Ask for sales words, that is, questions and answers between customers and salesmen.

1, avoid imperative, use request. Imperative sentence means that the speaker unilaterally forces others to do it without asking their opinions; Request statement is to ask others to do it with respect for each other. The demand statement can be divided into three statements: affirmative statement: "Please wait a moment." Question: "Can you wait a moment?" Negative question: "It will be ready soon, won't you wait?" Generally speaking, interrogative sentences are more touching than affirmative sentences, especially negative sentences, which can better reflect the respect of salespeople for customers.

2. Use less negative sentences and more positive sentences. Affirmative sentences and negative sentences have opposite meanings and cannot be used casually, but if used skillfully, affirmative sentences can replace negative sentences with better results. For example, the customer asks, "Do you have this in other colors?" The salesperson replied, "No", which is a negative sentence. When customers hear this, they will definitely say, "Then don't buy it" and turn around and leave. If the salesperson answers in different ways, the customer may have different reactions. For example, the salesperson replied, "Sorry, this model is only available in black at present, but I think the color of high-end products is relatively dark, which is in line with your temperament, identity and use environment. You might as well try. " This kind of affirmative answer will make customers interested in other goods.

3. Use the method of first derogating and then praising. Compare the following two sentences: "It's too expensive, can you give it a discount?"

(1)- "Although the price is slightly higher, the quality is very good."

(2)- "Although the quality is good, the price is slightly higher."

Except for the reverse order, the words and wording of these two sentences have not changed at all, but they give people a completely different feeling. Look at the second sentence first, it focuses on high prices, so customers may have two feelings; First, although the quality of this commodity is very good, it is not worth that much money; Secondly, the clerk may look down on me and think that I can't afford such an expensive thing. Let's analyze the first sentence again. It emphasizes "good quality", so customers will feel that the goods are so expensive because of their good quality. To sum up the above two sentences, the following formula is formed: (1)- disadvantages → advantages = advantages (2)- advantages → disadvantages = disadvantages. Therefore, when recommending and introducing goods to customers, Formula A should be adopted, and the disadvantages of goods should be mentioned first, and then the advantages of goods should be introduced in detail, that is, criticism should be followed by praise. This method is very useful.

4. Vivid words and euphemistic tone. Here are three examples of clothing sales statements: "This dress looks good on you." "This dress looks elegant on you, like a lady." "You look at least ten years younger in this dress." The first sentence is very common, while the second and third sentences are more vivid. Even if the customer knows that you are praising her, she is happy. Besides vivid language, euphemism is also very important. For some special customers, you should listen to the taboo words well and make them feel that you respect and understand them. For example, say "plump" instead of "fat" for fatter customers; For customers with darker skin, say "darker skin" instead of "black"; For customers who want to buy low-grade products, don't say "this is cheap", say "this price is moderate"

Business language skills

1, "Yes, but" method. This is a widely used method in answering customers' objections, which is very proud and effective. Specifically, on the one hand, salespeople agree with customers' opinions, on the other hand, they explain the reasons and one-sidedness of customers' opinions. For example, customer: "I've always wanted to buy a smart phone, but I heard it's difficult to use." A friend of mine has never used it clearly. " Shop assistant: "Yes, you are right. Many people are not very clear about the functions of smart business phones. However, the design of "I7 18" is unique and will certainly be very useful. Here is a simple explanation to tell you how to use it. At the same time, you can check it at any time or call our company's hotline. If you still can't use it, we can have someone teach you. You see, the clerk agreed with the customer with a "yes" and explained the reason why the intelligence didn't work well with a "but". This method can make customers change their misunderstanding of goods in a happy mood.

2. High-angle omni-directional method. Customers may put forward some shortcomings of the goods, and salespeople can weaken the shortcomings put forward by customers by emphasizing the outstanding advantages of the goods. When the customer's objection is based on facts, this method can be adopted, such as the salesperson: "This mobile phone is fully functional and the quality is guaranteed." Customer: "I don't need to use other functions. It usually doesn't take me long to use my mobile phone. " Shop assistant: "that's just your habit of using your mobile phone, there is no additional function." Now that you have this mobile phone, I think you will love its functions, and if the quality of the mobile phone is guaranteed, it is also a good thing, isn't it? "

3. Problem-oriented method can sometimes guide customers by asking them questions, so that customers can eliminate doubts and find answers by themselves. For example, a customer enters a store and looks at a mobile phone: Customer: "I want to buy a cheaper mobile phone." Shop assistant: "cheap mobile phones generally have no function." Do you want a mobile phone that only needs to talk? " Customer: "I think the shop downstairs will be cheaper." Shop assistant: "Yes, but how does the quality of mobile phones there compare with ours?" Customer: "Oh, their mobile phones ..." By asking questions, the clerk asked customers to compare the differences of goods and make a choice.

You can't turn a deaf ear to any different opinions of customers. Business argument should not only prove the correctness of one's point of view, but also dispel the doubts of the other party. If you don't reply to the different opinions of customers, it will make people feel that the salesperson deliberately only makes an incomplete and tendentious introduction to the goods. In order to avoid this situation, we can't ignore any different opinions of customers. We should prevent such a misunderstanding that different opinions of customers are regarded as venting and seeking asylum and distrust.