When we show a set of products in front of customers, there is a step-what to say first, what to say again, and what to say again. You have to have a program yourself. Just like when I give a lecture, I know what to say first, then what to say, and then what to say. The client will know that I am guiding him when he listens to my lecture. A salesperson with no sales experience is a customer who says whatever he wants when he asks, and the customer listens in a mess.

2, the customer asks and answers, which is too passive.

We should take the initiative to guide our customers and make them realize our advantages, our characteristics, our ideas and our needs. This is what the customer asked.

3. Talking too much makes customers numb.

There are some salesmen in good condition who can't control themselves because they are in good condition, and they are overwhelming and eloquent, and their customers are terrified and their products can't be sold.

4. There is no awareness and method of building trust.

If you don't build trust, you will enter consciousness from the beginning. What distance should we get closer before introducing the product? The trust of customers.

5, no appeal, can not stimulate customer interest.

Infectivity is a state, and people in good state are very infectious. Even if the customer quarreled with his wife at home the night before yesterday, you will be full of sunshine when the customer comes to your store. He will feel your attraction and infect him with his emotions. He is very excited and easy to make a decision.

6, just say don't ask, don't guide customers.

7. It's just sales promotion, not two-way communication.

Two-way communication is the same as customer chat. Ask and answer questions, talk about wooden doors, talk about children, talk about work, talk about life and communicate with friends at work.

8. Too enthusiastic and eager for success.

9. Start with the price.

Last year, I went to Shanghai to give a lecture, because I didn't have to give a lecture on the first day, so I went to the wooden door shopping mall to find out the situation when I was free. We went to the specialty store on the third floor, and didn't see the shopping guide after we went there, so we sat down at the door and felt it. The bedroom door is beautiful in color and feels good. While we were talking, a salesperson rushed over. The shop assistant is in excellent condition and her face is red. He rushed over and said, "hello, sir, this door is 3500 yuan." I said, "Is this veneer good?" He said, "This is not wood leather, but technology leather." I said, "What about this veneer?" He said, "We are shopping guides. How can we know this?" Price is very important. We'll talk later. Let's see if it suits you first Many people ask you if this product is on sale. 8.8 fold. If I open a shop without writing a price tag, customers will leave as soon as they see the price. Customers don't think the price is expensive, but they think it's worth it. Don't tell the customer the price until he realizes the value of your product. In other words, first of all, improve the customer's psychological expectations and make him feel that this product is valuable, so valuable, and the result is very cheap when quoting. For example, he thinks the price is 5000 yuan, and finally he thinks it can be bought at 3500 yuan, so he thinks this product is very good.

10. Introduce products without knowing what customers think. You have a 300-square-meter shop with dozens of products in it.

The customer came in from the door, looked at it and touched it. The salesman went over and told him how the product was, and finished the combination and price of the product. Three minutes have passed. Walking to the next door, the sales staff began to talk about materials, price, combination and environmental protection. Three minutes passed. The customer nodded and went to another place. Introduction in the study for 3 minutes, introduction in the bedroom for 3 minutes, introduction in another bedroom for 3 minutes, and introduction in the living room for 3 minutes. This customer is very patient. He really wants to hear from you. An hour later, the customer said, "I want to buy a low cabinet." What a waste of time. Have you asked him what he wants to buy? Just introduce him according to his needs.

1 1, can't tell the real intention of the customer.

Some customers are actually wandering around your store, and they don't want to buy products at all. /kloc-About 40 out of 0/00 customers have no intention to buy at all.

12, art without language.

13, I don't know enough about similar products.

What is said here is that I don't know enough about similar products. I don't know what functions and styles they have, what products they sell and how much discount they give. I just know what methods they used when introducing products and what they emphasized. This is what we need to know.

14, I don't know how to dispel customers' doubts.

15. The product was introduced without highlighting the key points. Hesitant customers may be worried about your products, may be worried that your environmental protection is more expensive, and may think that your products are not environmentally friendly.

Look at what the customer suspects first, and then dispel his concerns. If you care.

Customers are worried that your products are not environmentally friendly, and people who can sell them will say, "Sir, I understand your idea. Many customers have the same idea as you. They were also worried about environmental protection at first, but they were relieved after using it. " Just because you say a smelly product doesn't mean it's not environmentally friendly. For example, a chopstick still smells after painting, which does not mean that it is not environmentally friendly, let alone a wooden door. If the smell is pungent, he is definitely not environmentally friendly. Then he went on to tell him, "sir, our products have been sold in this area for eight years." There are thousands of people using our products in Qian Qian, and no one has ever complained about us because of environmental problems. "When customers hear this, they will dispel their doubts. You said, "Our products are very environmentally friendly, and there is definitely no problem with our environmental protection. "This is absolutely impossible.

16, ignorant of trading opportunities, lacking trading skills.

In the process of communicating with you, there are many times when the customer has indicated what he wants to buy, and he doesn't know how to seize this opportunity. I will teach you a practical and effective method later.

17, I don't know how to emphasize my own advantages.

First of all, understand what your strengths are, and then emphasize them repeatedly in front of customers. Once I went to buy clothes, a small dress 100 yuan, without any discount. But I like its style very much and bargain with him. He said: "sir, we are an international brand, imported with original packaging and no discount." I said, "Give me a 10% discount." He said, "Sir, this is an international brand, imported." I said, "Make a membership price." He said, "Sir, you are not a member. We are an international brand and imported. " He repeatedly stressed.

18, not good at shaping the value of products. Shaping value is actually the skill of closing a deal, so that the customer can experience the feeling he wants.

What do some nouveau riche want to feel? (Answer: distinguished) People look up to him, someone holds him up, and he is gorgeous. So, when you introduce him, you know that he feels this way. Describe it, make him sound excited, as if he lived the feeling he wanted, and he was willing to take out the money and put it on your desk.

19, not used to being witnessed by old customers.

If there is enough time, I will teach you the old customer witness method, which is the most effective and useful sales skill, but only if you can use it.

20, tangled bargaining.

2 1, give in easily.

If the customer asks you to give him a condition, such as "I'll buy it if you give me a 15% discount." Don't give in to him easily, you have to make a condition, "If I give you a 15% discount, will you pay the deposit or the full amount?" If he pays you the deposit or the full amount, you can apply again.

22. I don't know how to let customers see the benefits of "shortcomings".

If you sell fabric sofas but your company sells leather sofas, there is no fabric sofa. We should let him see the shortcomings of fabric sofa, and then let him see the benefits of leather sofa.

I don't know how to tell a boring language story.

There are some classic stories behind a great brand. A brand is the world's top luxury brand LV. He won't say how good our quality is. He will tell you a story: "Sir, you should know that the Titanic hit a mountain in 19 12, and was salvaged 100 years later. After being salvaged, there was a box inside.

There is no water yet. As soon as this box is opened, it belongs to Lu. "

24. Not good at letting customers see the extraordinary in the ordinary.

Are all wooden doors made of MDF now? Answer: (Yes). Other people's products are similar to your materials, but the trick is to tell customers in different ways. Customers think your products are different from others', but they are basically the same. I checked the problems existing in the sales staff. I would like to ask, "The more questions the salesperson has, the better, or the less the better?" (Answer: The less the better. I tell you, the more questions, the better. If he sold10 million last month, then he has many problems. If all the problems are solved, he will sell better and have a lot of room. What are the two main reasons for poor sales performance? Bad state, bad technology. If you want to make a deal with him, you must solve the two main reasons I mentioned just now.