The so-called "30% product sales speech, 70% non-sales speech" is the Sanqi law of Chengda monologue. Almost all big orders are not generated by product recommendation itself. Only by talking about sales can it become a big order.
So how to talk about "non-marketing skills" with customers in the sales process?
0 1
Just talk about happiness, not sadness.
Some shopping guides are easy to "die" when chatting. Why is this happening? Many shopping guides like to talk about "sadness".
Let's look at two such examples:
Guide A: What do you do?
Guest: I'm a stewardess.
Guide A: It must be dangerous for you to fly every day.
Customer: ......
Guide B: What do you do?
Guest: I'm a stewardess.
Guide B: Have you ever been to xx? I heard that xx there is delicious!
Customer: Yes, xx is good, too.
Why do we always talk about work, but the results are different? This is what we say: we only talk about happiness, not sadness. Talking about the happy things that customers have experienced, it is easy for customers to let go of their vigilance against sales staff in the process of telling, which is more conducive to promoting transactions.
02
Look at the highlights and find the temperament.
The most important thing is to find two points of customers, in short, praise customers!
How to find the bright spot of customers accurately and quickly can start from the place where customers spend time dressing up, which can be the customer's dress, collocation, hairstyle and manicure. ......
Praise, need to enlarge the characteristics of customers to praise, and at the same time introduce a non-sales topic. Finally, it is best to end with a question, so as to give the customer room to answer and continue the conversation. If you want to achieve the amplification effect, then some words of affirmation and admiration are essential.
Commonly used words: enlarge highlights, praise+trait inquiry.
"Dear, I noticed your skin as soon as you came in. It's really good, delicate and shiny. Usually pay attention to maintenance or natural beauty? "
03
Play it by ear, see what you say, see what you say.
In the process of sales, we will inevitably talk to customers about some hobbies and personal preferences. When talking about these things, you must improvise, observe words and observe emotions, and find similarities between you and your customers.
Let's look at such a case:
Shopping guide: Honey, what do you like to do after work?
Customer: I am a homesick person, so I like to stay at home.
Guide: It is not good to stay at home all the time. You see, your figure is a little out of shape.
Customer: ......
This is that the shopping guide will not improvise and impose his preferences on customers, and there are some personal attacks between words.
Can customers still be in the mood to buy things after that? When talking with customers, you should be witty and dexterous, and your speech must vary from person to person, meet the psychological needs of the other party and win the favor of the other party. Only in this way can the next conversation be harmonious.
When we talk about hobbies with customers, we can talk about both advantages and bad habits, but we must pay attention to improvisation. We are talking to customers, not arguing with them.
Good communication is the premise of successful sales. Mastering the "non-sales skills" in the sales process plays a great role in the sales results.