A salesperson must turn a customer's interest into a strong desire to buy. He must be full of enthusiasm and spirits, and use this emotion to infect each other. Help customers choose products with their enthusiasm, and customers will trust you more easily, because customers will always think that you know your products better than him, and in fact, that's exactly the case.

a successful salesman must be proficient in the skills of making orders. From strangers, potential customers to customers, the speed of order maturity is determined by the salesperson. The better the salesman's skill, the faster the order matures; On the contrary, the worse the salesman's skills, the slower the order will mature. So if you want to make customers mature quickly and do more business, you should practice frequently and skillfully use various "ripening" techniques. In order to promote orders and achieve sales purposes, salesmen should adopt different sales strategies according to different customers, different environments and different situations, so as to seize the initiative and reach a deal as soon as possible.

a common situation is that many customers don't like to sign orders quickly even if they are interested in buying. They always choose from the east and the west, and keep spinning around in product color, style, size and delivery date. At this point, the salesman will change his strategy, not talking about the order for the time being, but enthusiastically helping the customer to choose. Once the customer chooses a product, you will get the order.

A couple went shopping for cashmere coats. There were many cashmere coat shops in the shopping area. They came to the first store, and the salesman had poor sales skills, so he took a coat for the woman to try on and told them, "This coat is 2% off." The salesman didn't consider their subjective feelings and psychological characteristics at all.

So, they went to another store, where they met a very professional salesman. She took out two cashmere coats, one red and one green, and told the woman that wearing a red coat can set off elegance, while wearing a green coat will look very young. The two lovers finally bought the red cashmere coat.

Experts suggest

The psychological term "psychologically appropriate moment" has a specific meaning in sales work, that is, the moment when customers and salesmen completely agree in their thoughts, that is, the thoughts of buyers and sellers are in harmony at some moments. This is the best time to make a deal. If the salesman can't close the deal at this particular moment, the hope of closing the deal will be dashed. The timing of the transaction is crucial. Too early or too late will affect the quality and success of the transaction, so we should first seize the opportunity to make the transaction. The arrival of the closing time is bound to be accompanied by many characteristic changes and signals. Salespeople who are alert and good at sensing the changes of others' attitudes can judge the "temperature" and "time" in time according to these changes and signals. Under normal circumstances, customers' interest in buying is "rising gradually", and when the buying time is ripe, customers' psychological activities tend to be clear, and they are revealed in various ways, that is, they send various signals to sellers to clinch a deal. The transaction signal is the purchase intention information revealed by the customer through language, behavior and emotion. Some are intentionally expressed, while others are unintentionally revealed, and the latter needs the salesman to find out in time. Transaction signals are mainly divided into three types: language signals, behavior signals and expression signals. The first is the language signal. When customers are interested in buying, they can be judged from their language. For example, when a customer says, "How soon can you deliver it?" This is an intentional sign of real interest, which shows that the time has come to clinch a deal; When the customer asks about the price, it shows that he is very interested, and when discussing the terms, it shows that he actually wants to buy. To sum up, if any of the following situations occur, it shows that the customer has a purchase intention. The transaction is close at hand:

1. Give a certain degree of affirmation or approval

2. Tell some opinions about participation

3. Ask how to use the goods

4. Ask about the details of the goods (price, transportation, delivery time, place, etc.)

5. Put forward a new purchase question

6. Express a more. It should be noted that the objections are more complicated, some of which are signals of transaction, while others are not. It must be analyzed on a case-by-case basis, and it can neither be regarded as a transaction signal nor be indifferent. As long as the salesman intends to capture and induce these language signals, he can successfully facilitate the transaction. Followed by behavioral signals. It is very important to observe the customer's behavior carefully and adopt corresponding strategies and skills to induce it according to its changing trend in the transaction stage. The usual behavior signals are:

1. The customer nods frequently

2. The customer leans forward and gets closer to the seller

3. The customer touches the order form with his hand

4. The customer looks at the samples, brochures, advertisements, etc. again

5. The customer relaxes

The above actions indicate that the customer wants to reconsider the recommended product or has made up his mind to buy it. In short, it is possible to express a "basic acceptance" attitude. Finally, the expression signal. Customers' purchase intention can be identified from their facial expressions. Eye gaze, slightly tilted corners of the mouth or nodding approval are all related to the customer's psychological feelings, which can all be regarded as transaction signals. The specific manifestations are as follows:

1. The locked eyebrows are separated and raised

2. The eyes turn faster, as if thinking about something

3. The lips begin to tighten, as if tasting something

4. The look is active

5. The attitude is more friendly. From the obvious behavior of customers, we can also judge whether they are eager to buy or resist buying.

the essentials of securing orders

information warfare should be won in successful sales

In today's rapidly changing situation, whoever can quickly and accurately grasp and use sales information will be able to get the goods to the market first and win in the competition, otherwise it may be eliminated in the competition. Successful sales need to win the information war from the following aspects:

1. Fully grasp the market situation. Including market capacity, supply and demand balance and demand structure; The trend of commodity structure and commodity sales; Consumption ability, consumption trend and consumption level; The trend of price level, price index and price fluctuation; Energy structure, resources, purchase, sale, storage, input and output in various places; Foreign trade sales capacity, the changing trend of the international market, the utilization of foreign capital and foreign exchange earning, and the situation of roads, transportation and communication facilities. 2. Consumer psychological information. Including the influence of the name, trademark, packaging and decoration and appearance of the goods sold on the consumer psychology; The influence of the design, price, classification, performance and service life of new products on customers' buying behavior; The effects of commodity advertising, publicity, promotion methods, store environment layout, attitude and quality of business personnel on consumer psychology, etc. 3. Competitor information. Information on the quality, service, quantity and delivery date of goods in the same industry; Prices, sales strategies and characteristics of goods in the same industry; The level and ability of sales channels, outlets, agents, etc., mastering the information of such competitors can make salesmen know each other, foster strengths and avoid weaknesses, and improve their awareness and ability of such competition. 4. Scientific and technological information. Including the national science and technology development plan and the latest trend of transforming scientific and technological achievements into commodities; Ability of technology development and innovation, design and technology introduction in the same industry; The level of modernization of equipment and tools in the same industry, the status of energy development, utilization and energy-saving technology; Technology, skills, cultural knowledge and quality of workers in the same industry; The application status of high and new technologies such as computers, lasers, new materials and new management theories and methods in the same industry. 5. Political information. It mainly refers to the political stability of a country or region, its government's attitude and policy towards international trade and sales, and the opinions, requirements, decisions and restrictions of the competent department or superior decision-making department of the sales target. 6. Legal information. Relevant laws that salesmen must master, such as trademark law, advertising law, commodity inspection law, environmental protection law and other economic regulations, as well as provisions on protecting consumers' rights and interests, and other relevant laws, regulations, decrees, policies and regulations in economic life.