1, visiting customers
Ordinary salesperson: I am talkative and make customers think I am knowledgeable.
Top sales expert: a good listener, paying attention to customers' needs and providing information that customers care about. Pay attention to the decoration of the customer's office and get more information from the customer, such as whether there are ashtrays, ornaments, trophies and so on.
Step 2 introduce products
Ordinary salespeople: praise the products and services they sell, emphasize their own advantages and belittle competing products.
Top sales expert: it is good for him and the company to understand the customer's needs and let the customer know that the product can meet his needs in the shortest time.
3. Packaging products
Ordinary salesperson: There is almost no meaning of packaging products, mainly providing information such as functions, prices and performance of products.
Top sales experts: tell stories to customers, package products and companies with stories, and let customers have a profound impact on products and companies.
4. After visiting customers
Ordinary salesperson: after visiting a customer, I feel that the customer is still warm to myself and secretly happy-this customer has hope (in fact, it may be just the basic courtesy of the customer); When I was rejected, I didn't look for reasons from myself. I just felt that I was unlucky and met a rotten person.
Top sales expert: review this customer visit and write down important information, such as what we talked about, how the customer responded, how the customer's mental state was, whether there were any new discoveries, and what special objects were in the customer's office-maybe we can find out the customer's preferences (we can try to give small gifts in the future).
5. Follow customers
Ordinary salesperson: calling or visiting at home, mainly talking about products or projects, customers are impatient.
Top sales experts: usually SMS care (blessing information, health information); Pay attention to customers' private information and send them care in time (for example, customers are on a business trip, send a local weather situation, flight information, etc.). ); When customers encounter problems in their work or life, help them as soon as possible; In a word, treat the customer as your relatives and friends, care about him and help him.
6. After the transaction,
Ordinary salespeople: sell products to customers, make achievements and celebrate.
Top sales experts: the transaction is not the end, but the beginning, providing quality service and paying attention to customer use. Maintain good relationship with customers, continuously care about him and provide him with help in time; Often customers will take the initiative to introduce him to new customers.
Good sales have one thing in common: agree with the concept of "all transactions are because of love" and implement it:
1, love your products. If you don't love and feel confident about your company's products, how can you impress customers? We should infect our customers with our confidence in products. Of course, if the product is too poor and not competitive, and you can't make yourself fall in love with it, then go to other companies and be sure to find products and companies that make you confident.
2. Love customers. Treat customers as their relatives and friends, as their brothers and sisters, brothers and sisters. This kind of true love can be felt by customers after several contacts.
The combination of the two is "all transactions are because of love." If you can achieve this and make it to the extreme, you will be a top player. Learning some sales skills and methods may make you a general master, but only by mastering "all transactions are because of love" can you become a top master.