Salesperson eloquence skills training

Chapter 21 The Manifestation of a Suicide Opener

"Eloquence Book"

Two customers came to an electrical appliance store together and wanted to take a look at the induction cooker.They took a fancy to a new product of the "Midea" brand, which was marked on the shelf, and there were wok and casserole as gifts when they bought it.

However, the promoters who were in charge of the "Midea" brand induction cooker were not there.At this time, a promoter of the XX brand induction cooker came to greet him: "Why, have you taken a fancy to this induction cooker?"

"Yes, we would like to ask, can the price be reduced a bit now? Also, even this casserole is also a gift, can you take it down and have a look?"

"Well, the price is the one marked above, and it won't drop at all. And this casserole is not a gift of this induction cooker, it's from the one next to it."

"Then it clearly says it's a gift for this induction cooker?"

"I told you, it is not. If you buy this induction cooker, you will get a pot as a gift. It is not cost-effective, and the temperature of this induction cooker is not easy to control, and the cooking is easy to burn. Let's take a look at my side. The ones I have here are cheap and of good quality."

An elderly customer next to him said: "You belittle other people's products like this, and you still say it's not a gift. It shows that your character is not very good. Who would dare to buy what you sell!" It is a standard suicidal opening statement. Firstly, he argues that the other party has no gifts, and then he talks about the shortcomings of the other party's products. This kind of salesperson who boasts, slanders others, and has poor manners can only arouse customers' resentment, and thus refuse to buy the product.Therefore, salesmen should avoid using suicide opening remarks while improving their own quality.

Suicide opening remarks, as the name suggests, are a relatively bad opening statement. After such an opening statement is spoken, it will often arouse customers' resentment, disgust or hurt their self-esteem, which will lead to a breakdown in the communication between the salesperson and the customer.Suicide opening remarks are easy to hear, such as "I didn't understand this question clearly", "I'm sorry, I'm not good at talking", "I'm sorry, I'm too nervous", etc. When the salesperson said these opening remarks, he thought Show humility and politeness, but audiences often don't see it that way, and instead pay more attention to your nervousness, flaws, and mistakes.

The following are some common suicidal opening remarks that salespeople should try to avoid:
(1) Low three down four type
When this kind of salesperson communicates with customers, the opening sentence is as follows: "Hi, is this Mr. Zhang? I ask your forgiveness for my sudden visit. I didn't want to disturb you, but after thinking for a long time, I still want to To communicate with you once, I just thought that I might be able to make you interested in our company's latest products."

Perhaps the salesperson said this to show modesty, thinking that this would win the favor of customers.As everyone knows, such a series of subjunctive particles shows that this person is extremely unconfident. Facing an unconfident salesman, the customer will have a lot of thoughts, whether there is any defect in the product, whether he has other excuses, or He has been unable to sell the product?Such an opening statement will lead to customers doubting you and then doubting the product, so try to avoid it.

(2) Boasting style
When this kind of salesman communicates with customers, the opening sentence is this: "Mr. Zhang, today I will come to let you see a product whose advantages are now considered incalculable. We have already provided this product all over the world. Yes. Although only 2 weeks, the sales are extremely hot, because the precision of the product is beyond the reach of other products.”

Any customer with this kind of statement will immediately have doubts, and the customer will think that this person is a liar and the product is fake.If you don't stop bragging right away, customer sentiment can quickly rise to resistance.Even if you stop bragging now, it will be difficult to restore your image in the hearts of customers. Therefore, this kind of bragging opening remarks must be absolutely avoided.

(3) Egocentric
When this kind of salesperson communicates with customers, the opening sentence is as follows: "Mr. Zhang, I will come to your place at 2 o'clock to show you how our latest electric car works. Please let me give you a comprehensive demonstration. I It only takes five minutes. You must have five minutes."

This kind of strong sales tone will make the customer feel that in this process, only the salesperson is the most important. He feels that he only has to be persuaded, and the customer's self-esteem will also be damaged.Facing such a salesperson, he would at most ask for samples or product introductions, and then end the communication with the salesperson.As a result, the salesperson also lost the opportunity to further introduce the product to the customer.

(4) Know nothing
When this kind of salesperson communicates with customers, the opening sentence is as follows: "Hello, Mr. Zhang, I have been working in this area for two years, and I often pass by here and see your building. Today I came here to visit you specially, just want to Take a look at what's inside this building."

This method is not the same as the low-key style. It just avoids what you know as much as possible, so as to give the customer a larger space, and wants the customer to explain to him, so as to greet him, and thus narrow the relationship between the two .

As everyone knows, this method is also very wrong. The customer's feeling is not what the salesman imagined, he is full of pain.Because everyone in the world thinks their company is the best and most promising in the world.However, the salesman said that he didn't know what type of company it was, which would severely hit the customer's self-esteem and prevent smooth communication.

These suicidal opening remarks often put the salesperson in an embarrassing situation, so try to avoid them.If the salesperson understands that self-confidence and sincerity are the qualities that must be possessed in sales work, the above problems will rarely occur.

Eloquence
There is no need to humble yourself in front of your customers.If you think highly of yourself, customers will trust you.

If the salesperson has no confidence in himself, how can you ask the customer to have confidence in the product you are selling?
Salespeople do not impose products or services on others, but help customers solve problems.

Before the salesperson goes to interview with the customer, it is best to prepare all aspects of the customer's information, so as to avoid some flaws in the conversation.

(End of this chapter)