First, sales of the two types of advisory consultants (doctors) Whether you have no need, only responsible for informing, diagnosing, prescribing as a salesperson appears to appear in the industry as an expert consultant to sell your products for the purpose of assisting You solve the problem for the purpose I want to sell your product, service is you want to buy I have to explain the main building trust Guided by the large number of people looking to replace people to convince people to rate high breakthrough turnover rate is an important indicator of the level of sales decisions , To improve the success rate, we must strive to complete self-improvement, we must change from advisory sales to consultancy sales. Second, the sales principle and sales of key sales is what - when you first sell your own sales to customers, because customers do not accept you will not give you the chance, it is difficult to reach sales. As a bridge between the product and the customer, to the customer, you and the product are integrated, so make sure you look like a good product. What is the sale - the concept of all people have formed values, with his own ideas to pursue. Therefore, sales should cooperate with the customer's values, the customer needs the products sold to him, let him take the initiative to accept the value of the product. What to buy - Feel that the customer does not buy the product itself, but to buy the feeling brought by the product is invisible or touching, a combination of feelings, the better the feeling, the higher the value of the product. So we must create a good feeling. What is the sale - the benefits of the benefits! Buying is the product's benefits, benefits and happiness for its customers, while avoiding the hassle and suffering of not buying or buying other products. So first-class sales staff to sell benefits, the general sales staff selling products. Power source: Anyone doing something for a reason, these are the power source. 1, the pursuit of happiness pursuit of happiness is human nature, when one thing can bring him benefits when he will accept, so sales of products to stand on the customer's position, emphasizing the product benefits to customers and benefits. 2, to escape the pain Similarly, people will also act in order to avoid suffering, according to the survey, targeted, to escape the pain generated by the power of the pursuit of happiness is four times. In sales not only to highlight the benefits and benefits brought to customers, but also to emphasize the lack of purchase of XX products, the pain and disadvantages, it is better to contribute to sales. 3, do not be too exaggerated When you feel that the state is too much, too far away, simply can not be completed, people will lose the motivation to pursue. So set the goal must be appropriate not unrelated past. It is the goal that can be achieved through hard work. In the sale of products also need to understand the customer can accept the value of their products and prices, or he will lose the desire to purchase, do more hard work is in vain. Six permanent questions: When a customer wants to buy a product, he will not consciously ask the following questions, if we can effectively answer these questions, we can achieve sales. 1, who are you? 2, what do you want to talk about? 3, what are your benefits to me? - To the benefits of customers 4, how to prove that you tell the truth? - Demonstrated to the customer through a demonstration 5, why should I buy with you? - Differentiated advantage 6, why do I want to buy with you now? Communication skills Three elements of communication (Villabi ocean formula) Text: 7% Intonation: 38% Limb movements: 55% Convincing two major obstacles: (visual, auditory) Introducing products to customers, try to allow customers from the outside world Sounds or images (such as the appearance of competing products, product demonstrations, display of promotional items, etc.) interfere with the situation in the field through the body, the counter, the audition room, and the viewing angle to create an introduction environment that is free from adverse interference. Corresponds to the appearance of the product display, product demonstrations, promotional items such as display to attract customers attention, so that customers are more likely to be attracted to reach sales. Persuade three elements: what people say? The same words in different populations will be different, so it seems to be an industry expert, so that customers believe. What to say? To be fully prepared, organize what you want to say, so that you have good results. How to say? The importance of communication in communication is obvious, communication can not be achieved if the expression is not correct. Communication between the two sides: Listen to less talk is to achieve the basic principle of communication, oneself asked (himself said 20-30%); the other said (the other said 70-80%). Question - all the key four communication sales model Question 1, open: not limited to the content and answer the question, you can answer from a multi-angle, multi-way. Used in the first half of the sales process, through such questions to understand customer needs, occupation, income status and other information, to narrow the distance with the customer. 2, the constraint: used in the middle of the sales process, in the process of introducing the product to ask some questions like nonsense, and the answer is positive, through the identification of this constant accumulation of the details reached the whole Agree For example: Do you think the earthquake is not very good? You see error correction is not very good? Is not it very regrettable to hear your bass? You listen to the treble is not very bright? 3, choice: used in the final part of the sales process, is the key to the last transaction. Provide two alternative answers, more initiative, the customer also thought it accounted for cheap. For example: "cash or credit card," "tomorrow or acquired," "you want one or two" 4, rhetorical questions: used when the customer has questions, use the problem to solve the problem such as: "Why do you think expensive" "Why do you think Bad "question to ask six kinds of functions: Q: start Q: interest Q: demand Q: pain Q: happy Q: transaction to ask questions: 1, pay attention to facial expressions, body language 2, tone 3, ask easy to answer questions 4, to ask the following questions "yes" 5, ask one of the two questions 6, can ask as far as possible to say less to listen to four levels 1, understand each other's words 2, understand what you want to say without saying. 3, understand each other want to say did not say it, want you to say it. 4, to understand why the other party to say this sentence, sometimes more than what is said. Listening skills Listening is a courtesy, you can build customer trust in the listening process has some small skills: 1, listen attentively 2, sincere attitude 3, note 4, re-confirm 5, pause 3 to 5 seconds 6, Do not interrupt, do not interrupt 7, do not understand the question 10, do not make a sound 11, nodded and smiling 12, the eyes gaze on the nose or forehead 13, do not organize language in the process of listening Compliment skills: 1, sincerely, from the heart 2, find Out of the flash point for praise 3, to praise the specific point of view or thing 4, praise to be timely, after the incident on the complacency 5, in front of everyone's face will be more effective Four classic praise: 1, you really simple 2, I I appreciate you 3, I admire you 4, you are very sure that approve the skills: 1, you make sense, I understand your mood 2, I understand your meaning, thank you for your advice 3, I agree with you Point of view 4, you ask this question well 5, I know you do so for my good sales of ten steps to prepare 1, the opportunity belongs only to those who are prepared 2, a more prepared people, lucky Things come to him The more chances you have on your board 3, Prepare for Success - Prepare for Failing Prepare (1) Body (always at peak) Exercise is one of the most important tasks in your work (2) Spirit (the transfer of confidence, emotional transfer) 1, the advantages of their own review of the product 2, review the shortcomings of competitors 3, recall the recent success stories to change the mood of the method: 1, change the attention 2, change limb movements (3) 1, well aware of their own products 2, the number of rival household Jane 3, Miscellaneous students 4, meditation to see the beautiful picture of the customer 5, put yourself in a good state (4) customers 1, fully understand the customer 2 , To establish long-term relationship 3, closer to a good sales staff like water: 1, what kind of container, can enter 2, high temperature into gas everywhere 3, low temperature into ice hard 4, > Seventy-third chapter is mentioned in the "water and benefits of all things without contending," "Only indisputable, so no special" "indisputable war" 5, the ancients metaphor of women into water, water softener to soft grams Gang, so male Conquer the world, women conquer men 6, water is not qualitative, but there are principles (anyone will think their own values ​​are right) Second, how to develop customers 1, as long as the customer into the point of sale is our customers 2, good at related products Of customers in the development of customers four characteristics of bad customers: 1, everything negative attitude, negative too much 2, it is difficult to show him the value of the product or service 3, even if it is made that is small business 4, there is no follow-up Sales Opportunities The Three Major Features of Gold Customers: 1. The urgent need for your products and services (the more urgent, the lower the price, the lower the price requirement). 2. The positive attitude to your industry, products or services. Large orders possible three, how to build a sense of trust 1, no advice before the trust do not talk about the product, not to create a sense of value before not talking about the price 2, the image looks like industry experts 3, pay attention to the basic business etiquette 4, questioning to establish Trust 5, listen to build a sense of trust 6, around the object to build a sense of trust (contract, pen signature) 7, the use of customer testimonials Certificate) 8, the use of the media witness 9, the use of authority testimony 10, a lot of list of witnesses 11, testimony of acquaintance customers Fourth, understanding of customer needs N: Now (whether or not to understand similar products) E: Satisfaction Satisfaction) A: Dissatisfied (dissatisfied) D: Policy maker (ask who is the advocate) S: Solution (our advantage, others' disadvantage) 5, introduce the product and create value 1, money is the exchange of value 2, With the other's needs and values ​​3, the beginning of the introduction of important benefits 4, as far as possible to allow customers to participate in 5, the product benefits to customers and the benefits and pain of not buying six, to do more than rival principles: not demean the opponent seven, lifting customers (A) four strategies to lift the objection Opinion 1, that is more difficult to ask relatively easy 2 reasoning more difficult to tell the story easier 3, the Western boxing is more difficult, Tai Chi is relatively easy 4, the direct opposition to compare Difficulties, first agreed to explain more easily (two) two taboo 1, direct the other side of the error 2, quarrel (c) the customer 6 Principle 1, the price - the performance is: too expensive 2, the performance of 3, after-sales service 4, competitors 5, support (policy support) 6, guarantee of protection (D) difficult diseases all over the world may or may not have solution There are solutions to find answers, there is no solution do not control it (5) when the customer made "too expensive" to understand the customer said "too expensive" is a mantra, the price is a measure of product value, when he proposed " Too expensive "is hoping to know where the value of the product, why the price of this price. Reference to answer the statement: 1, the price is your first question to consider it? Or the price is important or the effect is more important? Guide the customer should also pay attention to the effect, quality, etc. 2, talking about the money is the focus of your attention to me, the most important thing to say later, let's look at the product is suitable. Do you want to learn more related articles? Please add the WeChat caz9177 daily updates for you inspirational, sales, management, business case and other classic articles, free learning. This WeChat changed the fate of millions of people are welcome to join. 3, high to low method (from high to low introduction), try to introduce moderate price, product selling more products, so if the customer does feel that there is still room for decline too expensive. 4, the number of algorithms for large numbers, the price of the entire product decomposition, such as: expensive 100 yuan, but you can save 3% can be used several years count how much money you can save and so on. 5, why do you think it is too expensive 6, create value by shaping the special features of the product. For example: raw materials, special features, customization, etc. 7, proud of the price (Mercedes-Benz principle) 8, is expensive, but thousands of people are using why? XX products are also expensive, we are using more advanced equipment, technology and more stringent management. But we are cheaper than him XX yuan, we can see the product is trustworthy. 9, have you ever encountered because of the money to buy cheap products, but after buying back because of quality, after sales and other issues and regret things? 10, there is no way to give you the cheapest price, but give you the most reasonable 11, what do you think the price is more appropriate (only for the price fluctuations) VIII, the transaction problems: 1, before the transaction 1) Faith a, Turnover b, the total turnover of five times after the refusal c, only to deal can help customers 2, the transaction asked the transaction Example: You are a pound or two pounds; cash or credit card; You do not want to buy, you do not buy a single delivery, nodding, smiling, shut up (at this time to say less, so as not to say in the process the customer has a new concern and objections) 3, after the transaction congratulations, referrals Shao, Change the topic (to avoid having to talk to the customer after paying the product), go to nine, referrals to allow customers to confirm the benefits of the product, the proposed referral introduction of the wishes, when the customer's relatives and friends have the purchase of the demand will be given priority. Ten, customer service I am a service to provide people! I provide the quality of service, with my life quality, personal achievement is proportional! If I do not care about customers, customer service, competitors happy to do it! My harvest today is the result I paid in the past. If I want to increase tomorrow's harvest, we must increase today's pay! Three kinds of service touched by customers: 1, Actively help customers to expand their business 2, Sincere care about customers and their families 3, Do not have anything to do with the products you sell The three levels of customer service: 1, within the service 2, Edge Services 3, has nothing to do with the sale of services
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