Keep In Mind The "Danger Zone" In Sales.

Sales are creations.

1, forget your smile.

Sales personnel travel north and south, sometimes it is windy, rainy, sometimes cold, sometimes scorching, and some artificial factors, inevitably will have some emotions, when meeting with customers, forget their smile.

Mentally speaking, the interaction between people is the most important thing in the first 10 seconds. In 10 seconds, we decide what attitude the other party will contact with you. Smiling is the important body language that God gives us. If your body language first gives the impression that "I really don't want to see you", do you think the other side will accept you?

Since you feel like this to each other, then everyone has no feelings for the public. Do you think the next conversation will be enjoyable?

So, no matter what happens before we meet with our customers, it's your own business. First we must smile when we meet our customers. This is more important than your dress and your etiquette.

If your expression is really not smiling, see you come to the door of the customer, don't go in, wash your face first in the bathroom, comb your hair, pull the facial muscles to the sides 20 times, so that you will be much better, then walk into the customer's office at a brisk pace, looking at the customers' eyes and smiling.

2, argue

God has designed a brain and a mouth for human beings. Apart from eating, he has expressed his feelings and thoughts. People's experiences and academic backgrounds are different. His views are different. This is a natural thing. Just like I like seafood, but my wife doesn't like it. My hometown is close to the coastal area in Jiangsu, and my wife's hometown is the mainland. Chongqing, I think lobster is delicious, and my wife says that lobster has so many claw looking disgusting. It doesn't matter who is right or wrong.

We also tell the same story with our customers. There is a famous architect in the history who designed a municipal building for some place. One day, the mayor came over to tell him that there were no pillars in the hall, which might fall down. Actually, this was a matter of great concern. But the master said nothing but added a few pillars. After a few years, the architect was dead. One day, one day, he suddenly discovered that the pillars did not touch the ceiling.

This story is a great inspiration to us. If the architect then told the mayor a lot of theory of building structure, do you think the mayor can accept it?

Can you understand it?

Therefore, when we communicate with customers, they do not understand the product or misunderstand the products. This is a normal thing. I believe that when customers tell their reasons, there must be some truth that they think is right. At this time, the best way is to stand on their stand and show them with facts, and show them your successful cases so that they can experience them instead of arguing.

By the way, people have self-esteem. When you negate a person's point of view, he will try his best to maintain his own ideas. Even if you win the argument, you will lose the order. Why?

3, too close to customers, too enthusiastic

When you wait for a train on the platform, or when you queue up to buy things, the strangers around you will step back instinctively if you come up to ask for directions. If the space is narrow, you will accidentally tilt your upper body back. This is because people are invading your private space. When people ride a crowded bus, they turn their eyes out of the window or turn their eyes to something. This is because when our private space is violated, we will instinctively shift our attention and let ourselves out of reality, like walking corpses and walking meat, and sometimes it will become restless.

Similarly, when we go to a supermarket to buy something, salespeople will feel depressed if they get too close. Then how much distance should they keep with customers?

For the first time, it is best to keep in contact with customers at 1.2 meters away, so it will be very easy to communicate. There will be no pressure. Within 1.2 meters, people are reserved for their families, relatives and friends. Unless customers take the initiative to approach you, please keep a certain distance from customers.

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4, making concessions easily.

The shop saw a bell used in the Qing Dynasty, and heard that the queen mother used it very beautifully. They both came to the house several times, but they did not dare to buy it, because the price tag was 50 thousand. Aunt Zhang said to her uncle, "if only 30 thousand pieces can be sold, then you can try to see if you can kill the price." the uncle plucked up the courage and rubbed her hands to the salesperson and said, "Miss, I saw your clock, and you have been there for a long time, so you see, I will give it to you 20 thousand and 5, and then sell it to me." the salesman blinked without blinking, saying, "well, I sold it to you." guess what? "Ci Xi said. I used to have a neighbor whose name was Zhang. One day, Uncle Zhang and his aunt were in an antique.

Will the old couple be happy?

Uncle Zhang's face changed greatly. Suddenly he felt that the clock was much lighter. How did he find that the watch didn't go?

They both paid the money reluctantly, returned home with suspicion, and put the clock in the hall. It looked very good. But the old couple's hearts were very unhappy. It didn't seem to be the Qing Dynasty. Why did the guy sell so cheap? Is there any problem?

How does it feel to be painted outside? Is the jewelry on it real or fake?

In this way, for a month, my uncle had a heart attack and died soon afterwards.

That damn guy made the company lose half of its money and indirectly killed people.

The death of people, I said, that the business people easily make concessions, and in daily life, we often buy clothes. One day, you go to a store to buy clothes, and you see a jacket, and you are very satisfied with the price. The price is 580 yuan. We Chinese like to bargain. This time, the price has become a natural thing. When you ask the little girl who sells clothes, "Miss, this jacket, 300 pieces, I will buy it." the little sister is also like the salesperson mentioned above. Her eyes do not blink, and you say, "well, sell it to you, pay it over there". What will happen to you? In fact, such cases often happen, of course, I am not talking about buying things.

"If you are fooled, you should kill more, and the clothes will cost 150 yuan", so you will take advantage of the time of payment.

Let's change our location and think about it. If you are the little girl selling clothes, customers will buy it without blinking, and you will think, "Yo, it's a pity. I knew it would be high if I knew it!"

When we go back to our own company, if the boss tells the marketing department, the original price of our sofa is 5000. If the customer is really less, you can play 10 percent off. Guess what?

We all deal with 10 percent off. Do you think there is any difference between 4500 and 5000 after 10 percent off?

Can you afford 5000 couches and care about the 500 yuan?

Now I am not talking about price analysis, but I have to mention here: when choosing a specific product of a company, the price of the customer is only a kind of face, which can be less than a penny, or show off their professionalism in front of the boss and colleagues.

At this time, give the other party a step, so that he has a lot of face. He is too embarrassed to cut the money again.

Think about 500 more sets per sofa, and 100 sets.

The 1000 set?

Every salesperson knows this. How much profit do you think a year can bring to your company?

5, ignoring the real needs of customers.

One day, an old lady went into a fruit shop and asked the boss, "how about this plum?" the boss said, it was big, sweet and fresh.

The old lady did not buy anything. Then she went to another fruit shop and asked the same sentence. The boss answered the same question. The old lady left, so the old lady looked at several fruit shops and finally bought nothing. One of the fruit shop bosses asked, "I see you have walked several fruit shops. What exactly do you want to buy?"

The old lady replied, "my daughter-in-law is pregnant and wants to eat sour plum, so I'll go out and see if I'm selling it."

Many of our sales people are very aware of their products and market conditions.

This is a good thing in itself. When many companies recruit salesmen, training for products is essential, so when communicating with customers, most of them are talking about how good their products are and how they are excellent, ignoring the real needs of customers.

There is a very good saying that it is easier to help others buy things than to sell them to others.

We do business is the intermediary between the customer and the company. Many business people only remember that they represent the company, but they forget that they are actually customer consultants. Sometimes customers do not know what they need. Just like when they do not come out of the washing machine, no one wants to buy that washing machine. Even the same product, the purpose of purchase is not necessarily. For example, some people buy sunglasses to play cool, some do not want to let people know themselves, others may be glasses and want to fold them.

Therefore, we must think of ourselves as a consultant to our clients. We are meeting customers' needs, not simply promoting products.

6, easy to give customers a conclusion.

One of my clients is in the UAE, and one of his clients is going to have 2000 iron filing cabinets. Let me help her find the source of goods in China. The requirements are: 1320, 450, 610, 0.8.

I am glad to hear that, with my experience of selling for so many years, there is no problem.

Ali, the company contacted several companies and called them. Most of them were answered by the business people. They were exported from Tianjin, Shanghai or Shenzhen, but I was in Chengdu, so the factories they were looking for were Shanghai, Shenzhen, Suzhou and Tianjin. Some of them were annoying. Half of the salesmen heard me in Chengdu. They asked me questions in a strange voice, as if I was a liar, and there was a guy who was a woman. When I heard that I was a Chengdu, I hung up the phone and said, "too far away, we don't do it." but in fact, it's not as easy as I am. I don't know anything about the cupboard.

The salesperson's unprofessional loss of company profits, though I have not calculated, I believe it will not be less.

Business people do not understand the real situation, never give customers a conclusion, which I find many salesmen will make this mistake, communicate with customers, or first look at the expression of the customer came to the conclusion: "this guy knows that there is no money, most probably will not buy, just ask, is this guy to spy on information?"

If a salesperson has such an idea, it is easy to pass it on to customers.

When a customer feels the salesperson's idea, he will not buy you even if he really wants to buy it. He will hate you and your company for a lifetime.

In particular, new business people often do this. In fact, a successful salesperson will undergo two processes to complete an order, one is the paction in mind, and the other is the second paction.

A successful salesperson is sure that he can make a deal before he meets the customer. He wants to talk to them, just to make them understand us better.

There is a saying: "the old man will go out, a top three". Actually, "veteran" experience is more than the novice, but more importantly, the old man knew that the other boy must not be my opponent until he got out of the horse, and he would get rid of him in the two round.

So we receive calls from our customers in our daily work, regardless of whether or not he wants to buy your stuff, we treat him as your client.

All of them must be taken seriously. Customers who buy you are sure to buy your own reasons. If you do not buy them, there are also reasons why they did not buy them. Even if they do not buy them now, they will not buy them in the future. Even if they can not afford them, they will not be able to afford them.

In reality, there are a large number of people who are not able to complete the piano, and many people who never turn the pages buy books.

Therefore, in our work, we should not give customers any conclusions, listen carefully to the customers' questions and analyze their needs.

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7, ignoring old customers.

I bought a watch in Beijing Hualian CASIO and wore it for three months, because the time when I first started buying it was all set up. I didn't manage anything else at that time. Suddenly, one day, I found that I forgot how to set it up, and I didn't get it out for a long time.

I smoked a weekend and went shopping with my wife when I passed by Hualian. I went in, and I wanted to buy one for my wife. I went to the counter and said to the salesperson, "Miss, I bought a watch at you three months ago. I forgot how to set it up. Please tell me."

At that time, just two guests came to look at the watch. She said, "well, wait a minute," and I waited there. I waited until 3:20 at 1:45 noon. She only introduced his watch to others, and did not have time to talk to me. At last, I was furious. In front of their customers, she said, "how did you CASIO sell the things like this, no matter what people did? It took three months to finish the job. I asked how to set up and waited for nearly 2 hours."

In fact, he told me about 1 minutes at most, and I could buy another one, and I could help her to say something nice.

As we all know, when we buy something, just when someone else buys the same product here, his word is more effective for us than all the words of the salesperson.

In reality, many of our business people have worked for many years, and are looking for customers every day like new ones. This is not to say how bad their business ability is. I am very responsible to tell you that most of the reasons are that you have forgotten your old customers. The world's famous selling master, Guinness world record holder, Mr. Jo Gilad told his old customers: whenever and wherever, when I meet you again, I will put down any work on my hands to greet you and serve you.

A lot of business people, when they hear the service, think of the company or think of spending money. In fact, let's think about it. If the CASIO saleswoman stopped working at that time, she said, "Hello, what's wrong with your hand?"

Do you need my help?

This is what people who want to buy hear, do they trust the company very much?

Think this is a very responsible company, the product must be very good, so next time, if your old client comes over, you must give a grand introduction to him, thank him for buying your things, send a card to your client during the holidays, or send a text message to greet, I believe your sales performance will be higher and higher.

8, too professional

Many of our business people are very confident that our company is the best in the industry, and our products are also the best. This is a good thing in itself. What I am talking about now is that they are confident that they will be the best among themselves. Therefore, they will show that they are professionals. They will often speak some professional expressions in the process of communicating with customers, and some may even come up with a few foreign languages, so that they do not know what you are talking about, and feel embarrassed to ask, they feel very distant from you.

Do you think this communication will be enjoyable?

The characters are always blocked by the front desk or the irrelevant personnel. The front desk operator is listening to all kinds of voices every day, especially the new business people. When they hear a voice, they know that they are going to sell it. They say that the Putonghua is very strong, and they think they are very professional language. When they hear it, they know the people who are different from the public. The most acceptable voice to customers is the local voice of customers. The most acceptable language is the language of peacetime speaking. If you are in Nanjing now, when you call Nanjing customers, you will speak Nanjing dialect. The front desk will not block you in general, but you will be regarded as a colleague of the company. And I want to emphasize that we have many new business people looking for the core of our customers.

Therefore, communicating with customers is best to use customers' local language to talk about customers' understanding, so that they can think of themselves as good people.

9, promise easily

On one occasion, our company procured a number of parts, and the supplier said that it was delivered at 1:00 p.m. on Tuesday. I asked whether I had come out from 9 in the morning, and at 9 o'clock in the evening, they all came back, and they kept saying it out.

But it didn't come until 3 p.m. on the second day, so that our boss was very angry and never bought anything again.

When we do business and communicate with our customers, most of them are in a state of mind: "as long as we can get orders, what conditions can be agreed"; for example:

Obviously, it can be delivered within 20 days. In order to please the customer, it is 18 days to deliver.

Obviously, the charged time is 40 hours, but it is said to be 50 hours.

It is clearly said that it is 100 grams of paper, but it is said to be 120 grams.

And so on.

Anyway, as long as customers give money, they have gold, others do not care.

According to the survey, an average dissatisfied customer will tell 11 potential customers. By the way, many of our companies are now raising customer loyalty, because customer satisfaction is not good enough. Satisfied customers may not buy you next time. On average, a loyal customer will recommend your products to 3 people.

Here we know what customer satisfaction is. Customer satisfaction refers to the difference between the expectations of the customer and the reality. If we meet expectations, we will be satisfied.

96% of the dissatisfied customers will not complain to the company, but the next time they do not buy you.

This is why some companies require salesmen to keep reservations while giving customers product instructions. Let's imagine: we promise customers that the charged time is 40 hours, the result is 50 hours, customers will be very pleasantly surprised.

Therefore, we do business, not to take orders, not to actually make some commitments to customers, so that it is easy to break their own financial resources.

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In sales, we should pay attention to the following points:

1, identify your key goals.

What information do you need to promote sales or make the best plan for your customers?

The questions raised need to be changed according to customers.

2, think about the customer you will face.

The higher the position of an organization, the more strategic it should be.

Therefore, asking questions at a high level and understanding the goals, challenges and obstacles of the other companies can bring you valuable information.

Win win sales

3, ask "what" and ask "yes".

What causes this problem?

What measures have you taken to achieve your goals?

What obstacles have been encountered?

What do you expect?

Using open questions to find out the problems of your customers, you can then improve your sales process and show your partner what kind of solution your product or service is.

4, problems should be gradual and flexible, and SPIN questions should be used flexibly.

The so-called SPIN is to explore the current situation, difficult problems, and draw out potential consequences and value problems.

Four types of problems, step by step, ask customers the current and future needs, and guide customers to think: the problems your product or service can solve is of value to itself.

Misunderstanding in sales:

Misunderstanding 1: no words and skills can't sell well.

I know a Alibaba's sales elite. He stammered and jokes that others had to laugh, but the salesperson who had no sales talent never dropped the top three.

Because he is too diligent.

He can run three cities in a day.

When everyone else went home, he had just set foot on the return car.

Over a period of time, he accumulated the largest amount of customer information.

On the other hand, sales representatives who appear to be old friends and who can hardly speak can do well.

Because many bosses like this kind of people and feel comfortable doing business with them.

In addition, most of these people are solid, conscientious and resilience, and this quality is more suitable for sales.

After all, 80% of the pactions are from 4 or more tracks, not from skills.

Myth two: only by looking for senior executives can business be done.

We sell to encourage decision-makers to find key people.

But not necessarily all the key people are bosses.

Especially for some large enterprises, their department managers have certain decision power.

Moreover, the executives of large companies are very busy and are generally difficult to meet.

Small companies are not exactly the same. Now there are many family businesses in China, and the bosses' lovers and relatives and friends may be able to control the outcome of the list.

Myth three: every question of the customer has a good fixed answer.

There are many talented sales managers who compile their experiences into brochures and distribute them to subordinates.

They also said with a thousand words that it was a great effort for them to make up, and they must all be memorized.

At the very least, many 80%. sales representatives regard it as the Bible and think it is the best answer.

In fact, it is not.

Because each customer's temperament and culture background is different, each visit time and the surrounding environment are also different, things are constantly changing, only in certain occasions, some words are more effective.

For example, some customers like to lift and carry. The more you say the product is good, the more he says your product is not good.

Misunderstanding four: more praise customers can sign more.

When you are drinking, you may get a deal with a client, but this is not available in all teaching books.

You can even encircle aprons to make a hearty dinner for your customers. You can get a deal with a client, and you may catch up with a client for something. When he calls again later, he will say that if you are convenient, sign the contract today.

In fact, sales are to some extent a communication between people. We must be flexible and rely on skills to win.