Salesperson eloquence skills training

Chapter 68 Finding the Best Reason
"Eloquence Book"

One morning, Mr. Matsuo received a check with a face value of 200 yuan. He didn't know who sent the check to him.In the afternoon, a salesman from an insurance company called and said to him: "Do you want to receive such a check for 200 yuan every month after you retire?"

Mr. Matsuo admitted that he hoped so, and the two began to talk. Ten minutes later, Mr. Matsuo decided to purchase the insurance recommended by the salesman.

The most important thing to analyze when calling a customer is to arouse the customer's attention and interest. From the customer's point of view, they are unwilling to continue talking with a stranger. hang up the phone.Therefore, how to arouse the interest of customers is a problem that salesmen must pay attention to.

Different customers have different needs and have different views on the same product and service. How to stimulate customers' desire to buy and get the opportunity to meet with customers is a problem that must be solved in telephone communication.Therefore, telephone communication with customers is not enough to explain the performance of the product, but also effectively enhance the stimulation of the information you express, and use the best method to stimulate customers' interest in the product.

(1) Profit stimulus

A salesman called the manager of a cake shop: "Do you want to reduce the cost per kilogram of the cake you sell by 5 cents?" Of course the manager was very interested, and the salesman told him that as long as you use Selling tools to make cakes on it.

Generally speaking, people hope to gain benefits from the products they buy. If a product can make money, save money, save money, save time, etc., and the return is more than the payment, this product is the product that people like.Therefore, it is most in line with people's profit motive to approach customers with the method of benefit stimulation.

When the salesman communicates with the customer for the first time, he can use this method to directly show the benefits of the product to the customer, and highlight the key points of product sales, so as to arouse the customer's interest and understanding of the product, thereby Quickly achieve the purpose of sales promotion.

(2) Question method
"It can be seen from your information that your car insurance is 5000 yuan, but now the accident repair and claim expenses total 9300 yuan. How do you plan for the insufficient insurance amount?" When calling a customer, you can directly ask the customer related questions to attract the customer's attention and interest, and then ask other questions based on the customer's answer to the question, step by step, so as to get closer to the customer.

Using the question method is the easiest way to focus the attention of customers. However, different questions should be selected according to the different concerns of different customers, and they should not be stereotyped or inappropriate.

(3) Curiosity method
"Are you willing to sell 200 pressure cookers a month?" A salesperson said to the purchasing manager of a supermarket on the phone.The manager asked him to continue talking. It turned out that the salesperson was selling their latest pressure cooker to the manager. Because the market prospect of this pressure cooker is very good, if the supermarket buys it, it will be a hot seller.Therefore, the salesperson used the word "sell" to attract the attention of the customer.

Curiosity method refers to the method that the salesperson uses the customer's curiosity to approach the customer.This method is generally to arouse the curiosity of customers first, arouse their attention, and then sell the benefits of the products from China.

When the salesperson uses the curiosity method, the language should be related to his own business, and the specific approach language should be designed according to the specific situation, and absurd and exaggerated should be avoided.

(4) Shock method
"Ms. Li, according to a survey, among the homeowners in our city, 10 out of 7 people can't rebuild their houses after being destroyed by fire or natural disaster. If you are one of these 7 people, I I suggest you learn about our company's latest..."

The shock method is a horror marketing strategy, which refers to the method by which the salesperson uses something surprising or shocking to attract the attention of customers.

The salesperson often takes advantage of the panic of the customer after being shocked, and proposes a solution to the problem in a timely manner, which can defeat the customer's psychological defense and receive good results.

But when using the shock method, the salesperson should pay attention that the shock must be related to his own business, and he should be realistic and not overly intimidate the customer, so as not to arouse the customer's resentment and disgust.

Eloquence
To arouse customers' curiosity should be reasonable and avoid exaggeration and absurdity.

A salesman must shock himself before he can shock a customer.

When stimulating customers with benefits, the benefits of the product must be verifiable, so as to win the trust of customers.

The questions raised by the salesperson to the customer should be as specific as possible, be targeted, and be straightforward, and never talk in general terms.

(End of this chapter)