Words and skills in sales

The words and techniques of sales

The words and techniques of sales. Those who do sales must master the words and techniques. In fact, in our lives, those who do sales must master the words and techniques. It is implemented in all aspects of our lives, but not all sales people understand the skills. Let’s learn about the words and skills of sales. Sales words and techniques 1

1. Affirmative inducing questions

The affirmative inducing questioning method is a combination of affirmative statements, inducing statements and questioning methods. Use simultaneously. The first is an affirmative statement, that is, using positive terms-"very popular". The second is the inductive statement - "This product comes in two sizes, large and small. I don't know which one you would like to choose, but I wonder if the larger one is better?" Finally, there is the method of asking the question - "Sir, what do you want? How to use it?"

2. Comparison with similar questions

Simply put, it is to use the customer's belongings as a practical example to convince the customer.

For example, Xiao Chen is a salesman of learning software. Once, after reading the product introduction, a customer also wanted to see the content of the software he wanted to buy: "I should decide whether to buy it based on whether the content of the product I want to buy is suitable for me. Right?"

Xiao Chen: "You are right, but the publishing house that published this book is very famous. I hope you can trust the first-class publishing house. Sir, I can ask about your notebook. What brand is the computer?"

Customer: "It is a domestic product."

Xiao Chen: "Oh! When you bought this computer, did you take it apart first? Where are the components inside?"

Customer: "No."

Xiao Chen: "I think after seeing the computer, even if you think the quality of the computer is okay, it is because you believe in it. I only bought it because of the company's reputation and service. Similarly, when buying a car, you can't disassemble the car and look at the engine, right? When buying medicine, you can't buy it for 100 yuan a box. Among the medicines, pick one, taste it, and try its efficacy before deciding whether to buy it or not. Although there may be many price differences between different brands of products, if you can't tell the difference between good and bad quality, I will give it a try. I think you should buy based on the reputation of the manufacturer. The same goes for buying this learning software. You should trust the reputation of the publisher. ”

3. Split question guidance

This method is very effective when promoting expensive products. A salesperson often uses split questions many times to persuade customers when selling a set of expensive furniture. Customers: "This piece of furniture is too expensive."

Salesperson: "Do you think it is expensive?" How much is it?"

Customer: "It's more than 1,000 yuan more expensive."

Salesperson: "Now let's assume it's 1,000 yuan more expensive." At this time, the salesperson took out his wallet. Bring a notebook and write down 1,000 yuan on it to show to your target customers.

Salesperson: "Sir, do you think you will be able to use this set of furniture for at least 10 years before replacing it?"

Customer: "Yes."

< p> Salesperson: "So, according to what you think, it means spending an extra 100 yuan a year. Is that what you mean?"

Customer: "Yes, that's what I think." < /p>

Salesperson: "Okay, let's just say it's 8.5 yuan. You should use it at least twice a day, in the morning and at night."

Customer: "Sometimes more."

Salesperson: “We conservatively estimate it to be twice a day, which means you will use it 60 times a month. So, if this set of furniture costs an extra 8.5 yuan per month, then it will cost more each time. It’s less than 0.15 yuan.”

Customer: “Yes.”

Salesperson: “That’s less than 1.5 cents a day, but it can transform your home. It's neat and tidy, so you no longer have to worry about not having a suitable place to put things, and it also plays a decorative role. Don't you think it's a good deal?"

Customer: "...Yes. Then I’ll buy it. Will you deliver it to your door?”

Salesperson: “Of course!”

4. Make the problem simple

Through a simple question, the salesperson can understand why the customer does not buy. According to the customer's situation, the salesperson can probably know which strategy should be used to deal with it, reduce the sales obstacles that can be overcome one by one, and improve the sales success rate. At this time, reducing complex questions to simplicity is the best way to guide customers with questions. For example, you can ask this question: "Do you think it is not necessary to buy it now? If it is a payment problem, we have a plan to cooperate with you.

”

“Are you dissatisfied with the price?”

“Is there anything you don’t understand about my explanation?”

“You Don’t want to buy yet?”

“Have you already ordered from other places?”

“Have you considered buying from other buyers?”

< p>　"Don't you like this style?"

"Are you not very interested in this product?"

"What do you think of this manufacturer?" Do Sales Words and Skills 2

Five sales skills and words, how to improve sales skills

1. Be fully prepared

Many new salesmen usually have It is a misunderstanding that you can do well in sales as long as you are eloquent. In fact, this is not the case. If you want to do well in sales, you must first have a full understanding of the products you sell. How can you highlight the advantages of the product to convince customers even if you do not understand the product? What about purchasing?

2. Pay attention to details

Salespeople must be enthusiastic, but everything must be done in a certain way. Excessive enthusiasm will have a negative impact on true enthusiasm. It cannot be expressed simply through external expressions. The key is to pay attention to the details of the conversation during the communication with customers, grasp the real needs of customers, and use the company's products to meet their needs.

3. Seize the opportunity

The most taboo thing about sales is to be sloppy and not make a decisive decision when the customer is willing to buy. You must know that once the customer has the intention to buy, you must seize the opportunity. If you miss a good opportunity, it will be more difficult to arouse the customer's interest again.

4. Pay attention to your mentality

Sales staff should pay attention to adjusting their mentality when communicating with customers. When talking to customers, the tone should be steady, the language should be clear, the words should be appropriate, and the reasons should be sufficient. Do not be impetuous or aggressive, especially when the customer makes excuses, you should be calm and do not force the customer.

5. Strive for an interview

When contacting customers for an appointment, our main purpose is to obtain the opportunity to meet with the customer. Customers may not pay attention to the detailed product introduction on the phone, and the details should be left to the customer during the interview. Detailed introduction. Too long phone conversations can easily make customers lose patience and reject us. Sales skills and skills 3

Sales skills and skills of salespeople 1

When a customer When you walk into the store and start to notice the products sold in the store, it marks the first stage of sales. This is the first step to successful sales!

Customer psychology:

< p> "Blind browsing" means that customers walk into the store to understand and browse casually. At this time, there is no "demand" and the desire for the product is very low.

Sales focus:

"Attracting attention" means breaking this "no demand" balance and finding a breakthrough. The best sales method at this time is "one-sentence selling", that is, using one sentence to summarize the highlight of each product, using one sentence to attract the customer's attention and stimulate his interest. Provide timely explanations wherever customers look.

Salesman’s Sales Skills and Speech Part 2

Customer Psychology:

“Curiosity”, an open mind, indicating curiosity about the product and willingness to let customers know The salesperson makes the introduction.

Behavioral characteristics:

Stop, look, reach out to touch the product, and ask simple questions.

At this time, customers have a good impression of the store and sales staff. Customers start to stop in front of a certain product, even touch it with their hands, and ask simple questions, such as, "What material is this?" "Is anyone selling these?" Sometimes they ask: "How much does this cost?" It should be noted that the inquiry at this time is usually not a serious and rational one, but is often just a signal of interest in the product!

If the salesperson rushes to quote at this time, the other party will say "too expensive" 99% of the time, because the customer's awareness of the value of the product is still relatively low at this time, perhaps less than 50%. The salesperson is clearly at a disadvantage when talking about price at this point. If sales staff cannot further communicate effectively, they are likely to fall into the quagmire of price negotiations prematurely, which will have a great negative impact on effectiveness.

Sales focus:

"Brief introduction", based on the one-sentence sales just now, further use concise language to state several selling points of this product, and use supporting Point of view strengthens the power and credibility of a one-sentence sales pitch. At the same time, the most important thing at this stage is to "stimulate interest" through product perception. Customers can be invited to participate in the product demonstration process, that is, "experiential sales". Customers are asked to touch, take a closer look, and gesture with their hands. Take a look and fully experience the feeling of using the product.

Only when customers fully perceive the product can they further develop a desire to purchase.

Customers will never buy products they don’t understand well. The operation of bulk durable goods is generally relatively complicated. If you just listen to the salesperson’s explanation, the perception level is only 10%. Touching, demonstration, and trial can make the product perception level reach 90%. %.