Good Salesmen Should Have The Ability.

Know where products are better than competitors.

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Analysis

You have to analyze your customers carefully, like Mackay, the author of the best seller.

You have to ask yourself: why do customers buy my products?

Why do some potential customers do not buy? What common points do customers have in buying? What are the common points of customers who do not buy? As long as you classify these customers, you can understand that the original customers have this trait, and the customers who do not buy have the same resistance point.

After understanding these, you can easily know how to improve the way of product presentation and marketing methods.

Give customers one hundred percent security.

In the process of sales promotion, you must constantly prove to the customer that he believes you one hundred percent.

Everyone has a sense of fear when making decisions. He is afraid of making wrong decisions, lest he should spend money wrong.

So you have to give him a sense of security.

You have to ask yourself often, when a customer is buying my products and services, what should I do to give him a one hundred percent sense of security?

Find the key points for customers to buy

One more

I remember Lincoln said, he said if I want to go to the court to defend a person, to defend seven, if the first six do not have seventh important matters, then I will win you the first six, I just need to defend the last one.

This is very reasonable.

Repeatedly stimulating the key points of customers' purchase

For example, if a couple goes to see a house, the husband will say to the wife who likes swimming pool, "don't let the salesman know that you like it, so that we won't bargain easily."

But if the salesman has seen his wife's special interest in the swimming pool, if the husband says, "ah, the house is leaking."

The salesman would say to his wife, "look at this beautiful swimming pool in the back, madam."

Sir, if he says, "this house seems to be renovated there."

The salesman just looked at his wife and said, "madam, look at this. You can see the swimming pool behind this angle."

When the salesman keeps talking about this swimming pool, the wife will say, "yes! Yes! Yes! The swimming pool! The most important thing to buy this house is the swimming pool!" that is to say, once you find the key, you have a very good chance of persuading the customers.

Know who has great influence on customers.

Of course, you have to understand who has a lot of influence on your customers.

Because some people may not be able to decide for themselves. He may ask his wife.

When I used to sell a set of kitchen knives for tens of thousands of times, my wife always said, "I dare not buy things that are so expensive, for fear that my husband will scold me."

So usually when I sell, I try to keep my husband and wife together.

And you must listen to them, or I will not make product introductions, because it is not effective.

So you must know who has absolute influence on your customers.

If you don't understand this, it's hard for you to let him decide on the spot.

Always remember that sales are a pfer of emotions, so if there is no deal on the spot, the probability of a subsequent paction is very small, so make sure that all the key figures are present.

Three reasons for understanding and relieving customers from not buying

Second, you must understand at least three reasons why customers do not buy you.

As I mentioned, everyone may have a major resistance point, but in general, there are three major resistance points in the process of selling products.

For example, I often tell others that I have to attend classes and read books.

I know their first reason is that they do not know what books to read. The second reason is that he has no money to attend classes, and the third is that he has no time to spare any time.

If I want to persuade him, if I do not lift these three resistance points, they will not be able to sign up for class.

Design the impressions that you want to give customers in advance.

Salesmen generally learn marketing skills, but they don't know the concept of marketing. So I'm going to share some marketing concepts.

The first marketing concept is, "what kind of impression do you want to give the customer?" for example, when a customer talks about me, he will say, "this person is honest and honest. He is trustworthy."

Or "this person is very polite, the product introduced by this person is great, this person's attitude is very good, this person's dress is first-rate, this person is very agreeable......"

You should first design the impression you want to give to the customer, write it on a blank sheet of paper, repeat it every day, and ask yourself, "what can I do every day to meet this impression?" so when customers mention you, most of them will say good things, not bad ones.

Such a good impression may lead to a large number of customer introduction, so that customers take the initiative to come.

You must know who your customers are.

The idea here is that you must understand who is your customer?

There are many times when not every product is suitable for everyone, not that you sell the best products in the world, and you will succeed.

For example, some people say, "Rolls-Royce is the best car in the world", but if the customer is a housewife or just a mother to take a child to class, she may not need Rolls-Royce, even if it is the best car.

So every product has its customers. You must be clear about who your customers are, especially who your ideal customers are.

Who are the most suitable for your product? Who are most in need of your products? How do you find these people? Many salesmen have great difficulties in developing new customers, because they have never carefully analyzed who is most suitable for their products.