Salesperson eloquence skills training

Chapter 57
"Eloquence Book"

A salesman for an insurance company has the opportunity to interview a customer.Before visiting the customer, he formulated a very proper sales plan for various information of the customer.

However, after he made his opening remarks, the client did not put forward some specific opinions as he expected, but just yawned there, showing a very tired look.

So the salesman asked: "I'm sorry, I don't know what troubled you, but I hope you can solve these troubles smoothly. If you need, I am willing to share some worries with you..."

After some enlightenment, the client said that he was overwhelmed by some annoying things at work today, and the two talked about it for a while.At this time, the salesperson has already thought about the next sales plan... Before the analysis salesperson communicates with the customer, he must have a basic clue, which determines the order and process of communication.But in many cases, when the salesperson communicates with the customer, it is not carried out in the order prepared in advance. This requires the salesperson to be ready to adjust the communication method at any time, and use layers of foreshadowing to ensure the in-depth communication.Foreshadowing transaction method refers to a method in which the salesperson sorts out his own sales ideas and sales steps in the process of communicating with customers, and consciously paves the way for the realization of the transaction step by step, so that customers can make purchase decisions naturally. way.

Before customers make a transaction decision, they often make comprehensive considerations from multiple aspects. They not only need to consider a series of product conditions, but also their own actual needs.

Therefore, the process of communication between the salesman and the customer is the process of gradually solving the customer's problems. The salesman should quickly sort out his own sales clues according to the needs of the customer and the specific response in the sales process, and then lead the customer to understand the essence of the product at the same time. , Solve various objections raised by customers one by one.Sorting out one's own clues in a sales process is a basic skill that every salesperson must master.

(1) Grasp the characteristics of customers
During the sales process, the salesperson will meet various customers, and each customer has its own characteristics: some customers have strong needs and are eager to buy; some customers are indecisive and difficult to make a decision; Direct; some customers like to talk nonsense... How to accurately grasp and understand the characteristics of customers, the actual needs and focus of customers is the key to sales success.

Therefore, the salesperson should sum up his experience, and through his own active and careful observation, he can grasp more characteristics of customers. In the communication process, mastering specific inquiry skills is also an effective way to obtain customer characteristics.

(2) Decomposition for customers

Sales target When the salesperson has a certain understanding of the characteristics of customers in the sales process, they should break down the sales target for specific customers.No salesperson will believe that customers can "get it right in one step", and must go through a sales process with layers of preparation.

At this time, the salesman should know what kind of goal he should achieve first, and then what kind of goal to achieve on the basis of achieving this goal, and finally how to achieve success step by step.

For example, for some professional customers, the salesperson can decompose his sales goals as follows: understand the customer's views on the company's products and competitors' similar products through inquiries; convince the customer to let him understand the advantages of the company's products; Resolve the customer's objection that the company's products are not as good as competitors; guide customers to agree with the company's products as a whole; put forward a transaction request.

Of course, these sales goals and order may be adjusted according to the specific situation, because communicating with customers is a two-way process. When selling, the salesperson should pay close attention to the specific reactions of customers. If there is an obvious deviation, then you should make corresponding adjustments according to the specific situation.

(3) Prepare the groundwork and guide customers to make deals
After the salesperson has a clear plan for specific sales activities in his mind, he can apply this method in actual sales, and guide customers step by step to achieve the transaction through laying the groundwork.

Usually, in actual sales activities, the salesperson should first make the customer agree that he has a demand for the product or service. The steps are impossible to complete.

On the basis of the customer's recognition of the needs, the salesperson should start to guide the customer to recognize the advantages of the company's products and services, and at the same time eliminate the customer's doubts through specific inquiries and answers.

After many problems are solved, the salesperson can make a request for a deal.

The bedding method is used by many experienced and excellent salesmen in the actual sales process, and many practices have proved that it is very effective.Because in the sales process, every link or step is very important. Only by letting customers positively affirm each part of the transaction, such as layer upon layer and step-by-step guidance, can customers be guided to the transaction target up.

Eloquence
Don't expect the customer to agree to a deal right away.

Straighten out your clues in every sales process, which is a basic sales skill that a salesperson needs to master.

Only by forming an interactive communication relationship with customers can your sales goals be realized step by step.

Let every step of your work pave the way for future work. After each step of progress, you will be getting closer and closer to the goal of the transaction.

(End of this chapter)