Uncover the secrets of top sales: customers will only listen to what sales say; Only by doing this can the customer place an order

Are you familiar with the following?

A toothy smile, Cartier perfume, Bosch suit worth at least 600 euros, bridge briefcase, Italian leather shoes... This series of appropriate matching makes the salesperson look elegant, but is he a real salesperson?

Uncover the secrets of top sales: customers will only listen to what sales say; The customer will only place an order if the sales person does this

There is no doubt that the coordinated attire and friendly and charming conversation can definitely give the salesperson extra points in front of customers. In addition, perfect mastery of skills in new customer inquiry, customer demand assessment, product display, objection handling, transaction and after-sales service can also add points for salesmen.

These factors sound great and important, which is beyond doubt. However, if the salesperson can't focus on the ultimate goal of his work - sales, all of this is meaningless. Excellent salesmen are excellent because they never forget why they call customers, why they drive hundreds of kilometers to visit customers, why they sit in the customer's office, and why they write detailed product introductions. The answer is that they want to sell things. Yes, it is to reach a deal immediately and seize every opportunity, not later, but now! Because only a deal can bring sales to the company and commission to the salesperson.

Then, what qualities can you possess to become a real Top Sales What about the staff?

The first key to sales - correct attitude

The "attitude" of a top salesperson, that is, his attitude and opinion, is always 100 points in each link.

For example, we are 100% ready to work for customers, the company and ourselves at any time, 100% customer-centric, 100% identify with our products, 100% identify with our company, 100% identify with our career... This list can also continue to list a lot of things, and ultimately all fall into one point: top salespersons for their customers The company and I work at full speed.

100% ready to work for customers, or 100% customer-centric, does not mean relying on intuition to judge the customer's needs, nor does it mean that no matter what conditions the customer imposes in the order, you need to be full of thanks and stoop backward out of his office. Only weak salesmen will deal with customers with the fear of losing orders. This has nothing to do with "attitude", because attitude not only means to have tolerance, but also means to show your backbone, even in difficult negotiations.

So powerful salesmen will regard their relationship with customers as equal, That is, a partnership based on mutual respect, which goes far beyond the transaction itself and exists for a long time 。 Of course, it is also a part of this partnership to put yourself in the customer's shoes in order to find the customer's needs, requirements and purchase motives. From the perspective of customers, think about: what do my customers need? What is important to him? How does he want to be treated?

Sales should learn to build their own personal brand and be their own brand designer

If you want to achieve something, you need to set up a brand in your field.

Salesmen who can only list product features, old pedants who are obsessed with details, salesmen who tend to use excessive information to kill customers and like to provide marathon inquiry services, people who avoid transactions, and people who never listen to customers but only talk to customers. These people think they can be liked by customers as "experts", But their expertise is not what customers need. What the customer needs is a signboard for each salesperson, which represents the authenticity and credibility of the salesperson and can ignite customer enthusiasm. What is your most authentic and self styled signboard? It is your last name and first name.

You should focus on those areas you are really good at and plan a clear range of customer groups for yourself. If you can show which field you represent, your customers and colleagues will continue to recommend you. Customers who are ignited with enthusiasm will be eager to praise their high-quality contacts: "I have a sales expert in hand, and he is definitely a symbol in this field!" You should take advantage of the customer's desire and carry on the business by word of mouth, because you know that there is nothing better than recommendation Marketing A more cost-effective and effective marketing method.

The success or failure of sales lies in the relationship between you and the customer

The seven classic purchase motivations are: Reputation, economy, comfort, latest technical level, social demand, environmental protection and health.

Most customers do not make decisions based on one of these motivations. In general, only when several motives work together can they play a decisive role in purchasing behavior, even if one or two of them are the most critical. Top salesmen start with these motivations, and they will ask customers with clear goals: "What factors are most important to you when purchasing? What expectations do you have for our products? What goals will you associate with purchasing our products?" Through these three and other similar questions, salesmen can not only find out the more obvious needs of customers, They can also decode their hidden needs at the same time, namely their wishes, hopes, expectations and dreams. Customers will associate these hidden needs with their purchase behavior, so these are their purchase motivations.

The purchase motivation is reflected in the emotional decision. The meaning of this sentence is that the decision to make a purchase needs to follow the feelings, instincts and intuition hidden in the limbic system of the brain. The brain can only make a rational explanation for an emotional purchase after the event. In the struggle between sensibility and rationality, sensibility always has the last laugh.

Principle of customer communication: outspoken, friendly and polite

Delete the word "no" from your dictionary! "No" means negation, and negation is something your customers will never hear and feel.

When communicating, we should focus on those aspects that are feasible rather than those that are not. In this way, even if what you can really do is less than what customers expect, your words will sound much more friendly.

"I" is one of the most commonly used words, because who is unwilling to talk about themselves, their products and their companies? However, customers are the protagonists in sales communication! Please use "you" and "your" instead of "I" and "we", as well as "my" and "our" when speaking or writing.

Maybe "can", "want" and "should" are all virtual (Konjunktiv). Many people use the virtual form as a polite expression, which is a misunderstanding of the virtual form. Virtual will only expose your uncertain attitude. If anyone speaks in a virtual way, he does not believe what he says. If the customer finds that you have no confidence in the product, how can he trust your product?

"No friction", "No interference", "No problem" and "No objection" are all words with positive meanings, but the customer sounds very bad because these words can lead to negative associations. Negative concepts such as "friction", "interference", "problem" and "objection" will remain in customers' minds. Please use such words as "smooth", "direct", "free", "a piece of cake", "fast", "complete" and "simple", or the classic word - "good".

Use conversation skills with confidence

Imagine this scenario: you have made two quotations for the customer, but no deal has been reached twice, because the customer does not want to accept your quotation, but wants to continue talking. But the price is unshakable! Now the customer calls for the third time, hoping to persuade you to adjust the price again. What should you do then?

If your customer has asked for the price for the third time, it is likely that he is doing so to put pressure on his current supplier. Because if he didn't buy it two times before, why did he place an order after the third quotation?

Don't cooperate with the customer to complete his "procurement optimization", and don't let yourself be used. You should answer this way: "Mr. customer, you should have read in the last quotation letter that we do not rely on price to position ourselves, but on the performance of our products. If you can consider the performance, then what features do you particularly like about our products? We will not be the one with the lowest price this time. But now please encourage me and tell me why I should make another quotation for you? "

At this time, your customer must make a clear statement: he or she is unwilling to confess that he just needs your quotation to put pressure on the current supplier in terms of price; Or, if the unlikely situation really occurs - the customer really wants your product - then he has no place to escape and can only say his own thoughts. After that, you take the initiative.

People in fantasy situations stagnate, and only those who seek countermeasures can make achievements. If your sales performance has been unable to improve, and if you have not formed a set of systematic methods for the science of sales, you can read this book 111 Military Rules for Top Sales. This book is sure to help those salesmen who want to make more efficient transactions to more specifically exercise their professional skills and comprehensively improve their sales force.

Text: Mulan City

From: 111 Military Rules for Top Sales

Sales is about playing EQ! Martin Linbeck, a sales expert known as "Porsche in the sales world", has 30 years of practical experience, the sales principles that the world's top 500 enterprises are competing to apply, and the textbook sales tactics preferred by 10000000 salesmen in 16 countries.

Extended Reading

111 Military Rules for Top Sales

Author: Martin Linbeck

Press: Beijing United Publishing Company

Publication date: August 2018

Price: 42.00 yuan

Operation article of last year and today

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Uncover the secrets of top sales: customers will only listen to what sales say; The customer will only place an order if the sales person does this

Operation article of last year and today

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