Salesperson eloquence skills training

Chapter 15 The Opening Remarks Should Be Prepared in Advance

"Eloquence Book"

"I'm sorry, I only give you 5 minutes." To Mr. Lu who came to visit, the chairman of XX Health Massage Company said coldly.

"Your company seems to be huge, but now there is a hidden crisis." Mr. Lu said, "The home decoration style you admire has now been imitated by others; your so-called ×× massage method is actually not unique; We will open 5 franchise stores within the year, but now there are less than 2000. If we want to develop at a high speed, we must have our own strong core competitiveness.”

Mr. Lu's "opening remarks" surprised the chairman. As a well-known enterprise with an annual output value of hundreds of millions, this "never met" salesman actually hit the nail on the head.

The 5-minute speech time was unknowingly dragged on for 3 hours.A week later, Mr. Lu received the company's first deposit.The business is done.

Analysis Although it is often said that a person cannot be judged by the first impression, customers often use the first impression to judge the salesman, which determines whether the customer is willing to give you a chance to continue the conversation.Therefore, when a salesperson meets a customer, he should prepare a distinctive opening statement in advance. The quality of the opening statement can determine the success or failure of a visit.In the above story, Mr. Lu used the opening remarks to the point to attract the attention of the client, and finally negotiated the deal.

If the salesperson sells or talks about the price as soon as he enters the door, it will often cause the customer's disgust, and the customer will even be driven out of the door directly.Many people hate salespeople when they talk about products when they meet with customers.How to arouse the customer's interest and how to grasp the customer's heart in the first sentence requires careful preparation. Here are some creative opening remarks often used by sales masters:

Question opening remarks Some salesmen are used to saying when facing customers: "Sir, do you need...?" This is the most commonly used opening statement, and it is also the most wrong one.Because this kind of questioning is particularly abrupt, it will be rejected in all likelihood.

If you ask purposefully, "Would you be interested in reading this book if it would greatly improve your persuasion and sales performance?" keep going.

Start with Compliments and Gratitude Everyone wants recognition and compliments from others, and clients are no exception.So starting with compliments and gratitude is a great way to approach your client.

Of course, complimenting customers is not flattery. You must find out the advantages of customers that may be overlooked by others, so that customers can know that your words are sincere.If you just talk about it in general, "Mr. Wang, your office is really beautiful." It becomes flattering.If you say "Mr. Wang, your office is very cultural, which shows that you are a tasteful manager." This is a compliment.

Taking making money or saving money as a topic, almost everyone is interested in money. If you can make money or save money, it can often arouse the interest of customers.Therefore, if the product has selling points in this regard, when you meet with customers for the first time, first display these advantages, which can often attract customers' attention.

"Director Zhu, are you willing to save 10 yuan in clothing production every year?"

"You only need 7 yuan to get a service that used to cost 22 yuan..."

Tap into your customers' curiosity Curiosity is also one of the fundamental motivations of human behavior.Customers also have a strong curiosity about things they don't know, don't understand, and are unfamiliar with.Salespeople can also use curiosity to grab a customer's attention.

"Have you ever seen a broken glass that won't shatter?"

"It only costs a quarter a day to have your bedroom carpeted. Would you believe it?"

Take a well-known company or person as an example. People's buying behavior is often influenced by others. Salespeople can grasp this psychology of customers and use examples to strengthen the advantages of products.

"Mr. Zhang, your good friend Mr. Sun has used our products and brought a lot of benefits and convenience to his company. He recommended me to come to you."

"Manager Liu, XX company is using our products..."

The above are just some characteristic opening remarks, which are for reference only. According to different purposes, different customers, and different industries, the opening remarks will also have great differences.Therefore, the salesperson should design an opening statement that suits his own style and characteristics according to his own industry and purpose.

Eloquence
In face-to-face sales, it is very important to say the first sentence well.

The opening remark is first to get the favor of the customer, thus arousing the desire of the customer to buy and use.

The opening statement should be concise and enthusiastic, and avoid long-winded and blunt words.

A good opening statement is best to achieve three effects: to attract the attention of customers; to establish a rapport; to establish a relationship with the products you sell.

(End of this chapter)