1, learn to listen.
In the process of sales, try to make customers talk as much as possible and turn themselves into listeners. We must be psychologically prepared to make customers feel that they are choosing and buying according to their own wishes. This method is a clever sales method. Hard selling and boasting will only make customers feel unhappy.
You should have an attitude of listening carefully to each other's opinions, interrupt each other's speech halfway, and rush to speak by yourself. This kind of thing should be avoided, and you can skillfully echo the other party's speech when necessary. Sometimes, in order to make the other person speak smoothly, you can also ask questions appropriately.
2. Consistent trading methods
Customers are unwilling to take risks when buying products. Customers are generally skeptical about new products that have not been tried by others and dare not choose easily. They are easy to trust and like products recognized by everyone. A customer took a fancy to a microwave oven, but didn't decide whether to buy it or not.
The salesman said, "You really have a good eye. This is the best-selling microwave oven at present. On average, more than 50 sets are sold every day, and you have to make an appointment in the peak season to buy the spot. " The customer looked at the microwave oven and hesitated. The salesman said, "The employees in our shopping mall are also using this kind of microwave oven, which is said to be convenient and affordable." It is easy for customers to make a purchase decision. It is appropriate to use the method of conformity in the opening and promotion of return visits, but it should not be overused to cause customers' disgust.
Step-by-step closure method
Many customers tend to put off buying. They will say, "I'll think about it." "I'll think about it." "Let's discuss it." "Let's talk about it in a few days." Excellent salespeople will first agree with customers when they are pushed off: "Be as cautious as you when buying things, you must think clearly first. You are still very interested in this product, otherwise you wouldn't take the time to think about it? " They have to accept your point of view.
At this point, you press: "I'm just curious, I want to know what you want to consider, is the reputation of our company?" The other person will say, "Oh, your company is good." You ask him, "Is that my character?" He said, "Oh, no, how come?" You use the method of approaching layer by layer, constantly asking questions, and finally let the other party say what they are worried about. As long as you can solve the customer's questions, the transaction becomes a natural thing.
4, psychological suggestion method ... use positive actions to avoid negative actions.
Salespeople's own mentality will be manifested in their attitude, and a bad attitude is a bad attitude. Sales people with good performance often show positive body language when negotiating. Nodding indicates positive information, and shaking from side to side indicates negative information.
Generally speaking, poor sales people tend to make negative actions. They often sway from side to side to negotiate intentionally or unintentionally, and then at the end of the negotiation stage, they directly ask the other party to say, "Would you please buy some?" As a result, it was found that the other party was interested in buying the product and could not make a deal.
5. Learn from the teacher.
When you have tried your best, all methods have been tried to no avail. When you see that business can't go on, you might as well change the topic and stop selling to customers, but ask him about his own sales problems. "I believe this product can bring you many benefits, but my eloquence is too poor to express my true meaning.
It's really a pity. If I can make it clear, you will certainly enjoy the benefits. Can you do me a favor and tell me that I didn't do well so that I can improve? "Then, the customer made a complaint. Your answer: "Did I really not mention this? "You sincerely apologize, continue to explain, reassure customers, and finally, of course, propose the transaction again. You must be sincere when apologizing, otherwise once the customer doubts your sincerity, I am afraid that the expulsion order will be issued immediately.
6. Regret losing your trading method
Take advantage of the "fear of not buying" mentality. The more you can't get or buy something, the more you want it, the more you buy it. This is the weakness of human nature. Once customers realize that buying this product is a rare opportunity, they will take immediate action.
The way to regret the failure of the transaction is to grasp the customer's psychology of "winning the joy and losing the pain" and urge the other party to make a purchase decision in time by putting some pressure on the customer. Generally, we can start from these aspects:
(1) The quantity is limited, which is mainly similar to "the purchase quantity is limited and I want to buy it as soon as possible".
(2) Limited time, mainly to enjoy preferential treatment within the specified time.
(3) Limited service means that you will enjoy better service within the specified quantity.
(4) the price limit is mainly aimed at the goods to be increased in price.
In short, we should carefully consider the consumer object and consumer psychology, and then set the most effective trading method. Of course, this method can't be abused, and it can't be made out of nothing, otherwise it will eventually lose customers.
7. Have full confidence and knowledge of products.
Be familiar with the knowledge of your own products. Your customers will not trust your products more than you do.
A successful salesman is an expert in his field. To do a good job in sales, he must have professional knowledge.
Confidence comes from understanding. We need to know about our industry, our company and our products.
Professional knowledge should be expressed in a popular way to make it easier for customers to accept.
Fully grasp the product knowledge of competitors: persuasion itself is a kind of confidence transmission.
8. Special treatment law
In fact, many customers, who think they are the most important people in the world, always ask for special treatment, such as the lowest price they can enjoy alone. You can say, "Mr. Wang, you are our big customer, so-"This skill is most suitable for this type of customer. Reasonable and ingenious use of value-added services to promote is the essential feature of telemarketing. Customers may not care about the value of gifts or services, but the sense of identity and importance.
9. Sincerely serve customers
What is good service?
Good service =90% sincere attitude +5% knowledge +5% literacy.
Sincerity is the essential quality of sales and the basic quality of being a man. You treat customers sincerely, and customers will respond sincerely. Sincerity is not fake, it is from the heart.
10, simple things keep repeating, and when success comes, nothing can stop it.
The basis of successful marketing lies in persistence, persistence in visiting customers every day, returning to customers, learning to exercise their abilities every day, dripping water wears away the stone, and the rope is sawed off. There is no new method, and sticking to the original method is the best choice. Stick to it for a year or two, and after a long time, you will succeed.
Even if the customer refuses to buy, refusing today does not mean refusing tomorrow. At first, they said they wouldn't buy it. After a while, many customers came back.
A successful person must first know enough about the world around him and constantly improve himself. In this way, I recommend a personal growth course: it covers "thinking improvement, personal cultivation, leadership training, and vision expansion". , are practical working methods and excellent experience cases.