Sales start with being rejected

Chapter 30: Learn to Think——Let Customers Unable to Reject Your Thinking Skills (1)
Sales is not an easy task. How to make customers accept, reduce rejection, increase the success rate of sales, make the sales process as smooth as possible, and finally sign the order... These all require salesmen to think carefully, innovate thinking and methods during the sales process, Make complicated sales problems simple and natural, and tell boring stories vividly and interestingly.

Collect customer information in a timely manner

There is an old Chinese saying: If you know yourself and the enemy, you will never be imperiled in a hundred battles.The same goes for selling.When a salesperson approaches a customer, the first thing to do is to gather relevant information.Collecting customer information is like collecting intelligence in combat, it directly affects subsequent sales decisions.

Jackson is a salesman for an insurance company.Once, he took a taxi and stopped at a red light at an intersection, and a black car following behind also stopped alongside his car.Looking from the window, a gray-haired but handsome gentleman was sitting in the back seat of the limousine, closing his eyes and resting his mind.

In an instant, Jackson's subconscious told him: The opportunity has come.After writing down the number of the car, he called the Traffic Supervision Bureau to inquire about the owner of the car. Afterwards, he learned that the car belonged to Mr. Kobe, the general manager of a foreign trade company.

So he conducted a comprehensive investigation of Mr. Kirby.As the investigation deepened, Jackson knew that Mr. Kobe was from California, so he inquired with the fellow countrymen and learned that Mr. Kobe was humorous, funny and enthusiastic.In the end, he finally knew everything about Mr. Kobe, including education, place of birth, family members, personal interests, company size, business items, business status, and the situation near his residence.

After the investigation, Jackson began to find a way to get close to Mr. Kobe.Due to the good information gathering work, Jackson already knew the off-duty time of Mr. Kobe, so he chose a day to wait in front of the gate of this foreign trade company.

At 5 pm, the company closed.The employees of the company walked out of the gate one after another. Everyone was neatly dressed and energetic, and waved goodbye happily at the door.The scale of the company seems small, but the discipline is strict, and the company is full of vigor and vitality from top to bottom.Jackson immediately wrote down everything he saw in the data book.

At 5:[-], a black car drove up to the gate of the company. Jackson opened his eyes and looked at the license plate number—it was Mr. Kobe's car.Soon, Mr. Bryant appeared. Although Jackson had only met him once, after investigation, he was very familiar with Mr. Bryant, so he recognized him immediately.

All is ready except for the opportunity.Later, Jackson found an opportunity to chat with Mr. Bryant. Mr. Bryant was surprised by Jackson's understanding of him, and he also showed great interest in Jackson's conversation.

The next thing was a matter of course. When Jackson sold insurance to Mr. Kobe, he happily signed an insurance policy.

Later, the two became good friends, and Mr. Kobe gave Jackson a lot of help in his career.

For salespersons, customer information is a fortune, and the investigation of customers is regarded as a part of sales, and the value of intelligence and information work for future sales will continue to increase.

Collecting relevant information and materials of customers can help you get close to customers, enabling you to effectively discuss issues with customers and talk about topics they are interested in. With these materials, you will know what they like and what they don’t like, and you can let them They're talking, they're in high spirits... as long as you have a way of putting your customers in the mood, they won't let you down.A smooth sales road will inevitably bring you more customer information, which requires you to create customer files, otherwise, it is impossible to accurately store so many customer information with memory. The advantage of creating customer files is that you can Mastering the general situation of customers is also convenient for statistics on customer usage. With the technical data of customers on hand, of course you can determine the replacement period of customers, which will also bring great convenience to your sales work.

In general, complete customer information includes the following points:
(1) Basic customer information: customer number, customer category, customer name, address, telephone, fax, email, zip code, etc.

(2) Contact information: contact name, gender, age, hobbies, positions, friendliness, decision-making relationship, etc.

(3) Customer source information: marketing activities, advertising influence, business personnel development, partner development, old customer recommendation, etc.

(4) Customer business information: industry, demand information, price information, customer questionnaires, etc.

(5) Customer communication information: communication records, transaction history, service history, etc.

(6) Customer value information: customer credit information, value classification information, value status information, etc.

Complete customer information can help salespeople to conduct business better. The basis for building complete customer information is to establish relevant business specifications, and to continuously collect, organize and improve customer information during the business process.In short, the more thoroughly you understand the customer's situation, the easier it is for you to carry out your sales work, and you will get twice the result with half the effort.

Good at discovering customer interests

Only those topics that can arouse the interest of customers can make the entire sales communication full of vitality.Under normal circumstances, customers will not be interested in your products or companies immediately. This requires salespeople to find topics that customers are interested in within the shortest possible time, and then wait for the opportunity to elicit their own sales goals.For example, salespersons can start by talking about the customer's work, children and family, as well as major news and current events, so as to activate the communication atmosphere and increase the customer's goodwill towards you.

Typically, salespeople can arouse customers' interest through the following topics:
(1) Mention the customer's main hobbies, such as sports, entertainment and leisure, etc.

(2) Talk about the work of the client, such as the achievements the client has made in the work or the bright future in the future.

(3) Talk about current affairs news, such as quickly browsing the newspaper every morning, and when communicating with customers, first bring the major news just learned through the newspaper to discuss with customers.

(4) Ask about information about the client's children or parents, such as how old the children are, how they are going to school, whether the parents are in good health, etc.

(5) Talk about the focus issues that the public is more concerned about nowadays, such as whether the price of real estate will increase, how to save energy, etc.

(6) Make nostalgia with customers, such as mentioning the customer's hometown or the most memorable past events.

(7) Talk about the client's body, such as reminding the client to take care of themselves and their family members.

For topics that customers are very interested in, sales staff can understand through ingenious inquiries and careful observation and analysis, and then introduce common topics.Therefore, before conducting sales communication with customers, it is very necessary for sales staff to spend a certain amount of time and energy on researching customers' special preferences and tastes, so that they can be targeted during the communication process.For example:
Xiao Ma, a car salesperson of a certain company, met a potential customer at a large car show.Through observing the words and deeds of the potential customer, Xiao Ma analyzed that this customer is very interested in off-road vehicles and has a very high taste.Although Xiao Ma handed over the company's product manual to the customer, the potential customer has not given any reply to Xiao Ma. Xiao Ma tried to call twice, and the customer said that he was very busy at work and would have to call on weekends. Go to a shooting range in the suburbs with your friends.

Later, after many inquiries, Xiao Ma learned that this client loves shooting.Therefore, Xiao Ma searched a lot of information about shooting on the Internet. After a week, Xiao Ma not only had an in-depth understanding of all the famous shooting ranges in the surrounding area, but also mastered some basic shooting skills.When he called again, Xiao Ma didn't mention anything about selling cars, but told the customer that he "inadvertently found a shooting range with very complete facilities and a very beautiful environment".The next weekend, Pony went smoothly to meet the client at the shooting range.Xiao Ma's understanding of shooting knowledge made the client immediately impressed with him, and he sighed that he "found a bosom friend".On the way back to the city, the customer took the initiative to express that he likes to drive a luxuriously decorated off-road vehicle. Xiao Ma told the customer: "Our company just launched a new luxury off-road vehicle, which is the most individual and capable on the market. A car that embodies class..."

A sales communication that started off well is formed.

When looking for topics that customers are interested in, salespeople should pay special attention to one thing: if you want to make customers interested in a certain topic, you'd better be equally interested in this topic.Because the entire communication process must be interactive, otherwise specific sales goals cannot be achieved.If only the customer is interested in a certain topic, but you are not interested, or if you are repelled in your heart but deliberately show that you like it, then the customer's enthusiasm and enthusiasm for conversation will be cooled immediately, which is very difficult to achieve good communication effect.Therefore, salespeople should cultivate more interests and accumulate more knowledge in various aspects, at least they should cultivate some interests that are more in line with the taste of the public, such as sports and some active entertainment methods.In this way, when it is time to communicate with customers, you will not be overwhelmed, and you will not make customers feel that the communication with you is dull.

Let customers feel you care

In the sales process, the salesperson must recognize the customer's desire for attention, and express concern and consideration for them in a timely and appropriate manner during the communication process.

In the book "The World's Greatest Salesman" there is such a passage: "I will love everyone. Hate will flow through my veins. I have no time to hate, only time to love. Now, I take a step forward. It is the first step to become a good person. With love, I will become a great salesperson, even if I have little knowledge, I can succeed with love; on the contrary, if there is no love, even if I am knowledgeable, I will eventually fail. "

It can be seen that the success of sales does not depend entirely on skills, sometimes, as long as you have a heart of love.

There is a salesman who often visits an old lady, intending to persuade the old lady to buy stocks or bonds on the grounds of pension. For this reason, he often chats with the old lady and walks with the old lady.

After a period of time, the old lady couldn't do without him, and often invited him to drink tea, or talked with him about investment matters.Unfortunately, the old lady died suddenly, and the salesman's business went bankrupt, but he still went to attend the funeral of the old lady.When he arrived at the venue, he found that another securities company from his competitor had also sent two wreaths. He wondered, "What's going on?"

A month later, the old lady's daughter visited the salesman's company.According to her, she is the wife of the manager of another securities branch.She told the salesman: "When I was sorting out my mother's belongings, I found several of your business cards with some very caring words written on them. My mother kept them very carefully. Moreover, I have heard of your business cards before. My mother talked about you, as if chatting with you is a joy in life, so I came here today to express my gratitude to you, thank you for caring about my mother so much.”

The wife bowed deeply, with tears still in the corners of her eyes, and said: "To thank you for your kindness, I bought your company's bonds from you without telling my husband..." Then she took out 40 yuan in cash and asked for a contract.

The salesman was so surprised by this sudden move that he was speechless for a while.This is a true story that happened in the sales world. Some people may think that this contract came too suddenly and unexpectedly, but it is not.The old lady's daughter did this because she was moved by his love and bought the company's bonds.

A good salesperson is inherently caring and always trying to make others happy.If you can make customers or potential customers feel that you really like them, care about them, and respect them, then your sales will be invincible.

Joe Gillard is the greatest salesman in the world. He sold 15 cars in 13000 years, and he sold 1425 cars in the most year. His success is due to his warming everyone with care .

Once, a middle-aged woman walked into his showroom, and she said she wanted to pass the time looking at cars here.In small talk, she told Joe Girard that she wanted to buy a white Ford like the one her cousin drove, but the salesman at the Ford dealership across the way told her to come back in an hour,
So she came here first to have a look.She also said it was her birthday present to herself: "Today is my 55th birthday."

"Happy birthday, ma'am," said Joe Girard, inviting her in for a casual look, then going out to explain, and then coming back to say to her; "Madam, you like white cars, and since you have time now, I Let me introduce you to our coupe - also white."

They were talking when the female secretary came in and handed him a bouquet of roses.He gave the woman flowers: "I wish you a long life, my dear lady."

She was obviously moved, and her eyes were wet. "It's been a long time since I've been given a gift," she said. "The Ford salesman must have seen that I drove an old car and thought I couldn't afford a new one. When I wanted to see the car, he said he would collect— So I came here to wait for him. In fact, I just want a white car, but my cousin’s car is a Ford, so I also want to buy a Ford. Now that I think about it, I don’t have to buy a Ford.”

In the end, she bought a Chevrolet from Joe Girard and wrote a check in full. In fact, there was nothing in Joe Girard's words from the beginning to the end to persuade her to give up Ford and buy a Chevrolet.Just because she felt valued and cared for here, she gave up her original plan and chose Joe Girard's products instead.

It can be seen that if the salesperson is sincere and makes the customer feel your care, he can win the customer.Therefore, any salesperson who is not willing to lose the opportunity to make a deal must have a heart of love and strive to create a good communication atmosphere where they get along well with each other, so that they will be invincible in sales.

Love is something that no one in this world can refuse.In the course of business development, salespeople should treat customers with love. Maybe customers will reject your products, but they will not reject your love and concern.People often say: "The greater the love, the greater the business." Therefore, the salesperson must be a caring person. You must love your products and your customers, so that you can get returns from customers.A person who is indifferent and indifferent to customers and things around him cannot be a salesman.Everyone needs to care, and if you haven't started caring about your customers, start now because it's never too late.

Quickly gain the trust of customers
If you treat your customers with sincerity in your sales work, then every time you do business, it will be easier and easier to succeed, and it will last for a long time.

Sales is an art of dealing directly with people. Salespeople have to face customers every day and deal with various questions and problems from customers. If you understand and treat people's various characteristics well, you will establish a real trust relationship with customers. In order to discover their real needs, all problems can be solved.

The salesperson will only believe in the products you sell only if the customer has a sense of trust.If you can't build trust with your customers, you can't sell.If the customer's trust in the salesperson is limited, he will take a scrutiny attitude towards every word you say. If you add false words, the result can be imagined.

When a salesperson sells goods to a customer as a stranger, the customer will of course look at your product with dubious attitude at first.From then on, you should devote yourself to communicating with the customer's heart, let the customer feel that you are a good partner with his like-mindedness, gradually win his trust, let his doubts gradually disappear, and finally trust you completely, and the transaction is smooth. It can be successfully completed.

When a salesperson sells products to customers, he is selling character to customers, that is, selling honesty to customers.American sales expert Ziglar made an in-depth analysis of this: "A person who can speak well but has a wicked heart can persuade many people to buy inferior or even useless products at high prices, but the resulting losses are three aspects: customer loss If you lose money, you also lose your trust in him; the salesperson not only loses his self-respect, but may also ruin his sales career because of this temporary gain; trust."

(End of this chapter)