A good opening speech is half the battle, and the best way to persuade others is to let them do what they want.

1, arousing customers' curiosity.

A life insurance agent approached a potential customer and asked, "How much are you going to pay for a 5 kg cork?"

"I don't need a cork," the customer replied.

"If you were on a sinking ship, how much would you spend?"

Shopkeepers can say to customers: Do you know what is the laziest thing in the world? The customer shook his head to show that he didn't know, so he said, this is the money you hid and didn't spend. They could have given you a hairstyle that can reflect your temperament and make you feel good every day.

2, "seniority" selling words (for yourself, for the company and service from zero to the greatest trust)

Example: First ask the guest: Do you know our store well? Guide the guest's thinking, and then say: Our store is a branch of Guangdong Shangyi Hairdressing Chain. Our company has 30 branches, which is the largest hairstyle chain store in Guangdong. Most of our guests are satisfied and come back again. I think you will visit our store again soon and help me again, right?

3. Stimulate customers' interest

For example, are you interested in knowing the effective way to improve the rate of turning around 100 by walking in the street? A surprise for family or friends? )

4. Sincerely care about customers

You look a little tired. Shall I give you a gentle massage to relax?

5. Start an interesting topic

I need your help. "I have been looking for a guest who suits my best XX hairstyle. Good luck will enable me to meet you today. I think you will definitely let me get what I want.

Our manager said that if I can't do my job well, I'll pack my bags and leave, so if you don't want to do your hair, maybe you can give me a job.

6. Find the topic of * * *

Examples; Listen to your accent, like a northerner. I'm from Shandong. Where are you from?

7. Meet customers.

Miss, according to my professional experience and your hairstyle, face and temperament, I already have a hairstyle that is especially suitable for you. Let me explain something to you. After I explain to you, I want to ask you a simple yes or no question. If you want to do it, you can say yes. If you say "no", it's nothing.

8. I help you make money (for professionals)

9. Hypothetical question syntax (ask customers the benefits that hairstyles can ultimately bring to customers in the form of questions, so that customers will have curiosity and expectation when you introduce hairstyles (or products) at the beginning.

For example: If I have a way to make your hair look beautiful 10 times, would you like to try it?

If I can prove that this product is really effective, will you be interested in buying it?

Note: No customer can be persuaded by others, only he can persuade him.

10, dispel customers' doubts (praise and compliment customers; Use customer witness; Hit the nail on the head)

It is an effective way to dispel customers' doubts by asking relevant questions, sincerely solving problems for customers and being their friends.

1 1, empathy

It is very important to establish a harmonious relationship with customers with empathy. The important purpose of building a harmonious relationship is to make customers like you, trust you, and believe that what you do is for their best interests.

Example: Talking to a housewife: Yes, my wife is very tired at home, so I tried to make her dress up.

12. Establish customers' expectations for your products and services (you will definitely like the hairstyle I designed for you).

For example, compare yourself to a surgeon and say to the client: I need to make a reasonable diagnosis according to your hair quality, face shape and temperament, and then design a hairstyle that suits your idea.

13. Let customers verify that their products are the best, and let customers convince themselves (taking glass sales as an example).

Exodus: Help guests get their hair (help colleagues get their hair) for free.

14, I am very proud, I have served 1200 customers.

15. Pre-frame method: before introducing the product to the customer, eliminate the inner resistance of the customer and let him open his heart to listen to your introduction.

Miss, please allow me to introduce the patented hairstyle I designed for you in three minutes. After I introduce myself, I believe you are fully capable of judging whether this hairstyle suits you (reflecting your unique charm).

16, make fun of your name and say your birthplace.

17, what benefits it brings to the other party.

Example: Miss, I know you are busy (have no time), but what I have to say concerns your immediate interests, so it is absolutely beneficial for you to hear me out.

I am not only a hair stylist, but also your image consultant.

18, confess your private life. Most customers like to hear you talk about your private life. The more you talk about your life and experience, the more relaxed and happy they feel about getting along with you, the more they like you and the more they depend on you. (Tell me about the pleasure your interest brings you)

Product introduction

Key points: position your own products, compare the biggest difference between your own products and peers, provide witnesses for customers, make promises to customers (effects and services), and aim at customers' hair quality and consumption power.

Seven methods of product introduction

A well-designed product introduction process is 20 times more convincing than an unplanned product introduction process.

1, pre-frame method (in product introduction, remove some resistance from customers first, so that customers can listen to your introduction carefully from the beginning)

2. Hypothetical question grammar (in the form of a question, ask the customer about the final benefit or final effect of the product. After the process, as long as the benefits of your product can be verified, the transaction can be concluded)

3. Decreasing introduction method (introduce all the benefits that the product may bring to customers step by step, put the most important ones at the front and the unimportant ones at the back, so as to attract customers from the beginning)

4. Find out the benefits of customers (introduce the advantages of your products one by one, carefully observe the customer's reaction, and find out the customer's cherry tree)

5, interactive introduction method (let your customers maintain a positive interactive participation mentality, you and your customers are both players, you can't let customers be spectators, you should mobilize the customer's tactile, visual and auditory sensory systems in time, and you should constantly ask customers some questions).

6. Visual sales method (let customers visually imagine when buying your products)

7. Hypothetical closing method (making customers more and more interested in your products)

Product introduction speech

1. Differentiated introduction: When introducing products, be sure to let customers know the current situation of not using your products and what can be achieved after using them. Let customers feel the gap between the status quo and the ideal and take action on their own.

Example: Hair care after perm

2. Introduction of creative products.

Exodus: We are not selling shampoo, but the good image of our guests.

3. Product introduction AIDA theory (attention attracts customers' attention, interest arouses customers' interest, desire stimulates customers' desire to buy, and action makes customers take action).

4. Be considerate of customers (customers won't buy your products, they buy the improved life and work they can enjoy through your products).

5. Build customer confidence. A good sales skill is to make your potential customers have confidence in you, your company or your products. If the customer keeps confidence in all three, the transaction will be easy to reach. )

Example: Miss XX, you came to our store because you have confidence in me, our store and our products. In order to thank you for your support, I would like to be your personal image designer. To this end, please introduce yourself first: I have been in the business for 8 years, and I have studied how hair styles can be coordinated with a person's temperament, clothing and occupation. So I am confident that I can help you design a hairstyle that reflects your unique charm.

6. When the customer raises a rational topic, you should answer it emotionally; When a customer raises an emotional topic, you should answer it with reason.

7. Create demand: first-class salesmen create demand, second-rate salesmen meet demand, and third-rate salesmen deliver goods and collect money.

Marketing is to explore people's needs and desires, and then persuade them to buy your products (services) to meet these needs.

8. Sometimes silence is the best speech.

Example: Edison sells patents (automatic transmitters).

9. How much do you think it is worth?

10, providing personal guarantee for customers.

Example: Miss Liu, in addition to all the guarantees of our store, I am willing to provide my own personal guarantee, and I will do my best to help you confirm that this is one of the best decisions you have ever made.

1 1, if you have it (the desire to have it is a deep desire and an important compulsive purchasing power)

Example: When you get our cocktail party oil from me, you also have a part of me, because I am sure that I can give my customers the highest service.

When you own our products, you own our services.

12, if

When your friends and family praise your beautiful hair, you will be happy with your wise decision today.

You will feel these words.

14, using provocation

If you don't let me design your hair, you hate me.

15, selling is sometimes a kind of acting.

Cooperate with supervisors and employees.

16. Advantages of selling customers.

17, let customers know that the products you sell are worth the money.

Value for money includes (the feeling brought by service, product, technology and commodity).

18, bundled sales.

For example: set meal

19, limited time promotion.

Exodus: This offer is valid only this month.

Ten promotion steps

East China shepherd wolf regiment learning materials

Step 1: Make full preparations.

Mentality and belief, promotion expertise and product knowledge (name, content, use, characteristics, after-sales service, delivery date and method, price and payment method, product research, competitor's material source and production technology, related products).

On the Cultivation of Self-Ability and Skills

Marketing tools: product packaging, product price list, company publicity materials, company certificates and witnesses, daily reports, inventory tables, account books, professional books, marketing books, business cards, notebooks, pens, satchels, etc.

Customer witness data and farmer witness data

Daily necessities: washing products, clothes, ID cards, bank cards, mobile phones, etc.

Step 2: Let your emotions reach their peak.

Dress neatly, generously and appropriately, with smooth hair care and shiny shoes.

Look in the mirror: admire yourself, envy yourself, motivate yourself and believe that you are the best.

Applause, take a deep breath, do YES exercises, exercise, meditate. I believe in myself, I am the best, I will succeed, and so on.

Listen to passionate music or silently read successful and inspirational sentences in the morning.

Don't communicate with depressed people.

Step 3: Build trust.

The first step is honesty first.

80% of the time is spent listening and 20% of the time is spent asking questions.

Don't look around and look erratic when communicating with customers.

Imitate the customer's speech speed, intonation, body movements, etc. And try to synchronize with the customer.

Use customer witness, celebrity inscription, leadership inscription, recommendation letter, newspaper, advertising publication, published article, celebrity witness, third-party certificate, etc.

Step 4: Understand the customer's problems, needs and wishes.

Profit, product quality, market protection, logistics service, technical service, interpersonal relationship, marketing training, marketing meeting, marketing tourism and so on.

Method 1: 1. Go directly to the farmer's home to learn about the dealer (technology, capital, hobbies, etc.). ).

2. Through neighbors, friends, cooperative customers, competitors, etc. Understand the bookmaker (technology, hobbies, funds, people, etc. ).

Method 2: FORN communication (F family, O career, R leisure, N financial situation) to obtain customer needs.

Method 3: Value ranking method: such as product, price, channel, promotion, market protection, etc.

Method 4: NEADS query method

What products are you using now?

E: What makes you happy and satisfied?

A: What's the problem? such as

What can meet your needs?

Who is the decision maker? You still need it when you order.

Do you want to discuss it with others?

S: The solution can solve the first and second value of customers.

N-E- (value) -D-S

Step 5: Shape the product value.

Product introduction method, put forward the benefits of products to customers, and satisfy customers' first values.

First, use the customer's values to design problems that amplify pain or pursue happiness, and then introduce product solutions.

Solutions must meet the first and second values of customers, and the advantages of competitors' products must meet other values of customers.

Step 6: Do competitor analysis.

List the main competitors in this area (products, prices, channels, promotions, packaging, specifications, etc.). )

Put forward three characteristics of our products and two characteristics of our competitors.

When selling to customers, our three characteristics meet the first three needs of customer values, and the rest are the characteristics of competitors. When selling successfully to customers, you should not only mention your own advantages, but also analyze your competitors and remind customers to compare.

Step 7: Eliminate customer objections.

Common customer objections: poor quality, high price, ugly packaging, specifications, etc. ), poor market conditions, inadequate technical services, poor market guarantee, slow delivery and no expert lectures.

Usually, collect more questions that customers may ask and the resistance points of products, which are generally around 10, and make solutions.

Don't refuse or object immediately when you hear the customer's objection, but keep calm, remember the customer's objection carefully, look for the opportunity to solve it or tell the time to solve it.

Usually, it is better to reduce the occurrence of objections and actively put forward the product resistance points that you know.

When dealing with objections, don't analyze them directly and rationally, but be emotional and look for opportunities to deal with them on the basis of facts.

Even if the customer is wrong, don't say it easily, or will it strengthen the customer's resistance?

For some questions that are not worth answering or inconvenient to answer, keep silent and laugh them off.

Step 8: Make friends.

A successful transaction is to send the goods to the customer, take the money away, not return the goods, and replenish the goods voluntarily.

Buy-ask for or help to try out (build product confidence)-buy again to increase store share.

Step 9: Recommend

Establish a friend relationship with customers, and ask customers to introduce friends or people in related industries as our future target customers.

Step 10: Customer Service

Timely delivery, goods adjustment, inventory inspection and product display.

Explain to customers or use technicians or make product demonstrations in person to enhance customers' confidence in products.

Handle customers' individual needs or objections in time.

Winners take the initiative in everything!