Sales tip 1: prepare your military forces.
Sun Tzu's art of war says, don't fight unprepared battles. As for sales, the same is true. Many new promoters usually have a misunderstanding, thinking that sales are just a flow of words, but it is not the same thing at all. I remember that we trained for nearly a month, from product knowledge to fault analysis, from enterprise history to sales skills, and practiced every link repeatedly until we learned it backwards. At that time, our colleagues often joked with each other that we had all become robots. I remember that in order to debug the best music effect at that time, as long as there were no customers present, I devoted myself to the repeated experiment of one key at a time, which lasted for nearly a week and finally got my own satisfactory results.
Every time it's my turn to have a rest, I always like to visit various stores: First, investigate the market and be aware of it. Now customers always like to misinform promoters, where there are so many discounts and discounts. If you can't clearly understand these situations, you will be very passive when facing customers. Secondly, you can learn the skills of other promoters. Only by taking the strengths of each family can we forge an unbeaten golden body!
Sales tip 2: Pay attention to details
Now there are many books about promotion skills, which basically talk about the initiative and enthusiasm of promoters to treat customers. But in reality, many promoters can't understand its essence, thinking that enthusiasm is a smile and initiative. In fact, this is also wrong. Everything should be measured, and excessive enthusiasm will have a negative impact.
Enthusiasm can't be expressed simply by external expression. The key is to do it with heart. The so-called sincerity, the stone is open! Sneak into the night with the wind, moisten things quietly, the real sincerity is to think what customers think, meet their needs with the products of enterprises, and let them get benefits.
Sales tip 3: Take advantage of your advantages.
Sales is a process of integrating resources, and how to make rational use of various resources can not be underestimated for sales performance. As a promoter, this is equally important.
We often meet swindlers in the street, and generally have a role-commonly known as Tuo, whose important role is to set off the atmosphere. Of course, we can't do anything illegal, but can we get some inspiration from it? When I do promotion, I often use a very effective method, that is, playing with my colleagues. Especially for some customers who are very interested in buying, when we are stuck on price or other issues, I often ask the store manager for help. First, it shows that we really attach great importance to him, and the leaders have come forward. Second, it is more convenient to negotiate. As long as the leader gives him some benefits, customers will generally pay the bill, and the effect is very good! Of course, if the leader is absent, anyone can make a guest appearance on the leader temporarily. The key is to satisfy customers' vanity and bad habits of greed and petty gain.
Sales tip 4: Stop when you are ready.
What sales are most afraid of is dragging their feet, and they can't make a quick decision. According to my experience, the best time for customers to stay at the sales site is 5-7 minutes! Some promoters are not good at reading words and deeds, can't seize the opportunity to promote sales when customers are ready to buy, and still introduce products endlessly, which leads to sales failure. So we must keep in mind our mission, that is, to promote sales! Whether you launch a product or make other efforts, it is ultimately to sell the product. Therefore, as long as we reach the edge of sales, we should immediately adjust our thinking, brake urgently, and try to sign a contract. Once the opportunity is missed, it is more difficult to arouse the customer's desire again, which is also the most common mistake made by novices.
Sales tip 5: Give you a ride.
There is a saying in the sales field that the cost of developing a new customer is 27 times that of retaining an old customer! You know, old customers bring more business than you think. When I was a promoter, I paid great attention to maintaining good relations with customers who had already made deals, which also brought me rich returns. Actually, it is very simple to do. Just help him pack his bags carefully and bring a sincere farewell. If he is not very busy, he can even be sent to the elevator. Sometimes, some trivial actions will make customers very moved!
Sales speech: sense of security
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. Intimidation may be the most effective means of selling.
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.
Sales Speech: 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. "
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. "
Sales vocabulary: 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 so) to a jewelry store, and they casually browsed a lot of jewelry. At this time, the wife cried gently. It turned out that she found a big diamond ring, which was 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 seen by the wife of a big country, but they didn't buy it because it was a bit expensive." "Really?" I saw the gentleman's eyes widen at once. "Is there such a thing?" Mr. Wang asked. The salesman briefly told the story of the couple coming to the store that day. Mr. Wang listened with great interest, swept away his previous reluctance, asked a few more questions, and happily bought a 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 his wife could not afford.
Sales Speech: Root Awareness
This is a relatively advanced psychological demand, especially for some middle-aged people who have achieved something and experienced ups and downs, returning to their fundamental feelings is their pursuit. It was a good sales talk for them. This is a psychological need that is difficult to grasp. It is the kind of return to nature after experiencing prosperity, and it is the kind of down-to-earth mentality after vicissitudes. For example, if you buy a car, you can say, "This car is not expensive, but it has good performance. In particular, the appearance of the car is elegant and simple, and the lines are concise and concise, which is just suitable for people who have experienced storms like you.
Sales speech: sense of belonging
Everyone should have a sense of belonging, otherwise that heart may be in an anxious state. Who am I? What is my group? Which group should I belong to? This is what everyone has to understand all his life. So there are many labels such as successful people, fashionable youth, housewives and petty bourgeoisie. Everyone under each label should have a certain lifestyle, and the goods and consumption they use all show certain sub-cultural characteristics. Combining the product with this label and taking the product as a symbol of the target group is the focus of the sales speech. For example, if you buy a car, you can say to the fashionable youth, "This car is fashionable and dynamic, and it is a sign of cool people." For successful people: "This model is generous, heroic, excellent in performance and fast, and it is the first choice for successful people." For housewives: "that car is easy to operate, safe and comfortable, with a large trunk to put all kinds of things conveniently, suitable for shopping and picking up children." Housewives choose. "
Sales words: sense of immortality
Although life will come to an end, no one will expect that day. Fear of death, fear of getting old, fear of losing face and fear of eternal love constitute people's pursuit of immortality. Some people spend money on fame, some people spend money on health, and some people spend money on face. Through this demand, it is also a common way to convince customers with sales words. For example, nutrition propaganda: "It is too early to nourish the body. If the body is damaged or aging, it is too late to make up. This product can comprehensively adjust the mechanism of the body and effectively slow down the aging of various organs. After a long time, you will find yourself younger and better-looking. "
When you associate the product with the immortality he pursues, your sales words will easily impress him.
The above introduces eight most commonly used sales words, all of which are related to people's needs. From here, we can also see a truth. If you want to impress people, you must start from the needs.
Opening remarks of excellent salespeople
Emphasize being different
Salespeople should strive to create new marketing methods and styles and attract customers' attention with novel methods. A Japanese life insurance salesman printed the number "76600" on his business card. The customer was surprised and asked, "What does this number mean?" The salesman asked, "How many meals do you eat in your life?" Few customers could answer it, and the salesman went on to say, "76,600 tons?" Suppose the retirement age is 55. According to the average life expectancy of Japanese people, you still have 19 years of meals, that is, 20,805 meals ... "The salesman attracted customers' attention with a business card from Zhang Xinying.
Take advantage of curiosity
Modern psychology shows that curiosity is one of the basic motives of human behavior. Liu Jiaoshou of Jackson State University said: "Exploration and curiosity seem to be the nature of ordinary people. People are often familiar with and concerned about mysterious things. " Things that customers are unfamiliar with, don't know, don't know or are different often attract people's attention, and salesmen can use everyone's curiosity to attract customers' attention.
A salesman said to a customer, "Lao Li, do you know what the laziest thing in the world is?" The customer is confused, but also curious. The salesman continued, "it's the money you hide and don't use." They could have used it to buy our air conditioner and let you spend a cool summer. "
A carpet salesman said to his customers, "You can carpet your bedroom for 16 cents a day." The customer was surprised, and the salesman went on to say, "Your bedroom is 12 square meters, and the carpet price in our factory is 24.8 yuan per square meter, so it needs 297.6 yuan." Carpets in our factory can be laid for 5 years, 365 days a year, so the average daily cost is only 16 cents. "
Salesmen create mysterious atmosphere, arouse each other's curiosity, and then, when answering questions, skillfully introduce products to customers.
Take a famous company or person as an example.
People's buying behavior is often influenced by others. If salespeople can grasp the customer's psychology and make good use of it, they will certainly get good results. For example:
After Director Li and General Manager Zhang of XX Company adopted our suggestions, the company's operating conditions have been greatly improved.
Take a famous company or person as an example, you can build your own momentum, especially if your example happens to be a company that customers admire or have the same nature, the effect will be more remarkable.
Utilize products
Salespeople use the products they sell to attract customers' attention and interest. The biggest feature of this method is to let the product introduce itself and attract customers with the charm of the product.
When the director of a township enterprise in Henan put the leather shoes with novel design and exquisite workmanship produced by the factory on the desk of the manager of Zhengzhou Hualian Department Store, the manager couldn't help but shine at the moment and asked, "Where is this made?" How much is a pair? "Guangzhou watchcase factory salesman to shanghai table three factory to sell. They prepared a product box with exquisite and dazzling new products. After entering the door, they opened the box without saying much, which attracted customers at once.
With an influential third party.
Tell the customer that a third party (the customer's relatives and friends) asked you to come to him. This is a roundabout tactic, because everyone has the mentality of "looking at the Buddha instead of the monk", so most people are very polite to the salesmen introduced by relatives and friends. For example:
"Mr Ho, your good friend Mr Zhang Anping asked me to come to you. He thinks you may be interested in our printing machinery because these products have brought many benefits and conveniences to his company. "
Although it is very useful to publicize your own methods under the banner of others, you should pay attention to the truth and not make it up yourself, otherwise once the customer checks it up, it will reveal clues.
In order to win the trust of customers, it would be better if you could show your business card or letter of introduction.
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