Salesperson eloquence skills training

Chapter 17 Capturing Customer Interest

"Eloquence Book"

Client: "Your real estate doesn't seem to have any special features?"

Sales staff: "You may not know our real estate yet, do you know its characteristics?"

Customer: "I'm not sure."

Sales staff: "Our philosophy is 'touching the mirage'."

Customer: "Huh?"

Sales staff: "Because our building complex is built near mountains and rivers, we have carried out unique designs in terms of structure and space, creating a community like a paradise, bringing the mirage that people long for to everyone Come here."

It is very important to analyze the customer's interest, which is largely the premise of stimulating the customer's demand and desire. The salesperson should know that people who are not interested in you and your products will not become your customers.Therefore, when a salesperson meets with a customer, he must grasp the interest of the customer, and then carry out key communication according to the interest of the customer.

Attracting the customer's attention, arousing the customer's interest, and making the customer satisfied are the clues to a good sales start.When customers start to pay attention to you, the salesperson should immediately seize the opportunity to stimulate and maintain the interest of customers, so as to promote communication.

(1) Give customers a reason to buy

How to stimulate customer interest according to your own products and services, according to the actual situation of customers?It must be that the characteristics of the product can meet the needs of customers, and the salesperson uses certain methods and skills to show these characteristics to customers, thereby stimulating customers' interest.The interests of customers are generally manifested in the following aspects:

Wanting to own is the prerequisite for most customers to buy products. Customers need the functions of this product to serve themselves, such as bicycles, mobile phones, etc.; customers like the shape of this item, such as toys, jewelry, etc.; customers need this product to do other things Use, such as gifts and so on.If the customer is interested in the product because of the demand, the salesperson should focus on two aspects of the introduction to the customer: first, describe the function of the product; second, emphasize the characteristics of the product that can satisfy the customer.

In addition to the use value, many products that want to become have some additional value, such as symbolizing the identity and hobbies of customers, having the characteristics of showing customer taste, and expressing customers' good wishes.For products with such characteristics, the salesperson should introduce them from three aspects: first, the basic functions and quality of the product; second, the symbolic meaning of the product; third, the optional appearance of the product.

I want to know that everyone has curiosity. If a customer doesn’t know much about this product, he may have more ideas. After that, he can decide whether he needs to buy it; I don't know the specifications and performance of the product, but I want to know it.At this time, the salesperson should introduce the customer's specific situation from the following aspects: first, the detailed performance and usage of the product; second, the cost performance of the product, and the comparison between this product and similar products; third, Product technical support and after-sales service.

(2) Conditions for maintaining enthusiasm for customers

When the salesperson finds that the customer is interested in the product, he must find a way to keep the customer's interest.It is necessary to know that the time for a person to concentrate is not long. If the salesperson has no way to arouse the interest of the customer, the customer will divert his attention or reduce his interest, so that it is impossible to communicate further.

Therefore, the salesperson should always pay attention to the possible transfer or change of customers' interests, and follow up in time.And try to guide the interests of customers within the scope of their own control, and stimulate the interaction between customers and salesmen.If the salesperson only pays attention to explaining silently and introduces the performance of the product without paying attention to the mood and actions of the customer, then you will only face failure.

In order to maintain the enthusiasm of customers, the salesperson must interact with customers and conduct two-way communication with customers from the following two aspects:

Listening to customer conversations Listening to customers' words is mainly to judge the customer's reaction to the product, its core point, to determine the performance of the product that the customer is most interested in and the customer's demand.At the same time, in the process of communicating with the salesperson, the customer will always express his emotions in the words. When the salesperson hears the signal in the customer's words that is conducive to the transaction, he must immediately seize the opportunity. Make a deal.In addition, the salesperson must grasp the sensitive point of the customer. Generally, the customer is not completely satisfied with the product, and there is no flawless product in the world. Customers are often dissatisfied with one or several conditions of the product, such as price, discount, etc. , performance, guarantee, after-sales service, purchase commitment, etc.

Ask the customer what to ask and let the customer answer, reacting to the answer.This is the easiest way to focus the customer's attention, and in the process of asking the customer, the salesperson can often get more information, which will be beneficial to facilitate the transaction.

(1) Test the customer's reaction
When the salesperson explains a paragraph to the customer, he should ask the customer to see how much he may have listened, how much he has understood, and what his opinion is.At this time, the salesperson should ask: "Are you clear about this?" or "What do you think?" This gives the customer an opportunity to explain his thoughts.

(2) Control the progress of the conversation
If the salesperson does not ask the customer for his or her thoughts and suggestions on the part of the story, but just continues to tell the story, he will not understand the customer's true opinion on the product, and will not understand where to emphasize the story, and where the customer doesn't care and can ignore it do not mention.Therefore, inquiries can better control the progress of the conversation and mobilize the interest and enthusiasm of customers to a greater extent.

Eloquence
Give the client a positive message that will benefit him, and you will become a popular person.

The process of dialogue with customers determines the direction of sales.

People who are not interested in your products will not become your customers.

Spark your client's interest and keep your client interested until the deal is closed.

(End of this chapter)