It binds your sales ideas and makes you not creative.
Make the conversation between you and your customers look fake and dull.
It can be said that the sales people who make such an evaluation are generally stubborn and conservative people at that time, or people who don't like to learn new skills, or megalomaniacs.
When I was a sales director in an organization before, I found that some sales executives were always very bad at dealing with the resistance and objections of many new sales conversations.
This is always the case in real life: some sales leaders can always convince sales of every instruction they give, and some sales leaders will question any instruction they give, one of which is aimed at words.
When I was listening to a supervisor's training, a salesman raised an objection: he felt that the sales speech they were training was not well written, and he had a set of better speech in his mind, hoping to implement it. The supervisor at that time obviously interrupted the whole training process, stopped and spent a long time dealing with sales resistance, and the results didn't look so convincing, so I decided to show him.
So I cut in:
Vincent: I really appreciate being able to think boldly about the quality of the speech and think about improvement, which shows that Bobo really wants to do this job better. Just now you mentioned that you have better presentation skills, which can replace the existing presentation skills of the company. I wonder, how do you know it's better?
Bobo: Well, I added some adjectives and metaphors to my speech, which looked more vivid.
Vincent: So do you judge a speech by whether there are beautiful adjectives and metaphors in it?
Bobo: Well, yes.
Vincent: Are there any other reasons that can help you judge whether this is a good speech?
Bobo: Well, that's all.
Vincent: (I look around all the sales in the training room) I want to ask you, what kind of speech is a good speech?
So, at this time, everyone began to speak and discuss, and everyone gave reasons. In the noisy speech, I heard a salesman say that "successful signing is a kind word". I want everyone to be quiet, ask who said this answer, and then please applaud this answer.
This time, I ask you:
Why did I choose this answer as the correct answer?
Why can a good speech be considered only if the bill is signed successfully?
I think what will happen next must be what you expected. The whole classroom is collecting various angles and evidences to prove this point. Bobo, who raised objections, was also talking and nodded thoughtfully (remember, he nodded slightly, but he was not sure).
I then ask you: Do you know where the words you are learning come from? Has this set of words created a lot of achievements for our company?
While you are still thinking, I continue to say:
"These words were created by outstanding salespeople in the history of our company. Each of them has achieved more than xx million. Most of them are the top salespeople in the team. I modified them myself. Every sentence has been adjusted according to consumer psychology, and this set of words has created XXX million for our company. Who dares to clap his chest and tell me today that his words are better than this one? " .
"I'm glad I want to make this set of words better, but I hope you can prove to me that your words are better with the results. Before this result appears, everyone must practice your handwriting word by word. Remember, I said word for word, not 90% or 95%.
When you sign more than XX thousand bills for four consecutive months, and when your income exceeds 65,438+05,000 yuan for four consecutive months, please come into my office and tell me: Vincent, I think the speech in this place can be better. The one you made up is really rubbish. "
Everyone laughed after hearing this, and everyone had a new view of the words on their hands. I can see that they suddenly feel that the material in their hands is "baby". Bobo is also embarrassed. Later I asked him, what should you do next?
He thought for a moment and replied firmly, "I know every word."
What is a sales speech?
Speech: it is a sentence, a paragraph or a few paragraphs that are systematically arranged to achieve a certain sales purpose before the sales start. Usually, the logic is clear, the arguments are sufficient and convincing.
If you still don't understand, then the true story I told you in the last article is a speech.
Through the explanation of this story, you began to realize the role of words?
How to measure the quality of a speech?
Even, it reduced the resistance of a BOBO dialogue seller and turned it into strong recognition and acceptance.
Whether you realize it or not, in fact, when you speak, you are consciously or unconsciously using some words to explain your point of view and convince the other party.
The case just now is a common "speech technique" in the sales management team, because I don't know how many times such a scene will appear in the sales team. If our manager answers in a hurry every time and fails to solve the doubts in the sales mind, then the sales execution will be greatly reduced. And we don't have so much time and cost for a salesman to contact customers with doubts and uncertainties. And the article you see next is also "the art of speech"
Therefore, for ordinary salespeople, a good "speaking skill" must be well thought out.
Give you more control in the conversation.
In sales, there are three important links that are the key points of our performance:
Get potential customers
Visit (attend)
Sales consultation
If you design a specialty for these three links and implement them efficiently, then these three links will be easy. As a salesperson, even as a sales manager, you will become more and more confident.
What makes sales work full of stress and fatigue?
Because many salespeople can't predict what customers will do next, they always passively deal with all kinds of boycotts, objections, lies, refunds and complaints from customers.
More and more confident sales are "predictive" of any situation that customers appear, whether it is all kinds of "questions" raised by customers or "resisting questions".
# Top Sales Quotations # "Vision" is power.
Speech is one of the sources of this foresight.
He lets you control the direction of the conversation and can help you lead the conversation to the topic you want. In fact, "speech" is not only used in the sales field, but also in other fields:
Recruitment;
Coach;
Company consultation;
Unfamiliar;
Sales;
Sales dismissal;
Sales transfer;
Promotion;
Propose marriage;
Training;
1 chat;
1 cocktail party;
When you foresee all possible directions in the sales conversation, as long as you don't "predict" in advance, you won't be limited by rigid thinking, on the contrary, you will be really flexible.
I have been writing speeches for nearly 10 years (not only including sales), and I can tell you with certainty that "speeches" are very effective.
What we need to do is to learn how to make a more efficient speech, how to make sales realize this and implement it efficiently.
Those excellent salespeople are not how much magic they have, but hundreds of words stored in their brains, which can be called at any time according to the occasion. More importantly, they kept pondering over the details of these words, and they found, "Anything else?" And "What else?" Every word has a difference.
An excellent example of speech skills in insurance industry
People often say "I don't like insurance", so I wonder, do you like "medicine"? You must say that you don't like it. No one really likes medicine, but why take medicine when you are sick? Because I need it!
I think: buying critical illness insurance must not be for illness, but for a healthy and healthy life; Buying Italian insurance must not be for accidents, but for life safety! Buying old-age insurance, to put it bluntly, is for us to live with more dignity when we are old. Instead of moving hands, there is a saying in our industry that I think is very good: if you are in good health, wouldn't it be better to accompany you to your old age with insurance?
Excellent example of training industry speech skills
A parent asked me: Is it useful to learn English?
I said, can I ask you a few questions before I answer you?
Parent: Yes.
I said: Do you have an umbrella at home?
Parents: Yes.
I said, do you use it every day?
Parent: Of course not. Only use it when it rains and snows.
Me: Yes, so is my family. Will you wait until it rains and snows to buy an umbrella? (Stop for a second) You won't, because you know it's too late to buy it at that time, and so is learning English. When you find that your child needs to find a job in English, or get an opportunity to study abroad for postgraduate study in English, or compete with children in developed areas in the national college entrance examination, it may be too late.
(If you can't answer questions, you can answer them yourself. )
I hope you can feel the power of speculation and the charm of language from these words. If you pay close attention, there are many excellent words that can be used everywhere in your life.
At the end of the article, I also want to tell you:
A classic saying, some sales are ecstatic and feel that they have found a magic weapon to control the people around them, and some sales will ponder:
What is the thinking behind this sentence?
Is this the truth of life behind this sentence?
Why do I agree with it, but I can't really sum it up?
Is there no such intention in the experience and exploration of life?
If you just talk about the "speech art" that you never believe in and use it skillfully for the sake of "money", then the speech art is like a family with you.
Separation of words and deeds will only make us more fragmented.
How can a proud life say humble things?
Can a critical life be praised?
How can a cold life speak warm words?
Can a stingy life say generous words?
How can you say professional things in a perfunctory life?
Can a hypocritical life spit out sincere words?