Salesperson eloquence skills training

Chapter 12 Eloquence Taboos in Sales

"Eloquence Book"

A salesman from a paper product factory went to the headquarters of a chain restaurant to sell. Because the use of disposable paper tableware is the general trend, the customer showed great interest. The communication between the two parties was very pleasant. The customer expressed that he was willing to buy a batch of products for trial.

At this time, in order to show his frankness, the salesman revealed the general knowledge of paper products to the customer: "Because the technology cannot meet the higher requirements, in the current products, the time for the carton to hold food cannot exceed 12 hours." Hours, otherwise there may be leakage of soup and oil; paper cups can only hold beverages that do not exceed 80°C, otherwise they may become soft and damaged."

After the salesman left, the person in charge of the restaurant chain began to discuss. Some people agreed to buy the products of this enterprise, because the cartons are used to deliver food, and generally do not exceed 12 hours; while the paper cups are only used to hold Coke or For milk, the temperature does not reach 80°C.Many people objected, because the quality of paper products is not up to standard, and such use will damage the image of the restaurant.

In the end, the supervisor adopted everyone's opinions and did not buy this product.

In the process of communicating with customers, it is not possible to say all kinds of words.In this case, although the salesperson wanted to show his sincerity to the customer, this small defect that did not affect the use of the product became the reason for the customer's rejection.Therefore, in the process of communicating with customers, the salesperson should have some reservations. Excessive frankness is harmful to sales activities.

As a salesperson, one of the simplest truths you need to know is: you need to use language to communicate with your customers and persuade them.Although everyone can speak, it is very important to know how to speak in the hearts of customers, how to impress your customers, what to say and what not to say.

Here are a few taboos that salespeople should avoid when speaking, and salespeople should pay more attention to their actual work, so as not to slip up and "come out of their mouths."

(1) Do not speak critically
Use your mouth without your brain, although it may be unintentional, but it will also hurt your customers.Say some critical words arbitrarily. Although some customers may not express dissatisfaction with you, they will also feel dissatisfaction in their hearts. This will lengthen your psychological distance and thus have a negative impact on sales work.

Would rather not say, also can not be wrong.Saying words that contain criticism without thinking is definitely taboo for salespeople.

(2) Talk less about subjectivity issues
When communicating with customers, appropriate greetings, greetings, and words of concern are necessary.However, it is best not to talk about topics that are not relevant and necessary to your sales, and don't participate in discussions.For example, some involving subjective will: politics, religion, belief, etc.If you talk too much, you will lose. For those topics that have no substantive meaning to your sales, no matter right or wrong, you'd better say less, which is good for your sales.

(3) Use less technical terms

A salesperson should be familiar with product knowledge and should master the technical terms and concepts of related products.However, when communicating with customers, do not use too many professional and technical terminology and technical terms.

Because most customers are only product users, they are often somewhat vague about technical terms.The excessive use of technical terms not only makes customers feel more and more confused, and it is difficult to accurately understand the value of the product, but also makes customers feel bored, feels that they are very small, and has an arrogant and flashy impression on the salesperson.

Use concise and easy-to-understand words to introduce products to customers, so that customers can understand and understand, so that the sales of products can go on without hindrance.This is something every salesperson needs to be aware of.

(4) Not to mention exaggeration, exaggerating the quality and function of products is a very bad sales behavior. In the process of introducing products to customers, it is normal for "Lao Wang sells melons, sells melons and boasts himself", but exaggeration Words, exaggerated introduction of products, the sales results of the products can only be worth the candle.

Exaggerating and showing off one's own products can't really impress customers, but give customers an unreal feeling. Salesmen should stand on an objective point of view, analyze and introduce products to customers honestly and one by one.This will give customers a sense of trust in you.Even after customers "shop around" to familiarize themselves with the market, customers may be more willing to accept your products based on your sincerity.Therefore, remind the salesperson not to say exaggerated and untrue words. Any deceit and lies are the natural enemies of sales success, which will prevent your sales career from going on for a long time.

(5) Disable offensive language
As the saying goes: "Good words make people feel warm in winter, and bad words hurt people in June." As salespersons, we must not use offensive language, whether facing our customers or competitors with us. , Attack your customers or competitors, not to mention saying that the other party is worthless in self-defense, this will make your image in the entire industry unsatisfactory.

Being a person is very important, be a person first, and then do things.Regardless of whether the salesperson is facing a customer or a competitor in the same industry, he must not lack rational thinking when speaking, and impulsively use some offensive words.As everyone knows, the use of offensive language, whether it’s about people, things, or objects, will cause the other party’s disgust, and make people feel that you are insufficient, small-minded, and strong in revenge, and people will give up cooperation with you.Therefore, offensive language can only be counterproductive to your sales, and it is harmful but not beneficial.The business ethics and professional quality of the salesperson are particularly important in the development of the company's corporate culture.

(6) Avoid talking about privacy

When we communicate with customers, we should mainly grasp and understand the needs of customers for products, rather than the privacy issues of customers themselves. We must not talk about the privacy issues of customers themselves.This is a problem we as salespeople should avoid.

Although, we also need to establish a good relationship with customers, but a good relationship with customers is by no means based on talking or exchanging private privacy with customers.Everyone's privacy needs to be respected, so if the customer doesn't say it himself, don't inquire and ask about the customer's privacy in the end.And your own privacy, you'd better not talk about it in front of customers.Just imagine how much substantive help can it have for your sales after you finish talking?
(7) Ask less questioning words

When we communicate with customers, sometimes we also worry about whether the prospective customers can understand what we are saying, so we may question the other party, for example: ask the customer: "Do you understand?" "Do you understand what I mean? "This question is quite simple, can you understand it?" These words sound like the tone of the teacher questioning and questioning the students, and such tone often makes people feel uncomfortable and disgusted.

From the perspective of sales psychology, if you keep questioning your customer's understanding ability with an inquiring attitude, the customer will be prone to dissatisfaction and resistance, and the customer will not be able to realize the minimum respect you have for him.Instead of this, it is better to change the questioning tone into a gentle and gentle temptation, such as: "Do you think I am satisfied with my explanation? Is there anything else I need to elaborate?" Such words are easy for customers to accept. Our worries can also be well resolved.

(8) Crushing boring topics
In our sales process, we often have to explain some technical topics that are very boring or even sleepy due to business needs.Under such circumstances, as salespersons, we must learn flexible speaking skills, try to summarize such content as much as possible, make it more popular and easier to understand, and even use some simple metaphors, as long as customers can understand it. It is enough to understand the meaning of these benefits.

Instead of telling the whole story invariably and forcing those boring and difficult things to customers, it is better to crush them on the content that customers are more acceptable to.This is definitely a smart approach for salespeople.

(9) Try to avoid indecent words
No matter who wants to work and talk with people who are self-cultivated and layered, they don't want to deal with those who are "dirty".Therefore, as a salesperson, indecent language will inevitably have a negative impact on sales work.

This requires salespeople to try to avoid indecent words when talking with customers.For example: "dead", "finished" and so on.Instead, you should use euphemistic words to avoid the use of these sensitive words, and make your words easy to listen to and accept. On the contrary, if you always make indecent words, customers will greatly discount your personal impression. It should attract the attention and attention of the salesperson.

Eloquence
Saying critical words to clients without being judgmental will show your maturity and poise.

Whether it is to customers or competitors in the same industry, offensive language should always be prohibited.

Building a good rapport with a client has nothing to do with talking about personal topics.

Don't question your customers, speak well if you have something to say, and put your words in the heart of your customers.

(End of this chapter)