Salesperson eloquence skills training

Chapter 27 Let customers experience the product as much as possible

"Eloquence Book"

On this day, Joe Girard saw a female customer in the showroom of the automobile company. The customer turned around a brand-new car, showing a particularly liking look.

So Girard stepped forward to introduce the performance of this car to her.And said to her: "Madam, you can sit on it and have a try."

The lady looked surprised: "Every car in the opposite car dealership says 'do not touch', can you really try your car?"

"Of course." Gilad said with a smile.

The lady sat in the car, operated it and said, "This car is really nice."

"So have you decided to buy this car?"

"I'm thinking about it. I don't know if my husband agrees or not."

"Ma'am, this car is really comfortable to drive. If you want, you can drive it home and experience it."

"Really?" The lady found it incredible.

Ultimately, the woman bought the car because after she drove it home, her husband raved about the car and let her buy it.

Analysis: Joe Girard can successfully sell this car because he has done a good job in involving customers, allowing customers to understand all aspects of this car and satisfying customers' curiosity.In fact, everyone has a strong curiosity, especially for products that they don't know much about, and they like to touch and try them in person.No matter what product the salesperson is selling, if customers can personally participate and touch the product, they will be able to attract them and let them understand the performance of the product, so that they can sell the product with greater confidence.

Introducing products is an important part of sales and a key stage in influencing customers' decisions.If at this stage, the salesperson uses the most attractive and vivid description, coupled with the customer's personal experience and experience, it can often make the customer have a stronger desire to buy. Products, and being able to experience and try the products in person will inevitably increase customers' interest in the products to a greater extent and improve sales performance.Moreover, no matter how wonderful your introduction to the product is, there are always doubts in the customer's mind. It is better to let the customer experience the product in person.Customers experience the product in person, which can also save a lot of words from the salesperson. The performance and characteristics of the product are reflected in the customer experience, and you don't need to try your best to convince the customer.

Although some salespersons know the importance of allowing customers to experience products, they do not consider the actual feelings of customers when actually displaying products. Whether you understand and are satisfied with the display effect, such a display has become a salesman's personal show. When customers are watching, they will gradually lose their attention and lose interest in the product.

So, how can customers be more involved in the product experience when the product is displayed?
(1) Let customers experience the product in person
Excellent salesmen will actively create opportunities for customers to experience the products in person, and only when customers have some personal experience with the products will they have a good impression of the products in their hearts.Therefore, there is no need for the salesperson to be reluctant to let customers try the product. Instead, when the customer tries the product, he should guide the customer intentionally, ask the customer's interest, and let the customer experience the performance and characteristics of the product in terms of user interest. Satisfy the psychology of customers.

(2) Let customers participate in Q&A activities

When the salesperson makes a product introduction, he can use some questions as a description of each product performance, so that customers can be more involved in the product display.

For example, the salesperson demonstrates the printing quality of the printer on the spot, and after introducing a feature, he can ask the customer whether he is satisfied with the printing quality, or what kind of pictures may be printed with this feature.Then go on to tell another feature of the product.Allowing customers to participate in the product display Q&A will not only allow the salesperson to better control the scene of the product display, but also attract the attention of customers more, activate the atmosphere of the scene, and better guide the psychology of customers, so that It ultimately makes the decision to buy.

(3) Salespersons should understand and appreciate their own products

Let customers experience the product in person, and the customer may ask some practical questions during the experience process, which may not be considered by the salesperson in the process of introducing the product.The emergence of these questions requires the salesperson to know their products very well. Only when they have carefully operated and used their products, and have an appreciation and love for the products, can they answer these questions like product experts.If the salesperson does not appreciate his products, he will unconsciously show a bored attitude during the display process, which will inevitably affect the mentality and choices of some careful customers.

Eloquence
When the salesman allows the customer to experience it for himself, he should tell him what the possible results of the experiment are, so that the customer will focus on the correct direction of the experiment.

When a salesman sells a product to a customer, whenever possible, the customer should experience it for himself.

Customers' feelings about product trials are more accurate than market research.

Only by being a customer of our own products can we more freely answer various questions from customers.

(End of this chapter)