Salesperson eloquence skills training

Chapter 3 Removing Factors Restricting Eloquence

"Eloquence Book"

After several appointments, American sales master Frank Betag met the first celebrity in his sales career: Mr. Hughes, the leader of Sea Cliff Motor Company.

When he just walked into Hughes's luxuriously decorated office, he was trembling with tension.It took him a while to suppress his trembling, but he was still too nervous to finish a sentence.Mr. Hughes looked at him, surprised.

He stammered, "Mr. Hughes... ah... I've wanted to see you for a long time... ah... now it's finally here... ah, but I'm so nervous that I can't speak."

Mr. Hughes said kindly: "Don't be nervous, come on, relax a little, I was like you when I was young." After his enthusiastic encouragement, Frank's heart calmed down, his hands and feet stopped shaking, and his mind became clear. be carried on smoothly.

Analysis From this story, we can see that the sales guru was so nervous in the client's office that he couldn't express himself clearly. It can be said that his nervousness and timidity restricted his eloquence.Once the nervous and timid psychology is eliminated, then what is in his heart can be expressed smoothly.Therefore, it is the starting point for salesmen to overcome the factors that restrict eloquence in sales.

Possess good eloquence, but can't express it; have very clear thinking, but can't express it, this is what many people often encounter in the sales process.It is very crucial to remove the obstacles that hinder the development of eloquence.

So, what are the factors that restrict eloquence?Generally speaking, it can be divided into the following categories:
(1) Emotional tension

Many salesmen said that before expressing their opinions to customers, they were very nervous and afraid, and as a result, they couldn't say what they wanted to say.When this happens, he will not be able to communicate normally with the customer, and the final negotiation effect with the customer will be very poor.Therefore, overcoming tension is the first thing a professional salesperson needs to solve before expressing it.

In actual communication, there may be many reasons for the salesperson to feel nervous, but in fact, the salesperson should believe that this is a problem that many salespersons will encounter, and the solution is to find ways to minimize this Nervousness is a prerequisite for sales expression, because only when there is no tension can a salesperson perform sales expression well.

There are many methods and techniques to eliminate tension, such as taking a deep breath before expressing to the client, and repeating it several times for 2 to 3 seconds each time.In this way, you can effectively adjust your mentality and relieve your nervousness.

(2) Self-confidence
Insufficient self-confidence is the psychological basis for a person to achieve a career. A master once said: "What kind of person you want to be, you will become what kind of person and what kind of things you will do." A person without self-confidence People will never succeed.

For sales work, self-confidence is more important. A salesperson without self-confidence cannot be liked and respected by others in dealing with others, and cannot achieve excellent results.Because in communicating with customers, eloquence is still inseparable from self-confidence. If you are always thinking "Will I be rejected this time", "Will the customer appreciate me", "Whether what I said is correct", etc., Can you still express what you want to express fluently?
Therefore, the salesperson must conquer inferiority complex, build self-confidence, actively carry out self-motivation, express and show yourself boldly, then you will be able to show your style and achieve success.

(3) Lack of self-control

Lack of self-control is the most destructive constraint on eloquence in a salesperson.If the customer says a few words that the salesperson doesn't want to hear, immediately confront the customer and counterattack with similar words. This is the most serious fatal injury to your sales.

Therefore, salesmen must remember when communicating with customers: learn to control.Only by controlling your emotions and maintaining a stable state of mind can you have a calm mind, clear thinking, and undisturbed speech.

(4) Insufficient understanding of the product
Modern society is a society that is increasingly pursuing professionalism, and customers have higher and higher requirements for professionalism.If the salesperson does not have enough knowledge of the products they want to sell and lacks professionalism, how can they make customers feel at ease and satisfied?Just imagine, the customer asks a few questions about the product, but the salesperson can't answer or explain it incorrectly, what will the customer think?Will he still buy it?

The answer is of course no.It can be said that in sales, the salesperson's mastery of product knowledge directly determines your speech and performance in front of customers.Therefore, before the salesperson meets the customer, he must make great efforts to understand his product, and he must be familiar with the product's components, performance, and efficacy.In addition, it is not enough for the salesperson to have a full understanding of their own products, but also to know the products of the same industry.

(5) Too little information
Salesmen often say that they can't find a topic when communicating with customers, and they don't know what to say. This is because there is too little information.The lack of information is also an important reason for restricting eloquence and hindering pleasant communication.

To become an excellent salesperson, in addition to knowing as much customer information as possible, you should also pay more attention to current affairs, understand social hot spots and some latest situations, such as through newspapers, the Internet, libraries, etc., are all ways to find information .

Eloquence
Speaking loudly at ordinary times can increase your confidence in positive expression.

Strictly control your emotions, and calmly express yourself.

A full understanding of various product knowledge is the basis for giving full play to sales eloquence.

Master all kinds of latest information and enrich your brain so that you can find topics when you face different customers.

(End of this chapter)