A good opening remark is as effective as the seller's shout. Imagine that you are waiting for the bus in front of the bus stop sign on the street. A newspaper seller comes over and shouts to the people waiting for the bus: "Sell newspapers!" " Selling newspapers! A dollar! "At the same time, another newspaper seller came over and shouted at the people waiting for the bus:" Selling newspapers! "Selling newspapers! Ben. Bin Laden made a new speech, saying that he would launch a large-scale terrorist attack! China football suffered a fiasco again, and the head coach is facing a crisis of class! The latest typhoon will land in this province tomorrow, and the central wind can reach 12! " By contrast, what will happen to two newspaper sellers who sell the same newspaper? Obviously, the opening remarks of the newspaper seller behind him are very attractive. He succeeded in arousing the appetite and interest of the people waiting for the bus through attractive language, which will naturally bring better sales performance than the previous newspaper sellers. A wonderful opening speech is half the battle, and an attractive opening speech will be just right. Many salespeople often don't know how to start when visiting customers, and the opening remarks are not attractive, so they often fail. It can be seen that attractive opening remarks are very important. So how to design attractive opening remarks? You might as well try the following methods:
First of all, praise the customer as the opening remarks.
Everyone has the psychology of expecting compliments from others, and it is easy to notice proper compliments. Therefore, when visiting customers, praising your customers appropriately is an effective way to attract their attention. There are many compliments, such as appearance, clothes, temperament, speech, work, status, ability, character, character and so on. As long as it is just right, any aspect of the other party can be praised.
Second, put yourself in the opening position.
If a salesperson sells products blindly, talks too much about himself and boasts about his products, it will be difficult for him to attract customers. However, if the salesperson stands in the customer's position and puts himself in the customer's shoes, he will win the attention of the other party. Because for everyone, the biggest concern is to talk about things related to it, so salespeople should start by talking about customer information related to sales information and let customers pay attention to sales promotion. In real life, customers have a lot of information closely related to sales, which requires salespeople to choose and use it flexibly according to the actual situation.
Third, use the curiosity of customers to design opening remarks.
Using customers' curiosity to design opening remarks means that salespeople use customers' curiosity about strangers and items to directly turn their attention to salespeople's sales promotion, seize the time for customers to observe products, and convince customers that they may be ready to buy products if they know their true identity and intentions. It is common for salespeople to be rejected by customers when they visit them. When the salesperson is rejected by the customer, he can also take advantage of the customer's forgiveness and curiosity to attract the customer's attention and the other party's reconsideration for such a small request as "just say a word", which can often save the situation.
Fourth, promise benefits and benefits to customers.
In newspapers or on TV, we often see advertising promises such as "free …" and "buy two and get one free". This kind of advertisement can arouse people's interest in buying because it provides people with free benefits. When visiting a customer, especially for the first time, you need to catch the customer in a short time or in a few words, otherwise the possibility of rejection will increase rapidly. Therefore, it is very important to promise benefits and benefits to customers from the beginning. When it comes to a product or service, the first reaction of customers is "what's the use for me", followed by habitual consideration and rejection. Everyone has desires. Therefore, grasping the customer's psychology will directly make the customer feel that you can give him the opportunity to satisfy his desires, and the customer's heart will be more open, so that you can increase the chances of success.
Five, with irony as the opening remarks
In the impression of customers, salespeople always try their best to promote their products. Based on this fixed impression, if a salesperson introduces his own products as soon as he opens his mouth, he will inevitably be included in this fixed image and no longer pay attention to it. Therefore, breaking the customer's mindset is also a good way for salespeople to attract customers' attention.
For example, a salesperson of a refrigerator factory visited a wholesale manager and said, "Would you like to sell 500 refrigerators?" As soon as this word comes out, it will attract the manager's attention and make him happy.
Talk to yourself quietly. In fact, this is just the difference between "buying" and "selling". But if the salesperson says the word "buy", the manager certainly doesn't want to continue this conversation. He has a bunch of refrigerators there. Why buy someone else's? And the word "sell" just hit the nail on the head in line with the manager's expectations, but beyond his expectations, caused great repercussions in his heart. Taking irony as the opening remarks breaks the routine of salespeople and can effectively attract the attention of "stubborn" customers.
6. Thanks for the opening.
When visiting customers, salespeople can also start with a thank you. For example, "Hello, Manager Zhang, thank you very much for giving me the opportunity to meet. I know your work is very busy, and I appreciate you taking time out of your busy schedule. Next, I will try to make a long story short and briefly introduce our company's products. " To thank the opening is a good opening statement. First of all, everyone has such a mentality that when others thank him, it can usually arouse his self-affirmation. Secondly, China people all love "face". After you labeled him as "successful in career and busy in official business", you really thanked him and gave him enough "face". Thirdly, human nature is good, and refusing is an act that hurts feelings. When people refuse, they often unconsciously find an excuse to excuse themselves in order to escape the guilt of conscience. For you who come to the door during working hours, the best reason for customers is the specious excuse of "I am busy" and "I have no time". If the excuse of "knowing that you are busy" is debunked at the beginning, the customer will have to find a passable excuse, and you will gain time while he is thinking.
Expert guidance
Attractive opening remarks are particularly important when visiting customers, and the outcome of negotiation depends largely on the opening remarks of sales staff. Nevertheless, many salespeople make mistakes in the opening remarks when visiting customers: First, they ramble blindly. After meeting with customers, some salespeople are not eager to introduce products to them, but ramble on topics unrelated to products such as weather and social news, and don't take the time to get to the point. It is ok to say some polite words at the beginning of the negotiation, but these words are of no fundamental significance to sales promotion. Chatting casually will not only easily affect the marketing topic and the rhythm of negotiation, but also waste customers' time and make them impatient. The second is to screw up the first sentence. When a salesperson meets a customer for the first time and sells a product, what the salesperson says and does will affect the customer's purchase decision, and the salesperson's marketing has a great influence on the customer. If the salesperson's first opening remarks can arouse the interest of customers, it will be easier to sell products. On the contrary, if the salesperson's first words can't arouse the customer's interest, it is necessary to spend more words to convince the customer in the subsequent sales process. The third is to leave priority to customers. When salespeople visit customers, the main purpose is to seize the opportunity to introduce their products to customers and guide them to buy their own products. Therefore, when introducing products to customers, salespeople must speak first and take the initiative in the conversation, so as to better guide customers.