The performance of each sales representative is always closely related to the sales task, and many sales representatives always feel that the task is like a mountain on their heads and overwhelmed. The task of selling characters is actually to promote a symbolic way to satisfy people's psychology. Let's take a look at the skills and words of liquor sales.

First, meet the customers.

Greeting customers is to complete sales, which requires building a bridge of communication with customers. In the tense modern society, what people lack most is communication! Meeting customers is the first step to build this bridge. Every day, many customers approach the counter to browse. They are just looking around. These potential consumers are not sure what they need, and we don't know what they need, so we must talk to them, get relevant information, seize every possible introduction opportunity and take the initiative to greet customers.

Remember! Smile! A sincere smile is your magic weapon to win customers. The positive and friendly attitude of terminal sales staff is very important for starting a successful dialogue and sales. Similarly, a good start also needs a well-set question.

Example 1: Usually, the salesperson will ask the customer, "What do you need?" And so on;

Analysis: This is a professional business tone! Be sure to avoid! In most cases, customers will immediately shake their heads sensitively or keep silent and continue to bow their heads. Few customers will tell you directly what he needs unless he already knows exactly what he needs. So be sure to remember, try to avoid such words;

I suggest so. Shop assistant: Hello! (Closer to customers) Take a look at our products (convenient for handing out promotional materials)! This is the most effective way!

Example 2. Salesperson: "Do you need someone?"

Analysis: This kind of nonsense is not allowed in our sales process. This kind of question may surprise an casual customer. He may buy it, but he hasn't made up his mind yet. Of course, this question is difficult to answer. He may not want to buy it, just looking at it will make the customer leave immediately if he can't answer it. If you don't talk, you will scare away customers. How can you introduce products to customers? In the above two examples, the salesperson asked the customer to answer before talking to the customer and understanding the customer's needs. Can the customer answer? It's strange not to leave. Why is this happening? There is a simple reason. Because the salesperson asks the customer as soon as he opens his mouth, our terminal salesperson must remember not to ask, but to give. So customers will have a negative attitude, unwilling to buy things, and then leave! The answer to this request is no. On the other hand, salespeople might as well try to give and welcome customers in another way. I think there will be another result!

The following are several customer types and suggestions;

"Casual" customer situation

Example 3: The customer just looks around the salesperson and can start by saying, "This is the counter of a product, and a new product has just come into the market." Or "what we are doing now is so-and-so activity."

"Incentive" customer scenario

Example 4. The customer is already looking at the salesperson of a certain product: this is a specific product, what functions it has, what functions it has or what advantages it has from other products and brands. Use as few words as possible to introduce the function or unique place of the product.

"looking for" customers

Example 5. The customer's eyes glanced back and forth on the counter. Salespeople should catch customers' eyes in time, make eye contact with customers, and introduce to customers: what kind of products we have here, what specifications and models you see now, what functions it has, what functions it has or what advantages it has different from other products and brands.

Second, the multi-customer situation

Several customers are looking at the product at the same time. Shop assistant: This is some kind of product. Distribute promotional materials to several customers at the same time of introduction, and introduce the products flexibly in combination with the above cases 4 and 5. It is necessary to introduce several specifications of products to several customers to meet the needs of different customers.

Usually, salespeople will have two different reactions after introducing products to customers;

1, I hope to listen to the salesperson. At this time, the sales staff should continue to introduce the characteristics and benefits of the products and give them to customers for observation and trial use. At the same time, he can also ask customers about their situation and needs and recommend suitable products to him.

2. Customers will ask some questions, such as "What's the difference between this product and another product?" "Can this product meet some of my needs?" "You have so many products, which one is more suitable for me?" Wait, it contains all the information that customers want to know. Terminal sales staff should introduce the advantages and functions of their products to customers in detail, and compare them with similar products to avoid slandering other products;

When salespeople introduce sales to customers as an activity and distribute promotional materials, there are basically two kinds of customer reactions;

1, I hope the sales staff will continue to talk about it and hear if there are any things they are interested in, such as buy one get one free activities, free trials, prize sales and so on.

2. Some people will ask what to send and how to send it.

The customer's answer reflects his needs and preferences. It can be seen that a good start is to provide charity to customers. Giving is a service, an explanation, giving the customer an explanation he cares about. So as a successful salesperson, you must remember this!

After welcoming customers and talking with them, a bridge of communication was established. Salespeople should know the needs of customers. Generally speaking, after greeting customers, salespeople should ask some basic questions to understand the actual situation of customers. Only when the sales staff have mastered these can they recommend suitable products according to their needs.

Different questions bring different answers and results to customers. You must master the methods and means. It has already been mentioned above, so I don't need to repeat it.

When listening to customer statements, terminal sales personnel should pay attention to:

1, keep maximum attention, remember to look around and be absent-minded.

Don't interrupt the customer's conversation at will, because it is obviously disrespectful and impolite to the customer.

3. Try to avoid negative value judgments. For example, "You are not right!" Wait a minute. After asking questions and listening to answers, the salesperson should analyze and seize the sales opportunity. Sometimes, the customer does not directly tell his needs, and some negative statements and judgments cover up his needs.

Customer: "I don't need this product because I …, so I …" "

Analysis: At first glance, customers seem to have no demand. But after careful analysis, what customers really need is something other than this product.

There is a saying: "Successful salespeople create their own opportunities, and failed salespeople wait for their own opportunities."

Many things in life are not afraid that you can't do it, but that you can't think of it. The key is to create an opportunity and then work hard to realize it. I'm afraid I can't do it, I'm afraid I can't think of it! Don't miss any possible opportunity!

Many times, customers are often unaware of their other needs. Sales staff should remind customers and help them understand together. Whether there are sales opportunities depends on creation.

The key to creation lies in how to say, how to summarize and how to elaborate. Remember! What matters is not what you want to express, but how to express it.

Third, recommended products

Congratulations on successfully completing the steps such as understanding customer needs. At this time, it is time to recommend products to him to meet his needs. For a successful terminal salesperson, although every step is important, the most critical step is to recommend products.

The secret of successful sales is to skillfully link the needs of customers with the benefits that products can bring to them.

What benefits can the product bring to customers? Is there an introduction in the product manual? Here we must distinguish between two concepts: characteristics and beneficial characteristics:

Telling customers what this product is is a description of its nature.

Benefits: Tell customers how this product works, what good effect it has on customers and what it can do for customers. Only the benefits of products are the reasons to attract customers, not the characteristics. What really helps salespeople achieve sales is the benefits of products. Every product has many benefits, and every customer will have different needs. Different customers need different advantages of the same product. Therefore, terminal sales staff should aim at different customers, make the best use of the situation, find out the different benefits of products and meet the different needs of customers.

Remember! In order to really sell the product and make the customer pay for it, the salesperson must say the reasons that convince the customer. How to recommend products to customers?

There are four steps in recommending products:

1. Confirm the need to reach an agreement with the customer and reconfirm the customer's needs. Let the customer make sure that the salesperson understands his needs and takes them seriously. Therefore, before introducing the benefits of products to customers, salespeople should make sure that these needs of customers really exist.

2. Explain the benefits. Explain how the product will benefit customers and what benefits it will bring to customers. Successful salespeople always promote the benefits of products.

3. Demonstration products explain the characteristics and advantages of products according to the specific needs of customers. Have you introduced the features and benefits of so many products to your customers? Have you accepted the service? Most people don't. Many customers don't want to buy it, because they are not sure whether they like this product after returning home, or because they will be cheated after listening to sweet words. After all, seeing is believing. Then, we might as well show our products to our customers. Demonstration products should not only let customers feel and see the products themselves, but also demonstrate and explain how to use the products. With the help of customers' personal experience, there will be more successful sales programs.

Please put yourself in others' shoes!

If possible, show the customer every product he sees. Because the demonstration confirms and strengthens the salesperson's explanation of the product, it drives away the customer's doubts, makes the customer really try before buying, and makes the sales work simpler and more effective.

Fourth, joint sales.

After recommending suitable products to customers, have the customers' needs been met?

The customer's needs are varied, and the salesperson may only meet one or two of his needs. At this time, do you realize there are sales opportunities here? You should also meet the other needs of customers, and remember that the principle of "show three pieces and sell two pieces" has been verified many times over the years. Show three products to each customer, and you will sell two on average-your business will double.

Joint sales need to pay attention to six points:

1. Ask questions and listen carefully to the answers-when understanding the customer's needs and obtaining information, the salesperson should be sure of everything the customer says, and he will tell you his needs. If you listen carefully, you will find his potential needs.

Please meet the customer's requirements first, and then transfer the topic to related products.

Make sure that the products you introduce are directly related to the needs and interests of customers, otherwise it is useless to talk more.

Never give customers the feeling that you are only interested in doing big business.

Before the salesperson takes the time to introduce each product to meet the other needs of the customer, please give the customer a statement. Let the customer feel that you are proceeding from his immediate interests.

Verb (short for verb) to see Fujian off.

A series of processes in which salespeople greet customers, understand their needs, recommend suitable products and even jointly sell products with only one purpose, so that customers can buy products. Now, it's time for customers to pay and end the sales process. The salesperson should sum up the benefits of the product and then ask the customer whether to buy it or let the customer buy it directly.

Remember: don't be unhappy because the customer didn't buy the product. Just because he doesn't buy it today doesn't mean he won't buy it in the future. The customer is God. If you forget this sentence, then everything you have done above is meaningless, and it will have unexpected negative effects and affect the corporate image. When you want to close the sale, make sure that the customer has understood the product. When you complete the sales process, don't forget to thank your customer, who provided you with sales opportunities and gave you the greatest support. So, don't forget to say "thank you" and "welcome again" to customers. Draw a perfect ending for your sales process.

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