Sales skills for novice salespeople to quickly attract unfamiliar customers

How do salespeople speak to unfamiliar customers? How do you start your business cooperation journey? Here are the sales skills that I have compiled for you as a novice salesperson to quickly attract unfamiliar customers. I hope it will be helpful to you. Useful to everyone. 1. Starting with a smile, like a peacock in full bloom, the salesperson shows the best benefits of the product to unfamiliar customers.

China is a country of etiquette, and the most important thing is how to treat others. The first thing many customers value is whether the salesperson is educated rather than the product. If the salesperson gives you a smiling face before speaking to the customer, it will undoubtedly bring a good atmosphere to the salesperson for business negotiation, and at least the customer will give you a chance to express your opinion. If a salesperson comes to the door with a mournful face like a door god, will customers still pay attention to you? Therefore, when a salesperson faces a customer, there is no doubt that no matter how difficult or bad things happen to him, he will put on a smiling face because he is a stranger. The customer has not offended you, so why should he look at the salesperson's ugly face?

With such a good atmosphere, the salesperson must seize the opportunity to introduce his business to unfamiliar customers. ?Hello, boss?, ?Hello, I am from XX company. I bring you a product. I hope it can help your business. This product has XX characteristics and has XX advantages in sales policy? . If there are products from a large company with certain market influence, customers may only ask the salesperson about the product model and price, as well as other marketing policies. But for products from a small company that has not yet made an impact in the local market, the salesperson must first introduce the company. The biggest selling point of the product.

Whether it is a large company or a small company, the salesperson's products must bring benefits to customers, and benefits are the selling point most recognized by customers. As an investment in a new product, customers are thinking about returns, rather than working as a free porter for the manufacturer and making money at a loss. Therefore, when a salesperson first introduces a product to a customer, he or she should act like a peacock, showing the most beautiful side of his product to the customer, and stating the best selling points of the product that can bring benefits to the customer, so that the customer will be interested. Keep listening.

Such selling points include many: products, product packaging, sales policies, market management, publicity and promotion, etc. If the salesperson first introduces words that are insignificant to the customer's interests, the busy customer may not be interested in continuing to listen, and may politely decline with an excuse, "Sorry, I am very busy now, can you find another company?" But many business customers will often send you out with one sentence: "There are too many markets for this type of product, so I won't do it." I feel angry when my business fails. 2. Use retreat to advance. The salesperson first flatters the customer and then transitions to door-to-door purpose.

When a salesperson visits an unfamiliar customer, he may not know who the boss is, so he must first observe the situation in the store (large companies are often in office buildings) to find clues, such as the brand of products sold and the store display. , the appearance of the employees, the quantity of goods piled up, the size of the store, etc., to find out who is directing the work. This person is probably not the boss but at least the manager. The salesperson should not make a stupid mistake here. If you meet a manager, you should also flatter him as your boss or boss, which is what we usually call PMP (flattering), because many people in China have a *** colleague. He has a bad nature and likes to be praised by others. However, salespeople should not talk to the manager for too long, because the person who makes the decision is the boss after all. Talking over and over with the manager may not lead to results, because the manager does not know where the boss’s bottom line is for the product.

If the salesperson can meet the boss as soon as he walks in, it is an opportunity and luck. The salesperson needs MPMP (rapid flattery). Of course, the flattery must be on point and not fabricated out of thin air. Seeing that the store has a large variety of goods and brands, the salesperson will praise him for his prosperous business and his efficient management, and flatter him that he is either the boss or the second in the market. When the boss hands the salesman cigarettes and pours tea, the boss may be a little jealous at this time. When the customer is in a good mood, the salesperson needs to strike while the iron is hot, promote his products and explain his intentions. When the customer is in a happy mood, he can quickly talk about product cooperation and policies. At this time, the salesperson is almost half successful.

Even if the business cannot be concluded this time, the customer will have a good impression of the salesperson and his products, paving the way for next cooperation.

Here, the author warns salesmen to pay attention to the degree of heat when flattering customers. They can only amplify the customer's current situation, and do not fabricate facts out of thin air and say that a small business owner is a big customer. Don't describe slow business as prosperous business. In this way, the salesperson will not only fail to kill customers, but will also be killed by customers and lose the business cooperation between you. 3. Let the customer speak first and follow the customer's ideas to achieve the purpose of business cooperation.

Customers who have successful business are usually very busy. After the salesperson comes to the door, do not interrupt the customer's business, but be sure to calm down and wait. When the customer is busy, the salesperson also acts as a helper as much as possible, so that the customer will pay attention and take the initiative to ask the salesperson what he does, and the salesperson will have the opportunity to introduce himself and his products. It should be noted that when introducing a product, do not mention it face to face. After the salesperson introduces the selling point of a product, he must observe the customer's reaction, let the customer ask questions, and then analyze and answer the questions he raised, and try to put the answers to himself. products to achieve the purpose of successful promotion.

An inexperienced salesperson may make a mistake and change the subject when answering a customer's question, forgetting his true purpose. Last autumn, the author was recruiting investment for a paint company in Hunan. At the Changsha Red Star Building Materials Market, a large store near Shaoshan Road, the main north-south transportation artery in Changsha, I saw that the brands sold by customers were all China Resources, Meitus, Bardes, etc. Well-known paint, I feel that this customer's business is relatively strong and powerful. After the author entered the door, I saw the customer was sweating profusely while mixing paint colors. The author stood aside and helped him get some palettes and bucket lids. After the customer finished his business, he took the initiative to ask me which manufacturer the author was from. The author introduced his products smoothly. After listening to the customer, he expressed concern about the quality of my products. He guessed that the price of the author's brand products would not be high even without mentioning the price. It's too expensive. The author immediately replied to this customer that he could go to the factory to see the scale and technical strength of the author's factory, and the factory is located in Hexi, Changsha.

In view of the reason why customers are unwilling to purchase goods, the author puts forward the selling point that is most likely to close the deal. The factory will deliver ten barrels at a time for free, and it is cash on delivery, so there is no financial pressure. When you need it Just when will it be delivered. The customer thought about it and finally agreed to the request for cooperation. If a customer needs the author's product at a suitable price, he will call to place an order.

It didn’t take long for the two parties to gradually cooperate in business. Fourth, suppress first and then promote. First talk about the customer's shortcomings, then talk about correction methods, and guide customers to pay attention to your products.

Experienced salespeople usually conduct a rough survey of the local market conditions before visiting unfamiliar customers. What brands does customer A sell, what products are they mainly selling, and what is their scale? What commercial location does customer B have funds in? How is the strength? Wait. Salespeople must be confident in their minds so that they can promote products to unfamiliar target customers and help them develop the market in a targeted manner.

When a salesperson visits a strange customer, he can first hide his true intentions and tell the strange customer that if he accepts his marketing ideas, the customer's business may be better. Let's start with the existing problems and what needs to be used. Solve the problem with methods, present facts and make sense, and customers will have to obey. In fact, customers pay attention to their competitors every day and know the problems of their own business. If the salesperson can tell the customer's shortcomings in a few words, the customer will definitely listen and think that the salesperson is a master of marketing. , if you cooperate, the customer's own business will definitely reach a new level, so will the salesperson still be afraid that strange customers will not cooperate with you?

However, not every salesperson can practice this skill of showing blood. Only salespeople who have reached a certain level of skill can use this trick. If the salesperson talks about the customer's business idea, the business cooperation may be immediate; if he talks wrongly and goes astray, not only will the business not be concluded, but the salesperson will also be put in an embarrassing situation.

In the second half of 2000, the author was responsible for the business of a major brand of refrigerators in Zhuzhou, Hunan. Only Chaling County in the region had stagnant market sales. It was not that there were no customers, and the number of customers was frightening. Almost everyone Customers who sell refrigerators all have this brand, but none of them mainly promote it. This brand of refrigerators is only used as bait to attract customers, and what is really sold is other brands.

In order to rectify the Chaling market, the author first conducted market research and secretly looked for a customer suitable to promote his own brand. He walked around the Chaling market and learned about the large and small customers in the Chaling home appliance market. A preliminary understanding shows that this market has not yet produced a dominant customer that absolutely controls the market, and most of the companies are in the middle of the pack in terms of strength. After some analysis, the author decided to choose Chaling Baifang as a breakthrough customer because this customer has a relatively good business location and does not have a big refrigerator brand. Other categories of home appliances are also second-tier brands. They must need big-brand home appliances to drive business. , and more importantly, the customer does not attach too much importance to product sales profits. After the author entered the door, he told the customer's true feelings in one sentence, saying, "Hello, boss, your store is in a good location, but unfortunately the business is not as good as other stores because there is no big brand to drive business." The owner of the home appliance store heard that the author could point out his shortcomings in just one sentence. He immediately agreed and asked me to propose ways to change the decision. He hoped to cooperate sincerely with a big home appliance brand. Later, the author revealed his true purpose and He promised that if the customer operates the author's brand of refrigerators, the business will be better than before, and he will immediately find the supply of other customers and standardize the sales of the brand in Chaling Market.

Later, the sales volume of this brand of refrigerator Chaling increased steadily. Due to the strong support of the manufacturer, other customers did not dare to sell products without restraint. 5. Silence is better than sound. Do other things first and then choose an opportunity to talk about your own business.

? Laymen watch the fun, experts watch the door?. Many laymen always think that doing business is easy. In fact, only insiders know that it is really difficult to be a qualified salesperson. The market environment is complex, and each customer's boss' personality and hobbies are different. The salesperson's speaking style must be consistent with the conversation environment based on location, time, situation, language organization, form, etc.

Not only that, but you also need to know astronomy and geography, politics and sports, gossip and jokes, and almost eighteen kinds of martial arts, so that you can use different tricks when facing different customers. If the salesperson's tricks are to the customer's liking, even though the salesperson and the customer have no experience of going to the countryside together, shooting guns together, or visiting prostitutes together, the customer will regard the salesperson as a like-minded friend, and at least the customer will Will help the salesperson.

The author once helped a Hunan condiment company go to Jingdezhen, Jiangxi Province to attract investment. Before going there, a colleague introduced a customer named Li who liked singing, drinking and entertainment activities. After the author arrived in Jingdezhen, he went directly to the customer named Li. It happened that this boss Li was in his hotel, discussing business with another owner who wanted to enter his hotel to do the wine business. After the business discussion, the wine business owner A customer invited Boss Li to sing. After understanding the purpose of my visit, Boss Li did not refuse, but also called me over. Although the author's singing skills are not up to par, I still tried my best to show off a few songs in front of Boss Li. After singing, it was time for dinner, and everyone went to a big hotel to drink and eat. Even though there were ladies present, everyone still happily told jokes and drank wine to their heart's content. I don't know how many bottles of beer I drank that night. By the time I could hardly drink anymore, two of my friends had already passed out drunk. The dinner lasted until more than twelve o'clock in the night, and then I went to the hotel to get a room to rest.

The next morning, the author went to Boss Li’s place again and saw him playing chess with other clients. The author’s chess skills were just beginning. Later, Boss Li was busy with business and asked me to play chess with his clients. .

For two whole days, we did not talk about business cooperation.

On the third day, he called me and asked me to come to his office. Due to the early emotional foreshadowing, the business was naturally concluded. Although the payment made by Boss Li was not much, it could be regarded as a new development in Jingdezhen. client.

However, the author would like to remind the salesperson that this silent method can only achieve its goal when the customer knows the salesperson's intention and there is no obvious rejection. The reason why the customer did not discuss cooperation with the salesperson at that time was because the customer needed to test the salesperson's sincerity and ability to cooperate. If the customer knows the salesperson's intention and refuses, there is no need for the salesperson to socialize with the customer to avoid wasting time and money.

Through learning, have you gained a deeper understanding of the importance of sales rhetoric? Whether you are a novice or a veteran, impressing customers with sincerity and saying the most beautiful words to attract customers is the only way you can make sales. The key! You must seize every learning opportunity, attract unfamiliar customers as quickly as possible, and impress customers with the most sincere words!