How to be a good salesman? Is it difficult to be a good salesman? How to be a good salesman? Successful salesmen are good at using fixed sales skills flexibly and learning from experience in practice. Li Ka-shing once said, "The best business exercise in my life is to be a salesman, which I can't buy with 1 billion yuan".
When many people talk about sales, they think it is "selling things". This is only a one-sided understanding. In fact, life sells everywhere, because sales is actually a process of analyzing needs, judging needs, solving needs, and meeting needs. In practice, many people's sales are not very successful. Marketers try their best to make appointments, explain and please customers. They break their legs and wear their mouths, but customers just don't buy it. The reason is that there is a deviation in the analysis, judgment and solution of the needs, and the needs of the other party are not met, so it is difficult to achieve our goal.
I often see marketers can't wait to introduce products and quotations when they see customers, and I can't wait to make a deal right away. Listening to his expert-like explanation, people often lament the lack of sales knowledge, which makes his professional knowledge unable to be brought into full play.
Sales are regular, just like dialing a telephone number, the order cannot be wrong. The basic process of sales is well known to all. In this paper, I sum up ten sales moves based on my years of actual sales work experience and superficial experience in sales training, and share them with you.
First sales preparation
Sales preparation is very important. It is also the basis for a deal. Sales preparation is not limited by time and space. Personal cultivation, understanding of products, mentality, personal recognition of corporate culture, understanding of customers, etc., it involves too many items, so I won't repeat them here.
The second move to mobilize emotions, you can mobilize everything.
Good emotional management (EQ) is the key to sales success, because no one wants to communicate with a depressed person. Positive emotion is a kind of state, a kind of professional accomplishment, and a conditioned reflex formed immediately when meeting customers. Marketers use low emotions to meet customers, which is a waste of time and even the beginning of failure. No matter what setbacks you encounter, as long as you see customers, you should immediately adjust, otherwise you would rather rest at home than see your customers.
Therefore, when we are preparing to visit customers, we must adjust our emotions to their peak.
What is the peak state? Sometimes we have this feeling. Today we are working very hard and confident. It seems that everything is out of the question. This is the peak state. The success rate of doing things in this state is very high. But this state of affairs is occasional and we seem to be unable to control it. In fact, this state of affairs can be completely controlled after a period of training. For example, excellent athletes can quickly adjust themselves to their peak before the competition.
So how do we get our emotions to peak? How do we manage that?
Wake up every morning to listen to a good aspiring CD or listen to a very exciting song. You can say "I am the best" loudly to yourself and give yourself some good psychological hints. A good mood is the beginning of a good mood for the day.
At the same time, we must know some specific ways to adjust our emotions. Here is just a simple list of a few basic ways to adjust the mood, interested friends can read some books in this area.
A), when worried, think of the worst case
Happiness in life is self-seeking, trouble is also self-seeking. If you don't give yourself trouble, others will never give you trouble. Worrying doesn't solve problems, and the worst thing about worrying is that it destroys our ability to concentrate. Therefore, when there is anxiety, face it bravely, and then find out the worst case that may happen in case of failure, and let yourself accept it, then OK.
B), worry, know to comfort yourself
People's pain and happiness are not determined by the merits of the objective environment, but by their own mentality and emotions. If you count our happiness, about 90% of things are good, and only 10% are not good. So why not make yourself happy?
C), when depressed, you can sing loudly
As marketers, they are often rejected, and some people feel depressed when they are rejected, but they don't have. Steel that has not been tempered is not good steel. Frustrated mentality will destroy our hope.
The third way to establish a sense of trust 1. resonance. If you see customers talk about products too early or subordinates see superiors eager to show their talents, it is difficult to establish a sense of trust. The more you say, the more difficult it is to establish a sense of trust. For example, when a customer comes up, he will ask whether your product is better or your opponent's product is better. At this time, no matter how you answer it, if you say your own product is better, he will definitely say that you praise yourself and you can't be trusted! If you say we don't know the situation of our opponents, then he will say that you don't even know your peers and are unprofessional! Therefore, in the process of establishing trust, it also needs skills.
If you have a good grasp of it, you can build trust with customers quickly. At this time, you should start with things that have nothing to do with the product as much as possible. Why? Saying that the product is your field is your specialty, and the consumer is in a state of defense. The more you talk about it, the heavier his defense will be and the harder it will be to build trust. At this time, start with what he knows well, start with encouragement and praise. For example, in his house, you can ask him how much the house costs per square meter and what kind of work do you do? I am very interested in your major, can you tell me about it? Some people are unwilling to answer some questions, and some questions must be answered. If you are selling beauty products, you can say to a woman: "Your skin is really good, how do you maintain it?" He must answer (because this is a topic of interest to her, and she is very proud of it). When she answers, she must resonate with you. He said, "I used to use ××× cosmetics before." You must have an understanding of beauty expertise, and at the same time, you must continue to praise, so as to guide her to say more. This is the resonance.
The more points of empathy you have, the easier it will be to achieve trust with the other person. Imagine if you and the customer are wearing the same clothes by coincidence, then the sense of trust can be achieved at a glance. Without the process, you can feel that your taste is the same as his taste.
People are very willing to look for the same frequency among themselves. Look at these words: classmates, colleagues, colleagues, comrades, and people who study Buddhism are called fellow practitioners, and officials are called colleagues together. Anyway, as long as two people have something in common, they can easily get together and build trust. The method is very simple, that is, to find more common ground and generate more resonance, and the trust between you and the other party will be established.
2. rhythm. As a good marketer, the closer the pace of action and speed of speech to consumers, the better the sense of trust will be established. Many people are doing sales, how to sell, one of the most important points is to follow the rhythm of consumers, the other party's rhythm is fast, the speed of speech is fast, we also have to speak fast; the other party is a slow speaker, you are still very fast, he does not know why he feels very uncomfortable, how can not establish a sense of trust; if the other party is a person who speaks at a moderate speed, you should also speak at a moderate speed.
At the same time, we should communicate with each other in a way that the other party can understand. Some marketers are full of technical terms, but please don't forget that customers are not industry experts.