Salesperson eloquence skills training

Chapter 22 Common Mistakes in Opening Greetings
"Eloquence Book"

Customer: "Hello!"

Salesperson: "Hi, I'd like to find the Director of Purchasing Department of your company."

Customer: "I am, are you?"

Salesperson: "I'm the sales consultant of XX company, sorry, I want to take up your time for a while, so don't bother you?"

Customer: "You do bother me, so please make a long story short."

Salesperson: "I'm really sorry to bother you. I want to talk to you for half an hour. Is it convenient for you now?"

Customer: "You want to talk to me? What's the matter?"

Salesperson: "This sentence is unclear."

Customer: "If you don't tell me, how will I know what you're going to do."

Salesperson: "Then let me tell you, what we do is foreign trade clothing..."

Customer: "This one, we don't need it, please go back."

Analyzing that the first mistake the salesman made was not telling the other party his name, which in itself was an expression of disrespect for himself.Then he directly asked to talk to the other party, but did not explain the reason, which aroused the other party's dissatisfaction, so this opening statement was a failure.Salespeople should prepare opening remarks suitable for themselves in advance to avoid such things from happening.

In the process of communicating with customers, the opening greeting is a very important part. A good opening statement can arouse the interest of the other party and encourage the other party to continue the communication; while a bad opening statement often makes the customer feel bad about the salesperson and feel disgusted. , contempt or even disgust, which is not conducive to the in-depth communication.Here are some common mistakes in opening greetings:

(1) eager for success
Sales is to sell things to customers, which is good, but salesmen should realize that sales is a step-by-step process, and it is necessary to conquer the psychology of customers step by step, especially those customers who do not have strong demand for your products, they need salesmen more Starting from the wonderful opening remarks, we will turn the customers who have no needs into the customers who have needs.

Therefore, when selling sales, the salesperson should not be eager for success, but must put himself in the right position mentally and clarify the relationship between himself and the customer.Then carry out the sales promotion step by step.

(2) left and right customers

The customer is God, and the salesperson should know that in the process of sales promotion, everything he does must be customer-centric, not self- or product-centric.Customer needs are the premise of sales, and customer requirements are the driving force for product advancement.

However, many salesmen have a big misunderstanding in the sales process. They always think that they can make customers surrender obediently by relying on their three-inch tongue. Clients are rarely able to chime in.This method of forced irrigation prevents the salesperson from accurately understanding the psychological needs of customers, cannot establish a process of interaction between salespersons and customers, cannot understand customers' opinions on products, and cannot establish a pleasant chat process with customers.As a result, salespeople who sway customers will often fail.

(3) Derogatory language
This is a common problem of many salesmen. They habitually say something without thinking about it, thinking that this is getting close to the customer, but they don't know that this hurts the customer's self-esteem.For example: "The building in your house is really difficult to climb", "Your business card is so old-fashioned", "This tea is really bad", "Your dress is beautiful, but it doesn't suit you".

These words were originally intended to smooth things over and have an opening statement, but such an opening statement sounded very uncomfortable to the customer.No one likes to be criticized by others. The salesperson may have to deal with many people every day, so he should speak more praise words and habitually praise others instead of sarcasm.Of course, there is a limit to praise, and it must be sincere and bright, otherwise it will become flattery.

(4) Indecent words
Everyone wants to be with people who are self-cultivated and well-educated. On the contrary, they are unwilling to associate with those who "speak badly".If the salesperson speaks some indecent words naturally and unnaturally in the process of communicating with customers, it will inevitably bring about negative effects.

Experienced salesmen will always use some euphemisms to express sensitive events, such as "death", they will say "passed away", etc. It should be forbidden to say "death", "death", "finished", etc., which seriously bruise the soul words.

(5) Gossip
When the salesperson and the customer meet and greet each other, it is a process of getting to know and communicate with each other. Generally, the time for the opening remarks and the greeting will not be too long. After the two have a certain understanding, they can naturally transition to the product introduction.

But some salesmen always like to chat because they are "well-informed", and tend to chat aimlessly for hours.

With work pressure and tight schedules now commonplace in most companies, this type of small talk can upset customers and lower the salesperson's image in the minds of customers.More importantly, the salesman and the customer should establish a business relationship, not a purely personal friendship, so the salesman should avoid greeting and chatting with the customer for too long, and the bad habit of chatting with the customer needs to be corrected.

Eloquence
In the process of communicating with customers, it is very necessary for the salesperson to pay attention to the short communication.

You must be able to introduce your products skillfully along the psychological activities of customers in order to sell products.

It is very difficult for an impatient salesperson to succeed.

When dealing with customers, the salesperson mainly needs to grasp the needs of the other party, rather than talking about privacy issues in one mouth.

(End of this chapter)