Salesperson eloquence skills training

Chapter 4 Some Principles of Good Eloquence in Sales

"Eloquence Book"

One day, a foreign couple walked into an elegant jewelry store arm in arm.They saw an emerald ring with clear texture, pleasing color and exquisite workmanship. They couldn't put it down and wanted to buy it.But it was too expensive, the price was 8 yuan, and the two discussed it hesitantly there.

At this time, the salesperson took the initiative to introduce: "Last month, the wife of the president of X country also came to see it, and she was very impressed, but she didn't buy it because the price was too high."

After hearing the salesperson's introduction, the couple thought to themselves: The wife of the president is too expensive to afford it. If we buy it, won't we be richer than the wife of the president?Competitiveness drove them to make a decision to buy, and immediately paid for the ring worth 8 yuan.The salesperson in the jewelry store successfully completed the transaction.

Analysis In the above example, the salesperson made good use of the "provoking" principle of sales eloquence. Everyone has the desire to win. She seized the opportunity and conducted a timely provocateur, prompting customers to make up their minds to make a purchase.In fact, in the sales process, the reasonable use of the principle of sales eloquence is very helpful to sales.

Having a good sales eloquence is the dream of every salesman.What kind of eloquence can be considered a good eloquence?Specifically, good sales eloquence should follow the following principles:

(1) Proper wording

When communicating with customers, the salesperson must fully respect the personality and habits of customers, and must not say anything that will lose face to customers.Euphemistic and subtle language can help you express yourself well.If the customer puts forward an opinion, it is difficult for us to give an accurate evaluation for a while, so we can say: "Your opinion is worth considering, thank you very much!"

(2) full of enthusiasm
Customers always like to negotiate business with warm, cheerful, smiling salesmen, because they can get a happy mood and considerate service.In sales, the salesperson should first praise the customer from the heart to make the customer feel comfortable; then introduce the product with enthusiastic language, so that the customer can learn useful things and spend a pleasant time. time.

(3) Moderate speaking speed
When smart salesmen face customers, they will not talk endlessly and eloquently. They will slow down their speech speed or even pause according to needs, effectively "leading" the customer's thinking, allowing them to understand the product, Learn about the product, generate interest, and make a purchase decision.

(4) Vivid language
The charm of language is endless. Vivid, lively and humorous language can allow salesmen to vividly show the advantages of products to customers when introducing products, and customers can easily understand them.In sales, customers may not be able to accept some new terms and terminology of the product for a while. If vivid metaphors can be used, it will be more conducive to customers' understanding.

(5) Meticulous and patient
When communicating with customers, the salesperson must learn to observe the words and expressions, and be good at observing the customer's reaction.Generally speaking, you can understand the customer's state of mind through the customer's facial expressions, tone of voice, severity, gestures and other behaviors.When dealing with customers, speak patiently, be able to explain in detail, and put yourself in the customer's shoes.

If you want to have good sales performance, it is very necessary to use the principle of good sales eloquence.In fact, being honest and trustworthy, addressing appropriately, grasping proportions, motivating at the right time, highlighting key points, negating skillfully, being good at irony, preconceived ideas, and explicit hints are some of the experiences of successful salesmen.In the specific sales process, the salesperson must use it reasonably according to the situation in order to achieve successful sales.

Eloquence
On different occasions, facing different customers, use appropriate language.

Be energized at any time and maintain an energetic state.

Speech should pay attention to propriety, leave room for advance and retreat for yourself.

In the communication with customers, respecting customers will bring you unexpected gains.

(End of this chapter)