Salesperson eloquence skills training

Chapter 13: Opening Statements Are Crucial to Sales Success

"Eloquence Book"

The salesman Xiao Wang came to the office of the customer Mr. Ma as scheduled:
"Hello! Mr. Ma, thank you very much for taking the time to receive me when you are so busy!"

"Mr. Ma, your office is decorated in such a simple yet tasteful way. When you walk into your office, you can imagine that you are a very capable person! This is my business card, please give me your advice!"

"Mr. Ma, have you ever contacted our company before? Our company is currently the largest company in China that can provide personalized office service solutions according to the needs of customers. With the development of the times, today's enterprises not only need to focus on improving market share efficiency, increase profits, and at the same time pay more and more attention to how to save management costs. As the person in charge of the enterprise, I believe you must also be very concerned about how to configure your office equipment more reasonably and effectively, and save more costs. Considering these , I want to have a brief exchange with you today to see if there is anything our company can help you with."

"Excuse me: Which brand of office equipment is your company currently using?"

After listening to Xiao Wang's introduction, customer Mr. Ma and Xiao Chen had a more in-depth and detailed communication.

Analysis of the opening statement is what the salesperson will say in the first few minutes when meeting the customer. These few minutes can be said to be a freeze frame of the customer's first impression of the salesperson. The quality of the first impression can even directly determine the success of the sale. ;Customers often use the first impression to judge the salesperson, which also determines whether the customer will be willing to continue talking with you.In the above example, Xiao Wang used methods such as praise and benefit guidance to make the customer willing to continue communicating with him.

(1) The role of opening remarks

An effective opening statement can make the following sales work go smoothly, so the opening statement is very important for the salesperson, and a successful opening statement is equal to half of the sales success.If you don't have a successful opening statement, it will have an impact on your own emotions and even the entire expression of sales intentions, and it will also leave many hidden dangers for future sales.

The prologue is like the beginning of a story, it needs to be fascinating, it will play a role in fueling the development of the story.The same is true for our sales work. The basic procedure of sales is: first attract the attention of customers, then make customers interested in products, then make customers desire to use and buy products, and finally prompt customers to buy products and conclude a transaction.Therefore, the opening statement is the first part of the program. Its function is to attract the customer's attention and make the customer interested in the salesperson and the product. Good impression, so as not to be directly rejected by customers.

(2) How to prepare the opening remarks
Before the salesperson meets the customer, he may wish to design some opening remarks according to his sales goals and the actual needs of the customer.So, how to have a successful and effective opening statement?What preparations should we make before the opening speech?Generally speaking, the opening remarks should pay attention to grasp the following parts:
Thank the customer for your visit; moderate and appropriate compliments; self-introduction or greetings; introduce the purpose of the visit and highlight the benefits and value that can be brought to the customer; tactfully detect the customer's needs, end with a question, and make the customer speak; Arouse the customer's interest in the topic you are going to talk about next; the content of greetings should not be lengthy, let alone deviate from your sales intention; before visiting, you must know your customer's situation very well.

The opening greetings cannot be ignored, but they should be moderate and just right.Otherwise, not only will not achieve the desired effect, but the conversation will not be speculative.

Greetings are a means of communication, especially when meeting for the first time, a few decent greetings can make people who don't know each other know each other, and people who don't know each other get acquainted with each other, making the atmosphere of communication harmonious.

"What song to sing on what mountain", "what to say to what person you meet".Observing words and expressions, appropriate praise and compliments, and appropriate greetings and concerns are all conducive to smooth entry into formal conversations.At the same time, the language of greetings should also reveal your sincerity, frankness and enthusiasm.In this way, greetings play a role in inspiring the next conversation.

Eloquence
Before meeting with customers, make full preparations for the opening remarks after the meeting.

The content of the opening remarks should be able to attract the attention of customers and make them interested in continuing to talk to you.

The purpose of greeting is to get the favor of customers and arouse customers' desire to buy and use.

The opening statement should be neither humble nor overbearing, and avoid nonsense and superficial words.

(End of this chapter)