This method requires the salesman to directly target the customer's main purchase motivation, directly sell to him, catch him off guard, and then "take advantage of it" to convince him in detail. Please look at the following scene: the doorbell rings and a well-dressed man is standing on the steps of the gate. When the host opened the door, the man asked, "Is there an advanced food blender at home?" The man was shocked. The host didn't know how to answer this sudden question. He turned to discuss with his wife, who replied curiously, "We have a food blender at home, but it is not particularly advanced." The salesman replied, "I have an advanced one here." With that, he took out an advanced food blender from his bag. Then, it goes without saying that the couple accepted his promotion. If the salesman changes his way of speaking, he will say, "I'm a salesman of company X, and I'm here to ask if you want to buy a new food blender." What do you think about the promotion effect of this kind of talk?

2. Continuous confirmation method

This method means that it is easy for customers to answer the questions raised by salesmen in a favorable tone. That is to say, the salesman keeps asking customers to answer "yes" to a series of questions raised in his sales instructions, and then, when he asks to sign the bill, it creates a favorable situation for customers to make a positive answer again. If a salesperson wants to find a customer and calls a new customer without saying hello in advance, he can say, "I'm glad to talk to you." It must be important for you to improve the company and turnover, isn't it? " (Few people will say "it doesn't matter"), "Well, I'll introduce our X product to you, which can help you achieve your goal and live a more chic life. You really want to achieve your goal, don't you? " ..... so that customers can "yes" to the end. Using the method of continuous affirmation requires salespeople to have accurate judgment and agile thinking ability. Every question should be put forward after careful consideration, especially the structure of the dialogue between the two sides, so that customers can make a positive answer according to the salesman's intention.

Arouse curiosity

The way to induce curiosity is to directly explain the situation or ask questions to potential buyers at the beginning of the meeting, and deliberately say something that can stimulate their curiosity and lead their thoughts to the benefits you may offer them. For example, a salesman handed a note to a customer who refused to see him many times, which said, "Could you please give me ten minutes? I want to ask your advice on a business problem. " The note aroused the curiosity of the purchasing manager-what questions did he want to ask me? At the same time, it also satisfied his vanity-he asked me for advice! In this way, obviously, the salesman was invited into the office. However, when the method of arousing curiosity by asking questions is almost a trick, you will often get nothing from this method, and once the customer finds out that he has been cheated, your plan will be ruined.

4. "Learning from words" method

The method of "learning from words" is to affirm customers' opinions first, and then say what you want to say by asking questions on the basis of customers' opinions. After some persuasion, the customer can't help saying, "Well, we really need this product at present." At this time, the salesperson should seize the opportunity to say, "Yes, if you think that using our products can save your company time and money, how long will it take to conclude the transaction?" In this way, it will come naturally. Without tenderness, customers will naturally buy it.

5. Hedgehog effect

Among all kinds of problems in promoting business transactions, "Hedgehog" technique is a very effective one. The so-called "hedgehog" reaction is characterized by that you answer the customer's question with a question. You use your own questions to control the negotiation with customers and lead the conversation to the next step in the sales process. Let's take a look at hedgehog reactive questioning method: Customer: Does this insurance have cash value? Salesman: "Do you attach great importance to the question of whether the policy has cash value?" Customer: "Absolutely not. I just don't want to pay any more for the cash value. " For this customer, if you blindly sell him the cash value, you are pushing yourself into the river and sinking to the end. The man doesn't want to pay for the cash value, because he doesn't want to regard the cash value as a benefit. At this time, you should explain the meaning of the term cash value to him and improve his understanding in this respect.

28 rules of successful salesman

Overcome the salesperson's fear of failure and enhance the salesperson's self-confidence and self-worth. Sales staff must have strong ambition, full confidence and knowledge in products, high enthusiasm and service, extraordinary affinity, responsibility for results, and clear goals and plans.

Edit the notes about business operation in this paragraph.

Ten commandments and ten main points

1. A crying child has milk to eat. When many salesmen start to do business, they are often very motivated. They don't know what to do when looking for customers, sending samples and quoting prices. They often give up all their efforts. In fact, you should always ask him when your order will be placed, and always ask him until there is a result. In fact, purchasing is just waiting for us to ask him, just like a child doesn't cry. How do we know he is hungry? You should go fishing, not casting a net. The most effective and comfortable way to operate is fishing, just like when we started chasing girls, can we chase several girls at the same time and then Botha one? Let's catch a glimpse of one and pursue her tirelessly until we succeed. I run my own business like this. I will choose the right industry. For example, if I want to be an earphone industry, I will choose about three industries to seriously attack him until I enter, and the rest will be easy to handle in the future. In this way, when you account for 80% of the headset industry, we will move to other industries and copy it. Just like fishing, it is very comfortable to catch big ones, one by one. 3. Bold but cautious and thick-skinned. When we were young, the older generation told us that we were bold but cautious and thick-skinned. In fact, doing business is like chasing girls. The result of the conversation is not important, but the atmosphere of the process is very important. When chatting with Daigou, we often pay great attention to the content of the conversation and always say that there is no topic. In fact, we should pay attention to the process and atmosphere of our conversation. If we talk happily and harmoniously that day, our feelings will be very close. After many days, we often forget what we talked about at that time and only remember the day when we had a good chat. In fact, the same is true for purchasing. We will give him a price quotation and a quality certificate, and we will stamp and sign it back to him on the delivery date, so we only need to talk with things other than business, preferably about the issues he is interested in. There must be a probation period. Customers do this, just like a man and a woman get married. Looking for a client is like looking for a dream lover. From making a phone call to placing an order, just send a love letter to getting engaged. When you get married, you should live seriously. Let's not make it big at once. It is difficult to maintain the freshness of love at first sight. We should all give our customers some time to check each other's credit, service and so on. 6. Don't save face in business. When it comes to collecting money, many people will think that I am too familiar with purchasing, and I feel embarrassed to chase his money all day long. So we rarely chase money or chase it a few times and then stop chasing it. In fact, we have to get the payment before we can get the commission. Paying off debts is a matter of course. If you owe him too much, your business will not last long. I don't usually ask him to arrange payment. I will say, Mr. * *, you arrange payment for me on Wednesday, and I'll pick it up in the afternoon. Sometimes he says that day is not good, so I say, Tuesday is good, and he often says Wednesday is good.

Detail processing

1. looks not annoying. If you are not good-looking, let yourself be talented; If you have no talent, always smile. 2. temperament is the key. If you can't learn fashion, you'd rather be simple. 3. When shaking hands with people, you can shake hands for a while. Sincerity is a kind of wealth. It is not necessary to use "I" as the subject. 5. Don't borrow money from friends. 6. Don't "force" guests to look at your family photo album. 7. When fighting with others, please sit next to the driver first. 8. Insist on saying nice things about others behind their backs, and don't worry that these nice things won't reach the ears of the parties. 9. When someone speaks ill of someone in front of you, you just smile. 10. Drive your own car and don't stop to say hello to your colleagues who ride bicycles. People will think you are showing off. 1 1. Visit your colleague when he is ill. Sit naturally in his hospital bed and wash your hands carefully when you get home. 12. Don't let everyone know the past. 13. Respect people who don't like you. 14. Things are not people; Or be ruthless about things and have feelings for people; Or do first and do second. 15. Self-criticism always makes people believe, but self-praise is not. 16. Nothing can improve your bowling performance like a bystander. So, don't be stingy with your cheers. 17. Don't take others' kindness for granted. You know, gratitude. 18. The "myna" on the banyan tree is talking, just talking but not listening, and the result is a mess. Learn to listen. 19. Respect the master and cleaning aunt in the reception room. Remember to start with "we" when you speak. 2 1. Give a hand to everyone who sings on the stage. 22. Sometimes you should know perfectly well that your diamond ring is expensive! Sometimes, even if you want to ask, you can't. For example, everyone knows how old you are, but some words should not be said on some occasions. We often see the phenomenon that an enterprise is destroyed by one sentence in sales. If the salesperson can avoid a slip of the tongue, the business will certainly gain something.