For sales, this title is to ask a general question or a description, its sole purpose is to stimulate customer interest.
Chen, both sides agreed to adopt a big package, you see, is to send 20 box or 50 boxes?
features ─ ─ functional ─ ─ use
6, urged France
, providing new evidence
professional sales techniques training mainly consists of three parts:
years since practice shows that this is a well-established professional sales skills training mechanism. Training and established an excellent sales team.
at this moment, our goal is to reduce the tension of the customers, thereby reducing the possibility of causing the conflict.
the first part: what way?
Li, I put the specifications of the goods wrote.
the second part:
high degree ─ ─ your customers more likely to try to get rid of causing him / her a source of tension ─ ─ you!
how to deal with
2, visual means
solicit orders for the best The timing should be accepted our products and services to customers in terms of ideology. If we can correct positioning of our products and services to meet the material into customer needs, customers will be able to anticipate their needs will be met, and to send a corresponding signal.
1) do not understand your explanation; 2) The customer need not be understood; 3) the fear of being betrayed Because they know if they can satisfy a customer's real needs, the ED also made this business a step forward. Following is a professional sales techniques Category:
save time for you is very important, right?
feel ─ ─ people think ─ ─
, feeling / view
every time we visit the new and old customers, we find ourselves faced with the atmosphere of the following three possible purchase.
3, examples of the use of third party
you heard of the introduction of a new and exciting services in our industry? Company Will an interested in the art of expanding productivity?
fourth: The customer needs
above this sentence that sales staff are concerned about is the customer's needs rather than the company's products or services.
Note: The people do not buy our product or service people to those they believe to be able to understand their needs to purchase to meet the demand and problem-solving methods.
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2, so that customers prepared to accept the new evidence
this point has already begun inquiries and listen, we are trying to reveal some of the needs of the customer's need to be addressed problem. We are also working to understand what aspects of the customer's needs have been met. By understanding the customer's demand has been met, we can decide whether it is necessary to meet demand more of them than can be obtained from the use of a competitive product or service currently.
congratulate you on your order, but do not be complacent,louboutin, not to have a lost the point of view, do to avoid:
usually the first 2-3 questions are the relevant facts, the general easy to answer, and were unlikely to have caused tension in the customers. And the process of talking to customers, opening pleasantries and end of the meeting when most likely caused by the customer (also including sales personnel) tension. The tension level plays a big role in the success of your visit to or not.
customer objections, do not argue, do not fight back, to provide more convincing information.
after the first 2-3 questions asked, we can begin to understand customers' views and feeling. The questions may include plans for the future (such as expansion plans,abercrombie france, future demand, etc.). At this point, we both can learn specific facts about the past, can also ask and customer views or feelings on the future of many possibilities.
purchaser is not always as we are familiar with the terminology of those industries, and even if they do not understand what we are talking about, they usually will not tell us. At this time we are faced with the main risk is that people usually do not buy products they do not understand. Can we use these terms may, depending on the purchaser. Or will they stay in your office!
an increase in the possibility to access important information, while making your way to reduce the risk of alienating customers:
salesman: With these two words seems to be immediately dismissed out of them in front of that sentence and, therefore, put up a barrier between the sales staff and buyers, if you must use conjunctions, .
buy signal, sometimes non-verbal and very subtle. Please note that observation to see whether the customer:
we asked open-ended questions are generally divided into two categories:
1 to listen to opposing views
salesman: That you please tell me what is your main problem?
professional sales techniques, example:
80% of the objections from the following basic categories:
below we can to analyze this kind of professional sales techniques, methods, and interspersed with our own objections to this method to simulate in practice the
the pros and cons of their quality is very important, is it?
sometimes we are not sure whether that sought to customers orders, we may not dare to certainly correct to observe that a customer buying signals. In these cases it is best to seek the views of France
when any of the above happening, you may seek the order, because you observe the correct signal to buy.
3, a goodwill gesture customers
sometimes suddenly you show a friendly and polite attitude
direct method Guming Si justice is a simple statement or ask questions directly solicit orders.
used to understand the facts for the purpose of the subject of opening to help reduce the level of tension.
customers answer can help you clearly understand the customer can get what interests most important to them. Which followed soon product introduction, you can be more in these areas offer some benefits to the customer. When you obtained information on the response is:
closed question: refers to simply use the Open-ended questions: refers to the need to provide information about the problem.
most of the sales staff the main problems is I do not know how to distinguish between the function and use, unless we can learn to do it, otherwise we will face only pay attention to introduce our products or services can do, while ignoring introducing them to meet the customer's needs or resolve customer problems. The so-called use customer needs can be met.
summary method, mainly to service customers will receive about summed up, however, raise a small problem or multiple-choice questions to the end of the talks .
us more than a specific customer needs:
We do not sell our products or services we sell our products or services brought about by the interests and these interests can meet customer needs. Get Product
successful professional sales techniques, the main points:
in the use of these topics must be carefully selected. A considerable part of the customers will be too dramatic content and made dull, only when you need them.
We have to look forward to oppose the views of the mentality to deal with customer objections. This shows that customers are interested in, it makes we might Avenue satisfactory outcome.
1, found that
in dealing with opposing views, our goal is only to eliminate the different views, did not allow the customer to lose face.
Finally, the time should solve a problem and need to continue to get customer feedback. The only way to greatly increase the possibility of you understand, and thus increase the likelihood of your orders. Note:
negative purchase Atmosphere: clients take the closed state of mind he is not interested, and sometimes may say extremely negative. In this case, they can not make any purchase decision. We need a very short period of time the customer at least lead to a neutral region, otherwise you do not have a chance to get the business.
purpose: 1) enabling customers to relax; 2) to collect valuable information; 3) show that you are ready to work.
must have the goods.
we want to be as clear as possible, to succinctly express our thoughts. As far as possible avoid the use of some industry terminology, as well as a series constituted by the first letter of the word. These terms and words often have only ourselves and our fellow can understand, but for most people is meaningless.
various points introduced after, we must take the time to confirm whether the customers agree with our introduction. This feedback tells the client will purchase our solutions to the problem This feedback, we will find we have to solve the problem not the customers are most concerned about. At this time we are the most commonly used technique is to use closed questions such as:
to do so, if the parties have any differences, the problem is in a third body. But if to agree, then you think who will profit? You!
professional sales staff can use another very important tool to the customer (product / service) characteristics, function, use. This is a minimum for customers to understand, is also used at least for the sales staff of professional sales skills.
3, select the method
solicit orders; reservations preliminary orders; According to the specifications of bid; arrange a product display; submit a plan
choice to the following questions to your customers - no matter which one that he / she agrees to buy your product or service. .
fifth: Introduction to product features, provide a solution to the problem:
neutral to buy atmosphere: neither actively tend to not passively treat buy. You must begin to discover his needs. If you are a professional sales techniques used properly, they have sufficient knowledge of the products, customers may purchase.
a troubled most of the sales staff and they work in this important area, not quite in place in Products for After all, sometimes most of the time may be a client in his speech. The experienced sales staff know how to keep control of the situation does not mean you speech. In fact, things are on the contrary, the higher the degree of customer participation, the more we may understand and act for their needs, the more we can act for their needs. The more you can establish credit and trust between the parties, the more credit and trust between the parties, the more we can control the situation, the more likely to achieve our overall goal of the visit.
1, to seek the views of France
positive buying atmosphere: Customers tend to buy. Unnecessary for any promotional lobby can direct transactions.
1, the price, quality, 3, 4, competition, the application delivery, experience, reputation
to a cup of coffee? something to drink? pay close attention to what your customers said and done, may be orders of the biggest stumbling block is the salesman I too talkative, thus ignoring the customer's buying signals. any time you think you hear or see a buy signal , you can solicit orders. At this time, if you are not orders, then the hard luck: you will hear different views of a previously not mentioned.
handling objections professional sales techniques
with our customers is actually just completed a full consultation process. Our products / services introduced for the needs of customers, customers to buy something that meets their needs, and are very pleased, if we are away to thank him, is likely to highlight the fact that he orders only that we customer sales, rather than the customer to make purchase decisions.
lean since his / her interest; found his / her needs; solve his
/ her problems; deal with his / her originally held opposing views
Seventh: the consolidation of sales (seal plate)
5, solicit orders
demand process is to allow us to reveal the specific needs of our customers is to understand his / her personal and business needs of a business . In this regard the success largely depends on our ability to continue to enable our customers to participate in this process.
deal with objections to the final step is to solicit orders. After you make the best possible answer, you can solicit customer feedback, you agree to buy.
3, to allow customers to prepare your rebuttal
customer you agree with the words that you have been aimed at the direction, and you have the opportunity to reach your goals.
then purchase decisions made by previous buyers in the criticism ─ ─ buyers will insist that he or she does not have any problems, and thus become very cooperative.
this to handle customer objections can effectively guide the customer to accept our conditions, but also to avoid the potential risk of conflict.
The first step is to listen to the objections have been raised, to see the end is real or imagined the problem, if it is a real problem, it should be immediately addressed. If the problem is only an illusion, is still to be addressed. But we can postpone it to during Products to find a suitable place to be dealt with.
At this point, since the objection has been cooling, we could put forward to refute. Categories according to the objection, set the most specific, logical and precise answer, and then they remember, and over and over again until it sounds to make you feel natural so far.
use this opportunity to say something conducive to the consolidation of sales.
build and nurture a professional sales force, the company has a complete set of business personnel training programs. All operational staff must pass 6-9 months of training, passed the test in order to formally accept the sales area. Professional Selling Skills training in the form of: classroom learning and training, field service training, to follow the sales manager-site customer visits the training.
use visual means to help us clear showcase our products and services, to help our customers understand the he / she can get benefits. If you put these visual materials on a loose-leaf folder, you must be familiar with the order in which they are placed so you can quickly find the customer the information required you to visit. Product samples and try to help customers understand their needs whether it be to meet very good. Between the trial and solicit orders not to leave too much time, the longer the delay, the more you will increase the risk of lack of orders.
full flight is not sales, we use the most concise, clear, accessible language to communicate with customers.
professional sales techniques, professional sales techniques, example:
2, from minor problems with the way
1 Keep it short and brief
the direct method
2, to understand
to obtain good results, used to the goodies do not need to be too specific on the basis of aroused people's interest. Products, such as at this moment, and made too detailed it would be risky, because we have yet to understand customer needs. Prepare at least three subject yourself to feel comfortable, and his companions, family and friends first test, you aroused their interest. In the preparation of these topics to follow the following principles:
see, he would say the real problem. This first one is really not a problem. If you can meet his second question, the two sides could get the business.
Why people raise objections to clients objections? mainly because:
visit new customers for the first time, the main challenges that may arise is how the customers from the negative region lead to a neutral region, to enable them to make the preparations for receiving new content from the psychological and emotional. The knowledgeable sales professionals including pleasantries, including generally only less than 25 seconds to Lei customer interest. At the same time, more and more sales staff insisted that stepping up press for the negative and indifferent attitude towards the purchase of no avail.
What is the condition of the goods?
proceed from the smaller end of the negotiations is to ask your clients to make a small decision, rather than all of a sudden we should make any important decisions, such as they answered, The issues raised should be:
At this point, during our visiting customers, we achieve the following purposes:
suddenly relaxed; turn to the person next to say: opened originally a clenched fist; reach out and touch the product or to pick up the product manual.
almost all the objections raised by the purchaser can be converted into the form of a question sentence. If the buyers agree to it as a problem, then he / she never put it as an opposition views. When the buyer is waiting for a reply on this issue. You to respond, he can only make two choices (1)
in this way allows you to probe the depth of water, and to solicit customer orders in a no pressure environment. Of course, if you can get a positive response, then you can fill orders. You no longer have to re-wordy how to deal. Like any other field sales, you say the more, the more likely the risk of lost orders.
Sixth: to obtain a professional sales techniques of the contract / order (closed)
so the two sides established a cooperative relationship, rather than conflicting emotions.
you see is a Thursday or Friday delivery?
1, convert it to a problem
to identify Unless we have the products and processes is very familiar with, otherwise we would find yourself always paying attention to their own what to say, instead of listening to customers tell us something.
to a future or former clients to understand he / she currently being used in a certain kind of similar products is a matter fraught with risks. This encounter risks include:
sales professionals should know how to master a variety of closed skills. The following is a frequently used closed skills. Now that you have to agree with customers that products provided by you will be able to meet his / her needs, and you notice that you think is a buy signal, you want to lose no time in using a variety of ways to strike a bargain, to obtain orders. Here are some frequently used and effective method of professional sales techniques:
characteristics ─ ─ introduced for the customer needs is what products; functions ─ - described in the product can do; use ─ ─ Introduction is that it can meet the customers needs.
example of the so-called third parties to customers, the introduction has been successfully using our products or services to meet their needs example These examples enable us to the presentation made more vivid, but also help our clients image to learn about our products or services can benefit them. It may also be help us to establish credibility. In the introduction of a third example, we can either use the ordinary pronoun have been met. These examples can help to avoid the embarrassment of the sales staff, because if the customers do not agree with the sales staff's point of view, he does not agree to the practices of third parties. Either he held to agree with the view that he is often in favor of the salesman.
the suspense France
(3) Professional Selling Skills Training: basic professional selling skills training; professional services, skills training.
you chatted with friendly and brief your image and smile should contribute to creating a friendly atmosphere. Closely observe your future customers. Buy or not buy the feeling is usually obvious. It tells you, you should enter what step in the sales model. You may have made a sales business. But on the other hand, customers may this simply not interested. He / she perhaps either holding a very consumer-level attitude, or did not listen to what you're talking about.
inquiries and listen and contribute to creating a relaxed, informal discussion atmosphere, allowing the collection of information becomes highly probable.
(2) work attitude training: sincere customer care, providing customers with the best service; emphasis on team spirit, to implement the company business purposes.
professional sales techniques, mode (referred to as the seven-step sales method):
signal of the body
extent - your customers are more likely to want to find a solution to the problem
general rather than specific. Do not involve yourself, your company and your products. Briefing, do not say you can not justify.
cite the example of a third party, such as to use the words of a specific company or individual name, each should tell the customer you been to allow only quoted the example,abercrombie, if you do not, you customers will be convinced that the things you will not tell anyone. No people will be willing to with a respect for the people originally belonging to another exclusive information business. Do not cite any specific examples of a third party without permission. So that when you reduce use this powerful tool of the sales can be great the risk may be encountered.
Lecturer Description: Master of Business Administration, marketing planning agency Director / Principal Lecturer, the actual marketing planning experts
you look at the day of delivery the best?
misrepresentation: we talk about this issue.
seven-step method commonly used in professional sales techniques
any salesman come to the fore, are derived from the desire to succeed, such a desire to succeed, the initial starting point is likely to be the desire for money or material, ie sales product, the amount of material harvested, so that it personal life and family life more happy. Zhang lecturer this the desire to succeed is the reason for the forward thrust of the salesman, this driving force to promote successful not only accumulated a wealth of experience in practical work, and summed up a set of professional sales skills.
all businesses there are strict requirements on the business staff, and its duties include: sales plan, sales call, customer service, new customers and regional management. Business people familiar with the company business purposes,dolce gabbana, the company's products,caques beats, customer issues and customer needs; can provide expert services targeted to the customer; professional sales skills to develop new customers. The career of a professional sales force is the most powerful force for companies to participate in market competition.
understanding is to understand the objections of the customer, rather than agree or sympathize with. For example:
people feel ─ ─
(1) technical skills training: product knowledge and use of skills training; familiar with the particular purpose of products; with the installation, commissioning, inspection, maintenance of professional cleaning equipment, computer distributor, and give customers on-site guidance of professional sales skills training.
does not pay the extra work. I believe we can do this for you - for a thorough understanding of your situation, I would like to ask you a few questions ...
exacerbate the tension of the purchaser, so that he / she no longer willing to continue the discussion with you.
steps to handling objections
At this point, even if we all did a good job if we do not solicit orders, we are still likely to Debu to it. We both believe that our products / services meet customer needs, decision-making process is still likely to a great extent caused by the tension of our customers, that the contrary, all of a sudden fall in the decision. At this time, our role is to help customers overcome this dilemma. The question now is not whether the customer is willing to buy our products / services, but rather how do we help him / her to complete the decision-making process. Only as far as possible, the customer's decision-making easier, both of us in order to maximize the benefit.
to feel -
famous training lecturer in
your self-introduction must indicate the following:
the Who are you? You on behalf of which company? You come? Why do they take the time to listen to your conversation?
heard the subject of these titles, your future customers now have begun to prepare to listen to your details. However, because you have failed to find customers need so you do not have the conditions for details. We need our customers to participate in to complete this discovery. People often find that customers' needs:
despite you did not ask the customer they do not like anything, but this is often what you hear. Through careful wording on the second to the question made a mistake in the purchase.
professional sales skills training is the most important part of the training courses. Zhang lecturers through practice show that there is a trained professional sales team, professional sales techniques, seven-step method can be extended. A lecturer in the seven-step method (welcome to subscribe to Zhang sales skills lecturer assistant :) now the contents of the sales techniques of the seven-step method to make a brief for your reference.
identification signal to buy
sales professionals only when consistent with the customer to confirm the nature of the demand, and these requirements will be raised relative to the importance of customers to solve problems or to meet those needs.
for the above requirements, very few customers will be rejected, this key question to reduce the level of tension, enabling customers to make the participation of preparation (in our discussion), and may delay you in detail presentation time until you collect enough data. It allows you to allow your customers to participate in the problem to be solved.
Simply put, the buy signal is in form satisfactory to the body and voice performance. This means that customers have said and done everything to tell you he / she has made a decision are willing to buy. In most cases, the buy signal is more sudden, and sometimes, customers and even may be purchased with some sort of signal to interrupt your speech, so please keep your alertness.
inadvertently intensified the competition - we must face up to this point, because the buyers fully expect you would say is better than your competitors, your products and services are used.
the basis of this process is to conduct effective inquiries and to listen to. In this respect, for all customers should be open.
to win the customer's interest first challenges encountered in our time of sale. If we agree to intensify press avail this view, then, then we have only one choice: we must seek to reduce customer resistance factors. To arouse the interest of customers, many successful salespeople are using the professional sales techniques similar to adopt the title of the newspaper to attract readers, enable you to buy his newspaper or read the article. The same professional sales skills in sales has proven to be extremely effective.
: focus on publicity, evoked interest
first: opening remarks:
purpose: to solicit customers' opinions and attitudes
1, the fact that
will enable consumers in the purchase process
the leadership side must have a villain
would like to replace it : the boss to spend the time and effort to cover you , you want to replace it ? Inexcusable.