The purpose of the opening statement is to arouse the customer's curiosity
Before the salesperson interviews the customer, he needs an appropriate opening statement. A good opening statement is half the success of the sales. In actual sales work, the salesman can first arouse the customer's curiosity, attract the customer's attention and interest, and then explain the benefits of selling the product, quickly moving to the interview stage. Curiosity is the most powerful of all human behavioral motivations. The specific methods to arouse curiosity can be flexible and diverse, and try to be as handy and easy to use as possible without leaving any traces.
As soon as a life insurance agent approached the prospective customer, he asked: "How much do you plan to pay for five kilograms of cork?"
"I don't need any cork!" the customer replied. .
"If you were sitting on a sinking boat, how much would you be willing to spend?" This curious conversation can arouse customers' attention to insurance and desire to purchase it.
Life insurance agents illustrate the idea that people must not take out insurance until the actual need arises. Reach out and capture your customers' attention. Sometimes you can also start with a bold statement or a strong question. Salespeople use words and sometimes some tricks or tricks.
In the 1960s, there was a very successful salesman in the United States, Joe Gmndel. He has a very interesting nickname called "Mr. Trick." When he visits clients, he will put a three-minute egg-shaped timer on the table, and then say: "Please give me three minutes. Once the three minutes pass, when the last grain of sand passes through, After the glass bottle, if you don't want me to continue talking, I will leave."
He will use egg-shaped timers, alarm clocks, 20-dollar bills and all kinds of tricks to make him. There is enough time for the customer to sit quietly, listen to him, and become interested in what he is selling.
"Mr. x x, do you know what the laziest thing in the world is?"
The customer shook his head and expressed uncertainty.
“It’s the money you save and don’t spend. It could have been used to buy air conditioners. Let you spend a cool summer.” The salesman said.
First create some suspense to arouse the other party's curiosity, and then introduce the product smoothly.
Customers are often attracted by his interesting words and actions. Then he has the opportunity to introduce the product to the customer. Customer purchase starts with understanding.
Sales pitch
A salesperson went to my friend's office to sell his company's services. As soon as he entered the door, he introduced himself: "My name is x x. I am a sales consultant for x x company. I am sure that I am not here to cause trouble for you, but to deal with problems with you and help you make money."< /p>
Then he asked the company manager: "Do you know our company very well?"
He meant: "Do you know our company very well?"
He used This simple question dominated the sales interview and captured the customer's full attention. He continued: "Our company is the largest in this market area. We have been operating in this area for 22 years, and In the past 10 years, our staff has expanded from 13 to 230. We occupy 30% of the market, most of which are satisfied customers who return to us."
" Mr. x x. Have you seen that Manager Meng has adopted our products and the company's operating conditions have improved greatly?"
With such a simple opening statement, he has established a good foundation for himself, his company, and his services. From zero to maximum trust. He has answered the questions "Is it safe?" and "Is it reliable?" He opens up the customer's mind and reduces the customer's resistance, so the customer is immediately interested in knowing what benefits his past customers have received, and what benefits the customer will receive from his services. How can a customer's initial resistance and doubt turn into openness and acceptance to stimulate customer interest?
"Are you interested in knowing a method that can effectively increase your turnover by 30% or 50%? ?” For this kind of question, most people will answer that they are interested. So after you ask similar questions, you must immediately say: "I will only take about 10 minutes to introduce this method to you. After you listen, you can judge this method by yourself." Is it suitable for you? "In this case, on the one hand, you tell the customer in advance that you will not take up too much of his time, and at the same time, you also make it clear to the customer that you will not treat them badly during the sales process. Make forced sales.
The reason why the customer is willing to buy is because he has enough motivation to buy. Purchasing motivation is the driving force behind purchasing behavior.
So, how do salesmen stimulate customers' interest and
how to arouse customers' purchasing motivation?
They are pepup theories.
pleasure and comfort (happiness and comfort)
economy (economy)
(honor of possession)
(utility and convenience)
(Protection)
Sincerely care about customers
A smart and capable sales expert often does not simply convey his own opinions when introducing himself. Instead, care about the other person with all your heart. Only by listening to what the other person says and expressing your agreement in a timely manner can you gain the other person's trust and make the other person want to hear what you have to say. Sales means selling trust. In order for the other party to listen to your self-introduction, expressing your concern to the other party is an indispensable condition.
For example, describing that you are currently using the product manufactured by the other company is one way to do this.
“When I work, I often use radios manufactured by your company. The quality of that radio is excellent. I have used it for 5 years and it is still in good condition without any failures. It is indeed produced by your company. Yes, it means quality assurance. ”
Not only must you state that you are interested in the other company’s products, but you must also specifically explain the characteristics and performance of the product after you have actually used it. This is the focus of your evaluation. Only then can it be valuable.
“Perhaps you don’t know that I still use the amplifier produced by your company 20 years ago. During this period, I also bought other products several times, but they either malfunctioned or the sound was unpleasant. It’s still a good deal to buy your company’s products. ·Your company’s products are really easy to use. Even after 20 years of use, they are no worse than the current new products. It’s really admirable.”
It’s been so. Say, the other person will immediately like you and get close to you, so the atmosphere of the conversation will be quite harmonious.
This is not a superficial compliment. Genuinely caring about the other person is the first step to making a good impression.
Techniques for approaching customers
If you can always combine the interests of the customer with your own interests, asking questions will be particularly useful. Customers are buying ideas, concepts, and items from you. , services or products. When you ask questions you will lead your prospect to make a choice that is in his best interest.
A saleswoman from a book company in the United States always approaches customers calmly and calmly by asking questions.
"If I gave you a small set of books on personal efficiency and you opened the book and found the content very interesting, would you read it?"
"If you read it If you like this set of books very much, will you buy them? ”
“If you don’t find the fun in it, can you put the books back into this bag and send them back to me, okay? ”
p>The saleswoman's opening statement was so simple and clear that the customer had almost no reason to say "no." Later, these three questions were adopted by all the company's salesmen and became the standard way to approach customers.
1. Talking about the climate: This season is very pleasant.
2. Tan Nixing: Where do you plan to go during this vacation?
3. Talking about family: What was your child’s test result?
4. Talking about health: Your face looks good.
5. Talking about friends: I met Xiao Lin a few days ago.
6. Talk about unexpected news: I have good news to tell you. How to trigger an interesting topic?
A good opening statement should trigger the customer's second question. After you spend 30 seconds to finish your opening statement, the best result is to let the customer ask You, what is your thing? Whenever a customer asks you what you do, it means that the customer has become interested in your product. If you spend 30 seconds to finish your opening statement and it doesn't make customers curious or interested in your product or service, and they still tell you that they don't have time or are not interested, then it means that your 30-second opening statement is ineffective, you should quickly design another better opening to replace it.
If you are selling computers, you should not ask customers if they are interested in buying a computer, or if they need a computer. What you should ask is, "Do you want to know how? "What is the best way to save your company 5,000 yuan in marketing expenses every month?" This type of question may be easier to attract customers' attention.
"Did you know that you can prevent fires, floods and thefts by spending only a few dollars a year?" the insurance company salesman asked the customer. The customer seemed unable to answer for a while, but also showed a desire to know. Zhiqiang introduced it in detail. The salesman quickly said, "Are you interested in learning about our insurance? I have more than 20 types of insurance to choose from."
A powerful and effective opening statement
1. "I need your help."
2. "I want to know that you are the boss here, but can I talk to those who think they are the boss?"< /p>
3. "I want to borrow 50,000 yuan. I wonder if you can help me?"
4. "I was just with **/ next door, and he thought I could help him." Your company is helpful, just like I am to theirs.”
5. “I was just with ** next door, and he suggested that I come and talk to **.
Is he here? ”
6. “I am **, you don’t know me. ”
7. “I just fried an egg in the car. I wonder if you have any salt and pepper here?” ”
8. “My boss said that if I can’t achieve results, he will tell me to pack up my bag and leave.” So if you don't want to buy anything, maybe you are short of people here. ”
9. “Most of the organizations we work with hope that their employees will be more productive when traveling. Our computers have built-in printers, saving money and time for employees working outside the home. ”
10. “Business managers like you always want to obtain the latest competitive intelligence (if necessary). Our competitive analysis services allow clients to know the latest trends of their competitors (relevant general interests) at any time."
Allow clients to know the latest trends of their competitors at any time.
Ideal potential customers Definition:
1. A person who can and can buy, and has the ability to pay for the goods.
2. A person who is willing and able to make a purchase decision in a short time. < /p>
3. People who have a real need for your products or services
4. People who want to know you, like you, and respect you and the industry you work in.
< p>Looking for ***similar topicsYou go to visit a strange customer. If the person who opens the door to you is a middle-aged woman in her 40s, you will know at a glance that she has been working for you all day long. If you are worried about your family and children, you can show appropriate care to her or her children.
"You are really busy! With someone like you running the house, your family will be very happy!"
p>"Are you busy with your children? With a mother like you, your children must have a bright future!"
"I know that your husband is a successful and very influential man. Excellent people. From this I understood a saying: ‘Behind every successful man there is a great woman. 'Your wisdom, diligence and thrift in housekeeping are the basis for his successful career. On behalf of all my fellow men, I pay tribute to you. ”
Everyone needs care. Words of care make people warm. Even if the person you are talking to has been busy with housework all day, a few words of appropriate care can make her forget her fatigue and make her feel that her hard work has not been in vain. , and more importantly, he (she) will feel that you can understand others and be willing to have further conversations with you.
How to gain knowledge with customers?
While drinking tea. (coffee) or chatting, the professional salesman first makes an opening statement to explain the purpose of his visit, so that the customer has an idea, and then the customer's worries begin to be relieved. This makes the next step of the sales, that is, the closer relationship stage, easier.
Having a good opening statement can also help eliminate customer delays at closing. Here's an example of how to say a good opening statement: "Mr. Jones, before I get started, I'd like to give you a few minutes to explain. My purpose.
First, I would like to explain our product. We'll see its full benefits.
Then I want to show you how it is used.
Finally, after I have read and explained it all to you, I would like to ask you a simple 'yes' or 'no' question,
If you like, you Want one, say 'yes' and you become one of our thousands of customers. If
If you say 'no'. It’s okay, I will shake hands with you, and we can still be friends, do you think so?” (Smile, nod.)
Most customers will agree, and you will see them begin to relax. Get up. The reason is that the professional salesman gives them a way out. They feel that they don't have to buy it. If they don't buy it, the professional salesman will not be angry. , because the professional salesman said that they are still friends and can shake hands
I am here to sell money
In sales, the most common method is to visit. When you knock on a customer's door for the first time as a stranger, have you thought about how to say the first sentence?
If you haven't thought about it carefully, you must not be a good salesman.
"Sir, do you need...?" This is the most common way to use it in the first sentence, and it is also the most wrong way to speak, because such an abrupt and clear question will most likely be rejected. Refuse. Especially when people are not familiar with and are not used to door-to-door sales.
When you find a target worth selling and want to visit, there is the simplest way. That is to say to the other party: "Mr. Lin Qiang went on a business trip to other counties and cities, and it was already very late when he came back. He thought that if he went to the office at this time, he would be off work by the time he got there.
At this time, he had an idea. "Why don't you drop by and visit the general manager of Youlian Company? Maybe you can sell him a pension insurance!" Since Youlian Company was not far ahead, Lin Qiang decided to visit directly.
After arriving at Youlian Company, the receptionist at the door looked up at him and asked him, "Sir, what do you want me to do for you?"
"My name is Lin Qiang, and I would like to visit your company. General Manager Mr. Ouyang," Lin Qiang said to the other party politely.
"Mr. Lin Qiang, what kind of business are you in?" she asked urgently.
When asked this question, Lin Qiang really wanted to tell her: "This is none of your business, just go in and report it." But he still said politely: "Miss, please Tell Mr. Ouyang that I am here to sell money." After saying this, Lin Qiang ignored her and let her know that he did not want to answer any more questions.
The receptionist looked at Lin Qiang, her eyes showing that he was a lunatic, but she still went in and reported to the general manager: "Mr. Lin Qiang wants to see you, he said he is a money salesman. ”
Then she turned to Lin Qiang and said, “You can go in.”
Every salesperson will have a hard time figuring out what to talk about during each visit. Even among the most experienced salesmen, few think they are very sure about this issue. I feel even more nervous when talking to people I have never met before.
Grateful method
"Manager Li, I am Xiao Wang, a salesman from x x electrical appliance factory. I have received the user survey form you sent on the 10th of last month. Thank you very much. Our factory has launched a new series of home appliances. The quality and effect are greatly improved compared to previous products, and the price is lower than those of similar manufacturers, so I would like to introduce them to your company as soon as possible. ”
"Manager Li, what do you think the most important convenience this product will bring to your company?"
"Manager Li, imagine what your company will do after using this product. What kind of situation is this? ”
In the above-mentioned telephone appointment, the salesman took the opportunity to thank the other party for his great help, promote the newly launched product and ask the other party to make an appointment, and it was very logical to proceed step by step. The salesman takes the customer's interests as the basis and makes his promotions meet the needs of the other party. This kind of concern for the customer will naturally be appreciated and rewarded by the customer, who is willing to accept the salesman's appointment request from the heart.
There are also people who start with gratitude like this: "Mr. "
Hypothesis question method
Hypothesis question method refers to converting the benefits and benefits that the product can ultimately bring to customers into a question to ask customers. Let customers create a sense of curiosity and anticipation when you first introduce your product.
For example, assuming that the ultimate benefit your product can bring to customers is that it can save some of their costs and increase some of their profits, then when we first contact customers, we can Ask directly: "Sir/Ms., if I have a method that can help you increase profits by 1,000 yuan or save expenses by 1,000 yuan per month, would you be interested in taking 10 minutes to learn about it?" Use this method In the form of questions, let customers give you an opportunity to start introducing your products. And after you introduce your product, as long as you can prove that your product or service can achieve the results originally promised, then the customer will not say that he is not interested.
Or you can ask: "Suppose I have a method that can help your company improve its performance by 20% - 30%, and this method is proven to be really effective. Are you willing to spend a few hundred yuan?" To invest in this matter?" In this case, if the customer's answer is yes, then the next product introduction and explanation you need to do is to simply verify whether your products and services can help Customers improve their performance, and naturally they are able to make purchasing decisions.
To find out the most common customer resistance points in your product sales process, you can use what-if questions to ask your customers.
For example, if you are selling health food, and the most common resistance point of the average customer is doubting the effectiveness of the product, then you can ask him at the beginning: "What if I can prove that this product is really effective?" Effective, would you be interested in buying it?" Use this hypothetical question method to let the customer answer: "As long as..., I will buy it." Let the customer make a commitment. Then, as long as you can prove that the product is effective, customers' willingness to buy will naturally increase. No customer can be convinced by others. The only one who can convince him is himself.
How to dispel customers’ doubts?
Japanese salesman Kamihara Ippei has a unique method for dispelling customers’ doubts and gaining their trust in him:
"Hello, sir!"
"Who are you?"
"I am Hara Ippei from Meiji Insurance Company. I came to your place today for two things. Please tell me about the most famous boss in the neighborhood."
"The most famous boss in the neighborhood"
"Yes! According to the results of my inquiries, everyone said that this question is the most common. Good to ask you.
"
"Oh! Everyone says it's me! I really don't dare to take it seriously. What's the problem?"
"To be honest, how can we effectively avoid taxes and risks? thing. ”
“It’s inconvenient to stand, please come in and talk!”
Sudden sales may seem a bit abrupt, and can easily arouse others’ disgust and even reject them. Turn around first Compliment the customer, dispel the customer's doubts, and gain the customer's trust. Selling becomes a matter of course.
The ways to dispel the customer's doubts are:
Empathic words. Technique
In the sales process, it is very important to use empathy to establish a harmonious relationship with customers. The important purpose of establishing a harmonious relationship is to make customers like you, trust you, and believe in what you do. You do it in their best interest. You do it in order to build a level of rapport and trust so that the customer is open to your message.
I once had a client. When I was doing sales at home, I was greeted by the housewife. My first words were: "Hey, you are the hostess! You are so young, you really can't tell that you already have a child." "
The hostess said: "Ahem, you didn't see it. I'm almost exhausted. Taking care of children is really tiring." "
I said: "That's right, my wife always complains about me at home, saying that I run around outside all day long, not fulfilling my responsibilities as a father at all, and leaving all the children to her. ”
The hostess said with deep sympathy: “That’s right, you men just know how to hang out outside.” "
I followed up and said: "How old is the child? He is so beautiful! Will he go to kindergarten soon?"
"Yes, he will go to kindergarten in the second half of this year. ”
“Very smart and cute. As children grow up slowly, their education and growth become what we care about most as adults. Who doesn’t hope that their children will become dragons and their daughters will become phoenixes? I always From time to time I would buy some tapes like this and play them for them to listen to. "
As I said that, I took out the product I was selling - children's music tapes. Unexpectedly, she didn't think much about it and asked: "How much does one *** cost?" I bought a set after hesitating.
Although I was very happy, I was not surprised at all because I had already established a good relationship of trust with her before I officially sold it to her.
Build customers' expectations for your products
Before each of my sales, I will introduce myself and my achievements to the other party, so that customers will completely trust me.
p>I then liken myself to a surgeon saying to the client, “I need to diagnose your current condition. Then I will give you some prescriptions. If it fits your philosophy and financial needs, that's great. If not, I'll leave. "
Most prospective clients will at least agree to meet with me. My "diagnosis" consists of asking the client a series of questions about their attitudes toward life insurance.
"Do you have any questions about life insurance? Do you feel strongly about life insurance as an investment? ”
“How do you feel about life insurance as an investment?”
“How do you feel about life insurance as an education fund for your children? , or how would it feel to have it as your own retirement fund?” As you can see, I usually don’t ask questions that can be answered with a simple “yes” or “no.” I ask prospects what they think about something. Feel, hopefully, to hear the longer answer. I want my prospects to talk more because I can get a clue as to what they really want to buy.
Usually, I start with that. Ask difficult questions that force the prospect to think for a while and take our interview seriously. After asking some of the easier financial questions, I ask some more personal questions:
"Is your marriage happy?"
"Are you having any financial problems?"
"Is your child doing well in school?" ”
After asking these questions, I stop pressing my prospect. I give him or her plenty of time to talk while I just sit and listen. One question I often ask is : "How did you get into this business?" Most people like to talk about their jobs, and their answers always give me a lot of clues about their personality.
How well do you know your customers. , your chances of closing the deal will be great.
For example, there are words like this:
1`, you will definitely like what I show you.
< p>2. What I show you is a set of revolutionary working methods.How to attract customers’ attention?
Whenever we contact customers, we often ask questions. We find that the customer is still busy with other things. At this time, if we cannot use the most effective method to break through the customer's resistance in the shortest time and let them turn all their attention to us, then we Everything we do is ineffective. Only when the customer puts all their attention on us can we truly start our sales process effectively.
There is a salesman in the United States who sells safety glass. His performance has always ranked first in the entire North American region. At an awards ceremony for top salesmen, the host said:
"What unique methods do you have to keep your performance at the top?" He said: "Whenever I go to visit a customer, I always put a lot of 15 cm square boxes in my suitcase. For safety glass, I also carry a hammer with me. Whenever I go to a customer's place, I will ask him, "Do you believe in safety glass?" When the customer says they don't believe it, I put the glass in front of them. , hit the table with a hammer, and every time this happens, many customers will be shocked. At the same time, they will find that the glass does not break. Then the customer will say: 'Oh my God, that's not true. I can believe it. At this time, I asked them: 'How much do you want to buy? 'I went directly to the steps of closing the deal, and the whole process took less than 1 minute."
When he finished telling this story. Soon, almost all salesmen from companies selling safety glass would carry safety glass samples and a small hammer with them when they went to visit customers.
But after a period of time, they found that this salesman's performance still maintained the first place, which they found strange. At another awards ceremony, the host asked him again: "We have done the same thing as you now, so why do you still maintain the first place in performance?" He smiled and said: "I The secret is simple. I knew that when I last talked about this idea, you would imitate it very quickly. So from then on, the only thing I did when I went to the customer's place was to put the glass on their table. I put the glass in front of them, gave them the hammer, and asked them to smash the glass themselves."
This is indeed another realm of sales, allowing customers to test and prove that the product is the best, and allowing customers to convince themselves to buy it.
Hope it can help you