One-on-one sales skills, we know that sales pay attention to skills, and not knowing skills means living by luck. Generally, sales are one-to-one, and the skills in this case are different from those in one-to-many. Let me give you a brief understanding of one-on-one sales skills.
One-on-one sales skills 1 Because it is one-on-one, you need to know your customers. In the early stage of sales, it is necessary to conduct a preliminary investigation and understanding of customers. Therefore, a responsible salesperson will have his own customer data, and he must establish his own customer database in order to establish a good relationship with customers, thus improving your intimacy with customers and realizing sales.
We don't just know the phone number, contact information or home address of the customer. Must have a deeper understanding, including, for example, customers' personal interests, family structure, personal consumption habits, personal ideas and so on. Then, in this way, sales people will introduce or provide interested products to each other.
Customer differentiation. Everyone's personality, preferences and consumption habits are different. Therefore, for salespeople, it is necessary to have a systematic understanding of the subtle differences of customers. Mainly in the following aspects, one is what kind of values customers have. The second is what different requirements customers have. You know, values can be reflected in each other's consumption level, and different needs will also be reflected in the products you recommend to them.
The first thing a salesperson should do is to pool resources, find valuable customers from all customers, then make targeted analysis, put together similar values or hobbies, and then make statistics and ranking. In this way, the resource base of customers' consumption level and hobbies will be established completely.
Communication between sales and customers. After knowing the basic information of all customers, it is necessary to start communicating with customers. For communication, we should remember that on the one hand, it is reflected in fairness, justice and friendship. When talking with customers, you should treat them directly according to your own information and hobbies. For example, if a customer likes to drink tea, you can prepare it with tea, and the barista can prepare it with coffee, which will win a good impression.
Communication doesn't mean that if you sell the product, you will have nothing but maintenance. Because this is necessary for secondary consumption after maintenance. So you can call at any time to tell each other how you feel about the product, whether you have any new problems or need any new guidance and help. And you can tell each other what new products you have on the phone, ask them to try them out, and so on.
One-on-one sales skill 2 The key point of communication is that you two are in the same channel, not in the same channel. The same channel shows that the customers you find are really accurate customers, just like what you want. Basically, she wants to take care of her skin and make herself more beautiful, that is, a person who pursues beauty. Others want to get a sense of accomplishment in their careers, that is, to earn more money or to improve their family status. They have nothing to do. As treasure mothers, they can find something to earn some money to enrich themselves. No matter what kind of people they are, they are all the same. What is the concept of not being on a channel? In other words, when customers ask questions, our answers should not come straight to the point. What about the product? You answer: no problem, don't worry, what do you mean no problem, what am I worried about? I don't know, everything is so vague, so the customer feels that he has asked this question for nothing and has not been fully respected. You will say, didn't I already answer? Why didn't I respect her? This is just a chat with the two of us. You sent a bunch of words, and I replied, well, imagine someone who doesn't respect you. My money is in my pocket, and not everyone is willing to hand it over. This is a kind of popular psychology. What we said is a little serious. To put it simply, your direct answer didn't make the customer clearly understand this product, nor did it make the customer really feel the effect and the value that needs to be purchased. This is at the retail level. If you want to expand the team, if you don't explain clearly how I make money and how I should do this business step by step, then this agent will not join the company with you, join the team and do it together.
The same is true for one-on-one communication. You must give each other this kind of friendly and patient feeling, and let others think that you are reliable and sincere to your customers. Sincerity is the bridge to build friendship and the most important sales method. We can also understand it as routine. Since ancient times, truth cannot be kept, and only routines can win people's hearts. Everyone has heard this online buzzword, so you must have skills and methods to express your sincerity. This requires you to do every communication with your heart. One-on-one communication depends on your sincerity and whether you are prepared professionally enough. Let customers feel some professional vocabulary first, such as going deep into the muscle base and improving the ability of cell repair. Even if he knew these words, she would think it was true. Then you should really care about customers, not that we should buy this product quickly, but that we should detoxify the skin first, and never continue to detoxify. Some people are eager to send out a series of products as soon as they come up. You should listen to the customer more and talk about her thoughts.
Before two people meet, we need to know what our role is. For example, if you meet your girlfriend, you are her boyfriend, and if you meet your parents, you are a child. Similarly, if you meet your customers, you are a salesman and a service provider. Your identity determines your major, and your identity determines the recognition of others. Our platform for social e-commerce is obvious. What is our role? In retail, you are the shopkeeper, selling platform goods, recruiting stores to join, and you are the entrepreneurial mentor. As a new retail agent selling products, what you should care about is that customers guide customers to products, suit and need, and help others get the products they want to buy. As a team leader and entrepreneurial mentor, you need to guide customers to make money, lead a bigger and stronger team and get more income.
After confirming ourselves, we often meet in sales: customers say they use other brands.
Or others are cheaper than you, what should I do at this time? Don't worry, I will share it here. As a salesperson, don't worry, have a good and stable attitude. Don't panic, we can say that many customers thought it was expensive at first, but after comparison, they finally chose us, and often they need to make an appointment. This is a hot sale brought by word of mouth. Many customers bought it cheaply at first, and they were very happy when they bought it, but they felt a little distressed when they bought our products once, but you need to experience it yourself once you are happy. In this way, you can feel and introduce customers very tactfully. Of course, when we talk about it, we can disassemble it more colloquially, saying that the advantages of the product must be shaped within the scope of customer demand. The better the shape, the more it can distract customers, so it won't be too entangled in the problem of money. Any product is expensive and cheap. A pair of men's underwear is sold by Dr. David, and there are dozens of men's underwear. Do you think the 399 must not sell well? Of course not. A year is hundreds of millions of dollars. There are no fixed products and prices, but sincere communication is constant. Sincerity needs your heart, so you are not losing your heart, but helping others, because you bought a good product for her, just like you bought a valuable thing for your good friend. Are you all happy?
Of course, what should we do if our publicity company wants customers to join the agency and do this business with you? Then what we need to highlight when selling goods is our effect. When recruiting team members, we need to highlight the characteristics and development prospects of our company's brand, or our background strength and all-round policy help. Let customers feel at ease to join us, not only because they must do it, but also because we can never forget our initial intention to do it.
The feeling of introduction is similar. A problem that many people encounter is that customers say: OK, I'll think about it. I haven't decided to do it, or I haven't decided to buy this product. Strike while the iron is hot at this time. First, you can determine what she is thinking. Ask questions first. Do you have any concerns? Let me help you solve it, and then add, do you have any other concerns? Some customers will express their specific concerns, while others will not. Of course it doesn't matter, but you can't just say, okay, then think about it. There is no sense of sales at all. In this case, most of your customers will become zombie fans, and unless there is a pie in the sky, they will all come to you to buy it. This situation is rare. We can say that your worry is justified. After all, everyone's situation is different. Our team is a brand that emphasizes benign development. We are committed to the healthy development of every agent, so there is a reason why I suggest you become our core team leader. First of all, the effect and reputation of our brand are feedback. From detoxification to relief to repair, it is organized and is a high-end brand that emphasizes quality. Because many people want to be big team leaders and get high profits, you can learn better and sell orders better in an enterprise like Payi Xue Ji, which pays great attention to helping team leaders in an all-round way and building a distinctive brand. Where did you learn to communicate? Either we have been studying in class, or you can share with others, share products and make money, so that you can not only have good communication skills, but also bring the team well and split faster.
When customers think we are professional and considerate, they will ask about the price or the conditions for joining. Of course, some people don't talk that much. The customer directly asks the price or the product. Everyone must remember: don't quote before you know the demand, don't quote before you know the value shaping, and give you four methods: ask the demand, shape the value, care for your friends, and give authoritative advice. I won't explain the first few points. Just after reading them, let's talk about the concern and authoritative advice of friends. Seeing a circle of friends every day is not swept away. Some people just like it without looking. If someone is sick, we should comfort them or tell them some solutions. Even if it is a happy thing, we can praise and interact at this time. Everyone in the circle wants more people to pay attention to themselves, and no one wants to be left out. With a good impression, you may be very satisfied with yourself, and make a deal directly without creating value. If there is no deal, we need to give some advice, just like doctors give advice to patients. This is a promotion. When communicating with customers, say hello, which is obviously strange and far away. At this time, it is not distance that produces beauty, but distance that gives up beauty. The premise of reply is to find the beginning. It can be said that a client just joined the agency and I tutored him for half an hour.
When introducing, you should highlight your own advantages: sharing brands that help others to take care of their skin more and more beautifully, repair their skin to win health, three-step professional skin care, big profit margin, and absolutely make money, and high-end brands with luxurious atmosphere.
Whether you are a fan attracted from a circle of friends or a person who promotes drainage, your sales will increase steadily step by step through accurate communication. Don't do things with high drainage and low transformation. This can neither guarantee the repurchase rate of customers, nor maintain trust, but will become a passer-by. The most important thing is that you talk to so many customers every day. The time cost is very high and you are very tired, but the final income is very low. We don't want to do something that is not worth the candle. Do a good job of one-on-one communication with accurate customers, improve conversion rate and increase repurchase. Finally, these people are the foundation of our team's great fission and the right-hand man in your next team. We will make it simple and worry-free. Only by making everything simple and solving this problem can we go far, and the long-term cause is what we need to do steadily. We are here to share today. Thank you for your support and companionship along the way. I believe that every time you have a little gain, you can pay attention to it and share it. It's not the world that got you into trouble. What really gets you into trouble is that the world is not what you think. I'm always here to shout for you. Come on, Lao Tie, I wish you an early success.