Home >

6 Major Sales Details Not To Be Overlooked

2008/8/12 18:15:00 18

??? 日本語 Fran?ais English 中文

Exchange is a unique activity of mankind, and the needs of both sides can be satisfied.

Sales is a great undertaking, a career that delivers value and helps others.

She promoted the exchange process and realized the pmission of value.

Sales are the process of meeting the needs of customers, because the characteristics of products can bring benefits to customers.

But it is undeniable that in addition to products, salesmen in the visit to some details of customer handling, the success rate of sales also has an important impact.

Sales details often improve sales success.

A rainbow cleaner company asked door-to-door salesmen to drink a glass of water before selling, which resulted in a higher demand.

A marketing manager heard the story and made a plan to ask 30 of his salesmen to drink a glass of water before the sale. After a few weeks, he found that the sales performance of the experimental group increased by 3%. Next, he asked the other 30 salesmen to get a soft drink before the sale. The result was no help in improving sales performance.

This story tells us that it is easier to get a big favor if we get a little favor.

Why is that so?

One explanation is that the customer has given us a little help, as he has made an investment in our relationship with people.

Because everyone hates losing, he is also afraid of losing this investment, so he adds a bigger investment to save a small investment.

Another explanation is that after the customer has given us a little help, he will have an illusion that he likes us to help us. In order to maintain consistency, he must continue to like us, so he has to do a big favor for us.

Based on 13 years of sales experience, I summed up six sales details for your reference. These six sales details made me a salesperson who did not smoke and drink in 1996, becoming the best salesperson in Asia, and also made my brilliant achievement in 12 years of sales management.

1, the salesman's dress is only a little better than the customer.

Salesperson's suit suits can reflect the company's image, but sometimes they still need to see the person they are visiting. The contrast between the two sides is too big, but it will make the other party uncomfortable.

For example, the building materials salesperson often visits the designer and the general contractor's construction manager. Of course, the former should wear a shirt tie to show your professional image. If the latter is similarly dressed, there is something wrong with it. Because the environment of the construction site is limited, the staff can not be dainty about dressing. If you wear too good clothes to run the construction site, do not talk with customers, you may even find it difficult to find offices.

Experts say that the best way of dressing is to dress better than customers. This can not only reflect the respect of customers, but also will not open the distance between the two sides.

2, always put the phone down later than the customer.

Many salesmen hang up the phone before they hang up, especially when they talk to a more familiar customer.

Always putting down the phone later than the customer shows respect for the customers.

3, do not answer phone conversations with customers.

In answering conversations with customers, although customers were allowed to get permission before, customers began to think in their hearts: "it seems that people on the phone are more important than me. Why does he talk so long?"

So the salesperson will never answer the phone when he first visits or visits.

Let's call back after the talks.

4, we should say "I" less.

Salesmen will give each other a psychological hint when they say "we": the salesperson and the customer are standing together, thinking from the perspective of the customer, although we are only a word more than "I", but a little closer.

5, record customer requirements in time.

Take a notepad with you, take notes of time and place and customer name and title, write down the needs of customers, promise customers to do things, and visit the next time; when sales people take the time to take notes while listening to customers, a sense of respect is also felt in the hearts of customers, and the next sales work may be more successful.

6, keep the same style of conversation.

In the long run, it is difficult for talkative salesmen to maintain excellent performance, quick thinking and eloquence, and speak more quickly and quickly, which is easy to cause customers' resentment.

Salesmen who are good at asking questions will become excellent salesmen with the speed and style of salesmen who are able to speak with different customers.

The details reflect art and science, and sales are the fusion of art and science. Salesmen need to increase customer psychology and mathematical analysis and other scientific knowledge, and accept sales behavior education. This is science.

At the same time, we should adjust sales methods according to the situation at that time, pay attention to details and pay attention to customers. This is art.

Sales can exercise people's willpower and style, sales in refusal, no rejection, no sales.

A salesperson who takes sales as a great cause to help others is a salesperson who is confident, disciplined and enthusiastic.

In today's Internet, salesmen need more morals. In the Internet age, a bad news will soon be pmitted to every corner of the world and be in the virtual technology world for a long time.