Sales skills and opening remarks, in the current job, most of the work is related to sales. In face-to-face sales, it is very important to say yes in the first sentence. The customer listens to the first sentence much more carefully than the next. The following are the opening remarks of sales techniques and words.

Sales Skills and Opening Speech 1 First, sum up the questions affirmatively.

Questioning method's positive induction is the simultaneous use of positive statement, induced statement and questioning method. The first is the affirmative sentence, that is, the use of positive language-"very popular." Secondly, it is a leading statement-"This product comes in two sizes. I don't know which one you would like to choose. I don't know if the bigger one is good? " Finally, the method of asking questions-"How to use it, sir?"

Second, compared with similar problems.

Simply put, it is to convince customers with their personal belongings as practical examples.

For example, Xiao Chen is a salesman who studies software. Once, after reading the product introduction, a customer also wanted to see the content of the software to be purchased: "I should see the content of the product to be purchased."

It's for me to decide whether to buy or not, right? "

Xiao Chen: "You are right, but the publishing house that published this book is very famous. I hope you can trust the first-class publishing house. Excuse me, sir, what brand is your laptop? "

Customer: "It's made in China."

Xiao Chen: "Oh! When you bought this computer, did you take it apart and look at the components inside? "

Customer: "No."

Xiao Chen: "I think you bought this computer because you believe in the reputation and service of this company, even if you think the quality of the computer is ok after reading it." Similarly, when buying a car, you can't let it go.

Why don't you take the car apart and look at the engine? Also, when you buy medicine, you can't just taste any medicine in a box of 100 yuan and try its efficacy before deciding whether to buy it or not. Although there may be many price differences between different brands of products, if you can't tell the quality, I think you should buy according to the reputation of the manufacturer. The same is true for buying this learning software. You should trust the publisher's reputation. "

Third, the split problem guidance

This method is very effective in promoting expensive products. When a salesperson sells an expensive set of furniture, he often uses the problem of splitting to convince the customer: "This set of furniture is too expensive."

Salesperson: "How much do you think it is expensive?"

Customer: "1000 yuan."

Salesperson: "Then let's say it's 1000 yuan." At this time, the salesperson took out his notebook and wrote 1000 yuan on it for the target customer to see.

Shop assistant: "Sir, do you think you can definitely replace this kind of furniture in at least 10 years?"

Customer: "Yes."

Salesperson: "So, according to your idea, it costs 100 yuan a year. Are you serious? "

Customer: "Yes, that's what I thought."

Salesperson: "1 year 100 yuan, how much is it every month?"

Customer: "Oh! It is probably more than 8 yuan per month! "

Salesman: "OK, let's call it 8, 5 yuan. You should use it at least twice a day, once in the morning and once in the evening. "

Customer: "Sometimes more."

Salesperson: "Our conservative estimate is twice a day, which means that you will use it 60 times a month/kloc-0. Therefore, if this set of furniture costs 8.5 yuan per month, it will be less than 0 every time. 15 yuan. "

Customer: "Yes."

Salesperson: "So less than 1.5 cents a day can make your home tidy, so you don't have to worry about putting things in the wrong place anymore, and it also plays a decorative role. Don't you think it's a good deal? "

Customer: "... yes. Then I'll buy it. Has it been delivered to your door? "

Salesperson: "Of course!"

Fourth, simplify the problem.

Sales staff can understand why customers don't buy through a simple question, and according to the customer's situation, sales staff can probably know which strategy to use to deal with it, reduce the sales obstacles that can be overcome one by one, and improve the sales success rate. At this point, simplifying questions is the best way to guide customers to ask questions. For example, you can ask, "Do you think it is unnecessary to buy now? If it is a payment problem, we have a plan to cooperate with you. "

"Are you dissatisfied with the price?"

"Is there anything you don't understand about my explanation?"

"Don't you want to buy it yet?"

"Did you order from other places?"

"Are you considering buying from other buyers?"

"Don't you like this style?"

"Are you not interested in this product?"

"What do you think of this manufacturer?"

Guiding customers with questions is an important way for salespeople to win the initiative, but improper use will be counterproductive. Therefore, sales staff should also pay attention to the following points when guiding customers to ask questions:

1, guiding customers' thinking

First of all, use questions to guide customers to prove that they are right and make customers believe in the products they sell. If you say it, customers will be suspicious. What the customer said is true.

Secondly, make sure that it is guaranteed before guiding. How long it takes will vary greatly on different occasions. If you want to guide customers from the beginning, the chances of customers buying are very small. Thirdly, don't give customers a chance to think about it, or their answers may not be what you want. This requires salespeople to practice, practice and act in advance. In this way, customers' spirits can be kept high by maintaining high-speed operation.

Step 2 take the lead

Generally speaking, once the salesperson puts forward his own decision, the customer will feel that the other party is forcing him to buy, which will lead to a rejection reaction. Therefore, sales staff should ask politely according to the changes of the situation and gradually guide customers to develop in the direction they want. Of course, the premise of this is that the sales staff must firmly grasp the dominant position. If they lose their initiative and are led by customers, then the sales staff will easily fall into chaos and the sales negotiation will not go smoothly.

3. Be aware.

At the same time, sales staff should practice, practice, practice how to deal with customers' wrong answers. Some of these questions don't need to be answered and can be ignored. Other answers sometimes force salespeople to change their strategies, so salespeople should be fully prepared in advance. Only when the salesperson makes a decision can the customer be guided to make a decision. Customers are usually unfamiliar with products. If there are multiple products and services, how many or one will the average customer choose? In this case, it is impossible for a salesperson to carry all the promoted products with him. But as a professional salesperson, you must make decisions for your customers. If you can't make a decision yourself, what does the customer want with the salesperson?

4. Master rich professional knowledge.

Salespeople should have the professional knowledge to solve problems and create opportunities for customers. Expert and professional salespeople will solve the problems of products and services for customers and create opportunities for customers to increase their production capacity, enjoyment, safety and income and improve their status. In each case, salespeople must have more knowledge reserves than any customer, that is, salespeople must find out which part of knowledge can best meet the needs of each different customer, find problems through organized and practical consulting habits, distinguish and innovate, determine the problems and opportunities of each customer, and form the habit of discussion.

Expert guidance

It is worth reminding everyone that when asking questions to customers, salespeople must know the answers to each of your questions. If you ask a question that customers don't know how to answer, what will they think? Obviously, you can't guide customers to think correctly. Besides, salespeople should know how to make decisions for customers. If the salesperson lets the customer find the problem and make a decision, it is not a qualified salesperson. Also, salespeople should not attribute their troubles to products. If salespeople lack professional ability and get into the habit of blaming products and services, it will ruin the whole sales process faster.

Introduction to sales skills and vocabulary II. Direct customers or related parties

A direct customer, which can be an individual or an employee of an enterprise, means that the salesperson has certain background knowledge about this customer, making it clear that this person has the right to make a purchase decision, or has influence on whether the decision-maker makes a purchase. This kind of customers, sales staff can directly sell products to them.

1, interest temptation

Step 2 use "different" to attract

3. Endorsement of large enterprises or competitors.

4. Talk about topics familiar to customers.

5. Sincerely praise customers.

6. Introduction of acquaintances

7. Humorous self-report

8. Start with the topic that the other person is most concerned about.

9. Do you want to ask, "Is it convenient for you now?"

10, with key figures to increase persuasiveness

1 1, comments

12, wrong number.

13, irony

Second, it is called "indirect customer"

What is the biggest feature of this kind of people? After being bombarded by all kinds of sales calls, they are already quite disgusted with sales promotion and have strong immunity. If you hear a little suspicion of selling, you will instinctively refuse, shirk or hang up immediately. Some companies even have special training in filtering calls.

1, be polite to the connector.

2. Avoid too "stylized" ways of speaking.

3. "Don't hang yourself from a tree."

4. Hint operation

5. Adjust the way of asking questions to reduce the possibility of the other party saying "no"

6. "Silence" is on the phone

7. "Ask" the operator

This way, simply put, is to mislead the listener with the opening remarks of "You know" and prevent him from asking more questions. Examples are as follows:

Salesman: "Hello, this is XX from XX Company. I have some inside information that we need to check with your husband. You know the boss's phone number. I'll take it off.

Operator: "You tell me the situation, and then I'll report it to the boss."

Salesman: "Don't you know this thing? You are always around the boss, so you should know the situation better than others. Ok, please tell my boss's phone number and I'll tell him myself. "

The purpose of effective opening remarks is to make customers interested in telemarketers and conversation content in the shortest time, so as to quickly cut into the key points in the conversation. The above respectively introduced the words and skills of how to grasp the patience of the other party in the first 30 seconds when facing direct customers and indirect customers.

Introduction to Sales Skills and Vocabulary Stage 3 1: Finding customers

I am engaged in the office building decoration industry. I've just been in the business 15 days, and now I've been selling for 20 days, and I've already billed 200,000 yuan.

I don't bill for office furniture for three months before I join the team, and I don't bill for three months!

I have been refining my writing since I was rejected by a client last time. So-and-so is always good. Do you want to embellish it? Do you want to measure my room for free? We helped design it for free. This speech is full of "yes" and "no" questions, and it is not attractive.

At this time, the customer replied "No, thanks" and "My friend has helped me decorate". Thank you, there are other companies that have helped us calculate such an answer.

I was speechless at once. After appearing several times in a row, I asked questions with a questioning thinking mode. The boss said that we should first study three aspects of our competitive consumers:

1. Why did the customer refuse?

2. What is the essence of customer rejection?

3. What are the advantages of our company?

4. What are the disadvantages?

5. How do competitors make phone calls?

6. What are the advantages and disadvantages of competitors?

7. How to highlight the advantages of the company?

8. How to change or hide the company's disadvantages?

9. How to impress customers by calling for the first time?

10, how to arouse customers' interest within 20 seconds of connecting the phone?

1 1. What are the benefits for customers?

12. Where are the pain points of customers?

Through the above questions, I learned about our company.

Advantages of the company:

1, the decoration is cost-effective;

2. Rich decoration experience;

3. It is a formally registered decoration company (non-private engineering team);

4. Free room measurement, design and quotation;

5, specializing in office decoration, with high concentration;

The company's disadvantages:

1, the company is not big;

2. The professionalism of the construction team is not high (many of them are temporarily invited);

3, the establishment time is too short, and the industry accumulation is not enough;

4. Little popularity (basically no popularity);

Customer's interests and difficulties:

1, the construction period is very urgent (after renting the office, the rent is several hundred thousand per day);

2. I hope to find a well-known company with high cost performance.

3. I hope to get quotations and design schemes from many companies.

I hope to sign a contract with the decoration company at the lowest price (spend the least money and install the best decoration)

In view of the above analysis, I sorted out my words. According to the thinking of questioning, the main problem at this stage is to meet with customers and understand their information and needs.

If you haven't even met the client, there is no next step.

In order to achieve the purpose of meeting, I made up a speech: "it's always good, I'm Xiao from a decoration company." I heard from a friend that you rented an office somewhere. Our company specializes in decorative advertisements. If you have time, let's take a look and measure the construction site. "

Here, customers generally have two answers:

1, affirmative answer (less):

Decoration company, then come here, I am here;

I happened to be at the construction site. Come here.

I have no time today. Come and see me tomorrow. Needless to say, this kind of customer will go up to help him measure his room right away.

2. Negative answer (more):

I have a friend who helped me make it, thank you;

Don't worry, thank you. "

I am not in charge of this matter.

In response to the negative answer, I also made up a set of words, "It doesn't matter. You see, it took me a few minutes to make a plan and an offer for you. When the time comes, you can compare this quotation with other companies, and you have a decoration estimate in mind. In other decoration companies, you can still bargain. You don't need it now, you will need it later. "