To promote passion, you need to be self-motivated. To promote emotion, you need to get more praise. When promoting products, you need to demonstrate them. When you promote products, you need to sell them at low prices. When you promote quantities, you need to pack them in large quantities. All transactions should be paid attention to.
Pitching is about closing and expanding the deal. "Concluding a deal" is the minimum condition for being a salesman; only whether you can "expand the deal" can reflect whether you are a first-class salesman.
In many years of sales practice, I have summed up the "five-step sales method", which has enabled me to achieve outstanding results. Now, I contribute the five-step sales method to everyone, hoping that everyone can achieve greater results.
Push with Passion
If a salesman does not have a successful mentality, he will not be successful even if he has good sales skills.
A salesman is like a match and a customer is like a candle. If you don't ignite yourself first, how can you illuminate others?
How can a person without passion infect a stranger with his words and deeds? If you don't have the passion to succeed, please Quickly give up the sales job where you deal with "failure" every day! Because you are destined to be "unbearable" and give up.
Newbies who are passionate about sales must achieve "three persistences":
1. Stick to it for 100 days. Goldman, the world's sales master, said: "Sales begins with rejection." You must not worry about setbacks. No matter what, you must try your best to work for 100 days before you say "do you want to do it or not"?
2. Adhere to the "4 no concessions" principle. According to one data, during a 30-minute negotiation process, the Japanese will say "no" 2 times; the Americans will say "no" 5 times; the South Koreans will say "no" 7 times; and the Brazilians will say 42 “no” times.
Therefore, salesmen must not give up the attack after hearing the customer say "no" once. At the very least, you should hear "no" at least 4 times before giving in a little bit.
3． Adhere to the l/3 principle.
The soul of a salesman has only two words: "diligence!"
The sales industry generally believes that for every 30 customers a salesman visits, only one of them will be able to close a deal.
No wonder the Japanese god of sales, Ippei Hara, said: "There is no secret to sales, only to walk more than others and run more than others."
It can be seen that a salesman without passion will Even worse. So, how to fill yourself with the passion for struggle?
First of all, write down your strengths and read them every day; you must have a spiritual speech at least once a day. You have to shout: "I will definitely succeed2" If you have a motto, you might as well read it out loud several times.
Secondly, it is very necessary to read an inspirational book every week. I remember that Roosevelt's biography said that he would tell himself every morning when he got up: "Today is the most brilliant day in my life!"
Second push for love
American sales king Joe Can Dolf believes: "98% of sales work is emotional work, and 2% is understanding of the product."
From this point of view, in actual sales, nothing is more important than "pulling" feelings.
Salesmen “do not discuss business for 10 minutes” after meeting with customers.
What to talk about?
"Talk about feelings." This is the first step in the actual sales process.
General Motors of the United States once called doing emotional work (such as giving a small gift) "warm up." It means "warm up."
If a salesman cannot "Warm up" with customers, shorten the psychological distance, and the door to success will definitely be far away.
"If the relationship is good, the business will be good; if the relationship is cold, the business will be bad." ”
To do this: three methods should be used:
1. British style: talk about home life.
2. American style: all the time Compliments.
3. Chinese style: a casual meal
New salespeople often make two mistakes: first, they don’t know how to “push feelings” and ask questions coldly when they meet. "Buy or not", "should you want to"? Second, they learned this step later, but they always "jumped off the cliff", even when it was "hot", they couldn't get to the point.
So I had to "Hahaha, hey, Manager Wang, let's talk about some business now?" - This is almost "suicide".
The customer will immediately be alert: "Oh, it's time for me to buy something!"
In fact, there should be a clever transition from "talking about feelings" to "talking about business" . This transition is "making a bridge".
"Building a bridge" will prevent you from "jumping off a cliff" and falling to your death.
There is a well-written Tang poem that brings us to the novel:
"Good rain knows the season" - you have to seize the sales opportunity; "When spring happens" - in love Business only happens when it's hot; "Follow the wind and sneak into the night" - go with the flow and follow the emotions to lead people to sales; "Moisten things silently" - complete the sale unknowingly.
Wonderful! This is a vivid portrayal of a first-class salesman in the sales process.
So, excellent salesmen can show their real skills in "building bridges".
2006-6-15 12:16 Reply
lcy235276
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2nd floor
To "make a bridge", you have to design several "lines", or make up an interesting story to connect the previous and the following.
For example, you are a salesman at a fertilizer factory. You can say: "I noticed just now that you said there was a scene here a few days ago. Spring rain is as precious as oil! With good rain and good fertilizer, it will be a bumper harvest. It's time to sow in spring, and our fertilizer here Is the market good?"
In this way, it is natural and coherent, cleverly "building a bridge", asking customers to walk across the "bridge", and sales will be natural.
Three product promotions
After "building a bridge", the promotion proceeds to the third step, which is the product promotion stage.
A salesman should always remember that customers buy your products because of the benefits and benefits that buying the products brings to them. Instead of buying price, buying novelty, and buying the product itself.
And these are exactly the mistakes that novice salespeople are most likely to make.
To promote a product, you must promote the benefits generated by the product’s functions.
In addition to benefit promotion, in actual sales, "demonstration and hint" is another magic weapon for winning sales.
"Demonstration" makes people believe it when they see it.
The American company Amway sells detergents. Spread shoe polish on your hands or handkerchiefs and then "wash it off." This is like "a dumb man selling a knife" that can convince people without any effort of words. During the presentation, the salesman must give hints to guide the customer to follow your ideas.
Psychology shows that when a person is exposed to something new. When thinking about things, the mind is prone to radioactive thinking. The effect of suggestion can orient people's thinking.
For example, a customer tastes a new drink. If you stupidly ask: "How does it taste?" the customer will immediately become "disordered" in thinking. Either good or bad, too sour, too sweet, etc. Once the first concept is generated, it is difficult to erase it, which is very detrimental to the negotiation.
You should really hint: "This drink is sour first and then sweet, and has a faint fragrance." After drinking, ask him "is it right?"
Facts have proved that, If you say "sour first, then sweet", he will nod "yes"; if you say "first sweet, then sour", he will nod "exactly".
Language stimulation is always "first served". A good salesman always uses language to suggest the good side.
Four push prices
Price is always a sensitive issue for products.
Smart salesmen should use language that implies that the price is "not expensive" to quote customers cleverly.
There was once a vegetable farmer who really taught me a lesson on this point. Once I was buying coriander and asked, "How to sell it?" The answer was, "The old price is 8 cents per tael." I bought 5 taels. After returning home, I realized that the coriander cost 8 yuan per pound, which was more expensive than the price of meat! I was fooled, I was fooled! But at that time, in my hazy consciousness, "old price" equaled "cheap". If you think about it, there is absolutely no connection between the two.
The strange thing is that when I made a deal with the vegetable farmer, I didn’t feel the price was expensive at all.
I finally learned to "push" prices.
If the customer has the mentality of "refusing to buy because of the high price", I will explain it from the perspective of "you get what you pay for". Demonstrate the efficacy of the product to prove it.
However, I think that "decimal quotation" - this is the real key to "four-push price". A decimal quotation is a quotation based on the smallest unit.
You must not say: "1 piece of 10 pieces of this product costs 2,000 yuan." Say: "1 piece of such a good product only costs 200 yuan."
This is just a little trick.
However, because the price was too high, the salesman encountered obstacles everywhere. You have to do some tricks.
Currently, there are two health care products on the market called "Love Shuli Liquid", priced at 98.60 yuan/box. The same famous brand "Tai Tai Oral Liquid" is only 38 yuan/box. How to sell?
I think many salesmen have faced this kind of headache.
When training the sales managers of the production group, my method is to find out the differences between the two products and then make a "breakdown quotation".
For example, the customer asked: "Why is it so expensive?"
Sales manager: That's a good question. As the saying goes, ‘you get what you pay for’. You see, similar beauty products are all herbal preparations, just some Chinese herbal medicines. And these products are all biological agents. Deer fetuses, black-bone chickens, female silkworm moths, etc. are all valuable raw materials. Of course there is a difference between eating 'grass' and eating 'meat'. Besides (break down), if you drink other products, one course of treatment costs 6 boxes, which is nearly 230 yuan. Two boxes of love products and one course of treatment cost less than 200 yuan. You’re still getting a good deal!”
Having been given this advice, let’s settle the account for the customer. Isn’t it the best of both worlds if people can give away their money happily?
Quantity of five push
For a product, the price is usually fixed, but the supply quantity is also dynamic.
Why do some people have poor performance? The key is that he will not sell quantity, so that customers can "buy more".
The trick to selling quantity is: "Quantity is reported in large quantities", that is, in large packages, complete sets, and one. Period of use, quantity reported by one delivery unit.
You must not say: “How many boxes of product do you want?”
Or: “How many more boxes, please?”
I want to say: "This health crystal has 5 boxes for one course of treatment. Do you want one course of treatment, or two courses of treatment?"
In this way, "one" means "five" ", with "two" and "ten", the performance will definitely be good.
If your product is packaged in 100 kg and 200 kg. When reporting specifications, you must capture what customers always want. The mentality of "try a little" makes the customer feel that what you are telling him is the smallest package.
In order not to "deceive" customers, I often use the word "general" to answer implicitly, such as:
Customer: “What are the specifications of the product?”
Answer: “Our customers generally want a barrel of 200 kilograms. You might as well try a little less. ”
——I call this method “fake quotation”.
Explain that using the behavior of other customers to persuade customers is the most persuasive in my sales work. Reaching 70%.
If the customer decides to order less and give it a try, I will say: “One of our delivery units is at least three barrels. Do you want one outbound unit, or two?"
——I call this method "outbound reporting".
If you want to ship to other places, I He said: "5-ton containers are difficult to ship, but 10-ton containers are fast. "
This is to tell the customer to buy at least 10 tons.
——I call this method "limiting the quotation".
In short, master " The "push" technique is the most important means to improve salesman performance.
Okay, I hope that the "five-step sales method" I developed in my actual work will be helpful to salesmen. .
In order to make it easy to remember, I wrote a ballad along with it: "Five-step Sales Method": The first push of the song requires passion; the second push is emotional and praises; the third push of the product requires demonstration; the fourth push of the product requires a low price; the fifth push of the quantity is large and the deal is completed. Just pay attention.