Being a qualified salesperson is not that simple. Salespeople pay special attention to language, and many times they may let customers go because of your words. Therefore, we must be able to speak and be good at words. So as a qualified salesman, what can't you say?
1, don't say anything critical.
This is a common problem of many salespeople, especially newcomers. Sometimes they speak without thinking and blurt out, hurting others before they feel it. A common example, when you see the first sentence of a customer, you say, your building is really difficult to climb! This dress doesn't look good. It doesn't suit you at all. This tea tastes terrible. ? Or is it? Your business card is so corny! Life is more valuable than death! ? These blurted words contain criticism. Although we don't mean to criticize, we just want to make a smooth speech and have an opening statement, which sounds very uncomfortable to customers.
People often say that you are willing to be a cow and a horse with a good word? In other words, everyone wants to be affirmed by the other party, and everyone likes to listen to good words. Why else would there be? Praise and encouragement turn an idiot into a genius, while criticism and complaint turn a genius into an idiot? Who wants to be criticized in this world? Salespeople are engaged in sales promotion and have to deal with people every day. Say more compliments, but also pay attention to the right amount. Otherwise, people will feel hypocritical and lack sincerity. Just like Aunt Wang who lives in my compound, one day after the salesman said goodbye to her, she came to us and said, Don't listen to him. His mouth is so sweet that it is all fake. The people trained by this insurance company are the same. They are glib! ? You see, this aunt Wang invisibly reminded us that compliments in conversation with customers should come from the heart and not be blindly praised. You know, if you express it modestly and naturally, you can win people's hearts and convince them.
2, put an end to subjective problems
In business, you'd better not discuss topics that have nothing to do with your sales promotion, such as politics, religion and other topics that involve subjective consciousness. No matter what you say is right or wrong, it has no substantive significance to your sales promotion.
Some of our newcomers have not been involved in this industry for a long time and have insufficient experience. In the process of interacting with customers, it is inevitable that they cannot grasp the topics of customers. They often discuss some subjective issues with their customers, and finally their opinions will be divided. Some of them won, although they were red-faced and cheeky on some issues. Get the upper hand? But after that fight, a deal fell through. What's the point of arguing about this subjective question? However, when dealing with such subjective problems, experienced old salespeople will start some discussions from the customer's point of view at first, but in the debate, they will immediately lead the topic to the products they are selling. In a word, I think everything that has nothing to do with sales should be put aside, especially subjective issues. As a salesperson, try to put an end to it, and it is best to avoid talking about it, which will be good for your sales.
3. Use less technical terms.
Mr Li has been engaged in life insurance for less than two months. As soon as he went to war, he showed off to customers that he was an insurance expert. They were pressed with a lot of technical terms on the phone, and all the customers felt great pressure. After meeting with customers, Mr. Li developed his professional expertise one after another. What? Free of charge? 、? Rate? 、? Creditor's rights? Beneficiary of creditor's rights? Many technical terms and so on. , so that customers fall into a fog, as if groping in the dark, the other side's aversion mentality. Naturally refused, Mr. Li unconsciously missed the business opportunity of sales promotion. Careful analysis will reveal that when training customers, salesmen regard customers as colleagues and are full of professionalism. How can people accept it? Since I don't understand, how can I buy products? If these terms can be converted into simple words so that people can understand them after listening, then the purpose of communication can be effectively achieved and product sales will be unimpeded.
4. Don't say exaggerated words.
Don't exaggerate the function of the product! This kind of false behavior, customers will eventually know whether what you said is true or not when they enjoy the product in the future. Just because you want to achieve a temporary sales performance, you must exaggerate the function and value of the product, and you are bound to bury the next one? Time bomb? Once a dispute occurs, the consequences are unimaginable.
Every product has its advantages and disadvantages. As a salesperson, you should stand in an objective perspective, clearly analyze the advantages and disadvantages of products with customers and help customers? Shop around? Only by knowing yourself and being familiar with the market situation can you convince customers to accept your products. Remind sales staff that any deception and exaggerated lies are natural enemies of sales and will make your career unsustainable.
5. No offensive words.
We can often see such a scene. The salespeople in the same trade have offensive words, attacking competitors, and some even say that the other party is worthless, which makes the image of the whole industry in people's minds unsatisfactory. When most of our salesmen talk about these offensive topics, they lack rational thinking, but they don't know that offensive words and expressions against people, things and things will arouse the resentment of prospective customers, because when you talk, you look at the problem from one angle, and not everyone is on the same angle as you. If you are too subjective, it will be counterproductive and only bad for your sales. I believe that with the development of the times and the strengthening of corporate culture of various companies, aggressive words will never be popular.
Step 6 avoid talking about privacy issues
When dealing with customers, it is mainly to grasp each other's needs, rather than talking about privacy issues at once, which is also a common mistake made by our salesmen. Some salesmen will say that I am talking about my privacy. What does it matter? Even if you only talk about your privacy, don't talk about others, and tell all about your marriage, sex life and finance, can your sales make substantial progress? Maybe you will say, we don't talk about this with our clients. It is difficult to talk about sales directly. It's okay to talk about it. Actually, this kind? Gossip? It doesn't make sense to say it. Not talking about it is a waste of time, and selling business opportunities is also a waste.
7. Ask fewer questions.
In the process of sales, you are worried that the prospective customer won't understand every word you say, and you constantly question each other for fear that they won't understand. You got it? Do you know that?/You know what? Do you understand what I mean? Do you understand such a simple question? It seems that an elder or teacher questioned these disgusting topics. As we all know, from sales psychology, questioning customers' understanding all the time will lead to customers' dissatisfaction. This way often makes customers feel that they can't get the minimum respect, and rebellious psychology will follow, which can be said to be a taboo in sales.
If you are really worried that the prospective customer will not understand your detailed explanation, you can get to know each other in a tentative tone. Is there anything I need to elaborate on? It might be easier to accept. Perhaps, when the customer really doesn't understand, he will take the initiative to tell you, or let you explain it again. Here, give the salesman a piece of advice, customers are often smarter than us, and don't replace their advantages with our blind spots at will.
8. Flexible and boring topics
There are some boring topics in sales, you may have to explain them to customers, but these topics can be said that everyone doesn't like to hear, and you even want to doze off after listening. However, due to the pressure of sales, I suggest that you make this statement simple and can be summarized. In this way, customers will not feel tired after listening to it, and your sales will be effective. If you must explain something very important to your customers, then I suggest you don't try your best to force them. In the process of your explanation, you might as well find some short stories and jokes they like to listen to from another angle to stimulate them, and then get back to the point. Maybe it will work better this way. In a word, I personally think that this topic, because it is boring and customers don't like it, you'd better keep it and put it aside. Sometimes it's better to tell the whole story.
9. Avoid indecent words
Everyone wants to be with cultured and hierarchical people, on the contrary, don't want to be with those? Swearing? Communicate with people. Similarly, in our sales, indecent words will definitely have a negative impact on our products. For example, when we sell life insurance, you'd better avoid it? Death? 、? Dead. It's over? Something like that. However, experienced salespeople often use euphemistic words to express these sensitive words when dealing with these indecent words, such as? Lose your life and go out and never come back? And so on to replace these languages that people don't like to hear. Indecent words will greatly reduce your personal image and must be avoided in the sales process. You pay attention to it, correct it and you will succeed!
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