Sales skills and vocabulary. What is sold in the sales process?
Answer: myself.
1, the world's first car sales Joe? Gillard said: I'm not selling my Chevrolet, I'm selling myself? ;
2. Sell yourself before selling any products;
3. There is an important bridge between products and customers: salespeople themselves;
4. In the face-to-face sales process, if the customer doesn't accept you, will he still give you the opportunity to introduce the product?
No matter what you tell your customers, your company is first-class, your products are first-class, and your service is first-class, but if your customers look at you like a fifth-rate person and listen to what you say more like a layman, then, generally speaking, customers will not want to talk to you at all. Will you do well?
6. You should make yourself look more like a good product.
7. Dress for success and dress for victory.
Salespeople's investment in image is the most important investment for salespeople.
Second, what is sold in the sales process?
Answer: concept.
1. Is it easier to sell what you want or what customers want to buy?
2. Is it easier to change customers' ideas or to cooperate with customers? 、
Therefore, before selling your products to customers, try to understand their ideas first, and then cooperate with them.
4. If the customer's purchase concept conflicts with the concept of the products or services we sell, then change the customer's concept first, and then sell.
It is the customer who pays for what he wants to buy, not you; Our job is to help customers buy what they think is most suitable.
What did you buy in the process of buying and selling?
Answer: Feeling.
1, whether people buy or not is usually dominated by a decisive force, that is, feeling.
2. Feeling is an invisible and intangible key factor affecting people's behavior.
3. It is a synthesis of interaction between people and between people and environment.
If you see a high-grade suit with good price, style and fabric, you will be satisfied. But the salesman doesn't respect you when he talks to you, which makes you feel very uncomfortable. Will you buy it?
If there was the same suit in the stall next to the butcher in the vegetable market, would you buy it? No, because your feelings are wrong.
5. Enterprises, products, people, environment, language, intonation and body movements will all affect customers' feelings.
6. It can create a good feeling for customers in the whole sales process. So, have you found opening the customer's wallet? Keys? .
Skills of asking customers in sales Sales skills and words 1. Create a natural vacuum
In the process of sales talks, some salespeople are always eager for customers to answer their questions immediately when asking questions, which requires salespeople to take the initiative to ask questions and then stop talking, that is, to be silent. Silence creates a natural vacuum in conversation, which will automatically shift the responsibility to the person who answers the question.
Telemarketing skills and methods on page 27
Sales skills and vocabulary II. Predicting result-oriented problems
Asking about forecast results allows customers to forecast sales results. Frequently asked questions are as follows:
? Guess, do you think we can cooperate smoothly through this interview? Still risky?
? Realistically speaking, how much money does your department need before the end of the month? Can you make a prediction?
? Zhao Zong, when we reach an agreement, my leader always urges us. I'd rather get accurate information than be blindly optimistic, so I can tell him that everything is fine at present, and we can promote cooperation at the end of this month, or should I tell him not to hold out too much hope? ?
Sales skills and vocabulary. End the problem
When the negotiation has turned to the final stage, the salesperson can ask some closing questions, but he must know where the opportunity is. Usually, salespeople can ask questions like:
? If you were the business representative, would your method be different? Mr Xu, are we in danger of losing this cooperation? May I ask your impression of our products or myself?
You can also use add when asking questions? Negative factors? Find out any troubles or objections that may hinder the promotion from continuing, and then you can ask:
? Do you have any other concerns?
? What's stopping you from going on, isn't it?
? Am I or something else interfering with this proposal?
Sales skills and vocabulary. Use low-key statements.
This is a humble statement made before a statement or a question, and its purpose is to ask for a more effective answer. Usually, you can ask questions like this:
? I don't know how to ask, but
? In order not to be too advanced, may I ask?
? I don't want to ask you any questions, but
? Do you mind that this will cause you trouble?
Sales skills and language v. Use emotional assistance
Adding negative factors to negotiation questions by salespeople may make customers pay more attention to their positive answers. Usually you can ask questions like this:
Salesperson:? Ms. Li, it's me. Am I looking for you at the wrong time?
Ms. Li: Sorry; Not now.
Salesperson:? When are you free? Can I come back then?