销售技巧,你真的掌握了吗?

Sales skills, do you really master it?

【销售须知】

1、销售是一个系统工程,销售前必须要做准备。

2、销售没有准备就准备失败。

3、抓住每一次销售的机会,销售需要不断寻找和创造机会。

4、销售先要与对方投成共好、达成共鸣、形成共识、促成共点、建立信赖。销售的关键就是建立信赖。

【销售几大方法】

1、最基本销售方法:卖文化、卖自己、卖产品;

2、最持续销售方法:客户价值;

3、最好销售办法:感动客户;

4、最受欢迎销售方法:成就客户;

5、最高明销售方法:帮客户赚钱或省钱;

6、最难被抄袭销售方法:让客户内心满意;

7、最神奇销售方法:让客户上瘾。

【成功的销售技巧】

1、销售的四阶段:促销造势,吸引关注;体验营销,引起兴趣;感动营销,刺激欲望;真诚引导采取行动。

2、销售的过程就是让客户感动,销售的成果往往跟我们热心程度成正比。

3、你的仪表、言谈、形象和素质也是品牌营销的一部分,只要客户对你感兴趣,离成功销售就不远了。

【销售人员必备心里】

1减少顾客的紧张感

顾客来买东西时，总是会对销售员保持一定的警惕性，从而让自己的心态变得紧张而敏感。销售员稍微有一点儿不妥的言行，就可能招致顾客的激烈反应。所以，销售员必须想办法让顾客放松下来。如果你能认真倾听，而不是争辩，就可以让潜在客户感到轻松舒适，从而对公司的产品或服务产生更多的信任。

2满足顾客想要被尊重的心理需求

每一位顾客都有自尊心。他们的购买决定在很大程度上取决于销售员是否尊重自己。因为在很多人眼中，言行上的尊重最能体现合作的诚意。顾客感受到的诚意越多，下单的决心也就越大。在这个讲究个性化消费和人性化服务的时代，销售员的诚意可以为产品加很多分。而倾听行为最能表达销售员对顾客的尊重。这是高情商的销售员常用的增加印象分的手段。

3塑造自己的好品格

人的自我完善主要有两种途径：一是自我学习，二是以他人为参照物来修正自己的航道。倾听就是后一种方式。优秀的销售员并不是一开始就有惊人的表现，但他们懂得集中注意力去倾听顾客的意见。倾听的内容越多，他们的视野就越开阔，对各种各样的顾客需求也就了解得越详细。这样一来，自己的销售方法有哪些不足，自己有哪些不讨顾客喜欢的地方，也就都能弄清楚了。通过不断的倾听实现不断的进步，高情商的销售员就是这样从平庸变成优秀的。

总之，销售员在接待顾客时，不宜太多嘴，首先要学会认真倾听。顾客说的每一个字以及其背后的意思，都应该作为营销重点来听取。与其用销售话术照本宣科地扯一大堆顾客不感兴趣的客套话，不如反其道而行之，先让顾客来发言。这样你才能避免踩到顾客的雷区，引发不必要的纠纷。而顾客发现愿意听他说话，对你的好感度与信赖度才会直线上升。

【销售人员的三大属性】

1、老板属性。大多数老板都做过销售,不把自己当成老板的销售员不是优秀的销售员,老板就是自我驱动自我管理的人。

2、信心属性。没有信心自己都出卖不了。销售本质就是信心的转移。

3、紧迫感属性。优秀的销售员绝对不会偷懒,最懂得时间价值,紧迫感来自对成功的渴望.

【销售团队的自我评估】

1、销售人员每周打出多少电话?

2、其中多少电话能转化成销售机会?

3、多少销售机会能转化成提案?

4、多少提案能转化成实际销售?

5、每次销售的平均收入是多少?五个问题。如果你不能在五分钟之内回答这五个问题,说明你的团队失控了。

【销售精英9步修炼】

1、持续不断的对客户关心

2、经常翻阅客户资料,制定投资客户计划

3、不要与小小客户纠缠,学会拒绝

4、专业性短信不可少,但不要发垃圾短信

5、干净的衣服与干净的生活

6、学会让上级帮助成交

7、做好售后服务和回访,成果就是转介绍

8、讲直话不要隐避。

9、收集客户见证。

【销售技巧意识】

1、推销产品要针对顾客的心,不要针对顾客的头。

2、客户拒绝是反应而不是反对。

3、顾客后还有顾客,服务才是销售的开始。

4、把简单的销售语言练到极致就是绝招。

5、再冷的石头,坐上三年也会暖。

6、销售最重要的不是产品,而是自己。

7、多数人喜欢帮助善良、谦虚、执着的弱小。

想要成为一名合格的销售人员，赶快学起来吧。

1、搞透营销的本质就是搞透人性的本质。

2、营销的第一项基本功是洞察力，洞察人性，洞察行为规律，洞察哲学思想。

3、人与人的差别不是在于表面的目标大小不同，本质是在于能力有异。所以，认清楚自己的能力也是基本功。认清自己，再战不迟。

4、成吉思汗说：当我的力量还不足的时候，我就得忍让，违心的忍让。这是心学的智慧，也是营销的思想，所谓先胜而后战，知道自己能力不够时，就需要忍让。

5、营销策划工作是心学大家的艺术表现。

6、人在江湖，就像花开枝头一样，要开要落，往往是身不由己的。营销策划工作也是如此。但行好事，莫问前程，把事情做到极致，一般结果不会太差。其他的，就随他去吧。

7、读万卷书，行千里路，阅人无数，这也是营销人修炼终身的三项基本功，一辈子都不能丢的修行。

8、所谓营销模式没有好坏之分，适合企业，对应市场，可以痛快、持续赚钱的模式就是好模式。企业老板冷暖自知，不要过于相信外行。

9、营销人不需要病怏怏的强迫自己天天喊口号，发鸡汤。能做到双目有火，面有金光。就足够了，这才是真的精神。

10、梨子好不好吃，自己尝尝才知道。营销实践就是要尝一尝，才有话语权和见识。知识可以看书获取，见识必须真枪实战。

11、与时俱进，与势俱进，与市俱进，这三个与是科学的营销观，也是丢不得的。

12、听君一席话，胜读十年书。不在于听到了真理，更重要在于结识了高人。做营销，一山更比一山高，多攀高望远。韭菜一茬又一茬，总有新人要出头，要敬畏有才识的年轻人。敬畏之心，不可名状。

13、营销高手的做人法则：真心真人真本事，实事求是做正事。

Sales skills, do you really master it?

[sales notice]

1. Sales is a systematic project and must be prepared before sales.

2. If the sales are not prepared, they will fail to prepare.

3, seize every opportunity to sell, sales need to constantly find and create opportunities.

4, sales must first be good with the other party, to achieve resonance, form a consensus, promote mutual points, build trust. The key to sales is to build trust.

[Several sales methods]

1. The most basic sales method: selling culture, selling yourself, selling products;

2, the most sustainable sales method: customer value;

3, the best way to sell: touch customers;

4, the most popular sales method: to achieve customers;

5, the highest sales method: help customers make money or save money;

6, the most difficult to plagiarize sales methods: to make customers satisfied;

7, the most amazing sales method: make customers addicted.

[Successful sales skills]

1. The four stages of sales: promotion and attraction, attracting attention; experiencing marketing, causing interest; moving marketing, stimulating desire; sincerely guiding action.

2, the sales process is to make customers touched, the results of sales are often proportional to our enthusiasm.

3, your instrument, speech, image and quality are also part of brand marketing, as long as the customer is interested in you, not far from successful sales.

[sales staff must have heart]

1 reduce customer tension

When customers come to buy things, they always maintain a certain vigilance against the salesperson, which makes their mentality nervous and sensitive. If the salesperson has a little bit of inappropriate words and deeds, it may lead to a fierce reaction from the customer. Therefore, the salesperson must find a way to let the customer relax. If you listen carefully, not argue, you can make potential customers feel comfortable and more confident in the company's products or services.

2 meet the psychological needs of customers who want to be respected

Every customer has self-respect. Their purchasing decisions depend to a large extent on whether the salesperson respects himself. Because in many people's eyes, respect in words and deeds can best reflect the sincerity of cooperation. The more sincerity customers feel, the greater their determination to place orders. In this era of personalized consumption and human services, the salesperson's sincerity can add a lot to the product. The listening behavior best expresses the salesperson's respect for the customer. This is a common means of adding impressions to salespeople who are highly emotional.

3 shaping your own good character

There are two main ways for people to improve themselves: one is self-learning, and the other is to use others as a reference to correct their own navigation. Listening is the latter way. Good salespeople don't have amazing performances from the start, but they know how to focus on listening to customers. The more you listen, the more open your vision is, and the more detailed you are about the needs of your customers. In this way, what are the shortcomings of your own sales methods, and you can find out what you don't like. Through continuous listening and continuous improvement, the high EQ salesperson has changed from mediocrity to excellence.

In short, the salesperson should not be too many mouths when receiving customers, first of all, learn to listen carefully. Every word the customer says and the meaning behind it should be heard as a marketing focus. Instead of selling a lot of customers who are not interested in the sales of the text, it is better to do the opposite, let the customer speak. This way you can avoid stepping on the customer's "minefield" and trigger unnecessary disputes. When the customer finds that he is willing to listen to him, the degree of trust and trust in you will rise.

[Three attributes of sales staff]

1, boss attributes. Most bosses have done sales. The salesperson who does not regard himself as the boss is not a good salesperson. The boss is a self-driven self-management person.

2. Confidence attributes. I can't sell myself without confidence. The essence of sales is the transfer of confidence.

3, the sense of urgency. A good salesperson will never be lazy, knowing the value of time, and the sense of urgency comes from the desire for success.

[self-assessment of the sales team]

1. How many calls are made by sales staff every week?

2. How many of these calls can be converted into sales opportunities?

3. How many sales opportunities can be converted into proposals?

4. How many proposals can be converted into actual sales?

5. What is the average income per sale? Five questions. If you can't answer these five questions within five minutes, your team is out of control.

[Sales Elite 9 Steps Training]

1. Continuously care for customers

2, often read customer information, develop investment customer plans

3, do not entangle with small customers, learn to refuse

4, professional text messages are essential, but do not send spam messages

5, clean clothes and a clean life

6, learn to let the superior help deal

7. Do a good job in after-sales service and return visits.

8. Don't hide when you speak straight.

9. Collect customer witnesses.

[sales skill awareness]

1. Sell products to the customer's heart, not to the customer's head.

2. Customer rejection is a reaction rather than an objection.

3. After the customer has customers, service is the beginning of sales.

4, the simple sales language to the extreme is a trick.

5, the cold stone, will sit warm for three years.

6. The most important thing about sales is not the product, but the oneself.

7, most people like to help kind, modest, persistent weakness.

Want to be a qualified salesperson, learn quickly.

1. The essence of engaging in marketing is to penetrate the essence of human nature.

2. The first basic skill of marketing is insight, insight into human nature, insight into behavioral rules, and insight into philosophical thinking.

3, the difference between people is not the difference in the size of the target, the essence is that the ability is different. Therefore, recognizing your ability is also a basic skill. Recognize yourself, it’s not too late.

4. Genghis Khan said: "When my strength is still insufficient, I have to put up with it and violate my heart." This is the wisdom of the mind and the idea of ​​marketing. The so-called "first win and then fight", knowing that when you are not capable enough , you need to be patient.

5. Marketing planning is the artistic expression of everyone.

6, people in the rivers and lakes, just like blossoming branches, to open and fall, often involuntarily. The same is true for marketing planning. But doing a good job, don't ask the future, do things to the extreme, the general result will not be too bad. Others, just follow him.

7, read thousands of books, travel thousands of miles, countless people, this is also the marketing team's three basic skills for life, can not be lost in a lifetime of practice.

8. The so-called marketing model has no good or bad points. It is suitable for enterprises and corresponding markets. The mode that can make money quickly and continuously makes money is a good model. The business owner is warm and self-aware, don't trust the "outsider" too much.

9, the marketer does not need to be ill, forced to shout slogans every day, send chicken soup. Can do both eyes with fire, face with golden light. That's enough, this is the real spirit.

10, pears are not good to eat, I will try to know. Marketing practice is to have a taste, only to have the right to speak and knowledge. Knowledge can be read by books, and knowledge must be real.

11, advancing with the times, advancing with the trend, and advancing with the market, these three are scientific marketing views, but also lost.

12, listen to a word, win a decade of books. It is not about hearing the truth, but more importantly, getting to know the high man. To do marketing, a mountain is higher than a mountain, and more climbing. One after another, there are always newcomers to be in the forefront, to fear the talented young people. Awe, no name.

13, the master of marketing skills: true people really do things, seeking truth from facts to do business.