Sales Ten Recruit: Li Jiacheng 1 Billion Also Can Not Buy The Experience.

P > life is everywhere, because sales are actually a process of analyzing needs, judging needs, solving demands and meeting demands.

For example, when we go to a new environment, we introduce ourselves, that is, a sale to ourselves. For example, when we do an academic report, we sell our views to the participants.

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< p > but in reality, sales of many people are not very successful. Salesmen make an appointment, explain and curry favor with customers, break their legs and wear their mouths, but customers do not buy them. The reason for their pursuit is that they are not satisfied with the needs of analysis, judgement and resolution, and their goals are hard to reach.

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< p > it is often seen that salespeople can not wait to introduce products and quotations without waiting for customers to see them. They are eager to make a deal immediately. Listening to his experts, people often sigh that their sales knowledge is scarce, which makes his professional knowledge not well played.

Sales are regular. It's like making a phone number. The order is not wrong.

The basic process of sales is well known. Combined with my many years of practical sales experience and sales training experience, I sum up ten sales tips and share with you.

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< p > < strong > First: Sales preparation < /strong > < /p >

< p > sales preparation is very important.

It is also the basis for reaching a paction.

Sales preparation is not limited by time and space.

Personal accomplishment, understanding of products, mentality, personal recognition of corporate culture, understanding of customers, etc., it involves too many projects, not to mention here.

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< p > < strong > second strokes: mobilizing emotions can mobilize all < /strong > /p >

< p > good emotional management (EQ) is the key to success in sales, because no one wants to communicate with a depressed person.

Positive emotion is a state, a kind of professional accomplishment, and a conditioned reflex immediately formed when seeing a customer.

It is a waste of time, or even a failure, for marketers to meet their customers with deep emotions.

No matter what setbacks you encounter, you should adjust immediately if you see a client, otherwise you would rather have a rest at home than meet your customers.

So when we are ready to visit our customers, we must adjust our emotions to the peak.

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< p > what is the peak state? Sometimes we feel this way. Today we are very active and confident. It seems that everything is all right. This is the peak state. The success rate of doing things in this state is very high.

But this state is sometimes absent. We seem to have no control over it.

In fact, this state can be controlled only after a period of training.

For example, a good athlete can quickly adjust himself to the top of the game before competition.

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< p > then how can we adjust the peak state of emotion? How can we control this state? < /p >

When p, a, and worry, the worst case is /p.

< p > happiness is self seeking in life, and trouble is also self seeking.

If you do not trouble yourself, you will never be bothering others.

Worry can not solve the problem. The greatest disadvantage of worry is that it destroys our ability to concentrate.

So when faced with anxiety, be brave enough to find out the worst case that might happen in case of failure, and allow yourself to accept it, OK.

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"P > b", when I feel annoyed, I know how to comfort myself. < /p >

The pain and happiness of P is not determined by the quality of the objective environment, but by the state of mind and emotions.

If we count our happiness, about 90% of them are not bad. Only 10% is not very good.

Why can't you make yourself happy? < /p >

< p > C), when depressed, you can sing a song (< /p >).

As a salesperson, P will often be rejected, while some people will be depressed if they refuse.

Steel that has not been tempered is not good steel.

A depressed state of mind will destroy our hopes.

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< p > < strong > the third move: build up a sense of trust < /strong > /p >

< p > 1, resonance.

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< p > if you see customers prematurely speaking products or subordinates to see their superiors eager to show their talents, trust will be hard to establish. The more you talk, the harder your trust will be built.

For example, when the customer asks, is your product good or your opponent's product good? At this time, you can't answer correctly. If you say that you are good, he must say that you praise yourself and you can't be trusted! You say we don't know the opponent's situation, then he will say that you don't even know your peers and are not professional! So trust is very necessary in the process of building up.

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If you have a good command and trust with your customers, you will soon be able to build up a sense of trust. At this point, you should start with things that are irrelevant to the product. Why? Say, the product is your domain and your expertise. The consumer's mind is a state of preparedness. The more you speak, the more defensive you are, the more difficult it is to build your trust. P.

At this time, start with what he knows well and start with encouraging praise.

For example, in his home, you can ask him how much the house is 1 square meters. What kind of work do you do? I am very interested in your major. Can you tell me something? Some people are unwilling to answer some questions.

If you are selling beauty products, facing a woman can say, "your skin is so good, how do you maintain it?" he will definitely answer it (because this is the topic she is interested in, and she is very proud of it).

When she answers, she must arouse your sympathy. He says, "used to be * * cosmetics". You must know something about beauty professional knowledge, and at the same time praise it constantly, so as to guide her to speak more.

This is resonance.

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< p > the more resonating you are, the easier your trust will be.

Imagine that if you happen to be wearing the same clothes as your customers, then you can get a sense of trust at once. Without the process, you will feel that your taste and taste are the same.

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Between P and people, people are very willing to find the same frequency. Look at these words: students, colleagues, colleagues, comrades, Buddhists are called "Tongxiu" and "officials" are called colleagues. Anyway, as long as two people have something in common, it is easy to get together, so it is easy to establish trust.

The simple way is to find more common ground and produce more resonance, and you and your partner's trust are built up.

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< p > two, rhythm.

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< p > as an excellent salesperson, the closer to the rhythm and speed of the consumer, the better the trust will be.

Many people are doing sales, how to sell it, one of the important points is to follow the rhythm of consumers, the other side's rhythm is fast, the speed of speech is very fast, we speak quickly, the other side is a slow speaking person, and you soon feel very uncomfortable, and the sense of trust can not be built; if the other side is a moderate speed person, you must speak at moderate speed.

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< p > and communicate with each other in a way that the other person can understand.

Some salesmen are full of professional terms, but please wake up every morning and listen to a good inspirational CD-ROM or listen to a very exciting song.

You can loudly say to yourself, "I am the best" to give myself some good psychological hints.

A good mood is the beginning of a good mood.

At the same time, we need to know some specific ways to adjust our emotions.

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< p > < strong > Fourth: the problem of finding a customer is < /strong > /p >

< p > because you will feel comfortable with your partner when your sense of trust is established.

At this point, we need to ask questions to find out the problem of customers, that is, what problems he wants to solve.

For example, if you sell air conditioning, you have to understand that customers buy an air-conditioner to solve his problems: the old air-conditioning of his home is broken, because its failure rate is too high, it does not want to be repaired, and it needs to be changed; or is the customer moving from the old house to the present new house? Or the customer has not used the air conditioning, and now needs to improve the living conditions.

And so on, only by identifying the problems correctly can we really think about the customers and help them find their original needs.

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< p > How can we find the problem of our customers? Only by asking a lot of questions can we know what customers want to solve through this purchase.

A good salesperson will ask questions in 80% of the time, only 20% of the time to explain products and answer questions.

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< p > < strong > fifth: propose solutions and shape product value < /strong > /p >

< p > in fact, at this time, you have already decided to sell your products to customers.

Your solution will be very targeted. Customers will think that it is tailor-made for him. He will evaluate the feasibility of the plan with you and give up your guard against it.

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< p > in this process, you should lose no time in shaping your product value, tell your customers about your brand background, corporate culture and your prizes. Your expertise will be useful. At this time, you can easily hear what you say.

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< p > < strong > the sixth recruit: do competitive products analysis < /strong > < /p >

< p > many of our marketers know that if we do not talk about competitors, we will sell our products and speak of our competitors.

Wrong! When the sense of trust is not established, the customer and you stand on the opposite side, you do competitive analysis, he is very disgusted with you; but when the two sides established a sense of trust, and you put forward a solution for him, he would like to listen to some competitive brands' shortcomings. He expects you to do competitive analysis very much, otherwise the process will be interrupted.

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< p > this time, we should not only analyze the competing products, but also make sure that we are clear about where we are good, and the other side is not good at it, but it must be objective and not malicious.

The analysis at this time has two functions.

On the one hand, he can provide sufficient evidence for his final purchase; on the other hand, he must show off everywhere after buying goods: "I bought it too well, how did you buy it?" we have to provide him with enough arguments to argue with others to prove that his choice is the wisest.

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< p > < strong > seventh measures: dispel doubts and help customers resolve "/strong > /p >

< p > finishing competition analysis, the customer is not determined to pay immediately, at this time must not go to the paction, otherwise consumers will regret after buying.

Money is always on your body for a while.

You see, when you buy an air-conditioner, you can't stand the heat. People don't rush to buy it. He covers it for a day and thinks it's his own.

If you don't want to make up your mind, he must be resistant.

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< p > you can easily tell whether he has entered this state. He said, go back and discuss with my lover; I think the price is still a little high; now I have no money on me.

Seeing each other like this, we have to keep asking questions step by step until we find the real resistance point.

For example, you ask, "is there anything else to consider?" he said, "I'll go back and discuss with my wife."

Then you continue to ask, "what problems do your lovers care about?"

He will say, "what concerns my lover?" then ask again and again.

Resistance points are identified, and the way to remove them is natural.

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< p > < strong > > eighth strokes: a good deal is better than /strong. < /p >

< p > a lot of marketers have done well in the past, but they can't get a deal. In fact, this is a psychological self handicapping for marketers.

In the paction stage, we must use prompt and restrictive questions. This is the law of irregularity. Otherwise, your process must start from the beginning.

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< p > turnover is the time for you to help consumers to make up your mind. But at this time, many people dare not rush customers to make a deal.

In fact, as long as you decide to enter this stage, you should use prompt and closed questions to prompt him to make a deal. Otherwise, he will still cover the money for a few days.

What is a closed question? For example, "do you have time at 3 p.m. or 5 o'clock?"

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People who have studied marketing have learned such a case that the wonton booth sells eggs, the two wonton stands are the same, the size is similar, and the number of eggs sold can be different. The people who supply eggs are very puzzled. One day, when he went to study, he found that the two bosses asked their customers different questions. One used an open question: "do you want eggs?" eggs were sold less; another boss asked closed questions, "do you want an egg or two?" his eggs were sold for more than two.

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< p > restrictive questions also have good or bad points.

To sell clothes, for example, you ask the customer, "are you buying today or two days?" this question is also a restrictive question, but this is not a very good question. It should be asked: "do you want this red or yellow?" this is called a prompt restrictive question.

To make customers choose in time, this is the most painful time for customers because they have to pay outside.

After asking questions, you must never talk again, look at him, wait...

The key now is not to talk after asking.

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< p > < strong > ninth: good after-sales service < /strong > < /p >

< p > people often think that after sales service is to call and repair at home, but these are only very small and passive parts of after-sale service.

The real after sale service is our continuing service after people buy goods or services.

That is, in the process of customer use, we provide advisory services to our customers, and become consultants of our clients to solve the problems of customers in use.

Only in this way can we build a truly stable customer.

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< p > < strong > tenth: ask customers to introduce < /strong > < /p >.

< p > sharing is instinctive. Once a customer really recognizes products and services, customers are willing to share.

Customers are satisfied by introducing the introduction.

At this time, he can actively help you to introduce, and do not return, because this is his great psychological needs, some marketing personnel at this time embarrassed to say "help me introduce a few households," this opportunity may be lost.

You can tell him directly: "we still have many tasks. Would you please help me to introduce some of them?" it doesn't matter. Don't be embarrassed. Why? Because the introduction is the ultimate satisfaction of his needs. When I bought a dress, two colleagues bought the same second days, which proved that my eyes were very good and they were following my taste.

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The strength of P introduction is very large. It depends on how the marketing personnel make use of it. When a customer introduces the successful introduction, your sales behavior is finished, because you satisfy the ultimate needs of the customers.

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< p > these ten strokes are not only a must for every salesperson. In fact, everyone should understand the importance of it. It will be beneficial to work and life. A person's life is a process of selling himself and making others approve.

But all of these are just methods. In real life, the real charm for us is our personality charm, which is always "virtue is the best and the method is the next."

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