1, giving a good first impression.
Before selling products, you must first sell yourself to customers, which is called "sales promotion in sales promotion". Sales promotion in sales promotion embodies an important concept in the field of sales promotion-"If you want to sell products successfully, you must first sell yourself successfully". Usually customers don't want to waste time on someone they don't like, so how can he be willing to buy the products you sell?
According to psychological research, people's first impression of other people or things within 7 seconds can last for 7 years. Once the first impression left by others is formed, it is difficult to change it. Therefore, whether you can leave a good first impression on customers is very important for subsequent communication. According to relevant statistics, 80% of the sales staff's failures are due to the bad first impression on customers. In other words, many times, before you introduce the product, the customer has decided not to communicate with you further.
Since the first impression left to customers is so important, how should salespeople leave a good first impression on customers?
(1) Dress appropriately.
As the saying goes, Buddha depends on gold and man depends on clothes. To some extent, the role of salespeople in dressing appropriately is equivalent to the role of putting a pleasing label on goods. If you dress casually or even sloppily when you meet a customer for the first time, the good customer relationship you have established by telephone, email or letter may be completely lost at the moment when the customer meets you. If you want to change the bad impression of customers on you, you must redouble your efforts in the future communication process. What's more, sometimes no matter how much effort you make, customers will be influenced by the first impression and ignore your efforts.
The so-called dressing appropriately does not require all salespeople to wear gorgeous clothes. In fact, gorgeous clothes may not be suitable for all people and all occasions, and they may not be recognized by customers. As a professional salesperson, you must choose the right clothes according to the characteristics of this industry.
When choosing clothes, salespeople should pay attention to one thing, that is, no matter what kind of clothes, they should be neat and bright, and the collocation of clothes must be harmonious. Never dress yourself up for novelty. Therefore, it is really necessary for salespeople to always pay attention to their superiors or colleagues with extraordinary temperament, as well as more professional magazines or TV programs.
(2) generous behavior and calm attitude.
If proper dress reflects the external beauty of a salesman, then generous manners and calm attitude should reflect the internal quality of a salesman. The intrinsic quality of a salesman is actually equivalent to the texture and grade of a commodity.
Every move of the salesman will form an impression in the customer's mind, which will ultimately affect the customer's view of the company's products and the overall image of the company.
(3) Maintain self-confidence and be neither supercilious nor supercilious.
The process of promotion is sometimes like a contest between buyers and sellers in some ways. In fact, both salespeople and customers can feel this contest. Therefore, many salespeople often regard this process as a very difficult or nerve-racking thing, so they will subconsciously form a fear, and even some salespeople say that they "had the idea of shrinking on the way to meet customers."
If fear can successfully sell the product, then the problem becomes much simpler. But the truth is, fear has no benefit except that it will aggravate the obstacles to communication with customers. In fact, the fearful salesperson did not form a correct idea from the bottom of his heart. In fact, they are not confident about the products and communication skills they want to sell. In their view, the promotion activity itself may be wishful "going through fire and water".
Perhaps only those salesmen with excellent performance know that the process of communicating with customers can actually be a kind of enjoyment, and promotion itself can not only bring rich profits to your company, increase the performance of salesmen, but also meet the needs of customers. When you realize this, what reason do you have as a salesman to be timid in front of customers?
Use the following methods to make customers feel confident:
1. Establish a positive and optimistic attitude before meeting customers.
2. Treat communication with customers as a pleasant activity.
3. Keep speaking at a moderate speed and don't worry.
4. Speak clearly and forcefully, and organize the language before speaking.
5. Don't look around, don't make small moves, keep your posture straight and look at each other peacefully.
Step 2 design an attractive opening statement
Milton Marvin is the chairman of tom james Clothing Company. When he was an ordinary salesman in the company, he left a deep impression on customers with wonderful opening remarks. Milton never says "Hello, I'm a salesman of XX Company …" when meeting clients. He often starts a dialogue with customers like this: "Sir (Madam), the reason why I am here is because I want to be your private clothing dealer. I know you buy clothes from me because you have confidence in me, our company or our products. And what I do is to keep your confidence growing, and I believe I can do it. You must want to know something about me, so please allow me to briefly introduce myself: I have been engaged in this work for many years and have in-depth research on the style and texture of clothing and what kind of people it is suitable for. Therefore, I can definitely help you choose the suit that suits you best, and this service is completely free. "
A wonderful opening speech can not only arouse customers' attention to themselves, but also arouse customers' strong interest in your next speech and behavior. Therefore, some people say, "an attractive opening remark is half the battle." For salespeople, in the process of communicating with customers, a good opening statement can not only successfully introduce themselves and the products they want to sell to customers, but also lay a solid foundation for good communication in the later period. To this end, before meeting customers, salespeople may wish to carefully design the opening remarks according to their own sales goals and the actual needs of customers.
3. Express your views clearly.
When making an appointment with a customer for the first time, due to nervousness and other reasons, the salesperson may ignore his expression because he is eager to express his sales intention. Many salespeople have experienced that the more they express their intentions in a panic, the more mistakes they make in language organization, and the more difficult it is to communicate with customers. Therefore, these salespeople who make mistakes in their busy work often leave a very bad impression on customers. Customers often think that a person who can't express his views clearly can't understand the real needs of customers, and the enterprise he represents may also lack scientific organization and systematicness.
Therefore, while understanding and mastering enough product information, salespeople also need to cultivate and exercise their language organization and expression skills, and try their best to let customers get the relevant information they want to know in the clearest and concise language.
4. Evaluate your products positively and objectively.
In the process of communication between salesmen and customers, many times, the main topics of communication between the two sides are around the products or services they sell. It can be said that the products or services they sell are usually the focus of attention and discussion between salespeople and customers. Whether it is a salesperson or a customer, they will pay attention to all aspects of products or services in the whole promotion activity, and their attitude towards these products or services will determine the success of the final transaction. Customers' attitude towards products or services is greatly influenced by sales staff. Therefore, how to properly evaluate the products they sell has become another problem that salespeople must pay attention to.
Salespeople should pay attention to the following points when introducing the products they sell:
1. Don't use too many technical terms that customers may not understand.
2, avoid exaggerating the efficacy and advantages of products, don't make things out of nothing, seek truth from facts.
3. Introduce the customer's actual needs, go deep into the customer's heart, and let the customer feel that his or her needs are the focus of your work.
4. Observe the customer's reaction. If you find that the customer is not interested in some introductions, stop immediately.
When the customer points out the shortcomings of the product, don't hide or ignore it, but make a positive response. For example, when customers suggest that the product's functions are not as complete as the brand, you may wish to affirm the customer's opinions first, and then point out other advantages of the product: "Yes, but its other functions can be exerted, and the price of this product is 20% lower than other similar products."
Experts remind:
1. When meeting customers, you should be fully prepared from attitude, knowledge, words and deeds.
2. Don't ignore the importance of the first impression to communicate with customers in the future.
Whether introducing yourself or explaining products, you should be clear and objective, and always be confident.
Try to impress customers in the shortest time, and don't say some boring topics to make customers feel bored.
5. Respond positively to any inquiries from customers, and don't try to muddle through.
Master the above art of introducing yourself and your products, your product promotion will be like a duck to water, and your Sun God business will flourish!