Zhang Chao: For The First Time, You Can Not Talk About Sales.

There are three reasons for this embarrassment.

First, customers really do not have the time; second, customers are inconsistent with marketing; thirdly, the object of marketing is not clear.

So how to avoid being embarrassed when you open your mouth?

Jo Cullmann, the famous American insurance salesman, became one of the highest paid salesmen in the United States at the age of 29.

Once, Jo Cullmann wanted to make a reservation for a customer named ray, who was a busy businessman and traveled at least 100 thousand miles a month.

Jo Cullmann made a phone call to ray in advance.

"Mr. A Lei, I am a friend of Mr. Jo Cullmann, Mr. Richard. Do you remember him?"

"Yes."

"Mr. A Lei, I am life insurance.

"Do you want to sell insurance? A lot of insurance companies talked to me a few weeks ago."

"It doesn't matter.

I promise not to sell anything to you.

Can you spare me a few minutes at 9 tomorrow morning? "

"OK.

You'd better come at 9:15. "

"Thank you! I'll be there on time."

After Jo Cullmann's fight, he finally agreed to visit him.

On the morning of the second day, Jo Cullmann arrived at the office of ray in time.

"Your time is very precious. I will strictly abide by the 5 minute agreement."

Jo Cullmann said very politely.

So Jo Cullmann began asking questions as short as possible.

5 minutes came soon, and Jo Cullmann volunteered.

"Mr. A Lei, 5 minutes have arrived. Do you have anything else to tell me?"

In this way, the conversation did not end. In the next 10 minutes, Mr. ray told a lot of things Jo Cullmann wanted to know.

In fact, many of Jo Cullmann's clients met with Jo Cullmann for an hour after 5 minutes, and they were totally voluntary.

No interviews

The way to make an appointment is to make the appointment at first meeting without talking about sales. Only when this step is done is it possible to meet with customers.

A good appointment will leave a good impression on our customers and create conditions for the next positive interaction and promotion / profit.

This is the truth of the premiere effect in psychology.

The premiere effect is that when two strangers feel good about their first impressions in the first contact, then the future will be relatively smooth.

Salesmen should be good at using people's psychology in the process of appointment, and seize the opportunity to win interviews with customers.

Once the appointment with the customer is successful, the salesperson must pay attention to the following points when visiting the customer.

(1) keep promises and not talk about sales.

Since you have already spoken with your customer on the phone, you can't sell, so the salesperson must abide by his promise. Unless the customer mentioned it voluntarily, do not introduce the company's products and related contents.

If you break your promise, customers will think you are an untrustworthy guy.

(2) speaking speed should not be too fast.

Speaking too fast is not conducive to listening and understanding, but also not conducive to the conversation, because the speed of speech will give the other person a sense of pressure, which seems to be forcing the other person to listen to you.

(3) do not occupy customers too much time.

It takes a few minutes to occupy the other party for a few minutes, and try not to extend it. Otherwise, the customer not only thinks you are not trustworthy, but also thinks you chatter, so next time you want to meet him again, I am afraid it will be very difficult.

Of course, if customers are willing to extend their time to talk with you, that's another matter.

(4) let customers speak and learn more useful information {page_break}

Salesmen try to ask more questions and listen to customers when they visit their customers. The purpose of doing this is to let salesmen know more about customers' information. Secondly, in order to change one-way communication to two-way communication, customers can be changed from passive acceptance to active participation.

(5) keep a good attitude.

When visiting a customer, a salesperson should not only mention sales, but also maintain a good attitude. He should smile, speak with pleasant voice, and speak with a smile. Do not pressure himself or his customers so that you will become more friendly in front of customers.

In short, the way of "visiting, but not promoting" in the process of promotion is not only to use the art of visiting, but also to use other techniques.

A good salesman is always good at summarizing the advantages and disadvantages of various kinds of speech art, taking advantage of his skills and making full use of it in the process of selling.

Zhang Chao, an expert lecturer.

He has successively served as GINDE recruitment training manager, HC360 chief trainer, BAIDU training supervisor and so on.

He has devoted himself to marketing management research for a long time and accumulated rich experience in actual combat.

Core courses: "Wan Jin line telephone sales real skills", "influential sales", "excellent sales management skills" and so on.