7-Day Crash Sales Elite

Chapter 13 The third day (4)
Isn't Mr. Mike's polite words enough?In fact, on the contrary, Mike's failure lies in the fact that he believes that being polite is the only way to close the relationship, ignoring the negative effects caused by being too polite.

There are many salespersons who think one-sidedly that speaking more polite words is only good and has no harm.In fact, politeness is a double-edged sword. On the one hand, it can make unfamiliar and not so close people feel your courtesy and respect; the distance between.Therefore, excessive politeness hinders the goodwill and frank communication between friends.

After the first meeting between the salesperson and the customer, the second and third meeting should be as little as possible to use terms such as "Your Excellency" and "Fushang". If you keep using them, then sincere friendship will not be established. of.The accumulation of polite words often damages the harmonious atmosphere.

Polite words should be used in moderation, because it is to express your respect or gratitude, not to perfunctory others.Too much use of polite words will become pedantic, frivolous, and hypocritical.Someone does a little thing for you, such as passing a cup of tea, and you say "thank you" is enough.If it is under special circumstances, it is enough to say "I'm sorry, this matter will trouble you!" at most.But some people will say, "Oh, thank you, I'm so sorry, I should not bother you with these little things, it makes me feel bad, I'm so grateful!"

It can be seen that in the sales process, excessive politeness is very inappropriate. "Don't do to others what you don't want done to you." Please remember this wise saying!
Arguing is a taboo in sales
The salesperson should never appear to be smarter than the customer, and even if the customer is wrong, don't quarrel with him.Because arguing is not the purpose of sales, the more the salesperson takes advantage of the argument, the greater the loss from sales.

Human nature has a side that hopes to be affirmed by others, and hopes to achieve the purpose of demonstrating self-worth by expressing one's opinions, and the same is true for customers.

In the sales negotiation process, there are often times when the salesperson and the customer have different opinions.At this time, it is necessary for the salesperson to use an artistic method to deal with the differences between each other, and must not make arguments that hurt feelings.Especially in the process of closing a deal, the situation of "winning the eloquence but losing the order" often occurs.People subconsciously have psychology that needs to be respected, understood and expressed, so don't often take customers' opinions as malicious criticism, and don't start fierce arguments with customers.

In a shopping mall, a consumer angrily came to the counter with a pair of leather shoes with quality problems. Just as the sales staff of the shoe factory went to the mall to understand the sales of the shoes, he immediately said something after hearing the consumer's complaint. Said: "If I buy such shoes, I will be angry like you." The words of the sales staff immediately calmed the consumer's anger by half, and immediately agreed to change a pair from the previous insistence on returning the goods.

Many times, one of the main reasons for sales failure is: competing with customers.As the main body with different interests, the salesperson and the customer will inevitably have various contradictions in the process of sales negotiation, and this tendency is more likely to occur in the process of objection handling.When answering customer questions or objections, sometimes the salesperson finds that he and the customer have already argued unknowingly, and the atmosphere is quite intense.At this time, the salesperson should keep in mind: no matter whether the customer's opinion is right or wrong, profound or naive, they should not show contempt, let alone show impatience and look around.No matter how the customer refutes you or confronts you tit for tat, you must be calm, avoid arguing with him, and not give him a sense of failure and resistance that is psychologically frustrated.

Salespeople should remember: the winner in the debate is always the loser in the business field.Arguing is not a good way to convince a client.When arguing with customers, the loser is always the salesperson.

Callis of a certain car company is a very successful salesman.So how did he succeed?Let's see what he said first:

"If I walk into a client's office right now and the client says, 'What? You sell cars? No! I don't even want you to send me. I want so-and-so's truck.' I say, 'Sir, so-and-so So-and-so's stuff is really good. You can't go wrong buying their trucks. So-and-so's is a good company, and the salespeople are pretty good."

In this way, the customer has nothing to say, and there is no room for argument.The more I criticize other cars, the more customers say it is good; the more I debate, the more customers like my competitor's product.If he says so-and-so's car is the best, and I say yes, he'll just shut up.He can't say "so-and-so's car is the best" all afternoon after I agree with him.Then we stopped talking about XX, and I started to introduce the advantages of my car. After hearing this, the customer couldn't help feeling that XX car seems to be really inferior to your car.

There is a sales jargon: "The more you take advantage of an argument, the more you will suffer from sales." Sales is not about arguing with customers or winning customers.If a customer can't argue with you, he doesn't have to buy your stuff.You can’t say “You’re wrong” or “You don’t even understand this” to customers in a blunt tone. These statements obviously elevate yourself and belittle customers, which will seriously damage the self-esteem of customers.

In the face of those customers who are too sensitive, the salesperson should try to avoid directly or indirectly making comments that may offend them. Even reserved tone such as "somewhat" and "maybe" will make them feel confused, so Be cautious in what you say, and state the facts.In particular, let the client know that you are only making an opinion on the matter itself, not attacking them personally.In response to the customer's excessive reaction, the salesperson should not follow suit and rush to justify, it may make the description worse, just reiterate the matter itself.When giving opinions, we also point out the advantages of customers and their outstanding performance to build their self-confidence.

Sales staff for those customers who "oppose for the sake of objection" or "just want to show that their views are superior to others", if you deal with them seriously, it will not only waste time, but also may have side effects. Some objections raised by customers are not Really want to get resolved or discussed, all you have to do is agree with him with a smile on your face.You want the client to satisfy the expressed desire, and then quickly divert the conversation away.

In short, salespeople should never argue with customers.Because in that case, customers will have resistance.Customers are not our enemies, but our future partners. The purpose of sales is to achieve a win-win situation, not to argue with customers!

Salesperson's opening statement
Before talking to a client, a proper opening is required.The quality of the opening remarks can almost determine the success or failure of this visit.

During a sales call, the first thing a customer sees is the salesperson's professional appearance.What follows is his first impression of the opening remarks.The expression, sincerity and creativity of the salesperson will affect the atmosphere of the entire interview.

Dr. Goldman, the most authoritative sales expert in the contemporary world, emphasized that in face-to-face sales, it is very important to say the first sentence well.Customers listen to the first sentence more seriously than the rest.After hearing the first sentence, many customers will unconsciously decide whether to buy, send the salesperson away or continue the conversation.Therefore, a touching opening statement is the key to successful sales.

A good opening statement is half the success of our sales staff.Under normal circumstances, a sales elite often uses the following creative opening remarks.

[1] "2 minutes" effect.

"Sir, do you have 2 minutes? I want to introduce you to a product that will save you money and increase your productivity."

When the salesperson says this, take off the watch and put it on the customer's desk.When you reach 1 minute and 50 seconds, even if you haven't finished speaking, be sure to stop and say:

"The time is up, and I want to tell you one thing: the company will do what it says, and if you allow me, I can continue. Otherwise, I will leave. I know you are busy, and this is my business card."

You'd be surprised how many times you'll be left behind and get an order.

[2] Tap into customer curiosity.

Arouse the curiosity and interest of customers and grab the full attention of prospective customers.For example, you can say, "You're going to love my product!" This will elicit an automatic response from the customer: "I can't wait!"

Modern psychology shows that curiosity is one of the basic motivations of human behavior.Professor Liu Anyan from Jackson State University in the United States said: "Exploration and curiosity seem to be the nature of ordinary people. For mysterious and mysterious things, they are often the objects of attention that everyone is familiar with." Different things tend to attract people's attention, and salespeople can use everyone's curiosity to attract customers' attention.

[3] express their gratitude.

When meeting for the first time, salespeople can start with gratitude.

"Miss, I am very glad that you can meet me. I know you are very busy now, and I am very grateful that you can give me a few minutes in your busy schedule. I will explain very briefly."

When salespeople thank people for everything, it creates a sense of self-affirmation among customers and makes them feel good about you.No matter what the prospect has done for you, you have to say "thank you", which will make the prospect like you more and respect you more.

[4] Emphasize the difference of the product.

Sales staff should strive to create new sales methods and sales styles, and use novel methods to attract customers' attention.

There was a life insurance salesperson who printed the number "76600" on his business card. The customer felt strange and asked, "What does this number mean?" The salesperson asked back, "How many meals do you eat in your life?" Almost no customer Can answer it, the salesman then said: "76600 meals? Assuming that the retirement age is 55 years old, according to the average life expectancy of the Japanese, you have 19 years left, which is 20805 meals..." The salesman used A novelty business card grabs the attention of customers.

[5] Impress customers.

A salesman went to a company to give a product introduction, and he used this kind of question and this kind of answer:

"We are the largest company in our city's customer industry. We have been in this industry for 28 years, and our parent company is a worldwide group with 120 of the best relationships in the industry. Our reputation comes from For every dollar we charge a client, we save him five dollars."

This is a very impressive and attention-grabbing opener.He made himself and his company considered a heavyweight in the industry, and he ended up doing big deals worth tens of thousands of dollars.

[6] Give an example of a famous company or person.

Customers' buying behavior is often influenced by other people. If the salesperson can grasp the customer's psychology and make good use of it, he will definitely get good results.

"Sir, Microsoft started using our products in March this year, and within three consecutive months, the sales volume reached 3 yuan, and the gross profit reached more than 3 yuan."

In the sales process, salespeople can use famous companies or people as examples to strengthen their reputation.If the example you give happens to be a company that customers admire or have the same nature, the effect will be even more significant.

[7] Ask customers for advice.

Salespeople use the method of asking customers questions to get customers' attention.

During the sales call, the salesperson will encounter some clients who like to be good teachers. They always like to instruct, educate others, or show themselves.The salesperson deliberately finds some questions that he does not understand, or asks the customer for advice while pretending not to understand.Generally, customers will not reject sales staff who are open-minded and ask for advice.Such as:

"Mr. Liang, you are an expert in this field. This is the information of our company's products. Please give me some pointers on how to market a product like ours." In fact, the customer's advice on our products is his idea if he wants to do it. , In this way, our sales staff can easily persuade him according to his thinking, and the customer will have the idea of ​​wanting to do it, and then the cooperation will be successful.

[8] Use giveaways to attract customers.

Everyone has the psychology of being greedy for petty gains, and gifts are sold by using this psychology of human beings.Few people will reject free things, and use gifts as a stepping stone, which is both fresh and practical.

Dr. Goldman, the most authoritative sales expert in the contemporary world, emphasized that in the face-to-face sales process, it is very important to say the first sentence well.Customers listen much more seriously to the first sentence than to the rest.After hearing the first sentence, many customers consciously or unconsciously decide to dismiss the salesperson as soon as possible.Therefore, when negotiating with customers, we must fully grasp the rhythm, grab customers' attention as soon as possible, stimulate customers' interest in our products, and guide customers into our own sales ideas, so as to ensure the smooth success of the transaction.

The opening remarks above are just one aspect. In the actual sales process, the salesperson will encounter various situations. How to use the on-site conditions and set up the way of talking with customers according to the different environments, and communicate with customers flexibly according to local conditions. , and finally reach a cooperation.

Day 3 experience

From now on, often ask yourself in the mirror: "Learn to listen!" When you feel confident in saying this sentence, use this sentence in your work and life practice.

After a month, go back and look at your results.Describe your experience clearly.

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(End of this chapter)