Salesperson eloquence skills training

Chapter 26 Thinking From the Customer’s Point of View and Introducing the Product
"Eloquence Book"

Joe Gillard has been called "the greatest salesman ever", but he also had his failures.Once, he sold a car to a customer, and the transaction process went very smoothly. When the customer was about to pay, another salesman chatted with Girard about the game. At this time, the customer suddenly turned around and left.

Girard felt very baffled. He tossed and turned at night, and finally couldn't help calling the client to ask why the client changed his mind.The customer told Girard very unhappy that when Girard was chatting with another salesman about the game, the client was talking about his son with Girard. His son had just entered college and was the pride of his family.But Girard didn't hear anything at this time, just chatting with his partner about the game.

Analyzing that the greatest salesman also fails, the reason for Gillard's failure is simply because he did not consider from the customer's point of view, did not listen carefully to the customer's conversation, and hurt the customer's self-esteem.In the entire sales process, the customer is the central object. Although the salesperson can control the direction and purpose of the conversation, more consideration should be given to the customer's mentality and concerns. Only by starting from the customer's point of view can one become an excellent salesperson.

"There is no differentiation of products, only differentiation of publicity." From the perspective of sales, this sentence is very correct. The differentiation of products is the responsibility of the manufacturing department, which cannot be controlled and changed by salesmen, but publicity The difference is in the hands of the salesperson, it can be changed through their own work.

All salesmen hope that they can successfully market, but how can they continue to succeed in marketing?This requires establishing a solid relationship with customers, but how can we become true friends with customers?Then the salesperson needs to do the most basic thing, starting from the customer's point of view:

(1) Sell what the customer sells

There is such a story: a salesman wanted to sell a color printer to the owner of a milk tea shop, but after more than a month of hard work, the boss never agreed, and even refused to meet with him many times.

On this day, the salesman came to the milk tea shop again and brought the boss a colorful and beautiful milk tea menu printed out by a printer. The boss was very satisfied after seeing it, and began to be interested in listening to the salesman's introduction of the product. After two months Finally, the deal was finally made.

A great salesperson always considers the customer's request first.Once you get the hang of it, the pitch will run more smoothly.And, you don't just close a business, you earn a loyal customer.The benefits that loyal customers bring to you are immeasurable.

(2) Say more "we" and less "I"

When a salesperson introduces a product to a customer, the name is also very important.A smart salesperson will use "we" instead of "I" or "you", not to say what benefits the product will bring to "you", but "we"; not to say "I" think, but to say How "we" feel.

This tone will give customers a psychological hint: the salesperson and the customer are together, and they think about problems from the customer's perspective.Although "we" is only one more word than "I" or "you", it is a little more emotionally close.

(3) Put yourself in the customer's shoes
In sales activities, what customers care about is their own interests, and what salespeople care about is the interests of the company, but the two are basically the same.Because only the interests of customers are guaranteed, the interests of the company have a foundation.Therefore, on the premise of recognizing the importance of customers, the salesperson must put himself in the customer's shoes, so that he can succeed for himself and bring great development to the company.

The secret of the sales success of the American life insurance wizard Baja is: to make profits for customers, so that the benefits that customers get from him are greater than the benefits he gets from customers.Once, a client said to him: "I want to buy $5000 of life insurance for myself, and $1000 of life insurance for my wife and three children." Baja knew that the client's thinking was biased, and he didn't He concealed it for his own benefit, but told the client sincerely: "The purpose of life insurance is to let the father protect the child, not to let the child protect the father." In the end, the client accepted Baja's suggestion, only for himself Bought $5000 of life insurance.Although the business has decreased, this customer has become a loyal and regular customer of Baja.

Good at starting from the customer's point of view, introducing the characteristics of the most suitable products to target customers, providing customers with the most sincere suggestions, satisfying customers' wishes, fully understanding and respecting customers is very important, and it is also the basis of sales success.

Eloquence
A good salesperson can provide customers with solutions, help reduce headaches, and help them grow their business.

If the customer feels that you will try to help him, even if he has to wait a long time to meet his request, he will be very happy.

The salesman should start from the perspective of customer needs and explain the purpose of your sales.

Salesmen should be good at empathy and consider problems from the perspective of customers.

(End of this chapter)