First, two basic rules
1, FABE sales method
What is FABE's sales method?
-F characteristics, A advantages, B benefits, E certificates, referred to as "special, excellent, beneficial, certificate".
This set of sales rules is summarized according to the questions frequently asked by customers. Do customers often ask our sales staff, "What are the characteristics of this product in your home? How is it different from other people's homes? What's good for me? Is it true what you said? Who bought it from you? " The customer's problem is actually FABE's sales method.
Then, as a salesperson, the first thing you have to do is to write out the characteristics, advantages, benefits and certificates of each product, and then recite them. In the future, customers will introduce products according to this standard.
If you bring a team and new people, the first thing is to let them recite the FABE of the product, and then let them practice explaining it constantly, so standardization, repetition and unification will naturally form!
2. Rotating sales method
What is the spin sales method? -s situational, p exploratory, I suggestive, n solvable. In fact, revolving sales techniques have been used all the time, but we just don't know it.
Second, four ways to temper words
When communicating with customers for the first time, if you don't speak well, it will cause customers' disgust. If you don't speak well, you may miss an important customer and lose a big order.
Here are four ways to chat with customers like a duck to water:
1, listen to the sales experts.
No matter where you are, there are sales experts whose words are honed. Take them directly and turn them into your own.
So how can we get the words of sales experts? There are two effective methods:
First, directly find a sales expert in the same industry, pretend to be a customer to communicate face to face, and throw the questions you were originally difficult to answer directly to him (remember to record them and take them back to become your own).
Second, if you are embarrassed, communicate online, get his words through WeChat, telephone or SMS, and make your own records.
2. The habit of recording.
When communicating with customers, you should have the habit of recording. For example, what questions did the customer ask? What's your answer? What are the customer's concerns? How did you help solve it?
Don't be afraid of trouble. When you record it, you will find that the questions asked by customers are nothing special. The most convenient thing is recording. After work, listen carefully to how you receive customers, your tone and the effect of your answer, and you will suddenly realize.
The next step is to hone your words, and then hone your tone, you will be very awesome, and it is no longer difficult to chat with customers.
3, the specific situation of the specific response
Divide the speech into three versions: short, medium and long. Because in the face of every customer, you don't know how much time he is willing to spend communicating with you. Try the shortest version first and see the customer's reaction before making the next decision.
4. Don't be overjoyed.
Sometimes the customer may ask you a wonderful question, but please don't ignore it. I once met a salesman who often laughed off the questions asked by customers, but later several customers asked similar questions. Due to his negligence, he lost many interested customers.
Three, four skills to strengthen customer income psychology
The customer said "the price is too expensive". If you don't want to lower the price to sell your product, you must prove that the price of your product is reasonable and worth it.
The following four sales strategies may help you convince customers:
1, addition rule
Summarize the sense of value that goods can bring to customers. The specific practice of sales staff is: list the top ten benefits that goods can bring to customers (only choose the most suitable point in front of customers, not necessarily all); Find out all kinds of problems faced by customers and make a summary.
2, the law of subtraction
Now everyone likes to play free service or send some incidental goods. In fact, customers want not only the value of the goods themselves, but also these extra values. When making a quotation to a customer, the salesperson should subtract the bonus value from the price and explain it, so that the customer feels that his investment is actually not high.
3, the law of multiplication
In sales, salesmen will seize the pain points of customers, and multiplication is to turn the pain points of customers into problems that need to be solved urgently. In other words, find the customer's wound and sprinkle salt on it. Since the customer has been poisoned, it is not allowed to find an antidote immediately.
4. Law of division
A divided mind is nothing more than decomposition. Customers care about money. When you say tens of thousands, your customers are scared. The division rule is to decompose the money that customers want to invest, which needs to be used flexibly according to the specific situation of customers.
There are many ways to break it down, such as by time (every year, every month, every day, even every minute if necessary), number of users, departments, etc. So the total price is still so much, but it doesn't sound so scary, and psychologically it won't be much.