Six major sales details that are easily overlooked

Exchange is a human-specific activity and the needs of both parties to the exchange can be met. Sales is a great business, a business that delivers value and helps others. She facilitated the exchange and realized the transmission of value. Sales is a process that satisfies the needs of customers because of the benefits that sales of product features can bring to customers. However, it cannot be denied that in addition to the product, the salesperson's handling of some details in visiting the customer also has an important influence on the success rate of sales.

Sales details often increase sales success. A Rainbow Vacuum Cleaner Company asked door-to-door salespeople to discuss a glass of water before selling. As a result, this small request increased the turnover ratio. When a market manager heard the story, he followed the example and asked 30 of his salespeople to ask for a glass of water before the sale. After a few weeks, he found that the sales performance of the experimental group increased by 3%. Afterwards, he asked another 30 salespersons to discuss a soft drink before selling. As a result, this request did not help improve sales.

This story tells us that if we get a small favor, it is easier to get great favors, and it is easier to get behind when we get an inch. Why is this so? One explanation is that the customer has helped us a little busy, like he has made an investment in human relations with us. Because everyone hates losing, he is also afraid of losing the investment. So he added a bigger investment to keep the previous small investment. Another explanation is that after the client has helped us a little busy, he will have the illusion that he must have liked us to help us. In order to maintain consistency, he must continue to like us, so he had to Then he helped us a lot.

Based on 13 years of sales experience, I summed up six sales details for your reference. These six sales details made me a non-smoker and non-drinking salesperson become the best salesperson in Asia in 1996, and also created me 12 The brilliant performance of annual sales management.

1, salesperson's dress:

Only a little better than the customer. Salespersons' suits and briefcases can reflect the company's image, but sometimes they still have to look at the objects they are visiting. The contrast between the two parties is too large to make the other party uncomfortable, virtually pulling away the distance between the two parties. If building material salesmen often visit designers and general contractors, the former will certainly have shirt ties to express your professional image; the latter, if the same dress is not appropriate, because the construction site environment is limited, the staff can not pay attention to Dress, if you wear too good clothes to run the site, do not say that talking to customers may be difficult to find even where the office is located. Experts said: The best dress code is to wear only a little better than the customer, which can not only reflect the respect of customers, but will not open the distance between the two sides.

2, always put down the phone later than the customer.

Many salespersons did not wait for the other party to hang up, and they first hung up, especially when talking to a more familiar customer. Always put down the phone later than the customer reflects the respect of the customer.

3, Do not answer the phone while talking with the customer.

While answering the phone during a conversation with the customer, despite the prior permission of the customer, the customer raised in the bottom of my heart: “It seems that people on the phone are more important than me. Why did he talk for so long?” So the salesman was on the first visit or In an important visit, never answer the phone. Wait until the end of the talks before calling.

4, say "we" less say "I."

The salesman will give the other party a psychological suggestion when they say "us": The salesperson and the customer are standing together and thinking from the customer's point of view. Although "us" is only a word more than "i", It was a little closer.

5, promptly write down the customer's request.

Keep notepads with you, note the time, location, and name of the customer in the visit; note the customer’s needs; agree with the customer’s needs; the time of the next visit; when the salesperson is praying to listen to the customer while taking notes. This kind of respected feeling is also well-founded in the hearts of customers, and the next sales work may be smooth.

6. Keep the same conversation style.

In the long run, it is difficult for a salesperson who can tell a story to maintain a good performance. His ideas are swift and eloquent, and his speeches are as fast as the organ's opening, which is easy to arouse customers' resentment. And those salespeople who are good at asking will listen and, depending on the customer, the salesman who adjusts his speaking speed and style will become an excellent salesman.

The details embody art and science, and sales is a fusion of art and science. Salespeople need to increase scientific knowledge such as customer psychology and mathematical analysis, and need to receive education in sales behaviors. This is science. At the same time, we must adjust the sales method according to the situation at the time, pay attention to the details and pay attention to customers. This is art. Sales can exercise people's perseverance and style, and sales are carried out in the refusal. If there is no refusal, there is no need to sell. Selling sales as a great business to help others is often a salesman with self-confidence, self-discipline, and passion. In the networking today, salesmen need to be more ethical. In the Internet era, a bad news will soon be delivered to every corner of the world and long-term in the virtual technology world.