Sales start with being rejected

Chapter 15 The ten types of people who are most likely to be rejected by customers (2)
This story tells us that even if you have a certain chance of winning a business from the very beginning, you should negotiate business with customers step by step in a friendly atmosphere.Otherwise, you will lose the big by making small mistakes.In addition, even if your customers have differences of opinion during the negotiation, you still have to show a friendly attitude, because this will save you a lot of unnecessary trouble, and you should learn how to measure the priorities of things.Learn to do business with humility and prudence.

Bad habits don't change

Whether a man's habits are good or bad, they are all the result of repetition of the same action.

The reason why some salesmen are repeatedly rejected by customers in the sales industry is that they have developed bad habits.Many salespeople with bad habits don't seem to notice them because they don't realize they exist.

Therefore, it is necessary to point out the bad habit of some salesmen who think they are funny but turn off the customer's appetite and eventually lead to the customer's rejection.

1.person who plays with dentures

Have you ever seen this disgusting scene: a man with dentures playing with his dentures in public.Especially before and after meals you might see them take their dentures out of their mouths and put them back in again.To us, that might just be an antic, but to your customers, it's disgusting.

2.person with rolling eyes
This is a common bad habit of both men and women.Sometimes such people don't know when to focus their gaze.A male salesman, in the middle of a business discussion, is distracted by his gaze fixed on a beautiful woman walking by; he shifts his attention from his client to the beautiful woman, He forgot what he was saying and doing.

But don't you think your client will feel like an outsider and left out?Does this mean your customers don't matter?It is definitely a serious mistake if you ignore your customers.

3.person who probes privacy

A salesman asked a lady over 35 a personal question: "Excuse me, have you ever been married?" This is absolutely unwise.

Because when you touch on other people's privacy issues, some customers will be offended by it.Another example is that a salesman likes to inquire about the age of customers when selling building materials.In fact, some clients are tight-lipped about their age and hate being asked.

These simple examples will help you understand those topics that customers don't like.Of course, there are many other topics that customers don't like that we should pay special attention to, because for customers, there may be certain things that belong to the category of privacy.For example: the customer's appearance, religious beliefs, details of life or political stance may fall into this category.So, when you're talking to a client, it's important to handle these situations with care.

4.person who presents the wrong image
Sometimes we often see many salesmen make such mistakes.This refers to the sweaty salesman who rushes into the client's office for an appointment in a hurry.The salesman may be sweating from running around, but that image doesn't endear him to anyone, especially as a customer.

In fact, such a person can be a nuisance, and although most customers don't mind the salesman's sweat, the smell of his sweat is unbearable.Take good care of your own image and present yourself in the best possible light.

5.knocking unnecessarily

If someone taps his fingers on the table, I believe you will feel very uncomfortable. Maybe he thought he was playing the piano.Many salespeople are unaware that their bad habits can irritate customers when they do business face-to-face.

Such bad habits can ruin your goals and ideals in life because of it.Your bad habits will not bring you any benefit or advantage, it will only lead you to failure.

◎Overcoming secrets
When you're in a client's office, it's unprofessional and unwise to show your bad habits in front of a client, no matter how well you know them.You might as well write down all your bad habits on a piece of paper, and then work hard to get rid of them.If you no longer have some quirks or other bad habits, I want to congratulate you, because you have surpassed many people.

Impatient type

A salesman walks into an office and, after introducing himself, hands a brochure of his product to the customer he is visiting.Perhaps all the information about the product has been listed in this brochure.Typically, the client would skim through the brochure before perusing the contents.

However, while the customer was reading the brochure carefully, the salesman happily talked about his product or added some information from time to time.Let me ask you one thing, when you give that brochure to your client, what exactly do you want him to do?You want him to read the pamphlet, don't you?Well, please keep quiet and don't disturb him while he is reading that pamphlet.

When a life insurance salesman sells life insurance to the boss of a certain company, he first explains the various types of insurance that their company undertakes.At the same time, he collected all the detailed information of the client during the conversation.Afterwards, the salesman gave the customer a brochure with more relevant information. While the boss was reading the brochure, he took advantage of the gap to observe other employees in the same office.

During this period, he occasionally asked questions about the size of the office and the total number of employees in the company. His questions even touched on the average amount of work completed each month in the company.

Every time the salesman asked a question, the customer had to stop to answer his question.Therefore, he couldn't find where he had read before?As he gathered his thoughts to read the little booklet again, he was interrupted by another question.

The client simply couldn't concentrate on reading the brochure.Finally, he couldn't stand the way and put the booklet on the table.Also, he didn't want to answer any more questions.

Then he said to the salesman: "Why don't you just write a business plan and show it to me?" From the words, I could feel that the boss couldn't wait to see off the customer.

It will be more difficult for the salesman to close the deal when he visits the customer again.Do remember: When your customer is reading your company brochure or product brochure, don't interrupt him to interrupt his thoughts. After he finishes reading, there will be time for you to sort out your thoughts and answer some questions of.

◎Overcoming secrets
When you ask a customer to look at a brochure or any material that contains written text, please give your customer the opportunity to view the material in its entirety at least once.

If you want to do it in a conversational way, then don't get the material out to your client too early.After you have said all you want to say, keep your mouth shut so that your client will not be disturbed while reading the material.

Unconstrained style

Closing the deal is the final stage in the overall sales process.The salesman has finished his explanation, product demonstration and handling various questions from customers, and now he is waiting for customers to place orders.

Inexperienced salesmen often play their cards out of control.They are often too concerned about the commission they may get in this deal, so that sometimes they are eager to close the deal before demonstrating the product or handling various questions.

For example, when a novice life insurance seller meets his client, he may immediately ask: "Do you have any plans to buy any insurance? Have you made some financial plans for yourself?" ' If the customer's answer is no, the novice will not only be unable to seize this opportunity to introduce his products to the customer, but will ask in a way of drawing fire from the bottom of the pot: "Why don't you let me serve you and buy our company's products?" What about life insurance?You only need to spend RMB 3 per year.What do you think? ''What do you think of this novice's approach?I think he's just silly and not professional at all, that's all.

There should be rules for everything we do.Whether driving a car or using a computer, there are certain steps you must follow.

What happens when you start the car and you put the gear in fourth instead of first?Your car must stall.Similarly, if you want to enter data into the database without using a computer screen or keyboard, mouse, etc., it will be a very cumbersome job.

Therefore, when we sell products, we must also follow certain rules, because if you do not follow the rules, it will be difficult for customers to understand the truth.

◎Overcoming secrets
Please keep in mind the six steps of the selling principle.

The first step: business interview;

The second step: method;

The third step: demonstration products;

The fourth step: Encourage customers to ask questions as much as possible, and then answer their questions skillfully;
The fifth step: ask the customer to consider buying the product;

Step Six: Prepare to close the deal.

The business interview is the first step in your sales process. During the interview, you should try to collect information about customer needs, and then you will slowly bring out the topic of the interview and briefly introduce your products to your customers. And the advantages of the company, which can naturally make the following product demonstrations more convincing.

Then, in step four, encourage them to ask as many questions as possible.Before you can ask a customer to consider buying a product, you must skillfully answer all of their questions, and if the customer is satisfied with your answers, you can proceed to the final step of closing the business.

Also, be aware that on certain days in certain countries, salespeople are not allowed to do sales, or they are not allowed to join certain clubs, or they must be university graduates to be a salesperson. Members and other unwritten regulations.

Therefore, in these countries, salespeople must act according to local rules.Of course, in those places there will also be people who don't play by the rules, and in the end they will find themselves unable to move an inch.

Things only make sense or pay off when you stick to your principles.The system will make your life happier.Therefore, the number of times you laugh increases, and the frustration can also be relatively reduced.

Strong product type

When people buy a product, they not only buy the product, but also the satisfaction they get from buying the product.The focus of sales is that what we sell is not just the product itself but the advantages and characteristics of the product.

Mr. Liang, the sales director of Japan's Suzuki Company, often said: "What we want to sell is the characteristics and advantages of the product." Mr. Liang often uses this sentence to remind his salesmen, so many salesmen can succeed and feel the joy of work. sense of accomplishment.

Remember this principle: no product in the world is unique, because there are bound to be other products competing with it.For every product you see on the market, there is bound to be at least one or more products competing with it.

Just imagine, what is the difference between the Suzuki series of four-wheel drive vehicles and the same type of four-wheel drive vehicles on the market?The difference lies in its characteristics and advantages.One of the most obvious advantages is the brightly colored bodywork of Suzuki cars.

Just ask anyone what he thinks of this car.You will find that if there is a Suzuki driving past you at this moment, someone must take a second look at it. This is its magic. The color of the car is the reason why this brand of cars has an advantage.

Any salesman should have complete control over the product he is selling.In addition, he must also convert the product's characteristics into its advantages.For example: A salesman selling an air conditioner must be able to point out the new or improved parts of the air conditioner, how they ensure the stability, reliability and ease of operation of the product itself.He can emphasize some features, such as: safety, easy operation, aesthetics, quietness, etc. Another point is that he should especially emphasize the power-saving feature of this air conditioner.

For example:

Q: Why do most people buy washing machines?

Answer: Because of convenience. (Convenience is your selling point.)
Q: Why do most people buy air conditioners?
A: Because it is comfortable. (Comfort is your selling point.)
Q: Why do ordinary people sell stereos?

Answer: Because it can satisfy the auditory enjoyment (enjoyment is your selling point.)
Salesmen in the life insurance industry do not use insurance as a product to sell.They sell security, freedom from worry, and caring for those they love.

◎Overcoming secrets
As a salesman, he should be familiar with the characteristics of his products, product names, registered trademarks and packaging, etc., and then he can combine these characteristics with the needs and expectations of customers.

You might as well ask yourself this question: "Why do you ask others to buy your product when there are so many similar products in the market?"

Then ask yourself another question: "Compared with other products on the market, what is so special about my product?"

Finally, please remember this principle: no product in the world is unique, there must be other products competing with it, and what you want to sell are the features and benefits of the product, not the product itself.

Crouching type

How do you really feel about the business of selling?Many salespeople find self-satisfaction and a sense of challenge in this line of work.When they fully understand the meaning of sales, they will no longer have a sales view of this industry, and they will gradually develop a heartfelt love for this industry.

Selling doesn't have to be about laughing and drinking.There's no sycophancy, no bribes, no side deals, and most importantly, it doesn't mean that a salesman needs to bow to someone else to close a deal.

Marketing plays an important role in the economy of any country.No matter how good or large our manufactures and agricultural products may be, if there is no one to manage and sell them, I am afraid that these industries will be helpless.

As a salesman, you should be proud of the promotion industry, because it is a profession worthy of respect and a sense of accomplishment. If there is any way to minimize the unemployment rate, sales promotion is the most necessary conditions of.A study shows that an ordinary salesman can provide stable job opportunities for 30 factory employees.

If selling plays such an important role in our economy, why do most people still hate salespeople?
The sales business has been overshadowed by the number of unprofessional salesmen who go around pestering their customers, forcing them, begging, and sometimes even deceiving them to buy their products.Even some so-called seasoned professional salesmen have shady dealing tricks, and they will even go to the knees just to close a sale.

When things seem to be going nowhere, the salesman often steps down in order not to go home disappointed with nothing. He may plead with the client, "Please help me, Mr. So-and-so? I have to support my family and I My sales performance is far behind others, if I can't get this business, I really don't know how to face my boss! Can you help me with this?"

This is the so-called begging pitch.This method is not only harmful to the salesman itself, but also fatal to the industry.How do you think the customer thinks when a salesman makes that request?I really don't know, but one thing I know for sure is that that salesman will never be welcomed by this client again.

Begging someone to buy your product is a sign of despair.It paints a picture of insecurity, instability and deceit.This is the work of losers.Winners will never beg others for charity, they will only work hard to make their work better and better, they are proud of their work, and their work goal is to meet the needs of customers.

◎Overcoming secrets
Sales is the ideal job and career.Believe that marketing is beneficial to the society, to the enterprise, and to oneself.Selling is one of the best shortcuts a salesman can get to the boss.

The great contemporary American salesman Joe Girard said: "Every salesman should be proud of his profession, because salesmen push the whole world. If we don't get the goods out of the shelves and warehouses, the whole The pendulum of the social system is about to stop.

Selling is a proud profession in times of social and economic prosperity.In China in the 21st century, the future of marketing will be as brilliant as the prospect of economic development.Selling will not be a helpless means of earning a living, but a lifelong career worthy of devotion and devotion.

(End of this chapter)