Salesperson eloquence skills training

Chapter 69 Delivering a Passionate Voice to Customers

"Eloquence Book"

"Is that Mr. Zhou? Hello! My surname is Sun, and I am the sales representative of XX Company. You are a successful person. I would like to introduce to you..."

Mr. Zhou immediately said: "Mr. Sun, I'm sorry, but you've overrated the prize. I'm busy now, and I'm not interested in this product."

After speaking, he hung up the phone.

Analyzing the failure of this salesman, it is not that he is not polite and enthusiastic, but because he is too flattering.As soon as he opened his mouth, he dubbed the other party a "successful person" and made the other party feel that he was deliberately selling and was too eager for quick success. This made the stranger feel repelled, so he was quickly hung up on the phone.

Churchill once said: "Before you can move people with emotion, you must be full of emotion in yourself; before you want to make people cry, you yourself must be convinced. To convince others, you must first believe." The sales process is also the same .In the process of communicating with customers on the phone, your mood and actions will affect the emotion of your words. Therefore, if you want to convey a pleasant voice to your customers, you must be full of emotion and try your best to do the following:

(1) Adjust your mentality

A person's mood can easily affect his language. When you feel frowning, you will feel painful and vulnerable, and your voice will be low and vague.If the customer receives a call from you in this tone, he will be affected by your emotions, either frowning like you, or feel very bored, and hang up your call.

Therefore, before you call a customer, if you are in a bad mood, don’t sit by the phone, stand up and walk a few times, relax your muscles, and do a few simple stretching exercises. When you adjust your limbs to a comfortable, When the situation is positive, the mood will naturally be better. Talking with the customer at this time will make him feel very comfortable and ensure the smooth progress of communication.

(2) Train your voice

Because of the transmission, we hear our own voice and part of it is transmitted through the facial muscles and bones, which is different from others who hear our voice mostly through the air. When you use a tape recorder to record yourself speaking You will be amazed when the sound is played again.

Therefore, when we often use the phone to communicate with customers, we must get used to our real voice and train it according to our real voice to achieve better communication.

To train one's own voice, the main way is to use recording. The salesperson should often record the voice of talking with the customer for judgment and comparison.In this way, you can deliberately train your voice to develop in a better direction according to the actual situation.

(3) Use more positive words
While maintaining a positive attitude, using more positive words will also make your voice more pleasing to the ear.Psychological research shows that: the human brain does not accept negative statements.Subconsciously, we are used to hearing what comes after a negative word and accepting it as part of the truth.If you say to a customer, "After you use this product, you won't be upset." What does the customer hear?irritable.So you should say, "You'll feel better after using this product."

Using positive and affirmative words not only conforms to this statement in psychology, but also feels comfortable in terms of personal feelings.If a salesperson says to the customer: "I'm sorry to keep you waiting for a long time." What the customer feels is the pain of "waiting for a long time." If the salesperson says "Thank you very much for your patience." ", recognition of one's own character.

Here are some examples:
Common saying: I don't want to give you wrong advice.

Professional Saying: I want to give you the right advice.

Common saying: That product is sold out.

Professional Saying: Due to high demand, we are temporarily out of stock.

Customary saying: You don't have to worry about it breaking after this repair.

Professional statement: After this repair, you can use it with confidence.

(4) Praise customers more
Everyone is eager to get compliments from others, and customers are no exception. Compliments from the heart are the most direct recognition.The salesperson should be good at discovering the advantages of the customer, so as to praise the customer sincerely, so that he will relax his vigilance and establish a trusting relationship with you.

For example, "Mr. Wang, your voice sounds very dignified. I believe that you are also a meticulous person in daily life."

(5) Learn to listen
"Let me tell you, my son has been admitted to a key university!"

"Oh, how much do you want to order next month?"

"what?"

"Look at next month's shipment..."

"No more orders for next month."

Listening is also an art. People who are used to listening may not say a few words from the beginning to the end, but they will leave a deep impression on the other party, saying that you are talkative and trustworthy.From the perspective of the customer's feelings, the more he talks, the closer the relationship with the salesperson will be, and the greater the chance of closing the deal.

Pay attention to listening to the customer's words, not only can make the customer have a good feeling, but also can get more useful information from the customer's words, which will help the success of the transaction.

Eloquence
Maintaining a good mood is not only beneficial to telephone communication, but also helpful to everything.

Physical behavior can determine your mood, and comfortably relaxing your limbs can improve your mood.

Get to know your true voice and learn to control it.

In which direction we praise customers, we will increase the power of this side of the customer's inner dialogue.

(End of this chapter)