7-Day Crash Sales Elite

Chapter 6 The Second Day (1)
Learn the basic principles that must be followed in dealing with customers

Statistical results show that: good interpersonal relationship can make the success rate of work and personal happiness reach more than 85%; among the factors that make a person successful, 85% is determined by interpersonal relationship, while factors such as knowledge, technology and experience only account for 15%.

In fact, almost all people understand the importance of handling interpersonal relationships well. Even so, most people don’t know how to handle interpersonal relationships well, and even a considerable number of people mistakenly think that flattering, flattering words, treating guests and giving gifts , in order to handle interpersonal relationships.In fact, as long as you grasp the basic principles of communication with customers and follow these basic principles, you can generate good psychological reactions in interpersonal communication and trigger positive communication behaviors.

Everything is customer-centric

The key to becoming a sales elite is to be customer-centric in everything, to listen carefully to the voice and needs of customers, and to respond quickly to changing customer expectations.

From a psychological point of view, people do everything to satisfy their various psychological needs. When their psychological needs are not met, they will eagerly hope to make up for it through various channels. .

Human desires are unlimited, and these desires include both material and spiritual desires, and the two coexist.While material needs are met, people also hope to get spiritual satisfaction.

For salespeople, it can be said that customers create the market, because an enterprise's products can only meet the needs of the market if they meet the needs of customers.From this point of view, customers are your gods, and customers create profits for you, because only when your products are purchased by customers can you be profitable.Sales staff can use the mentality of satisfying customers' desires, put customers at the center of everything, and subtly urge customers to buy their own products.

Han Li and Zhou Min went out to sell a product of their own company, and they both went to Manager Zhao to sell it.Han Li went first, and after he entered the door, he began to introduce to Manager Zhao that his product was very good and suitable for him, and that if he didn't buy it, he would be at a disadvantage.At that time, Manager Zhao happened to have something to go out, but Han Li stopped Manager Zhao. This aroused Manager Zhao's strong resentment, so he sent Han Li away very rudely.

When Zhou Min came, Manager Zhao knew that they were selling the same product, so he didn't want to meet him at first, but he wanted to see Zhou Min's sales level, so he invited Zhou Min to his office.After Zhou Min came in, he did not directly introduce his products, but very politely said sorry for the inconvenience, and then thanked Manager Zhao for meeting him in his busy schedule, and also said some compliments and compliments, but he was very disappointed with his products. Just a brief introduction.At this time, Manager Zhao wanted to test him out, so he said he had a date and wanted to go out. Zhou Min politely expressed that he was willing to wait for Manager Zhao to come back and introduce him in detail. Manager Zhao arranged for Zhou Min. The meeting room waits.

Two hours later, Manager Zhao came to the meeting room. He was very moved and said, "Young man, I have decided to buy your product."

Now, let's analyze the same product, why Han Li was kicked out when he came to sell it, but Zhou Min was able to make a deal?In fact, this is a question of whether to be customer-centric.Han Li just talked about his products, ignoring the most basic respect and gratitude to customers, but Zhou Min was always very respectful and polite to Manager Zhao, especially when Manager Zhao needed to go out sometimes, Zhou Min could use the Manager Zhao as the center made him feel enough attention, so he also expressed his emotional approval to Zhou Min, and naturally the transaction was successfully facilitated.

Therefore, when facing customers, salespeople may wish to try the following two methods:
[1] Listen to the customer's request carefully, and then answer the customer's question.When a customer asks a question, the salesperson must listen carefully to what he said. Even if you know that it is impossible to follow what the customer said halfway through, you must listen carefully.Because, only in this way can your customers feel respected. Even if your next step is to politely refuse, the customers will not feel that you are perfunctory him, but really cannot make concessions.

[2] When negating customers, the attitude of the sales staff must be modest.As a salesperson, you must always remember to respect your customers, and use a humble attitude and politeness to make customers feel that you are not only an expert in a certain product sales field, but also a very well-educated person.In this way, customers can have ideas for further communication with you, and customers will be more likely to accept your opinions.

In short, as a qualified salesperson, you need to understand this point, that is, no matter from the perspective of value chain or market and enterprise survival, customers are your God, and you must be customer-centric.If you want customers to spend all their energy on yourself, you must first find a way to meet the psychological needs of customers, and treat customers as gods!

Master professional knowledge, do not put a high profile in front of customers

If you want to quickly become a sales elite, you must have excellent skills and modest spirit in your professional skills, so that you can attract the attention of customers.

At present, due to the development of the division of labor in all walks of life, everyone is required to master more professional skills in their work and have special skills in a certain field.

However, in our sales process, many people cannot adapt to their jobs and do not have enough confidence in front of customers because their professional knowledge is not solid.

Enterprises have more professional requirements for sales staff. In addition to profound professional knowledge, skilled job skills, and rich work experience, sales staff must have high and new professional standards.Factors such as professional qualification certification, experience, knowledge level, and concepts also affect a person's performance. Whoever masters new professional skills will have the golden key to the transaction.

When Rockefeller, the world's oil tycoon, first worked in an oil company, he had neither an enviable education nor superb technology, so he was assigned to check whether the oil tank cover was automatically welded.This is the most simple and boring process in the whole company.However, every day Rockefeller watched the solder drip automatically, make a circle along the can lid, and then watched the welded can lid be removed by the conveyor belt.Half a month later, Rockefeller couldn't bear it anymore, so he approached the supervisor and asked to change another job, but the supervisor refused.There was no way, Rockefeller had to return to the welding machine.He thought to himself: Since you can't get a better job, let's do this bad job well.

Therefore, Rockefeller began to carefully observe the welding quality of the tank cover every day, and carefully studied the dripping speed and amount of soldering agent.He found that at that time, every time a tank cover was welded, 39 drops of solder would be dropped, but after careful calculation, it turned out that only 38 drops of solder could actually weld the tank cover completely.After repeated tests and experiments for a period of time, Rockefeller finally developed the "38-drop" welding machine, that is to say, with this welding machine, each can lid saves one drop of welding flux than before.Just this drop of soldering flux saved the company several million dollars a year.

Rockefeller gradually became the world's oil magnate by virtue of his constantly improving professional skills.His spirit and ability of being good at discovering, thinking and solving problems, and perfecting the work process and professional skills are the fundamental reasons why he opened the door to success in his life.

As the management master Tom Peters said: "All value is created by professional services." What is lacking in today's enterprises is not the kind of empty management talents, but those who have special talents in a certain field. professionals with professional skills.

A thinker once said: "If you can really make a pin, you should make more money than you can make a crude steam engine." Indeed, in the sales process, being a salesperson has a skill itself shows that Personal quality and professional quality are beyond the average person, and it is easy to convince customers.In terms of value, sales staff with professional skills have a high gold content and are the basis for the company's vigorous development.

In actual sales combat, sales staff are required to have professional knowledge and a low profile in addition to being proficient in sales skills.

Ms. Naert has been engaged in life insurance for less than two months. As soon as she got into the battle, she showed off to her clients that she is an expert in the insurance industry. Can't figure it out.

When visiting clients at their door, Naerte gave full play to her professionalism one after another. A lot of professional terms such as "rate", "creditor's right" and "beneficiary of creditor's right" made the client feel as if he was in a cloud, as if Groping in the dark, the customer's resentment was born, and the rejection was a matter of course, and Naerte lost a business opportunity to close the deal without knowing it.

Now, if we analyze it carefully, we will find that the sales staff trains the customers as colleagues, and they are full of technical terms, so how can the customers accept it?Since you don't understand, how can customers buy your products?If the salesperson can express these terms in simple words, so that customers can understand clearly after listening, and effectively achieve the purpose of introducing their products, the final transaction will become unimpeded.

In short, employees must have excellent skills and modest spirit in their professional skills, so that they can attract the attention of customers and be admired by others, thus establishing their status as sales elites and laying a solid foundation for future development.

Practice "thick-skinned" spirit, not to stalk you

If the advantage of thick skin is used in the sales process, I believe that many people will break through themselves and find the goal of setting sail again.But you have to remember: "thick-skinned" is not a stalker.

In the field of marketing, the reason why many salespeople become sales elites is that they always think about the positive side of things, they can always see the dawn from the darkness, and see success from failure; They fail because they are always thinking of the negative side of things, they see disappointment in hope and bad luck in good times.

Those salesmen who often dare not take the first step in the face of customers, but try to turn around and escape, if they can overcome their fear and break through the "face barrier", then things will become much easier in the future.

However, you have to know that the so-called face-saving, practicing "thick-skinned", does not mean that you are stalking.

In a certain city, there was such a scene:
On the road in a certain city, every 100 meters or so, there is a well-dressed young man begging on his knees. There are 4 young people, including 6 women and 10 men, who cannot afford to kneel for a long time, which caused criticism from passers-by. training.

At the entrance of a photo studio, a young man knelt on his knees with a few coins spread out in front of him.The onlookers surrounded him tightly.The young man said that he had just joined the company and planned to be a salesperson. To become a full-time employee, he had to go through a series of trainings. Kneeling and begging on the street was one of the training programs in the company.The purpose is to train the sales staff to be "thick-skinned" to facilitate future sales work.Kneeling and begging on the street is voluntary for employees, and they have to see if they can bear this unbearable pressure and challenge for ordinary people.

Later, the boss of this company also said: "Let employees kneel in public in the busiest commercial street, just to let them throw away their embarrassment. There should be no embarrassment in sales."

This kind of training tells people that selling is a "brazen" behavior, and that stalking is the first condition for doing a good job in sales.Is this really the case?
In actual sales, in order to sign the order as soon as possible, many salespersons blindly chase after them, thinking that they can get the customer through intensive bombing.In fact, in the era of scarcity of materials, any product was "the emperor's daughter will not worry about marrying", and people could not experience the hardships of sales at that time.Nowadays, the material life is becoming more and more abundant, and people have more and more choices. They will naturally be critical of the products they use. In order to decide whether to spend money to buy this product.Therefore, this requires that salespersons not only must master the relevant knowledge of the products they sell, but also understand the psychology of customers, as well as master certain language arts and ways of dealing with people.However, this has nothing in common with "Brutal".

Any company that associates "thick-skinned" with "stalking" and sells products based on this, their products themselves are very suspicious, and the "sales" they claim are not far from fraud.Although it is said that "good wine is afraid of deep alleys", the premise is that the wine is good. If it is fake wine, bad wine, or counterfeit wine, even if the salesperson learns to stalk them, what can they do?Even if you are lucky enough to cheat once or twice, there will be no repeat customers, and the sales will still not open.

Quality and reputation are the lifeline of products.Attempts to expand the sales of products on the "stalker" can only backfire.As for stalking and stalking customers, it is going astray.Such "sales" are tantamount to digging their own graves.

So, what is the "thick-skinned" spirit?The spirit of "thick-skinned" we are talking about here mainly includes the following aspects

[1] Find your own strengths.Everyone has their own strengths, the key is to see if you can discover them.Therefore, when a salesperson meets a customer for the first time, he must first think about his own strengths, and even if it is not praised by outsiders, he must use the method of self-expansion to expand it enough to make him feel good. Howe's strengths, and put those low self-esteem behind, in order to eliminate the fear of psychology.

[2] The demeanor should be natural.Haste makes waste in everything, and everything must be done to a certain degree, too much is too late.Therefore, when a salesperson visits a customer for the first time, don't put too much emphasis on performance. It is enough to establish a good relationship with the customer and even win the opportunity to meet again.

(End of this chapter)