Core Sales Idea: Must Be Read In Telemarketing.

First, sales are not selling, but buying together with customers. When you really concerned about and concerned about how customers purchase, and let customers feel that you are helping him, you will find that customers regard you as a member of their purchasing organization.

Two: there is no homogenization of products, only can not find the difference in demand sales. To go deep into it, actually, customers are not looking for differences, but looking for the value that differences bring to him. Differences are truly powerful only when meeting the needs of customers. So the difference is not about products, but about demand.

Three: before you know what customers want to buy, you will never know what you can sell! In complex sales, no two customers will buy the same thing for the same reason. And the customer decides to purchase based on the satisfaction of personal motivation, so the more and clearer the customer's motivation is, the more he knows how to sell.

Four: customers attach importance to what they say and their conclusions, without paying attention to what they are told. I always swear to defend myself, so topsales should learn to say what he wants to say, and turn it into a conclusion from the customer. This requires industry knowledge, sales skills and a deep understanding of their products and programmes.

Five: customers without goals, sales no hope. Customers have a clear goal, sales hope is not big, customers' desire for improvement and the good imagination after using products are one of the driving forces for buying; if customers have very specific application targets, ten or nine of them are your competitors, and you will be in danger if they do.

Six: the essence of negotiations is not that customers are pressing prices, but customers are looking for the base price; therefore, the key to sales is not price reduction, but how to shape the base price approved by customers. This is the core of all negotiation skills.

Seven: when you walk out of the customer's door, you need to know not only what you are going to do for your customers, but also what you are going to do for your customers. The commitment of your customers is the most important thing in sales, especially in complex sales. Only when the customers are doing things, can the project go forward, but most of the salespeople are fooling themselves, and then wait for the customers to buy because they are moved.

Eight: in any case, there is always a reason why customers do not make purchase commitments. That is, he believes that when accepting your product, he will encounter personal "lose", or he can not see "win". He did not see what this purchase was for himself. The sooner we catch the feeling of "losing", the easier it is to push forward the project.

Nine: no one has ever bought any product! From the sales point of view, the so-called product is just a collection of ways to solve customer problems. The task of selling is to integrate these things together and to detached them to the customers' concerns. And the customer buys the method and ability to solve the problem, rather than the monster named product.

Ten: in complex project sales, good salesmen are actually good directors.

Eleven: the bad news that came early is good news. Sales is a game without second. If you can't be the first, you must strive to become the last in the first place and leave early. Otherwise, your cost will be too great.

Twelve: customer's objection = doubt + negative emotion; you can't just eliminate the objection through explanation, so there will be new doubts, because he has not lost his breath. Faced with objections, there are three things that must be done: by sharing (not agreeing) his feelings and eliminating them. Negative emotions 。 Through exploration, we can find out the reasons behind the objection, and solve the problem rather than solve the problem.

Thirteen: customers see products through tubular vision. They only care about information related to themselves. 90% of the purchase decision is based on 10% product characteristics. Customer desire is derived from the key interests of the 10% characteristics. Before these critical interests are confirmed, he will not make purchase decisions. Repeat these selling points over and over again when persuading customers.

Fourteen: without the customer's commitment to action, there will be no progress in the sales process. Many sales always think that they have done well, and customers will naturally buy it. Do you not know that in complex sales, all the things that are sold are aimed at letting the customers move forward. Otherwise, it is a tired boy. The cost of the customer really shows that he has made a further progress towards the sales success.

Fifteen: Customer When you are asked to do something, it is also the best time for you to ask your customers to do things. The sales process is a process that requires each other to pay the cost. You must maximize the cost of the customer, such as time cost, high cost, technical discussion cost, etc. After he gave enough, you were on a ship. Only if you are in a boat with him, can the boat not turn over.

Sixteen: purchase It is a perceptual decision. Values and logic are tools for rationalizing afterwards. You have the responsibility to create customer impulses, but when customers decide to buy, but do not pay, you must give him logical support in time. Such as value, case and so on. Otherwise, he will have a great chance to go back on his word. Countless lists were changed in the last night.

Seventeen: customers like to buy the person who gives him the right to purchase. Customers are willing to make purchase decisions according to their own wishes, and do not want to do what they say, so they need to sell their advantages as a way of selling into a certain way to make customers feel that they are making decisions rather than making decisions. Just like you know the way ahead, pretend to be the road sign he found.

Eighteen: the number of customers cheated sales is far greater than the number of customers cheated by customers. At least 1/4 customers set up suppliers before the selection, and most sales will not ask themselves or their customers bad luck, so as not to destroy their hopes. Especially when a project is deeply involved, it often involves investment rather than opportunity to fool oneself together to keep hope.

Nineteen: no one will pay for you because of friendship. The essence of business is exchange, and customers are willing to exchange because they feel they have made money. He thinks he gets more value than he does, though not necessarily much. So the core skills of sales are all about how to create the word "multi".

Twenty: the motivation for all purchases is because customers have problems, but customers may not buy them if they have problems. The pain of problems is the core driving force of procurement. So problems arise from pain, pain, demand, demand, procurement and sales. This is the logic of sales.