[sales skills] straightforward sales skills and words, easy to get customers!
[sales skills] straightforward sales skills and words, easy to get customers!
How can we let the other party change their attitude? The most effective way is to seize the psychological needs of the other party and use the psychological needs to develop a persuasive strategy to change his attitude.
For the level of human needs and needs, see Maslow's Hierarchy of Needs. The task of selling speech is actually to promote a psychological way of symbolic satisfaction, which is often an implicit subconscious.
People always seek to avoid disadvantages, and inner security is the most basic psychological need. Convincing customers with security is the most commonly used sales speech.
This kind of persuasion can be seen everywhere. For example, insurance sales are basically convinced from the point of view of security.
In the car sales speech, it is said that the safety system of this car is very effective for the family in the travel, and it is definitely a powerful argument for the person who buys the car.
The opposite of security is fear. If the sense of security does not touch the customer, then you may wish to use the fear to grasp the pain points of the customer.
Selling children's intellectual toys will say, don't let the children lose on the starting line, this is an anti-security sales; let customers observe the mites in the skin to promote cosmetics, but also use this sales method; this may be the most effective Selling words.
Sense of value
Everyone wants their personal value to be recognized.
In the Wenchuan Earthquake, there was a donation to donate money to the disaster area. In addition to being kind, I am afraid there is also a subconscious mind that hopes to be recognized by the society. Seizing the sense of value is also a key point.
Persuading to buy insurance, you can say: "Buy insurance for your family is to buy peace, this is the responsibility of the father and husband."
Persuading to buy equipment, you can say: "After this equipment is used, the company's work efficiency will be greatly improved, which shows that the director of your equipment department knows the goods."
Self-satisfaction is a higher level of demand than personal value. I not only have value, but also have my own style and characteristics. This is also the persuasion point often used in sales.
Buy a car: "This car not only has good performance, but also has a unique model, and the lines are smooth and distinctive, which is very suitable for you to be successful."
You can say to the director of the equipment department: "After this equipment is used, the company can save 20,000 yuan in one year, and the efficiency will be greatly improved. The boss and colleagues will praise you that the equipment director is really excellent.
Needless to say, love is the greatest need and desire of mankind, and it should also be the persuasion point of sales speech.
Do you know who is the main audience in the boxing match in the West? According to the survey, older women do not think that old age does not need love.
But to use love as a persuasion point to emphasize strategy, can not talk very straightforwardly, especially when the other party is a woman, it is very impolite for you to talk to a young man! Therefore, it is necessary to be good at using language to cause the other person's imagination.
Tip 1: Let the customer say yes, don't give the customer a chance to refuse.
The first call can mention your product, but don't ask if the customer needs your product, because the first time the customer is very prepared for you, as long as you ask him if he needs it, he is likely to answer immediately. Need, then hang up.
You can ask the customer some questions with a positive answer. The salesperson asks me: In the past few years, online e-commerce has developed very quickly. Of course I answered yes, it is such a problem.
Tip 2: At the end of the call, be sure to find a reason for your next call.
Let the next call go smoothly, and each additional communication will increase the chance of the transaction.
Tip 3: When leaving a mobile phone number to the customer, make sure that the other party has already recorded it.
In this way, if the customer really needs it, you can be sure to contact you smoothly. After the salesperson left me the phone, let me report her phone again. Most people just remember it, or don’t remember it. When she asked this question, the customer had to remember the number.
Tip 4: The true lie.
This is the core and most central part of the sales process.
What is a real lie: The true lie is that there are facts that allow you to create associations that benefit the business, and the facts you associate with are not true.
For example, an advertisement can say: 90% of people are satisfied with this product. In fact, he may only investigate 10 people, and nine of them did not say that the product is not good.
Does this business have a lie, no, but what do we understand when we hear this?
Tip 5: Avoiding reality is virtual.
When your customers ask questions that are fatal, you can avoid his topic and say something that seems to be relevant. Many people are not responding.
Tip 6: Create a scarce atmosphere for your products and let your customers cherish opportunities.
You must not let your customers feel that this product is available anytime, anywhere, and must make him feel that the product is scarce. The number is limited.
Tip 7: Win the understanding and sympathy of the customer.
When the customer mentions some conditions that are not conducive to sales, let the customer know that you are very difficult to do so, will cause you losses or damage.
Tip 8: Let the customer feel that this result is difficult to win.
It is difficult for him to achieve his goal, then he will cherish and eventually trade.
During the whole process of the sales staff, they stressed that this is likely to be impossible. Of course, in the end, they were all "thrilling".
Tip 9: Euphemistically urge customers to pay.
No payment is all in vain. But direct dunning can be offensive.
Telephone sales considerations
The nine secrets of telemarketing, to learn the following precautions, help to establish friendship between the caller and the customer, promote performance and establish the reputation of the beauty salon.
1. The tone of voice should be suppressed.
2, do not hesitate to speak.
3. The attitude when speaking should be dignified.
4, to give customers specific answers.
5, speak clearly, do not mutter.
6. Don't be nervous when you talk, you should relax.
7, the topic should not talk to the West, to make a long story short.
8, to be able to control the overall situation, but it can not be too overbearing.
9, less praise yourself, should put customers in the first place.
10. Be natural when speaking, don't be too whispered or artificial.
11. Simplify professional language so that customers are not confused.
12. Arrange the appropriate interview time and start pushing it earlier.
13. Don't be like a hypnosis.
14. Don't be speechless, face customers, don't sing a one-man show.
15. Don't argue with customers.
16. To be a concise salesperson, often some products are complicated, so the products are not easy to sell.
Gao Ming's sales speech is aimed at persuading the subconscious of the object, turning the subconscious into a kind of motivation.
In this way, we know that selling beer actually sells culture. Selling Coca-Cola actually sells vitality and authenticity. Selling lottery tickets and insurance are the future expectations of selling.
Consumer behavior believes that consumer behavior depends to a large extent on the psychological needs hidden in them, and that combining sales with these psychological needs will impress them and change their attitudes.