1, skills of meeting customers
The first meeting with the customer is especially important in the transaction. "A good beginning is half the battle!" So we need to learn some meeting skills.
(1) Know yourself and know yourself, and you will win every battle. First of all, we should know the customers who will meet soon, and get to know the customers through colleagues, other customers, salesmen of other manufacturers, bosses, downstream or upstream customers of customers, etc.
(2) Write the purpose of the meeting, write the content to be discussed, and think and organize the language.
(3) Dress neatly, healthily, appropriately and spiritually.
(4) The first sentence of self-introduction should not be too long. For example, some salesmen come to the door and say, "I am a salesman (salesman) of the branch of * * cm Co., Ltd.". This sentence is too long, and customers feel uncomfortable when they hear it. How come they haven't heard a lot about you? The usual introduction is: "Hello! I am from XX factory. " The customer looks at you and says, "I'm * *, the salesman of the * * branch."
(5) When explaining your purpose, you should learn to attract customers' attention under the guise of some explanations or compliments. For example, you can say, "The manager of * * sent me …" You can say, "I called on you on the recommendation of * * customers." You can say, "It's the salesman of * * manufacturer who says your business is good. I came to see you today and learn from you! " In this way, it is not easy for the customer to refuse, and at the same time understand that you already know something about him or the market. It's not that newcomers don't know anything. He will actively cooperate with you and ask someone to make tea for you immediately.
2. Skills of exchanging business cards
Some salesmen call and can't get the customer's business card, or ask the customer for the business card in a dry way. One of the contents of Robinson's agency training salesmen is to change 100 business cards on the street every day and return to the company. Don't go back to the company until you realize it. We are talking about exchanging business cards, not exchanging them. Pay attention to "exchanging business cards" when meeting customers, and change business cards instead of unilaterally giving or plugging business cards.
Don't take out your business card before meeting. Explain your purpose, after introducing yourself, observe the customer's reaction and make a decision to exchange business cards.
For example, if a customer suddenly forgets your name, you can say, "Manager, we met for the first time and exchanged business cards with you." The client is delirious and refuses to exchange business cards with you.
At the end of the visit, I said, "Manager * *, I'll exchange a business card with you and contact you later."
Avoid saying to customers, "May I have your business card?" Awkward!
3. Conversation skills in a harmonious atmosphere
After meeting with customers, unimaginative salesmen are often eager to enter the sales promotion state. They can't wait to introduce their products to customers. It is very common to ask "do you want it" or "do you want to buy it". . You know, most people are disgusted with sales promotion, so don't let customers treat you as a salesman from the beginning.
We should learn to create an atmosphere in three ways:
(1) American: praise forever.
(2) British style: talking about home.
(3) Chinese style: simple meals
Successful salespeople often talk about customers and their hobbies first, thus creating a good conversation atmosphere. Once this harmonious atmosphere is established, your sales promotion will often make unexpected progress.
In addition, pay attention: all your manners should not show signs of hypocrisy. Once the other person thinks that your talk is insincere and just empty talk, your efforts will be in vain. Giving up all previous efforts is a punishment for your hypocrisy! In fact, as long as you sincerely talk to the other party and care about him, the next talks, sales promotion and payment will be very natural and smooth.
4, product introduction skills
According to the sales target, determine the focus of introduction, that is, introduce products according to the interests and concerns of customers and users.
(1) Introduce products to distributors
Focus: How does this product make customers earn more money? How to make money for a long time?
Therefore, when introducing products to dealers, we usually briefly talk about what products are used for, and what are the main users or consumer groups? Then we will introduce the profit level that this product can obtain in the circulation process. Then explain it around several spreads in circulation. Finally, some after-sales service matters are introduced.
The purpose of dealers to make products is to make money! Therefore, introducing products to dealers mainly depends on how much price difference he can get. Price difference is divided into direct price difference and indirect price difference. Direct price difference is the price difference between buying and selling products; Indirect price difference is the price difference of other products when this product drives the sales of other products.
In the actual promotion process, many people are afraid to meet the dealers, and they are driven out before introducing the products to the dealers. The main reason is that we haven't grasped this key point. Some salesmen quoted the dealers as soon as they came up, and when they heard, "It's so expensive, it can't be sold!" Suddenly reached a deadlock and didn't know how to go on. In fact, according to the key idea above, you can say: "The high price does not affect our business, as long as you can get a certain price difference, you can still buy it." You can also go on to say, "Boss * * here are some products with higher prices. Are they not selling well?" What we care about is sales volume, and what you care about is the price difference. ""I lend you channels, you lend me products, and everyone makes money! "
(2) Introduce products to users
Key point: what benefits can he get from using this product? What benefits do you need now?
The general steps of introducing products to users: first introduce the functions of a product, then introduce the characteristics of this product, then link the characteristics of this product with consumers' interests, and finally answer some technical questions and after-sales service questions. When introducing products to users, the most difficult thing is to judge users' concerns or interests.
A good salesman should learn Hua Tuo's motto of treating diseases: "Look, smell, ask and cut" and sell products to users and consumers.
Hope: observe customers and determine their level, quality, needs, preferences, etc. Be clear at a glance;
Wen: When listening to the customer's narrative, you must give the customer time to express yourself, listen patiently and listen with high quality. Customers don't have the patience to tell you a few times, and the important places are repeatedly emphasized. Sometimes customers even hide their real needs naturally and unnaturally, which requires the art of smell more;
Q: At present, customers only know that they need to buy something to solve the problem, but they don't know what to buy or how to do it. This requires the salesman to act as a planner and provide him with a comprehensive, accurate and most suitable planning scheme. How to do this plan well needs to know more about the customer's needs, otherwise, he can only provide the best, but not necessarily the most suitable;
Cut: actually investigate the customer's situation and know the truth. The customer's confession and answer are not necessarily correct. When appropriate, the salesman needs to inspect the customer's situation on the spot, such as decoration, and may need to make a decoration plan for him after on-site observation.
5. Don't give the other person the skill of saying "no"
Some novice salesmen often don't know how to speak, and finally knock on the customer's door and say, "Are you interested in * * products?" "Do you buy * * goods?" Wait, the answer is obviously a short "no" or "no". Then I can't talk about anything.
So is there any way to make the other person say "no"?
There is a kind of scientific hypnosis in the United States: first ask some questions that make the other person have to answer "yes", so that multiple answers can make the customer form a psychological state of wanting to answer "yes" when he is really hypnotized.
The same is true of the salesman's opening remarks. Ask some questions close to the truth first, so that the other party has to answer "yes". This is the best way to contact customers, which is very conducive to the success of sales.
"Selling a topic that others can easily accept is the basic way to convince others!"
Therefore, for strange customers, it is best to talk about some problems other than commodities first, talk about speculation, and then talk about the topic, which is easy to accept.
Another simple way is to praise customers from time to time, such as ideas, energy, achievements and so on. Let customers have a sense of satisfaction and accomplishment, and gradually achieve hypnotic effect.
6, negotiation skills
I use 20 words to summarize the negotiation skills: "Step by step, seduce step by step, be polite and restrained, be neither humble nor supercilious, and make timely moves"!
Step by step, gradually seduce: negotiations should be gradual, one problem at a time, negotiations should not be fast, negotiations should be planned and discussed well.
(1) Negotiation is a plan. Before negotiating with customers, smart salesmen will list all the negotiation steps and issues to be discussed, and arrange the order to make a preliminary judgment on some issues that customers will expect to ask.
In actual negotiations, customers are often led by the nose. The main reason is that the negotiations are not planned and have no own ideas. In the process of negotiation, if you are interrupted by a customer, you will lose the main line. After the talk, I found that I had been pestering my customers for hours about a certain problem, and I didn't mention anything else at all. The whole negotiation failed! If you plan first, proceed as planned, and the customer asks questions or deliberately tries to distract you, you only need to simply answer the questions raised by the customer and immediately return to the original steps to continue the negotiation.
(2) Negotiations cannot be fast. Some salespeople think that their negotiation is finished as soon as they have finished talking with their customers. As a result, the customer raised a lot of questions, but none of them could be solved and nothing was done.
The manager arranged for the salesman to arrange a promotion at a customer's place and settle the balance. After the salesman went, he told the customer the promotion plan and immediately put forward the matter of dealing with the money. The customer then asks the salesman a lot of market questions, and the salesman is finished when he listens! None of them can be solved, and money seems impossible.
Why? Too soon! Wrong order! Don't shake the cards quickly without knowing each other's needs. Rearrange the negotiation steps, step by step, and the result will be very different. Get to know the market situation at the customer first, and the customer will definitely ask you a lot of market questions. When the customer has finished talking about the market problems, you tell the customer to arrange a promotion after careful consideration to alleviate and solve the market problems, discuss the next development of the market with the customer, and finally put forward the matter of dealing with money. We can think about it, we are customers, will we refuse to pay? Don't do it, some don't make sense!