Some sales words

Some words about sales, salespeople are very important in many industries now, because they are an important link between products and customers. Sales speech is the most important sales promotion method for salespeople. Let's look at some words of sales.

Some words about sales 1 1. For salespeople, sales knowledge is a must. Sales without knowledge can only be regarded as speculation, and it is impossible to really appreciate the fun of sales.

2. A successful promotion activity is not an accidental story, but the result of learning, planning and applying the knowledge and skills of salespeople.

3. Sales promotion is the application of common sense, but only by applying these concepts that have been proved by practice to the activists can it produce results.

Before you make a big splash, you must be prepared for being boring.

5. The preparation and planning before promotion must not be ignored. Only if you are prepared can you win. Prepare sales tools, opening remarks, questions to ask, words to say and possible answers.

6. The joint efforts of full preparation in advance and on-site inspiration often lead to the disintegration of strong enemies and success.

7. The best salespeople are those who have the best attitude, the richest commodity knowledge and the most thoughtful service.

8. All materials, manuals and advertisements related to the company must be studied and memorized. At the same time, we should collect advertisements, promotional materials and brochures from competitors. Through discussion and analysis, we can know ourselves and take corresponding countermeasures.

9. Salespeople must read more books and magazines on economy and sales, especially reading newspapers every day to learn about national and social news and events and visit customers. This is often the best topic, and it will not appear ignorant and shallow.

10, the way to get orders starts with finding customers, and cultivating customers is more important than immediate sales. If we stop adding new customers and salespeople, there will be no source of success.

1 1. Transactions that are not easy for customers are bound to be harmful to salespeople. This is the most important business ethics.

12. When visiting customers, the principle that salespeople should follow is to grab a handful of sand even if it falls, which means salespeople can't go home empty-handed. Even if the promotion is not over, they should introduce you to a new customer.

13. Choose customers, measure customers' willingness and ability to buy, and don't waste time on people who are hesitant.

14, the important rule of strong first impression is to help others feel important. Being late means that I don't respect your time. There is no reason for being late. If you can't avoid being late, you must call and apologize before the appointed time, and then continue the unfinished sales promotion work.

16, sold to people who can make purchase decisions. If your sales partner has no right to say buy, you can't sell anything.

17, every salesperson should realize that only by focusing on customers can sales succeed.

18, approaching customers in a planned and natural way, making customers feel favorable and negotiating smoothly are the work and strategies that sales personnel must work hard to prepare in advance.

19. It is impossible for a salesperson to make a deal with every customer he visits. He should try to visit more customers to increase the percentage of transactions.

20. Know your customers, because they decide your performance.

2 1. Before you become an excellent salesperson, you must become an excellent investigator. You must discover, track and investigate until you know everything about your customers and make them your good friends.

22. Believe that your product is a necessary condition for a salesperson, and this confidence will be passed on to your customers. If you have no confidence in your product, your customers will naturally have no confidence in him. Customers are convinced by your deep self-confidence, not your high level of logic. Good salespeople can tolerate failure partly because they have confidence in themselves and the products they sell.

24. Knowing customers and meeting their needs, not knowing customers' needs is like walking in the dark, wasting your energy and not seeing the results.

25. For salespeople, the most precious thing is time. Knowing and choosing customers is to let salespeople focus their time and energy on those who are most likely to buy, rather than wasting them on those who can't buy your products.

There are three rules to increase sales: first, pay attention to your important customers; Second, be more focused; Third, be more focused.

27. There is no distinction between high and low customers, but there are levels. Determining the number and time of visits according to the customer level can make the salesperson's time play the most effective role.

28, close to the customer must not be formulaic, must be fully prepared in advance, for all types of customers, take the most appropriate way and opening remarks.

29, sales opportunities are often fleeting, we must quickly and accurately judge, careful attention, so as not to miss the opportunity, but should strive to create opportunities.

Focus on the right goals, the right use time and the right customers, and you will have the eyes of a tiger in sales promotion.

3 1, the golden rule of sales promotion is to treat others as you like them, and the platinum rule of sales promotion is to treat others as they like you.

32, let customers talk about yourself, let a person talk about yourself, can give you a great opportunity to dig * * * similarities, build a good impression, increase the chances of completing the sales promotion.

33. In sales promotion, you must be patient and visit constantly, so as not to be too hasty or take it lightly. You must take your time, observe your words and deeds, and facilitate the transaction at an appropriate time. 、

Don't be discouraged if the customer refuses to sell. We should further convince our customers and try to find out the reasons for their refusal. Then prescribe the right medicine.

35. If you are curious about the people around customers, you should explain and introduce them enthusiastically and patiently, knowing that they are likely to directly or indirectly influence customers' decisions.

36. Sales are for helping customers, not for commission.

37. In this world, what do salespeople rely on to resonate with customers? Some people are impressed by their quick thinking and logical eloquence, while others are moved by their passionate statements. However, these are all questions of form, and it is necessary to convince a person at any time and any place. Only one factor will always be effective: sincerity.

38. Don't sell and help. Selling is to stuff customers, and helping is to help customers.

39. Customers' thinking is logical, but it is emotion that drives them to take action. So the salesperson must press the customer's heartbeat button.

40. The relationship between salespeople and customers does not need formulas and theories such as calculus, but topics such as today's news and weather. So, don't try to impress customers with simple truth.

4 1. Touches the customer's heart, not his head, because the heart is closest to the customer's purse.

42. When you can't answer the customer's objection, don't perfunctory, cheat or deliberately refute it. You must answer as many questions as possible. If you don't get to the point, you must ask your superiors as soon as possible to give customers the fastest, satisfactory and correct answer.

Listen to buying signal-If you listen attentively, customers will usually give you hints when deciding to buy. Listening is more important than speaking.

44. The rules of the game of promotion are: a series of activities to reach a deal. Although closing is not everything, there is nothing without closing.

45. The first rule of trading: ask the customer to buy. However, the reason why 7 1% of the sales staff did not reach a deal with customers was that they did not ask customers for a purchase.

46. If you don't ask the customer for a transaction, it's like you aimed at the target but didn't pull the trigger.

47. When you make a deal, you have firm self-confidence, and you are the embodiment of success, just like an old saying goes: success comes from success.

48. If the sales representative can't get the customer to sign the bill, product knowledge and sales skills are meaningless. No deals, no sales, that's all.

49. It's not a shame not to get the order. I don't know why.

50. The conclusion suggests that the right solution should be put forward to the right customer at the right time.

5 1. When we conclude a transaction, we should persuade our customers to take action now. If we delay the transaction, we may lose the chance of closing the deal. A sales motto is: Today's orders are in sight, and tomorrow's orders are far away.

52. Overcome trading obstacles with confidence. Promotion is usually the ability to show and create buying confidence. If customers have no confidence in buying, even if it is cheap, it will not help, and low prices will often scare customers away. /

53. If the transaction fails, the salesperson should immediately make an appointment with the customer for the next meeting date. If you can't make an appointment for the next meeting when you meet a customer face to face, it will be even more difficult to meet this customer later. Every call you make must at least promote some form of sales.

54. Salespeople should never treat customers rudely because they don't buy your products, so you will lose not only a sales opportunity, but a customer.

55. Get along well with others (colleagues and customers). Sales is not a one-man show. We should work with colleagues and become partners with customers.

56. Track, track and track again-if you need to contact the customer five times-10 to complete a sale, then you must do it for the tenth time at all costs.

57. Hard work will bring good luck ―― take a closer look at those lucky people. That kind of good luck is achieved through years of hard work, and you can be like them.

58. Don't blame others for failure-taking responsibility is the pillar of accomplishing your career, hard work is the standard of success, and completing the task is your reward.

59. Stick to the end-can you take "no" as a challenge, not a refusal? Are you willing to stick to the 5 to 10 visits needed to complete the promotion? If you can do it, then you will begin to feel the power of persistence.

60. Use numbers to find out how you succeeded-how many leads, how many phone calls, how many potential customers, how many meetings, how many product introductions, how many times you tracked them, and then act according to this formula.

Some words about sales 2 1. Real sales is a pleasant chat process; Talk about each other's wishes and concerns, how to realize each other's wishes and how to take away each other's concerns.

2. Real sales have no opposing positions, neither buyers nor sellers.

3. Real sales is to solve problems for each other.

Real sales don't need to convince each other.

Real sales have no pressure on each other.

6. The real selling is that we say what the other party wants to hear, and we sell what the other party wants.

7. Real sales are full of value and significance.

8, real sales, the other party will say thank you after the job is done.

Many people think that sales is a difficult process. Once you know how to sell, your feelings about sales will change. Sales are full of pressure, sales need to convince each other, and sales are very hard. I'm changing your view on sales. You think you are begging others, but it turns out that you are doing something very valuable and meaningful. You are eliminating troubles for the other person and realizing his wishes. Simply put, you are solving problems for each other.

There are only two steps to real sales:

First, understand each other's wishes and concerns.

Second, use our knowledge, products and services to satisfy each other's wishes and take away their concerns.

Maximum profit from sales:

It is not the amount of commission, promotion, showing off the increase of capital, or the completion of tasks. The biggest gain of sales is that you have one more person who trusts you in your life!

The biggest enemy of sales:

Not rivals, not high prices, not rejecting your customers, not the company system, not bad products, the biggest enemy is: your complaints.

As a salesman, remember three of the following 10 top words!

First of all, persistence and confidence.

Salespeople can speak confidently in front of customers if they have enough commodity knowledge and accurate customer information. If you are not confident, you are unconvincing. With self-confidence, the salesperson can make a clear and powerful ending at the end of the speech, thus giving the other party a clear message. For example, "I'm sure I can satisfy you." At this point, this language will make customers have some confidence in the goods you introduced.

Second, repeat what you said to deepen your impression in the eyes of customers.

What the salesman said will not be 100% left in the other person's memory. And many times, even the emphasized part just passes through the other person's ear, leaving no trace of memory, which is difficult to do. Therefore, it's best to repeat the important content you want to emphasize and explain it from different angles. In this way, customers will believe and deepen their impression of what they are talking about.

Remember: you should express your key points to each other from different angles and in different ways.

Third, treat each other honestly and infect customers.

It is impossible to convince all customers only by relying on the fluent writing and rich knowledge of sales staff.

"Too talkative."

"Is this salesman credible?"

"Although this condition is very good, will it only be like this at first?"

Customers will have the above questions and anxieties. To eliminate anxiety and doubt, the most important thing is to be honest. Therefore, we must have confidence in the company, products, methods and ourselves. Attitude and language should show connotation, which will naturally infect each other.

Fourth, learn to be a good listener.

In the process of sales, try to make customers talk as much as possible and turn themselves into listeners. We must be psychologically prepared to make customers feel that they are choosing and buying according to their own wishes. This method is a clever sales method.

Hard selling and boasting will only make customers feel unhappy. You must have an attitude of listening carefully to the other party's opinions. Don't interrupt the other party's speech in the middle and rush to speak by yourself. If necessary, you can skillfully echo the other party's speech, and sometimes you can ask questions appropriately in order to let the other party go on smoothly.

Fifth, guide customers to answer with questioning skills.

Good negotiation skills should make the conversation customer-centric. In order to achieve this goal, you should ask questions. The quality of salespeople determines the method and effect of asking questions. Good salespeople will listen and ask questions. By asking clever questions, you can:

1, according to whether the customer has a conversation, you can guess the degree of concern;

2. According to the customer's answer, formulate the countermeasures for the next visit;

3. When the customer raises an objection, start with "Why?" Start "How?" Ask questions to understand the reasons for their opposition and know what to do next.

4, can create a conversation atmosphere, make the mood relaxed.

5. Make a good impression on each other and gain trust.

Sixth, borrow the mouth of people around customers.

It will promote sales to lead customers' friends, subordinates and colleagues to our position or not to oppose our position through clever methods. Facts also show that letting them know your intentions and become your friends is of great help to the success of sales.

A good salesman will pay more attention to how to win over the friends of customers who happen to be present. If the people around him say "this house is good and worth it", there will be no problem. On the contrary, if someone says, "Forget it." In this way, it's over. Therefore, ignoring the people present will not succeed.

7. Quote comments from other customers.

Quoting other customers' words to prove the effect of goods is an extremely effective method. For example, "You are familiar with xx. I bought this product last month, and the response is good." It is not easy to convince the other party that the comments and attitudes of influential institutions or people who have a certain position in the eyes of customers are very convincing just by selling their own ideas.

Eight, with the help of information that is beneficial to you.

Clever and accurate use of information that can prove your position. Generally speaking, after reading these related materials, customers will know more about the goods you sell. The information to be collected by salesmen is not limited to the contents provided by general companies, but also includes wholesalers, colleagues, relevant reports, etc., which are collected and sorted through the interview records and used or copied to the other party when introducing.

Nine, the tone of speech is clear and clear.

A clear tone is an important basis for the other party to have a good impression on themselves. Honest people, quiet people try to be cheerful in sales work. Many famous comedians are interesting people when they perform, but they are not like the images on the stage in real life. Therefore, the same is true for salespeople, who should maintain a professional attitude in front of customers and speak clearly.

Ten, don't give customers the opportunity to say "no"

"Are you interested in this commodity?"

"Can you make a decision now?"

Such a question will produce an unfavorable answer to the salesperson, and there will be silence because the conversation cannot continue.

"What do you think of this product?"

"If you buy now, can you get a special gift?"

Some sales are 3 1, you should have good ideological and moral quality. As a salesman, you often have to pay a lot of money, some of which are cash or money orders. If you think wrong, it will bring unnecessary losses to the company.

2. To have solid marketing knowledge, business personnel should not only do their own business well, but also consider how to operate their own market in a benign way at a certain height, so that the sales speed will be the fastest and the cost will be the lowest. This also lays a solid foundation for future promotion to business manager.

3, we must have the spirit of hard work, as a salesman, I think that only by eating what others can't eat can we earn money that others can't. The effect of visiting two customers and five customers every day is completely different.

4, to have a good eloquence, to persuade customers to buy their own products, in addition to competitive product quality and price, how to say it through the mouth of the salesman, how to make their language both artistic and logical.

5. Have good psychological endurance.

6. Have firm self-confidence and never give up.

7. Be innovative. To be a qualified business person, you must open your mind and explore the market in your own unique way.

In addition to the above qualities, business personnel should also do the following:

1, business people who love your products very much and don't love them will never do well;

It is important to know your own products. No customer wants to deal with business people who don't understand products, because you can't persuade customers to buy your products at all.

Business personnel should know the following when taking over new products:

1. What is the core business of the company?

2. What is the core competitiveness of the company?

3. What is the organizational core of the company?

4. Who are the company's customers?

5. What services do corporate customers need?

6. What is the way to satisfy customers?

7. Who is the company's main competitor?

8. What are the service features of competitors?

9. What are our company's countermeasures?

10. Who is our customer's customer? What services do they need? How do these services affect your needs?

Every professional salesperson clearly knows what customers care about, which probably includes the following aspects:

1 Our service attitude

2. The professional level of our sales staff.

3. The quality of our products

4. The price of our products

5. Our service speed

6. Our employee image

7. Our after-sales service

8. Expansion of our product functions

9. The reputation of our brand

10, their comfort.

So how can professional salespeople provide customers with satisfactory service?

I. Sales preparation Sales preparation includes the following contents:

1, mental preparation

1, mental preparation

A professional salesperson must have good self-motivation and self-feeling ability, because salespeople often travel and rely entirely on consciousness. If they don't care about themselves, they can't make achievements quickly, which will also lead to an increase in sales costs and waste to the company. Self-feeling ability refers to the confidence of professional salespeople in themselves and the intuition of meeting customers for the first time. When faced with difficulties, the first reaction that flashed through their minds was complaining, shrinking, or how to overcome it?

In the eyes of professional salespeople, I won't think about whether I will encounter difficulties, but I will solve them when I encounter difficulties. I can feel this customer within a few seconds of meeting him for the first time. Can I win this customer?

A professional salesperson must have the ability to talk to people, talk nonsense, tell the biggest lie in the world with the most sincere attitude in the world, and let the other party always think that what you say is true. For example, on one occasion, I went to Samsung Group to sell enameled wires, usually to cheat customers. Please look at the following dialogue:

Xu: "Our Samsung Group is a big company, and our system is perfect. The problem of payment for goods should be handled in accordance with our company's system. "

Zhou: "Minister Xu, Samsung Group can achieve such great achievements, and it must be that the cultivation and quality of its personnel are very high. Especially when you are so young, Minister Xu can do this position. Your ability must be extraordinary. Your company is a big company, and so is ours. Your company's annual output value is 654.38+0.5 billion, and ours is not much less than yours. Your company has a factory building of more than 50,000 square meters, and our company is not much smaller than yours.

The above is a vague language, saying that bragging is bragging, and saying that there is no bragging, who can say that I brag? Of course, there were many wonderful stories later, and finally we made the business.

Here's another example:

I went to another company in Ningbo. Hardly had I entered the door when the minister had a meeting. The minister was arrogant and made a gesture. "Wait for me and we'll talk after the meeting." After that, I went to a meeting. At this time, I was worried in my mind, but my first reaction was not whether this line could be successful, but how to combat his arrogance. About 25 minutes later, the minister came out and said, "I only have 15 minutes, and time is tight." Please tell me what you want. "

Say that finish, sit in the chair, and then get your legs stuck on the table. Damn it, how can I talk business with you in this situation? My first reaction at that time was how to make you put your legs down. When I saw this scene, I said, "Minister Zhang, you must be very tired after such a long meeting. Let's not talk about business. You should drink a glass of water first. "

Then I brought him a glass of water and sent it to him. My water reached him, but it didn't go down. At this time, he couldn't sit still. He quickly put down his legs and stood up to receive water with both hands. "Manager Zhou, let's talk inside." We talked for 40 minutes, and finally the business was done, and we became good friends.

Of course, there are many situations, such as going to the company for the first time, entering the office and meeting the minister. He sits and you stand. How can you talk about this business under such circumstances? The above examples show that professional salespeople must have good self-feeling ability and adjust their mentality when encountering difficulties.

2, instrument preparation

To be a professional salesman, you must make good appearance preparation before visiting customers. Usually when the weather is not too hot, you must wear a suit and tie. Wearing casual clothes and wearing a suit to visit customers gives each other a completely different feeling. Secondly, whether your decoration is professional, whether the file package you use is up to grade, and whether the pen and notebook you use are standardized.

Whether you walk with your head held high and confident, whether your hairstyle is neat, whether your language and speech are elegant and humorous, in general, is how you design your personal professional image. Especially when a salesperson visits a customer for the first time, he must leave a perfect first impression on the customer like a son-in-law meets his mother-in-law for the first time, because people will never have a second chance to change their first impression in the other person's mind.

Here, I want to focus on language preparation. Many people may find it difficult to define sales, but I think sales means communicating with customers, and communication equals sales. The process of sales is how to establish a relationship with customers. According to the statistics of relevant experts, in the whole process of successful sales, language accounts for 38%, actions in conversation account for 55%, and conversation content only accounts for 7%. In other words, the key to business success lies in words and actions.

I wonder if marketing experts have thought about the distribution of language content in business negotiations. According to expert statistics, 80% of the whole conversation is about talking with customers, and only 20% of the language is used to talk about business.

Therefore, before visiting customers, we must be prepared for the language. How can I define my purpose in five minutes when the customer is pressed for time? It takes half an hour to talk to customers and an hour to prepare those languages. Therefore, sales is communication, and communication is sales. A professional salesperson must check whether he has professional clothes, professional decoration and professional language.

3. Material preparation

Professional salespeople will prepare their own information before visiting customers. The preparation of materials generally includes the preparation of business cards, sample books and physical samples. A professional salesperson must have a deep understanding of his own products and a thorough study of his own information. When customers browse their own information, you can directly tell each other the page number, even the first line. This way, customers will think that you are particularly professional.

To sum up, sales preparation is particularly important. If you are not fully prepared, your negotiation may be passive. What is sales ability? I think it is mentality+knowledge+skill = sales ability.

Second, make friends with customers.

Generally speaking, the process of making friends with customers, that is, the first telemarketing process, is to know the telephone number, contact person, specifications and models of products used, payment methods and monthly consumption of the other party's supply department by telephone, and initially reach the cooperation intention. The skills of this process are mainly manifested in your tone, language affinity, language logic and so on. On the phone, make the customer willing to tell you everything you want to know.

Third, the collection and processing of customer information.

After making friends with customers, you are not in a hurry to be this customer, but collecting and processing customer information before cooperating with customers, which is the most important link in the whole sales process. What is the real monthly consumption of this customer? How strong is his solvency?

How fast is his payment? Is he honest? Not all customers can make money for the enterprise. If a customer's payment ability is100000, and he gives you 200000 goods on credit, do you dare to give it to him? The result is obvious.

For another example, a customer, you don't have a copy of his business license and ID card, do you dare to let him be your agent? Therefore, the finer the customer information is collected, the smaller the risk of the enterprise, otherwise it may bring huge losses, such as large-scale bad debts or dormant accounts.