Regarding sales negotiation skills, the ultimate goal of sales is to clinch a deal. There are many kinds of sales skills, but there are only a few sales skills and methods. I've compiled information about sales negotiation skills for you. Let's have a look.

Talk about sales skills 1 sales skills and words! Let you always take the initiative

The way people like to speak, we should understand our relationship with others, what we are thinking, and what others are thinking. After knowing what others are thinking, we can talk to them in a way that others can accept and like.

Tell customers what they want.

Remember, sales are not products or services, but demand. Customers will only pay for their own needs and will never pay for your products or services. Therefore, understanding customer needs, confirming customer needs and meeting customer needs have become the basic skills of sales experts.

Speak out the customer's concerns

Don't say that there is distrust between strangers, even acquaintances will worry about distrust in some specific situations. In the final analysis, people will face concerns before making plans, or simply choose directly, so there is no need to talk about sales, so I will not only tell customers what I understand, but also tell them how I will solve your concerns.

State the customer's interests.

Benefits are benefits. From the customer's point of view, if paying the bill can't bring benefits, paying the bill will not happen. If you can tell the customer's interests, then the transaction is a step forward. In terms of sales theory, there are successively

USP rules, also called unique selling proposition and FAB rules, are also called function transfer.

Benefits, both have the same effect. To emphasize one point, it is the benefits of the product to customers. If the interest cannot be triggered, the so-called transaction will be difficult to happen.

Tell the relevant witnesses

The so-called witness is the transaction case of other customers. If other similar customers choose this product, the probability of customers' transaction will be greatly improved. The witness of customers with the same needs, concerns and interests in the same region can help customers improve their sense of security and trust, and then lock in the transaction.

Say a customized plan.

Every customer's heart is repeating a sentence, I am different from others, that is to say, in the sales process, you need to tell the customer that the product you recommend to him is unique and tailored according to the unique situation of the customer. Customization not only emphasizes the differentiation of products themselves, but also emphasizes the unique relationship between product performance and customer needs, so that these transactions will get twice the result with half the effort.

Talk about sales skills 2 1, and get straight to the point.

This is the simplest and most commonly used transaction method. After the salesperson gets the customer's buying signal, he directly proposes the transaction. When using the direct method, the key is to get a clear buying signal from the customer. This method is more effective when customers are satisfied with the product, nodding their heads frequently to agree with what the sales consultant said, or accompanying friends are also satisfied with the service or product. For example, "Mr. Wang, since you are so satisfied with this product, it just happens that our preferential treatment is also relatively strong today." If it is suitable, let's decide. " When you ask for a deal, you should keep silent, wait for the customer's response, and don't say anything, because your words are likely to distract the customer immediately and make the deal fall short.

2. Interest List Trading Law

Show all the actual benefits brought by customers and their own transactions to customers, sort the matters that customers care about, and then closely combine the characteristics of products and the issues that customers care about, sum up all the benefits that customers care about most, and urge customers to reach an agreement finally. The sales consultant can use this method when the customer has a harmonious relationship with the sales consultant, but has been hesitant to visit other stores. For example, "brother, after half a day's contact, I think you are a very easy-going person, and we have a good chat." Let me tell you the truth about it. If you can settle down now, you can at least get this 10 benefit. .......................................................................................... lists all the advantages, and these advantages can meet the interests of customers, at least 10. Note that at least three or five of the advantages of 10 are unique to you, while others don't. Then clearly show it to the customer and urge him to make a decision.

Sales staff provide customers with two solutions to the problem, no matter which one the customer chooses, it is a result we want to achieve. In this way, customers should avoid the question of "do you want it" and let them answer the question of "A or B". For example, "Brother, according to your actual situation, I have made two plans for you. One is ... and the other is ... Do you think you prefer plan A or plan B?" Let customers choose from the solutions we provide. When guiding customers to clinch a deal, don't put forward more than two choices, because too many choices will make customers at a loss.

3. Special preferential trading methods

Also known as concession trading method, it refers to a method in which salespeople urge customers to buy immediately by offering preferential conditions. When using these preferential policies, salespeople should pay attention to three points:

J makes the customer feel that he is special, and your discount is only given to him, which makes the customer feel that he is very distinguished and unusual.

K don't discount casually, otherwise the customer will make further demands until the bottom line is unacceptable to you.

M shows that his power is limited and needs to ask the above: "I'm sorry, I can only give you this price within my processing authority." Then (turn, "however, since you are my old customer, I can ask for instructions from the company's superiors and give you some extra benefits. But this kind of offer is hard to get, so I can only do my best. " In this way, customers' expectations will not be too high. Even if he doesn't get the discount, he will think that you have done your best and won't blame you.