Salesperson eloquence skills training

Chapter 23 Methods and Techniques for Introducing Products

"Eloquence Book"

There was a salesman selling cosmetics from door to door. After making the necessary etiquette greetings in front of a store, he explained the purpose of his visit. Just as the other party was willing to buy, he took samples to watch.At this time, the other party found the word "fruit acid" on the packaging of the cosmetics, and asked him what it meant and what it did.The salesman was dumbfounded when he heard it, and hesitated for a long time, unable to explain why, and the result can be imagined.

And the other salesman, no matter what the customer asks or requests, he can answer fluently and try his best to meet the customer's needs, so his sales performance is far ahead of his colleagues.

Analyzing the market does not believe in any excuses. The first salesperson may complain that the company has not given him professional training, or complain that the customer is too tricky, or that the products he sells are updated too quickly... But these are all is of no use.These excuses can only be self-deception, and it is yourself who really suffers.Therefore, when introducing products to customers, salespersons must be familiar with and understand the relevant knowledge of their own products, master the methods of introducing products, and be able to answer fluently no matter what customers ask, so that they have the opportunity to win the trust of customers.

As a salesperson, in the process of doing business, the most important thing is to introduce products.How to introduce your own products to make customers interested in the products requires certain methods and skills:

(1) Understand customers

When interviewing a customer, is the first thing to do is to introduce yourself and the product to the customer?This is dead wrong.Before meeting the customer, we must first understand the details of the customer.For example, the industry where the customer is located, the customer's hobbies, the customer's achievements, the customer's family situation, the customer's habits, etc.In this way, we can negotiate with customers with ease, introduce products in a targeted manner according to the customer's situation, and make customers feel respected. There are many topics to talk about, so as not to cause embarrassing scenes.

(2) To attract the attention of customers

When a customer introduces a product, you must first attract the customer's attention and make him have a strong interest in your product, so that you have the opportunity to show the product and the entire sales visit process can go smoothly.

For example, ask customers such questions as: "Do you want your sales to increase by 30% to 50% in the next quarter?" ?”

When presenting your product to customers, you must consider these questions:

How can I get the client's attention?
How can I prove it?

How can I make customers want to buy?

Only when the customer has a strong interest in your product, will he understand it, and not just pay attention to the price. If the customer keeps asking you about the price, it can only mean that you have not attracted him with the value of the product.

(3) Emphasize the cost performance of products

When customers understand your product, the price must be a further concern.Salespersons should not place great emphasis on prices, saying how cheap their products are, instead of emphasizing the cost-effectiveness of products.

Although the product may have many selling points, some customers like famous brands, some customers like affordable prices, some like convenience, and some like fun. When positioning your own products, you must pay attention to the price-performance ratio of the products. Only in this way, In order to highlight the characteristics of the product.

(4) Do more product demonstrations

As the saying goes, "Seeing is worth seeing once heard a hundred times." In the sales process, it is necessary to do more demonstrations.When the salesperson introduces the product to the customer, the customer must not only hear, but also see, and even test the product, so as to deepen the customer's impression of the product and increase the customer's interest and confidence in the product.

In the process of demonstrating the product to the customer, the salesperson should ask the customer how he feels while doing the demonstration, and show the characteristics of the product according to the customer's requirements, so that the customer can feel the real quality of the product, so that it is easier to accept the product.

When visiting customers, small commodities can be carried with you, but large or abstract commodities cannot be carried. This requires the salesperson to carry product brochures, models, props, etc. to make the benefits of the product concrete, visualized, and dramatic. , so as to show the charm of the product.

In the fierce market competition, the relevant information of many products is changing almost every day, and the salesperson may not have a comprehensive or accurate grasp of some of the information.At this time, the salesperson should start from the customer's point of view and show the truth to the customer with the mentality of serving the customer, instead of making up and deceiving the customer in order to show his "knowledge". It can only make customers farther away from you.

Eloquence
To do a good job in product explanation, it is necessary to emphasize the value of the product and talk less about the price.

The job of the salesperson is to create benefits for customers and assist customers to solve problems through their own product knowledge.

If the product introduction can attract customers, your sales will be more than half successful.

Pay attention to the customer's concern for various needs, and focus on introducing the product's features, advantages, and special interests.

(End of this chapter)