7-Day Crash Sales Elite

Chapter 30 The Seventh Day (2)
However, when it comes to filling in forms, many salespeople are incompetent. Due to mistakes, inaccuracies and poor filling, many final sales transactions have not been made.These salespeople are familiar with the contract, but they are very unfamiliar with it. They often don't know how to fill out the contract correctly, so that the business they get is thrown away.

When some salespeople fill out the contract, they often keep silent and concentrate on the contract.This silence often creates anxiety in the client, and then all doubts and fears come back to the fore.When this happens, the salesperson will probably take a lot of time to recover the deal, but in most cases the deal is hopeless.

Therefore, even though the salesperson already knows the content that the customer needs to fill in, he should still confirm the content to the customer when filling it out.There should be a light-hearted conversation with the client as you write, with the aim of smoothing the process and making the client feel comfortable with their decision.The salesperson's form filling action should be natural and smooth, and the content of the conversation with the customer should have nothing to do with the product.Talk about the client's work, family or kids to take the client's mind off the shopping and show that you're not just interested in the client's pocketbook.

[2] Express congratulations and praise.

In many cases, although the customer has agreed to purchase, he is still a little uneasy, a little uneasy, and even a little nervous.This is a very critical moment, and it is very important for salespeople to calmly deal with customers.The customer is waiting to see what happens next, and he is watching the salesperson to see if his decision is correct, to see if the salesperson will "pick up the money and walk away."Now more than ever, customers need friendly, genuine reassurance to help them get through this time.

Therefore, after the transaction is completed, the salesperson should immediately shake hands with the customer and congratulate him.Remember, actions speak louder than words at this point, and a handshake is the client's confirmation of the deal.Once a customer has shaken the salesperson's outstretched hand, it would be unseemly for him to change his mind.Psychologically speaking, when the customer holds the salesperson's hand, it means that he will not regret it.

While shaking the customer's hand, the salesperson should congratulate him and praise him for his wise move.For example:
"Manager Zhao, congratulations... You made a wise decision, not only will all your relatives and friends envy you, but the value of your house will also increase greatly."

"Congratulations, Ms. Chen...you have got a product of high quality, and you will enjoy its benefits."

[3] Give a small gift.

When a big deal is completed, the salesperson may wish to send a gift to the customer to express his gratitude.The key lies in the meaning it expresses, not in the amount of money.This gift could be a box of chocolates, a bouquet of flowers or a meal.This kind of gratitude can also be a kind of commitment.Usually this gift should be determined according to the transaction amount. For example, if you sell a car to a writer, you can give him a famous gold pen worth 300 yuan.However, if the transaction partner is a government agency, special care should be taken when giving gifts, so as not to break the law.

Accepting the gift means that the customer has an obligation to the salesperson, especially when the customer repents, the role of the gift will be manifested.Remember, it will be worth every penny you spend on this!

[4] Thank you customer.

This detail is one of the little things that separates great salespeople from the rest.

It doesn't cost much to say thank you, but the meaning is very deep and leaves a lasting impression on the customer.Most salespeople don't know how to thank a customer after saying goodbye, which is why they often get returns from customers and don't get more customers.When a salesperson expresses sincere gratitude to a customer, he will be very enthusiastic about you, will try his best to repay you, and will thank you.

Consider the following example:
"Manager Han, I want to say thank you. I want to tell you that I am very grateful for your actions. If you need me to do anything else, you can call me at any time."

When the customer hears these words from the salesperson, he knows he has made the right choice, and he will appreciate the salesperson's friendship.

Don't do "one-shot deal", let customers use it for you

For customers who have already made deals, smart salespeople will definitely find ways to expand resale, and even allow customers to achieve referrals. This is the art of sales.

We buy many products in our daily life, such as food, clothes, cars, houses, electrical appliances and so on.Under normal circumstances, we seldom receive phone calls from merchants or salespersons after we buy things, let alone letters from them.After a sale, the customer and the salesperson immediately terminated the cooperative relationship, and then both parties were treated as strangers.This situation is not uncommon in real life, and this is a typical "one-shot deal".

And smart salespeople know that one-shot sales cannot effectively improve performance.And after the transaction, find ways to expand resale, for example, take some actions to thank customers, which will win you more repeat customers.

In this regard, the American car sales guru Joe Gillard is our role model.

When someone bought a car from Joe Girard, he was always grateful that the customer came to him to buy the car.In Joe Girard's car sales career, he never forgets to sincerely say to the customer after the transaction: "Thank you! I want you to know how much I appreciate your cooperation and support, and I promise to do everything I can To provide you with the best service. This proves that you made the right choice to buy a car from me."

Joe Girard would sometimes go on to say, "I just want you to know one more thing, I will never let you down. I really appreciate you buying a car from me. Believe me, if you need me, I will Always available to give you the best service no matter what I'm doing at the time. Also, I want to say one more thing, I bet if any of your friends want to buy a car, you'd bring them here, wouldn't you?" Customer hears With these words, I will definitely be very happy in my heart, and then promise.

Joe Girard has inadvertently won himself yet another client.

After a customer buys, the next customer will always be extended from him. If a customer buys and then extends another customer, your sales will continue to flow, and you will never end to develop new customers.There are only two occasions to ask for a client referral.The first opportunity: when he buys, he is satisfied after buying, and immediately asks him to introduce customers to you after the service is completed.The second opportunity: when he doesn’t buy it, he also needs to refer him, because if he doesn’t buy it, ask him to introduce someone for you.

In addition, if the salesperson wants to do a good job of expanding resale and realizing the referral of old customers, he also needs to pay attention to the following items:
[1] Develop new customers, don't forget old customers.Developing a new customer is 5 times the cost of maintaining an old customer.While developing new customers, salespeople must not forget old customers.You must not be like a bear breaking corn, breaking it in front and throwing it in the back, and the final harvest is very small.On the basis of maintaining old customers and expanding re-sales, we must continue to expand the sales share through referrals from old customers or direct development, so that new and old customers can "let a hundred flowers bloom and a hundred schools of thought contend" to promote each other and bring out the best in each other, so as to achieve the maximum sales. change.

[2] Don't take things too lightly.Due to many factors such as customer strength and fear of not being able to sell, some customers often purchase very little at the beginning, and the sales volume is not large, so that some salespersons do not pay attention to such customers, and even favor one over another, and the service is not in place. , This is actually a kind of short-sighted behavior, and it is also a taboo to expand resale and realize referral.In the sales process, it is necessary to gradually establish a deep trust relationship with customers. Only by establishing a credible and responsible image in front of customers can customer satisfaction be continuously improved, resale can be expanded, and great efforts can be made. Introduce for you.

[3] Learn to use the 80:20 rule.Since 20% of the customers achieve 80% of the sales, it shows the potential and ability of the big customers. This is actually the "opinion leader" among the customers. They have a certain appeal and influence. Therefore, the salesperson must Focus on resources and time, and focus on these customers. Through the focus, we will achieve the core effect, and at the same time, we must also promote the upward transformation among customers.For example, if customers are divided into core customers, key customers, and general customers, try to convert general customers into key customers and key customers into core customers.By focusing on the key points, give full play to the enthusiasm of major customers, expand re-sales, and let them realize referrals naturally.

All in all, if the salesperson wants to expand resale or achieve customer referral, he must pay attention to methods and skills, and must accumulate and develop a good relationship with customers. Core aggregation" and multiplier effect, while providing value to customers, it also realizes its own maximum value.

Clever follow-up after the quotation, grasping 95% of potential customers

In actual sales, following up with customers is an essential step after customers make inquiries, which requires salespeople to constantly master the methods and skills of following up with customers in their daily work and life.

The American Association of Professional Marketers and the National Sales Executive Association have done such a statistical report, please see the vivid statistics:

2% of sales are made after the first contact;

3% of sales are made after the first follow-up;

5% of sales are completed after the second follow-up;
10% of sales are completed after the third follow-up;
80% of sales are made after the [-]th to [-]th follow up!

In stark contrast, in our daily work, we found that 80% of salespeople will not follow up for the second or third time after one follow-up.Less than 2% of salespeople will stick to the fourth follow-up.

According to survey results, only 5% of customers can reach a deal in the first visit, and 95% of customers are reached through sales follow-up, which also shows that follow-up has become the most important work in sales.Of course, the potential customers who will never do business with you only account for 5%. This requires an excellent salesperson to constantly master follow-up methods and skills in daily work, continuously accumulate potential customer resources, and reach sales. Bigger and bigger results.

Salespeople must understand that follow-up must be based on the first appointment and first visit.Without the first judgment, it is difficult to quickly achieve results in the follow-up process.Many salespeople are very diligent, visit customers every day, and call customers every day, but they can't always get accurate customer information and conditions. Enter.You should take the initiative to ask for a contract, in order to let the customer give you a clear attitude, so that the customers who need it can sign a contract with you at one time, and the customers who cannot sign the contract must also find reasons to refuse you.Many salespersons dare not ask customers to sign a contract because they are afraid of being rejected. As a result, they cannot sign the order that can be signed.

Zhang Dan, a female clerk who sells Internet phones, chatted with customers through Tradelink for more than a month, and let customers know about her products, but she didn't directly ask customers to buy her products. As a result, a newcomer from her company Liu Tao, a male salesman, asked the customer to help him buy one for the first time, and clearly told him how much money he could save for a month, and the customer agreed to his visit.It turned out that Zhang Dan and Liu Tao went to a certain company together, and the customer installed one after seeing the product.Afterwards, Zhang Dan said: Manager Wang: "I have been in touch with you for a month and you haven't bought from me. Why did you agree to him?" Just chat with me!"

Through this example, what I want to tell you is that sales are sometimes very simple. You just need to figure out why customers don’t want your product?What is his reason?Then what method to use to convince customers.This is the basis for your follow-up plan.

As a salesperson, the follow-up work of customers is a matter of life and death. If the follow-up work is done well, you will continue to issue orders. Otherwise, you will only see that you are busy all day long, but you will not see any performance. Be rewarded!

However, follow-up needs to pay attention to skills, and it also needs to master some standards. If you don’t do it well, you will give up halfway. Here are several follow-up methods:
[1] After communicating with customers for the first time, you need to divide customers into different categories according to your own standards.After the customers are divided into categories, we need to focus on follow-up for interested customers. If there is no need for the time being, you can follow up the following in your spare time to consolidate the relationship with the customer. For those who are unlikely to have needs, you can put them aside. Just ignore him.

[2] The first thing to follow up with customers is to follow up with the right person.It is best to follow up with decision-making power. Otherwise, after following for a long time, you will find that you still ran out of the order or was robbed by others, because the follow-up has no decision-making power, and he cannot make decisions about the matter. Even if he agrees to you, It is also possible to change your mind!
(End of this chapter)