Sales tips and techniques for salesmen

Sales tips and techniques for salesmen (General 10)

This is an era of sales for the win. Sales has greatly exceeded the meaning of the original occupation, and become a way of life, a through and through a variety of activities in the concept of life. Sales can handle customers is survival, so that customers follow their own development. The following is my organization's sales skills and techniques for salesmen, welcome to read.

Sales tips and techniques for salesmen Part 1

When the customer walks into the store and begins to notice the goods sold in the store, it marks the first stage of sales, which is the first step to sales success!

Customer psychology:

"Blind browsing", refers to the customer into the store to understand, casually browse, at this time there is no "demand", the desire for goods is very low.

Sales focus:

"Attention", is to break this "no demand" equilibrium, find a breakthrough. At this time, the best sales method is "one sentence sales", that is, with a sentence summarizing the highlights of each product, with a sentence to attract the attention of customers, stimulate his interest. With the customer's eyes wherever, timely explanation.

Salesman's sales skills and techniques Part 2

Customer psychology:

"Curious", open-minded, expressed curiosity about the goods, willing to let the sales staff to make introductions.

Behavioral characteristics:

Stop, watch, reach out and touch the goods, ask simple questions.

At this time, the customer's impression of the store, the sales staff are not bad, the customer began to stop in front of a piece of merchandise, and even reach out and touch it, ask some simple questions, such as, "What is this material?" "Are these for sale?" And sometimes ask, "How much is this?" It should be noted that at this time the inquiry is generally not serious, rational, often just a signal of interest in the goods! At this time, if the sales staff rush to offer, the other 99% of the case will say "too expensive", because the customer's perception of the value of the goods is still relatively low, perhaps less than 50%, when talking about the price of the sales staff is clearly in a disadvantageous position. If the sales staff can not further effective communication, it is likely to fall into the quagmire of price negotiations prematurely, and this has a great negative impact on the effectiveness.

Sales focus:

"Simple introduction", in just a sentence on the basis of sales, and further use of simple language to say that this commodity a few selling points, with a supportive point of view to strengthen the strength and credibility of a sentence of sales. At the same time, the most important thing at this stage is to "stimulate interest" through the perception of goods, you can invite customers to participate in the process of demonstration of goods a fun, that is, "experiential sales", customers are invited to touch a touch, close to take a look at the hands of the hand to compare, fully experience the use of goods! Feelings. Only customers fully perceive the goods, it is possible to further generate the desire to buy. Customers will never buy their own not quite understand the goods, bulk durable goods use operation is generally relatively complex, and if you just listen to the sales staff to explain the degree of perception is only 10%, touch, demonstration, try to make the degree of perception of goods to 90%.

Salesman's sales skills and techniques Part 3

Customer psychology:

"interest", the goods to produce a sense of affinity, good sense, began to unconsciously imagine: "If I also have ...... "

Behavioral characteristics:

"Inquiries" follow the sales staff, show interest in listening, willing to sit down and talk, look at the picture book, more conversations, and ask some questions related to the goods.

At this stage, customers sometimes reveal a lot of their personal information, such as occupation, family, hobbies, etc. The more the customer takes the initiative to talk about such topics, the more the salesperson's goodwill, the deeper the sense of trust, the greater the positive impact on the next sales communication. Therefore, salespeople who politely show interest in listening and encouragement, the customer's conversation will be thicker. These seemingly unrelated to the sales of the content of the conversation on the sales success of a great influence, which is the psychological study of the "halo effect", that is, a person's strengths spread to other aspects. Because the "talk", so spread to believe that the sales staff of the "recommendation", that each other is with the "same taste" of people, and then the sales staff of the proposal and design program Convinced that this is the reason why customers like to buy from the sales staff of the "talk of the industry".

Sales focus:

"Auxiliary association", that is, the use of all sales props to help customers associate. For example, the customer to be interested in erotic clothing, this time to show customers some pictures of erotic clothing, you wear "must be very good-looking, very charming", the customer will naturally imagine this clothing worn on their own body is what effect.

Sales techniques and words of salesman Part 4

Customer psychology:

"expressed like", the goods show like, but no purchase power, that is, "heart but not action".

Behavioral characteristics:

"Seriously ask the price" at this time to ask the price shows that the customer through the price to measure their own needs.

Sales focus:

"Enhance the desire", emphasize the brand, quality of goods, while cleverly explaining the price, such as;

1, "enhance the value of the type of" price interpretation, that is, a deeper, more professional explanation of Commodity selection, design, workmanship are the best, the best, the best, explaining the value for money.

2, "deepen the demand type" price interpretation method, that is, the price of this commodity to be a little higher, but it can solve the customer's very important problems, to meet the very urgent needs.

Sales techniques and words of salesman Part 5

Customer psychology:

"desire to buy", this time the customer through the previous understanding of the goods already have the desire to buy.

Behavioral characteristics:

"consulting desk to sit, talk about the price and need", the customer took the initiative to sit next to the consulting desk, the price of goods and their own needs to do a comprehensive assessment.

Sales focus:

"Reinforcement of professional". Emphasize the brand of the goods, emphasize the evaluation and recommendation of professionals. For example, the invitation to visit all categories of goods in the store, if not in the sales of five paragraphs of the customer "hot head" to facilitate the order, but into the sales of six paragraphs, the sales progress is slowed down, rather than speeding up, the difficulty is increased, rather than reduced, more often than not, it is not simple to show that this customer is a complex type of Rational consumers. However, as long as the customer is still in this buying cycle, through the efforts of sales staff, hope still exists!

At this point, the appropriate use of "closing skills" can also receive unexpected results! For example;

1, "implied closing", that is, to make some only to buy a single customer action, subtle influence on prospective customers. "First help you do two on the program it, so you have more choices, one does not choose does not matter." This gentle and polite words do not know how many customers have been impressed, contributing to the success of how many sales.

2, "ultimatum to close the white" to create a sense of crisis, that is, not immediately decision-making may be lost has been to pick the favorite goods. For example, our store is currently in the warehouse only these two goods." Can also intentionally create a "crisis", for example, know that a commodity in stock, but still in the customer is about to calmly consider the time to call colleagues to go to the warehouse to "check the inventory of this commodity", and then cheerfully told the customer: "The company's sales force has been in the business for a long time, but it is still in the business!

Salesman's sales skills and techniques Part 6

Customer psychology:

"Hesitation", repeated choices, can not get the idea.

Behavioral characteristics:

"Bargaining, bargaining," asking for a membership price or gift, and pick out a lot of "faults" and "problems" with the product, complaining about the inconvenience of using it, and pushing back to say that they are not convenient. The use of inconvenience, push but said they do not need urgently, and by reducing the evaluation of goods, to achieve the purpose of bargaining, bargaining.

Sales focus:

"Allaying concerns" lists recent purchases made by people in similar roles and identities to him/her.

Sales tips and techniques for salespeople Part 7

Customer psychology:

"Decision to buy", at which point a decision to buy has been made.

Behavioral characteristics:

"Concerned about after-sales service" ask some questions about the use of the product, life cycle, returns, warranty.

"Herd effect", at this time just after making a major decision. A psychological pressure of the catharsis, the customer just want someone to tell him that he did make a correct decision, this time the sales staff can tell him that this product has been a lot of customers have bought, and the evaluation of this product is very good, there is no problem. Do not even need to respond positively, just need to make a sincere commitment to the after-sales service guarantee, soothe the customer's anxiety after the bill.

Salesman's sales skills and techniques Part 8

Customer psychology:

"Satisfaction, dissatisfaction", at this time, the customer will do a reassessment of the goods and services, feel satisfied, the mood will be high, feel bad, the mood will be low.

Behavioral characteristics:

"Satisfaction" will be smiling, and will ask some other questions with the sales staff, such as "how is your business, sell more people, is it a male sell more or female sell more;" such words.

Sales focus:

This stage of the sales work is what we often call the "network" management, do a good job, the root of the pulse will be all over the place, do not do a good job, the main root of the pulse will produce? The main root vein will produce? People will be pleasant / unpleasant experience to more than 10 friends to talk about the positive impact will bring repeat customers and new customers to come by name, through word of mouth to bring new customers communication is very easy, sometimes less than five paragraphs of the sale of the transaction, many salespeople know, "customers say a sentence, than we say 100 sentences are useful". . So this stage is very critical, experienced sales staff will put their own contact number to the customer, please ask the other side of the problem can be at any time inquiries, and ask customers to leave their phone numbers, regular visits, and timely resolution of problems that can occur and send a set of albums to send customers out of the store.

Sales of eight paragraphs is mainly for customers to buy the whole process of shopping with the guide, perhaps sometimes skipped a few of these paragraphs, and sometimes will be returned to the stage that has been carried out, the ideal is to enter the "hesitation period" in the customer to make a deal before the indicated, such as the first to buy a single, etc. However, even in the sales of five paragraphs, the customer will not be able to buy a single. However, even in the sales of five paragraphs of the transaction, but also need to do the work of "shaping word of mouth", because this is to maximize the sales effect of the "customer to customer" word of mouth management, is "not to give up without a fight! "The highest realm of sales.

Sales techniques and words of salesman Part 9

First, the customer to come before

Familiar with the product: to be really familiar with the company's product specifications, origin, price, promotional policies, performance, consumer positioning, selling points, to be well versed in the chest.

Understanding of the company: familiar with the company's history, size, organization, personnel, sales policy, rules and regulations. Must be familiar with in order to be able to answer customers may raise questions about the answer can eliminate customer doubts, so that customers have a sense of trust in the enterprise.

Image requirements: light makeup on duty, hairstyle, standing posture, neat clothing, clear diction, diligent brushing, no odor in the mouth to affect the customer's mood. Give people a professional (wearing a badge), friendly (smile service card), neat, comfortable and other feelings, overall give people a kind of trust.

Second, when you see the customer, let the customer generate trust in us.

Self-confidence performance: in the face of customers, the voice should not tremble, legs and feet do not shiver, the language should be strong, with deterrent. Eyes looking at the customer, which is not only respect for the customer, but also the performance of self-confidence, in other words, "sales is equal to the sale of your confidence. Confidence is built on your professional knowledge of the product performance, the use of the details of the way to know.

Smile service: Try to maintain a friendly and generous smile, a warm attitude, remember to judge people by their appearance, thoughtful service. (If the smile is not good, you can make the mood happy.) A good customer service, in fact, is equal to a period of image advertising, she is likely to be relayed to friends around the introduction of the company's services for the company to do free word-of-mouth publicity.

Active reception: "Welcome to Liangjianren" welcome door reception language. To take the initiative to serve customers, customers with children to help take care of; customers carrying large bags to prompt her to put down the bag first; "now activities, such as xxxx" with sincere speech, generous and decent posture to win the favor of customers.

Heartfelt communication: "What do you need," a greeting to close the distance with the customer, try to fall in love as much as possible, the best side of themselves to customers. Listen carefully to the customer's speech, timely praise and nodding and smiling to show their approval.

Three, send off customers

Whether or not the deal should be one step ahead of the customer to open the door, and smiled and said: "slow walk". If the sale is not successful, but the customer is really very spending power, you can give her some trial packages or magazines, let her go back to try or read (we should try to retain high-end customers, enhance the company's reputation).

After sending customers away, we should first record the customer's information for future reference. Mainly includes the following: member name, member number, contact information, purchase amount and so on.

Then found that the product out of stock, timely record, to the company's distribution center for goods.

Secondly, clean up the indoor hygiene, wipe the cosmetics counter, always keep the surface of the cosmetics clean and hygienic. Finally, when no consumers patronize the store, stand at the door with your companions to greet customers.

The sales skills and techniques of the salesman Part 10

Channel participation in the competition

General product competition, basically the competition between the product companies, brand, technology, price and other aspects, but in this home appliance sales market, the distribution channel is also involved in the competition industry, and increasingly obvious, Suning, Gome, Large shopping malls, professional home appliance stores, individual home appliance stores and wholesale markets and other forms of business **** with the presentation, compete with each other, for home appliance enterprises to provide a good platform, but in the diversification of home appliance sales channels today, to be good to achieve good results, home appliance enterprises to consider all aspects, choose the right sales channel for themselves.

Differentiated competition

The price war has been the main means of domestic sales of home appliances, and powerful. Price competition strongly promote the development and growth of the home appliance sales market, many companies have been removed from the brutal price competition, but the price competition is not therefore out of the market, but further spawned a number of brands in the price of the squeeze began to seek to differentiate the means of competition to break out. This differentiation of competitive ideas to make the market constantly subdivided, and constantly make the market richer, but also let part of the home appliance enterprises to find their own market advantage, get rid of the low-level competition.

Set sales

Appliance set sales is a new trend in recent years, it is the brand, price, service and quality of consumption of the inevitable product of the design and innovation ability of home appliance enterprises to put forward a higher demand, but also gradually become a competitive advantage whether it is the production enterprises or distribution companies to obtain the weight of the home appliance supermarket in recent years. The rapid growth of the home appliance market in recent years has also proved to be a new trend in home appliance sales and a strong potential for development.

Technology and innovation

In the home appliance sales of this big market, technology and innovation is still the basis of the enterprise products to win, and is an important factor. Because of the obvious product characteristics, the sales situation is far more than other price as a means of enterprise. This ability to combine with the brand effect, the stronger the stronger, the weaker the weaker, accelerating the survival of the market.

Home appliance salesman sales principles

(1) to meet the principle of need.

The modern concept of sales promotion is that salesmen should assist customers to make their needs satisfied. Salesman in the sales process should be prepared to find the customer's needs, and should be strongly avoided "forced" sales, so that customers feel that you are forcing him to accept what you have failed. The best way is to use your sales pitch to make customers find their own needs, and your product is able to meet this need.

(2) the principle of inducement.

Promotion is to make no understanding or simply do not want to buy the goods of the customer interest and desire, so that there is such an interest and desire of the customer to take practical action, so that has been using the goods of the customer to buy again, of course, can let the customer open the mouth of the publicity on our behalf will be more successful. The realization of each stage of the salesman needs to grasp the principle of inducement, so that customers step by step to follow the salesman's thinking.

(3) to take care of the customer interest principle.

A fundamental difference between modern salesmanship and traditional sales is that the traditional sales with a strong deceptive, while the modern sales is to "honest" as the center, the salesman to consider the interests of customers. Enterprises can only beat their peers, but can never beat the customer. Customers in the market as the center of today's enterprises have become the object of competition, only to let the customer feel that the enterprise is really due to the consumer's point of view to consider the issue, their own interests in the whole buying process has been satisfied and protected, so that enterprises may be able to profit from the customer.

(4) create charm.

A salesman is actually self-promoting before selling goods. A pimply-faced salesman, no matter how enticing the merchandise he carries, the customer will say, "I'm sorry, I don't have any plans to buy any of those things right now." A salesman's appearance does not have to be beautiful and attractive or handsome, but it does have to be comfortable. So what you can do in the preparation stage is to prepare a set of clean and decent clothing, remove any image-damaging and offensive dirt, get enough rest, and be ready to appear in front of the customer with full physical strength and the best mental outlook.

Language is a powerful weapon of a salesman, salesman should carefully examine their own language habits. Are there some unpleasant mantra? Whether it is easy to talk too much? There is no habit of interrupting other people's speeches and so on. More introspection on their own, it is not difficult to find their own shortcomings.

The salesman should also be depending on their own customer mass to choose the dress code, generally speaking, your customers are suited and booted white-collar class, then you should also be in a suit; and when your customers are the buyer of mechanical parts, then you better put on overalls. Michi Futami, a famous Japanese sales expert, used to have his salesmen wear blue overalls with great results. His advice was based on the fact that the decision maker making the purchase decision was wearing blue overalls at the work site instead of the usual suit. This shows that avoiding incongruity should be a principle of dress code.

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