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[Share]12 Creative Openings for Salesmen

Salesmen need a proper opening before they talk to prospective customers. A good or bad opening

can almost make or break the visit; in other words, a good opening is half the difference between a salesman's success and failure.

Master salesmen often use the following kinds of creative openings.

1. Money

Almost all people are interested in money, and ways to save and make money are easy to arouse the interest of customers. For example:

"Manager Zhang, I'm here to tell you about the way your company saves half of its electricity bill."

"Factory Manager Wang, our machine is faster, uses less electricity, and is more accurate than your current machine, which will reduce your

production costs."

"Factory Director Chen, would you be willing to save 50,000 dollars a year on towel production?"

2. Sincere Praise

Everyone likes to hear good things, and customers are no exception. Therefore, compliments become a great way to approach customers.

Praise prospective customers must find out the characteristics that others may have overlooked, while letting prospective customers know that your words are sincere.

If a compliment is not sincere, it becomes a pat on the back, which is certainly not effective.

Praise is more difficult than ass-kissing, it has to be thought through first, not only to be sincere, but also to select the established goals and sincerity.

"Mr. Wang, you have a beautiful house." This sentence sounds like ass-kissing. "Mr. Wang, the lobby of your house is so chicly designed."

This sentence is a compliment.

Here are two examples of opening lines that compliment a client.

"Manager Lin, I heard from Mr. Zhang of Huamei Garment Factory that doing business with you is the most painful. He praised you as an enthusiastic and refreshing person."

"Congratulations, Mr. Li, I just read about you in the newspaper and congratulated you on being elected as one of the ten outstanding entrepreneurs."

3. Use curiosity

Modern psychology shows that curiosity is one of the basic motives for human behavior. Professor Liu Anyan of Jackson State University said, "Exploration and curiosity,

seems to be the nature of the general public, for the mysterious and mysterious things, is often familiar with the object of attention." Those customers are not familiar with,

not understand, do not know or different things, often attract people's attention, the salesman can take advantage of the curiosity of everyone to attract

customer's attention.

A salesman says to a customer, "Old Lee, do you know what the laziest thing in the world is?" The customer is confused, but also curious.

The salesman continued, "It's the money you hide and don't use. They could have purchased our air conditioner and given you a cool summer."

A carpet salesman told the customer, "For only 16 cents a day you can have your bedroom carpeted." Customers are surprised,

The salesman went on to say: "Your bedroom 12 square meters, the price of our carpet per square meter for 24.8 yuan, so that the need for 297.6 yuan.

My factory carpet can be paved with 5 years, 365 days a year, so the average daily cost of only 16 cents."

The salesman creates an atmosphere of mystery to arouse the other person's curiosity, and then, in answering questions, tactfully introduces the product to the customer.

4. Mention an influential third party

Tell the customer that a third party (a friend or relative of the customer) asked you to come to him. This is a roundabout tactic, because everyone has a "do not look at the face of the Buddha" mentality, so most people are very polite to friends and relatives introduced to the salesman. For example:

"Mr. Ho, your good friend Mr. Zhang Anping asked me to come to you, he thinks you may be interested in our printing machinery, because, these products bring a lot of benefits and convenience to his company."

The method of promoting oneself under someone else's banner, although it works well, should be careful, it must be a real person and his or her story, and never make it up yourself, or else the customer will have to reveal his or her footsteps once he or she checks up.

In order to win the trust of customers, if you can show the introduction of the business card or letter of introduction, the effect is even better

5. Cite the famous companies or people as an example

People's purchasing behavior is often affected by other people's influence, the salesman if you can grasp the customer this layer of psychology, make good use of the good, will certainly receive good results.

"Factory Director Li, after Mr. Zhang of the xxx company adopted our suggestions, the company's business situation has greatly improved."

Citing a famous company or person as an example can strengthen your own momentum, especially, if you cite an example, it happens to be the customer's admiration or the nature of the same business, the effect will be more significant.

6. Ask a question

Salesman directly to the customer to ask questions, the use of the issues raised to attract the attention of customers and interest. Such as:

"Zhang factory director, you think the main factors affecting the quality of your factory products is what?" Product quality is naturally one of the factory director's most concerned about the issue, the salesman asked, will undoubtedly guide each other gradually into the interview.

In the use of this technique should be noted that the salesman should be the other side of the issue, should be the most concerned about the issue, the question must be clear and specific, not unclear, ambiguous, otherwise, it is difficult to attract the attention of customers.

7. Provide information to customers

Salesman to provide customers with some helpful information to customers, such as market conditions, new technologies, new product knowledge, etc., will attract the attention of customers. This requires the salesman can stand in the position of the customer, for the sake of the customer, try to read newspapers and magazines, to grasp the market dynamics, enrich their knowledge, to train themselves to become experts in their own industry. Customers may be able to cope with the salesman, but the expert is very respectful. If you say to the customer: "I saw a new technical invention in so-and-so publication, I think it is very useful for your factory."

The salesman provides the customer with information, cares about the customer's interests, and gains the customer's respect and goodwill.

. Performing displays

Salesmen use a variety of dramatic actions to demonstrate the characteristics of the product is the most effective in attracting the attention of customers.

A fire supplies salesman to see the customer, and not eager to speak, but from the bag out of a fire suit, put it into a large paper bag, then use fire to ignite the paper bag, and so the paper bag burned, the clothes inside are still intact. This dramatic performance created great interest among the customers. A salesman who sells a high-class necktie can't make much of an impact by just saying, "This is an Admiralty high-class necktie," but if he kneads the tie into a ball, flattens it easily, and says, "This is an Admiralty high-class necktie," he can make a deep impression on the customer.

9. Utilizing the product

The salesman utilizes the product he is selling to get the customer's attention and interest. The most important feature of this method is to let the product introduce itself. Use the legs of the product to attract customers.

Henan Province, a township enterprise factory director of the factory's production of novel design, exquisite leather shoes to Zhengzhou Hualian commercial building manager's desk, the manager couldn't help but eyes light up, asked: "Which produced? How much is a pair?" Guangzhou watch case factory salesman to Shanghai watch three factory to sell, they prepared a product box, inside the beautifully made, a wide range of new products, do not say too much after entering the door, open the box, and immediately attracted customers.

10. Ask the customer for advice

The salesman uses the method of asking the customer for advice to get the customer's attention.

Some people are good teachers, always like to guide, educate others, or show themselves. The salesman intentionally find some do not understand the problem, or know pretend not to understand to the customer to ask for advice. General customers will not reject the salesman to ask for advice. For example:

"Mr. Wang, you are an expert in computers. This is a new type of computer developed by our company, please guide me, what problems still exist in the design?" By this lift, the other side will take the computer information to flip through the hand, once the advanced technical performance of the computer attracted, sales will be accomplished.

11. The salesman should try to create new sales methods and sales styles, and use novel methods to attract customers' attention. A Japanese life insurance salesman, printed on the business card "76600" number, the customer felt strange, asked: "What does this number mean?" The customer was surprised and asked, "What does this number mean?" The salesman asked, "How many meals have you eaten in your life?" Almost none of the customers could answer, the salesman then said, "76,600 meals? Assuming a retirement age of 55, based on the average life expectancy of Japanese people, you don't have 19 years' worth of meals left, i.e., 20,805 meals ......,"

The salesman captured the customer's attention with a novelty business card.

12. Utilizing giveaways

Everyone has the mentality of being greedy for small bargains, and giveaways take advantage of this human mentality to sell. Few people will refuse something free, and using giveaways as a doorstop is both refreshing and practical.

Dr. Goldman, the world's most authoritative sales expert, emphasized that in face-to-face sales, it is very important to say the first word. Customers listen to the first sentence much more attentively than they do to subsequent words. After listening to the first sentence, many customers consciously or unconsciously decide whether to send the salesman away as soon as possible or continue to talk. Therefore, the salesman to capture the customer's attention as soon as possible, in order to ensure the smooth progress of the sales visit.

20 successful conclusion of the law of the customer

1, hypothetical question law:

meaning: the final benefit or result of the product in the form of a question to ask the customer.

Example: If there is a way to help you increase your profits by 3,000 yuan per month or save 3,000 yuan in expenses, are you interested in knowing?

2, assuming that the transaction method:

Definition: after the introduction of your product features, ask a hypothetical transaction of the sentence.

Example: "Suppose you want to buy my car, do you want white or black? "

Note: All questions assume that the customer has already decided to buy.

3, visual sales method:

Definition: let your customers see or in the mind to think of the purchase of your products after the scene and the use of your products can bring him the benefits.

Example: "Can you imagine what it would be like if you were driving this BMW with a couple of other cars waiting to pass at an intersection, and when the light turned green, you were the first to rush out?"

4, assumptions to lift the resistance method:

Example: "May I ask you to worry about the quality of the product? "If the customer says "yes", you can say: "If quality is not a problem, you are not a problem?" Customers may also say "price problems", but also then ask: "If the price is not a problem you are not a problem?" Until the customer's real resistance.

5, the anti-client method:

Definition: the customer does not buy your product resistance into the reason why he should buy this product, and then convince customers to buy.

Example: when the customer said there is no time, you can answer: "It is because you do not have time, I hope to spend 10 minutes to visit you, because in my visit to you in this 10 minutes, I provide you with information that can help you in a more efficient work situation, to get a greater output, I think this is a lack of time is a kind of talent the most time way."

6, interrupting the connection method:

Meaning: when a person is in a kind of inertia in the process of neural thinking or inertia behavior, if this inertia is suddenly interrupted, then he will be very easy to accept your suggestions or opinions, and feel justified.

7, tips to guide the law:

Example: when customers talk with you about the price, you can say: "Mr., when you are considering the price at the same time, it will make you think of the quality of the product and the after-sales service is also very important, you say yes?

Steps: ① use language to describe your customer's current mental state, physical state, thinking state or environmental state; ② add tips to guide the word ----- "will let you, will make you"; ③ add the direction you want to let your customer's attention shifted.

8, the heart anchor method:

Meaning: the use of the heart anchor ("touch the scene" in the "scene") to build a good relationship with customers, and complete the sales process.

Example: A salesman sends a joke to a customer every time he sends something to them, and then every time the customer sees his mail, he will be happy, so he will have a better impression of the salesman, and it will be easier for him to do business in the future.

9, not sure about the conclusion of the law:

Application of time: the customer is hesitant.

Example: You can say: "This dress is very suitable for you, but the size suitable for you may have been sold out, please wait for me to help you see if there is any." "Oh, you're so lucky, this size just happens to be the last one left."

Note: "What you can't get is what you can't get" increases the customer's willingness to buy.

10, summarize the conclusion of the law:

Meaning: After the introduction of the product, a few minutes to all the benefits of the product, the advantages of repeating, and then deepen the customer's impression.

Note: To put 80% of the attention on emphasizing the customer's most care, the most interested in one or two points of interest in the purchase, and constantly emphasize that the customer is most interested in that point.

11, Pet Conclusion Method:

Definition: Let the customer actually touch or try the products you sell, so that they feel in their hearts and minds that the product already belongs to their mentality.

Example: "It's okay, you don't need to rush to buy first, you can take the product back to try two or three days, if you don't like it send it back."

Note: Let the customer fully appreciate the advantages of the product when trying it out and arouse its possessiveness.

12, Franklin concluded method:

Example: take out a piece of paper, you write out the benefits and advantages of your product on it, the more the better. Then give the pen to the customer, let him write his own purchase of your product is not good.

13, the extension of the conclusion of the law:

Definition: to extend the benefits of the product out of the introduction, so that your customers feel that the purchase of your products value for money.

Example: "Our products are more expensive than others, but our products can be used for two years more than them, you say, which is more appropriate to buy?"

14, the order to conclude the law:

Example: Whenever you talk to customers inadvertently ask a question: "This product you like red or black?" and according to fill the order. and so on, and accordingly fill in the order. After filling in, and then ask questions with the assumption of the transaction method."

Note: When you first take out the order, try to ease the customer's nervousness.

15, the metaphorical conclusion of the method:

Importance: to tell a close to life, persuasive story to lift the customer's resistance to purchase.

Example: a car salesman when encountering customers complaining about the high price, you can say: "some time ago, one of my customers in order to save money, bought a lower safety factor of the car, the result of a car accident, and still lying in the hospital, you say life is important or 20,000 dollars is important?

16, the door handle to conclude the law:

Example: hand on the door handle, turn around and ask: "Before I leave, please do me a favor and tell me why you do not buy my products so that I can improve later?" The customer will often state his true resistance to buying so that you can turn back and relieve him of that resistance.

17, forced transaction method:

Definition: when procrastinating customers hesitate, external pressure to force them to buy.

Example: When encountering this situation, you can take out the formal contract, sent to him in front: "Mr., these several times to meet, you have a very good understanding of my products, and I also give you a satisfactory answer, now is the time for you to sign the bill, do not hesitate." After saying that, he handed him the contract.

18Note: After speaking, do not make any noise, and put pressure on the other party by silence.

Eighteen, the conclusion of the question method:

Definition: design a series of interrelationships and can only be answered with a "yes" to the question asked by the customer, so that the customer to produce a kind of inertia, when you ask the last question, he will somehow feel very good, makes sense.

Note: Avoid saying some absolute words, such as certain, absolute, 100 percent, etc..

19, compared to the conclusion of the law:

Definition: describes a very difficult to accept the product or price to change the original product in the minds of customers to change the image of the original product, so that customers feel that the original product is more acceptable.

20, customer referral method:

Example: before leaving the customer, ask: "Mr. / Miss, you can introduce me to a few of my products may feel interested in 2 or 3 relatives or friends?" "Can you tell me their contact information?" "May I ask who among them should I visit first?" And so on.

Note: Whether or not to buy, ask for referrals, if you can with the question to conclude the method more effective.

The marketing process in the personnel marketing strategies and techniques

Source: Internet 『2005-9-13 Read: 2677』Responsibility Editor: Edward Tsang

Author: Unknown

I. Personnel marketing features:

1, the advantages of:

(1) flexible methods, operational flexibility. Personnel marketing as a result of maintaining direct contact with customers, can be based on various types of customer desires, needs, motivations and behavior, targeted to take the necessary coordinated action. At the same time, it is also easy to observe the customer response, timely adjustment of sales plans and content, customers have any comments or questions can also be answered and resolved in a timely manner.

(2) marketing efficiency, easy to reach a deal. Personnel marketing can be possible future customers to make a study and selection, by phone or fax appointments and determine the marketing object, so that the field marketing, the target is clear, easy to get the results of marketing, but also can be unnecessary funds and time waste to a minimum.

(3) can also serve other marketing functions. In addition to serving as a number of products (services) marketing work, sales staff can also do information and consulting services, collect customer intelligence, market research, development of outlets, to help customers to solve commercial matters and so on.

2. Disadvantages:

When the market is vast and decentralized, the cost of sales promotion is higher, too many people are difficult to manage, at the same time, the ideal salesperson is not easy to get. Therefore, in addition to the commitment to the selection and training of sales staff, other sales promotion methods are also an effective complement.

Second, the task of personnel marketing:

① Foresee new customers, open up new customer market. It is important to find and discover potential customers, attract new customers, open up new markets and increase market share.

②Transmit information to customers. We should be good at conveying the information of CCRI's products (services) to the real and potential customers, and try to improve the popularity of CCRI and its products (services) among the customers.

③Promote products and provide services. Flexible use of various sales methods to achieve the purpose of marketing products and services.

④ Engage in market research and intelligence gathering. Promoters direct contact with customers, can collect their opinions, requirements and suggestions, as well as competitors and new market trends. Promoters should report the intelligence and information collected to the decision-making level of the Center in a timely manner.

⑤ Coordinate and balance the products or services, and adjust the balance. Promoters should work closely with the coordination of internal management to make products or services balanced and orderly, avoiding waste of resources, in order to adapt to changes in the market.

Third, the quality of sales staff requirements:

Sales staff is not only a representative of the CPSC, but also the customer's adviser, therefore, must be in the spirit of service, style of work, business knowledge and sales techniques and other aspects of good quality and conditions.

(A) quality of quality

To the customer to be sincere, enthusiastic, humble and courteous. Possess the spirit of serving customers wholeheartedly, have a high sense of responsibility, every word and deed must be responsible for CCSR, and absolutely do not allow the behavior of damaging the image of CCSR to happen. Abide by the law, do not use publicity for personal gain, and do not waste money.

(2) psychological quality

A good salesperson must have good psychological quality, mainly including: 1, personality extroversion. Promoters are desirable by the character of the extroverted people, is conducive to the communication between people contact. 2, have tolerance. Sales staff must have a certain degree of tolerance and patience in order to be able to do the job. Because the phenomenon of being rejected by customers is not uncommon. 3, have strong perseverance and motivation. Only those who have strong perseverance and tenacity of spirit, in order to overcome the unexpected, unforeseen difficulties, better to complete the task of sales promotion. 4, a sense of humor. Humor can make people break the deadlock, get out of trouble, increase the influence, thus shortening the distance between the two sides of the negotiations.

(C) business quality

1, keen insight. That is, the market situation has a high degree of professional sensitivity, can "see the micro-knowledge", with scientific forecasting capabilities.

2, rich knowledge. Should have a wide range of knowledge, knowledgeable. To have market knowledge, customer knowledge, product knowledge and corporate knowledge.

3, high social skills. To learn to persuade, good at listening, able to get along with a variety of personality.

(IV) Physical Fitness

Must have a robust body and a sound, flexible brain, so as to maintain high energy.

Four, personnel marketing strategies and techniques:

(A) marketing strategy:

1, tentative strategy, also known as stimulus - response strategy. That is, without understanding the needs of customers, prepared to say in advance, the customer to test. At the same time, pay close attention to each other's reaction, and then according to the reaction to explain or publicity.

2, targeted strategy, also known as cooperation - closing strategy. This strategy is characterized by a basic understanding of some aspects of the needs of customers in advance, and then targeted "persuasion", when speaking to the "point" on the cause of customer **** Ming, it is possible to facilitate transactions.

3, induced by the strategy, also known as evoked - to meet the strategy. This is a kind of creative marketing, that is, first try to cause the customer needs, and then explain my marketing of this service product can better meet this need. This strategy requires salespeople to have a high level of sales techniques, in the "unknowingly" in the transaction.

(2) sales techniques:

1, door-to-door sales techniques. (1) find a good door-to-door object. You can look for important clues through commercial brochures or public **** advertising media, but also to shopping malls, stores and other commercial outlets to find the customer name, address, phone number, products and trademarks. (2) Do a good job of door-to-door sales before the preparatory work, in particular, the development of the CCRI and products, services, content materials to be very familiar with the full understanding and keep in mind in order to market the questions and answers; at the same time, the customer's basic situation and requirements should have a certain degree of understanding. (3) master "open door" method, that is, to choose a good door time, so as not to eat "closed door", you can use the phone, fax, e-mail and other means of prior conversation or transmission of text information to the other side and make an appointment for an interview with the time and place. Can also be used to ask acquaintances to introduce, business cards to open the way, and the other side of the relevant personnel to make friends and other strategies to win the welcome of customers. (4) grasp the appropriate timing of the transaction. Should be good at observing the customer's emotions, in order to leave a good impression of the customer and trust, seize the opportunity to launch the "attack" for the signing of the deal. (5) Learn the art of sales talk.

2, the art of negotiation. First of all, pay attention to their instruments and dress, give customers a good impression; at the same time, speech and behavior should be civilized, polite, cultivated, to be stable and not dull, lively and not frivolous, humble and not inferior, blunt and not reckless, agile and not adventurous. In the beginning of the negotiation, the salesman should skillfully turn the conversation into the main topic, to do natural, easy, timely. Can be taken to care, praise, please teach, show off, explore and other ways into the subject, smoothly put forward the content of the negotiation, in order to attract the attention of the customer and interest. In the process of negotiation, the salesperson should be modest and careful, pay attention to let the customer talk more, listen carefully, express concern and interest, and make a positive response. When encountering obstacles, we should carefully analyze, patiently persuade, remove doubts, and strive for sales success. In the conversation, the language should be objective, comprehensive, not only to explain the advantages, but also to reflect the shortcomings, do not talk about, "the king's wife to sell melon", so that the customer resentment or distrust. After the success of the negotiation, the salesman should not leave in a hurry, so that the other party will mistakenly think that they have been deceived, so that the customer remorse and breach of contract. Should be a friendly attitude and skillful way to congratulate the customer did a good business, and guide each other to do a good job in the important details of the contract and some other matters of note.

3, remove the obstacles to the sales skills. (1) to exclude the obstacles of customer objections. If you find that the customer wants to talk, since the party should take the initiative to talk less, and bluntly ask the other side to fully express their views, to free question and answer way to sincerely exchange views with customers. For a moment difficult to correct the prejudice, the topic can be changed. Malicious objections, you can "play deaf and dumb". (2) remove the price barrier. When customers think the price is high, should be fully introduced and show the product, service features and value, so that customers feel that "a penny for a penny"; on the view of low prices, should be introduced to the reasons for low pricing, so that customers feel good value for money. (3) Remove the obstacles of force of habit. Factual introduction of products or services that customers are not familiar with, and compare them with products or services they are already familiar with, so that customers are willing to accept new consumer concepts.

Attachment: talk about how to dialectical marketing, and strive to get twice the result with half the effort

One, difficult to talk about is a good thing

In the marketing work, the marketer is most afraid of knowing that there is a demand for space, they are also carefully planned, then full of smiles to go up, the other party does not appreciate, a trip to the two trips are cold as ice. But if you think about it dialectically, the customer is difficult to talk about, indicating that the other side of the quality of our products and services require high, accordingly, its reputation is also good, difficult to talk about things but is good.

Two, a point of a market

Running marketing, the first thing is to find a landing spot. Every place, you should first look through the telephone directory, copy the relevant address, immediately send (mail) on the CCSR service product introduction, a priori to the other side to leave a little impression. On this basis, "something for nothing" to choose the key marketing objectives.

Three, marketing is not outside

Marketing is not sales, production, sales, after-sales links, and related or seemingly unrelated things, marketers should be concerned about, marketers do not have a part of things. If sales on sales, the road to connect the market will become narrower and narrower.

Marketers are in the first line of the market, the information and market demand touch earlier, more accurate. In the event of change, should be found in a timely manner, verification, feedback, as a reference basis for the CCI directed to adjust the structure of products and services.

Four, change the fault, to overcome the difficulties

A new marketer usually appear the following shortcomings: fear of retreat, lack of motivation, tiger head, waste of time, forced sales, trouble, resentment and indignation, eagerness to get things done, carelessness and so on.

Therefore, the training department or marketing executives of these shortcomings of the marketing staff to take effective education is particularly important. For example, for the fear of withdrawal type sales staff first to help him build self-confidence, eliminate fear. Secondly, to recognize their strengths, but also point out their problems, and provide solutions. Again, accompanied by marketing training or field customer marketing, so that it is comfortable, from easy to difficult, and then gradually into the best. Lastly, they are taught about their CCSR products and trained in marketing techniques.