must break through them one by one in order to finally stand out from many competitors. At this time, getting the customer's commitment is an effort to cross one decision, and it is a design that tries to close the transaction distance.
The first three steps are to try to kick the ball to the door, and the last step is to kick the ball into the goal accurately at that moment. In this way, we can complete this thrilling leap-forward transaction!