跟医生学销售话术,想不开单都难!It’s hard to learn to sell words with a doctor.
If the speech is not good, you will be disgusted by the customer; if the speech is not in place, you will probably miss an important customer.
The first 30 seconds of sales, it is important to decide whether the customer is willing to continue to communicate with you! Today, I will share with you how to improve your speech and how to sell your words. Just as a joke, I hope that my friends can use it flexibly and open more orders!
1Two basic rules of sales
How did a subtle sales speech come from, why is that, where is the starting point? Please see the following two basic rules of sales:
1.FABE sales law
What is the FABE sales law?
F characteristics, A advantages, B benefits, E proofs, abbreviations, special, profit, and certificates.
This set of sales rules is based on the questions frequently asked by customers. Does the customer often ask our sales staff: "What are the characteristics of this product in your family? What is the difference with other people's home? What are the benefits for me? Are you telling the truth? Who bought it for you?" The customer's question is actually the FABE sales law.
Then as a salesperson, the first thing you need to do is to write out the features, advantages, benefits, and certificates of each product, and then back it down. Later, the customer will introduce the product according to this standard.
If you bring a team and bring a new person, the first thing is to let them back the FABE of the product, and let them continue to practice and explain, so that it will naturally form a standardization, reproduction, and unification!
2.SPIN sales method
What is the SPIN sales method?
S-situation, P-exploratory, I-impact, N-solving.
SPIN sales skills have always been used, but we don't know. The most typical example is the doctor, the doctor is definitely a SPIN sales expert.
Please see the conversation below:
Doctor: "What is the situation?" (Situation)
Patient: "Lung pain!"
Doctor: "Do you usually smoke? Drink?..." (Situation)
Patient: "Occasionally drink a little..."
Doctor: "Is breathing very difficult? Is it painful when exhaling? Is there a thick?" (Problem)
Doctor: "I will go through the hospitalization procedure immediately! I will observe the three days first..." I opened a bill of several thousand yuan.
Patient: So expensive? "Can you not be hospitalized, with a common potion..." (disguised price objection)
Doctor: "No! It is unknown now, it may be SARS. If it is not good, it will be life-threatening..." (Implication, expanding the consequences)
The patient is afraid of guilty: "What should I do? Can it be cured?"
Doctor: "Although it is very troublesome, you have to believe that our doctors serve the people with the purpose of saving the wounded and helping the wounded. This medicine is very good and imported. We have recently introduced foreign equipment... your disease is treated well, no There will be problems!" (Need-payoff, value statement)
Patient: "I am relieved," so I paid a few thousand dollars and bought a bunch of potions.
This example is the use of SPIN sales in life, and there are many similar situations.
2Four methods of hammering words
For the first time, communicate with customers. If the words are not good, you will be disgusted by the customers. If the words are not in place, you will probably miss an important customer and lose a big order.
The following four methods allow you to chat with customers like a fish:
1. Take the words to the sales master
No matter which industry you are in, there are sales experts. Their words are already hammered and they are taken directly into their own.
So how can you get the sales master's words? There are two efficient methods:
First, directly find the sales masters of the peers, pretending to be customers to face-to-face communication, throwing questions that you have been difficult to answer directly to him (remember the recording, get it back into your own).
Second, if you are embarrassed, then communicate online, use WeChat, phone, texting to pick up his words, and make your own records.
2. Have a habit of recording
When communicating with customers, there is a habit of recording. For example, what questions did the customer ask? How did you answer? What concerns do customers have? How did you help solve it?
Don't be afraid of trouble. When you record, you will find out that in fact, the customer asks a few questions, nothing special. The most trouble-free thing is to record. After work, listen to how you receive the customer, your own tone, and the effect of the answer. You will suddenly realize it.
The next step is to temper your own words, and then temper your own tone, you will be very arrogant, chatting with customers is no longer difficult.
3. Specific circumstances and specific responses
Divide the words into three versions: short, medium and long. Because in the face of each customer, you do not know how much time he is willing to communicate with you, first test from the shortest version, see the customer feedback, and then make the next decision.
4. Don’t be small and not
Sometimes customers may ask a question that is strange to you, but please don't ignore it. I have seen such a salesperson. He often laughs at the questions asked by customers, but several customers have also asked similar questions. Because he neglected, he lost many intent customers.
3Four 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 the price.
The following four sales strategies may help you convince your customers:
Make a summary of the value of the goods that can be brought to the customer. The salesperson's specific approach is to list the top ten benefits that the product can bring to the customer (select the most appropriate point in front of the customer, not necessarily all); find out the problems faced by the customer and make a Grand total.
2.减法法则Law of subtraction
Now everyone likes to play free services or send some accompanying goods. In fact, what the customer wants, in addition to the value of the goods themselves, includes these additional values. When the salesperson quotes the customer, he should subtract the bonus value from the price and explain it, so that the customer feels that his investment is not high.
In sales, salesmen will catch customers' pain points. Multiplication means turning the customer's pain points into urgent problems. The other way is to find the customer's wound and then sprinkle salt on it. Since the customer has been poisoned, it is not allowed to find an antidote immediately.
4.除法法则Division of law
When you think about division, it is nothing more than decomposition. The customer cares about the money. You say a few tens of thousands at a time. The customer is scared when they hear it. The law of division is to break down the money that the customer has to invest. This needs to be flexibly applied according to the specific conditions of the customer.
There are many ways to break down, such as according to time (monthly every month, every day, if necessary, even every minute), the number of users, departments, etc., so the total price is still so much, but it sounds less scary, psychologically I still feel that there are not many.