Salesperson eloquence skills training

Chapter 29 Always Be Confident in Your Product

"Eloquence Book"

David is an excellent kitchen stove salesman. He is eloquent, quick thinking, and good at understanding the psychology of customers.But in a sales pitch, he still failed.

One day, he held a stove sales event in a hypermarket. His enthusiastic introduction attracted crowds of onlookers. The atmosphere was very lively, and several customers were already ready to place orders.At this time, his neighbor came to the scene and asked him: "David, since you think this kind of stove is so good, why do you still use a broken stove in your house?"

David thought for a while and said, "These are two different things, and they should not be confused. Our company's cooker is very good, and I've wanted to buy one for a long time. But, you know, my financial situation is not very good recently, and my children's studies are spent. I have a lot of money and recently my wife was sick and hospitalized. These things have greatly increased my expenses. I have always wanted to own a company cooker, but I have limited ability to come in and pay, so I can only buy it after a while gone."

Hearing what David said, the customers who had already decided to buy changed their minds.They said, "If you don't believe in your product, how can we?"

After this incident, David learned his lesson and immediately bought a stove from the company.Since then, his sales performance has continued to increase.

Analyzing sales is a heart-to-heart job. For salesmen, confidence is an essential quality to ensure the success of sales.A salesman must not only have confidence in his own abilities, but also in his product and company.Just imagine, if the salesman has no confidence in his products and the services he provides to customers, how can he give customers confidence in buying?Only when the salesman has unshakable confidence in the product can he break through the customer's "heart defense" in one fell swoop.

In real life, when many salespeople face setbacks in the sales process, they immediately complain about the low quality of the company's products when they hear customers report some minor problems with the products, and attribute the lack of sales performance to product quality problems.But we can analyze that any company and any product has salesmen with excellent sales performance, and every company has sales champions. If there is a problem with the product, why can it still be sold and the customer is satisfied?

This shows a problem, that is, the quality of sales performance depends largely on subjective conditions, that is, the mentality of the salesman.Therefore, a salesman must first have full confidence in the products he sells, so that customers can have the same confidence in the products as you do.So how can a salesperson build confidence in a product?

(1) Choose a good product

Successful sales depend on a good product.Before a salesman engages in sales work, he must make a choice about the products and companies to be promoted, and choose products with market prospects and powerful companies.Even the best salesperson in the world cannot provide consistent sales for a product if it does not provide benefits and value to customers.Only products with qualified quality and excellent functions can increase your income and change your life.

(2) If you love the product, buy it yourself first
Customers can hardly say no to someone who truly loves their product, who is living and emotionally fulfilling, because love of work is a prerequisite for success in business.

Moreover, if the salesperson can buy and use the products he sells, this will increase the confidence and dependence of customers on the products invisibly.

There was once a salesman selling baby milk powder who was always troubled by his sluggish performance. Later, when he talked with his friends, he suddenly realized that he had never let his children eat this kind of milk powder, and never thought that he would need it.Therefore, the salesman immediately bought this milk powder for his own child, and while the child was eating it, he had a better understanding of his product.Within a month of buying the milk powder himself, his sales improved dramatically.

(3) Adjust your mentality

Some salesmen may be worried about a series of problems before communicating with customers: What if the sales task cannot be achieved?What if the customer refuses in every possible way?The more worried you are about these issues, the more likely problems will arise in the communication process.Because, while you are worried, you are actually passing on your negative emotions to the customer, and the customer will not be interested in the products promoted by a salesman with negative emotions.

Some salesmen may be worried about a series of problems before communicating with customers: What if the sales task cannot be achieved?What if the customer refuses in every possible way?The more worried you are about these issues, the more likely problems will arise in the communication process.Because, while you are worried, you are actually passing on your negative emotions to the customer, and the customer will not be interested in the products promoted by a salesman with negative emotions.

For this reason, salespersons should actively cultivate their own optimistic attitude. When your attitude becomes positive, customers will naturally be influenced by you.

(4) Use more motivational language
In the process of talking with customers, salesmen should try not to use negative and negative words to express, but should find ways to transform their own words into signals that motivate customers to try.

For example, when a customer said that the price of a certain toy was too high, the salesperson of the toy made the customer happy to buy this kind of toy with only one sentence. The salesperson said this: "Now the children's toys produced by regular manufacturers The price is relatively high, but the quality is very guaranteed, and this kind of toy plays an important role in cultivating children's thinking."

Eloquence
Whether customers are interested in your products or services often comes from your attitude towards products or services.

What often convinces customers is not a rational explanation, but the belief in the product that you convey to them.

Compare your heart with your heart, push yourself and others.Customers will believe in your product because you believe in it.

There are bound to be many setbacks in sales activities, but in any case, don't lose confidence and enthusiasm for your product or service unless you are willing to accept failure.

(End of this chapter)