2 thoughts on “How to do a good job of gold salesperson”
Vernon
Preparation 1. Opportunity only belongs to those who are prepared 2. A person who prepares more fully, the more chances to come to his head 3. Preparation for success (1), the body The exercise is one of the most important jobs in your work (2), spirit 1. Before visiting customers, review the advantages of our products r 2. Familiar with the disadvantages of the product of the same industry competitors 3. Recall the successful case of recent visiting customers 4. The salesperson is a hydraulist, who knows astronomy and the geographical . To become a winner, he must first become an expert The top sales personnel elephant water: 1. What kind of containers can enter 2. It becomes steam ubiquitous at high temperature 3. "Lao Tzu" Chapter 73 talks about "water is good and everything", "but not dispute, so there is no dispute", "no dispute" 5. , Women conquer men 6. Water has no confirmation, but there is principles (involving company interests, brands, materials) (4), customer 1. Know the product information with professionals, buy acquaintance products 2. Customers buying products is a person for the boss, successful 3. Understanding the details of customers, the more you know the customer, the greater the chance of effectiveness
a good mentality The mentality of the boss (the mentality of the career), the long -term mentality (long -term mentality), The positive mentality, the mentality of gratitude, the mentality of learning . How to develop customers (1) The essential conditions of quasi -customers 1. Demand for our products 2. There is purchasing power 3. There are purchase rights (2), who is my customer? (3) Where will they appear? (4) When will my customers buy it? (5), why don't my customers buy it? 1. Customers do not understand 2. Customers do not believe (6), who grabbed the customer with me? (seven), seven characteristics of bad customers: 1. With a negative attitude, there are too many negative 2. It is difficult to show him the value of the product or service 3. Even if it is done, it is a small business 4. No subsequent sales opportunities 5. There is no product witness or recommended value 6. His business is not good 7. Customers are too far from you (8), golden customers Seven traits: 1. There are urgent demand for your products and services (the more urgent, the lower the details and price requirements) 2. Is there any cost and benefit relationship between the plan 3. A positive attitude towards your industry, product or service 4. There may be a possibility of ordering you big orders 5. It is the core of influence 6. The office and his home are not far from you (9), the steps of developing customers: 1. Collect list 2. Classification 3. Formulate plan 4. A large number of action
Oh how to build trust trust Feeling 1. The image looks like an expert in this industry 2. Pay attention to basic business etiquette 3. Establish a sense of trust 6. Use customers to witness 7. Use celebrities to witness 8. Use the media to witness 9. Authoritative testimony 10. Witness of acquaintance customers 12. Environment and atmosphere
The understand customer needs n. Now E. Satisfaction A. Donary D. Decision maker S. Solution f. Family O. Career R. Leisure M. Money (Routine -Customers are very satisfied with now) 1. What is it now? 2. Very satisfied with this product? —— Yes 3. How long did it take? —— 3 years 4. What did you use before? - 5. How long have you been in the company? 6. Are you present at the time to change the product? 7. Have you done understanding and research before? ——Inded 8. Do you have great benefits for enterprises and individuals after changing it? —— Yes 9. Why don't you give yourself a chance when the same opportunity comes? (The most important question is very lethal)
6. Introducing products and shaping value 1. Money is the exchange of value 2. . At the beginning, introduce the most important and biggest benefits 4. Try to allow the other party to participate 5. What benefits and happiness can the product be brought to him and painful 6. u003C1>. Do not depreciate competitors u003C2>. Three advantages and three weaknesses (compare our advantages with our opponents' weaknesses, and understand the opponents at the same time) u003C3> .usp unique selling points : Only we have it, and the selling point that competitors do not have
The objections to lift customers (1) and dismiss the objections. n1. It is easier to say that it is easier to ask 2. It is easier to tell the story. It is easier 4. It is easier to oppose him to negate him. He still agrees that it is easier to cooperate with him to persuade him. n2. A quarrel -for the customer, we have to deal with it! (3), six major resistance 1. Price (the maximum pursuit of benefits, the eternal contradiction, buy the best products and the best service at the lowest price) 2. Functional performance 3. After -sales service 4. Competitors 5. Resource support 6. Guarantee, guarantee, guarantee (4) Routine to relieve resistance 1. Decise decision -making Those; 2. After patiently listening to the client's resistance; 3. Confirm the resistance; 4. Differential true and false resistance; 5. Can't make the only reason for decision? "" What else other? " 6. Get customer commitments," If we solve this problem, can you make a decision immediately? " 7. Framed again frame again. Formation, "I know you are a person who talks about counting" 8. Reasonable explanation (5) The price of the price is too expensive: 1. Before, don't talk about products; before shaping the value of the product, never talk about the price (the price is the only question you consider? If the product is not suitable for you, there is no difference between one dollar and 10,000 yuan. Do you say right? ? Let's take a look at whether the product is suitable for you ...) 2. It's too expensive. You and I are focusing on each other. The most important part of this is left later. Let's take a look at whether the product is suitable for you 5. From high to low; deliberately report an error, with high lining low 6. Why do you feel too expensive? 7. Through shaping the source of the product, the value of the product 8. The price is expensive (the principle of Mercedes -Benz) 9. So expensive — have you heard of it? 10. The large number is afraid of the algorithm -the benefits behind the high price, and then calculate the daily 11. Yes, our price is very expensive, but thousands of people are using it, you want to know why you want to know why ? ——Prology 12. Have you ever bought things without spending money? Have you anygame because you save money and go home and use the regrets, do you do not agree with a penny and a penny? We can't give you the cheapest price, but we can give you the most satisfactory quality and service! 13. Franklin comparison method -the advantages and disadvantages of a piece of white paper; 14. What price do you think is more appropriate? ——The transaction price (don't agree too fast, don't tell your friends, bring a few friends); barely transaction price (try your best to grind the price, add some more); ; You must have your reason, what are you compared with? Almost there are differences; find differences, compare products, shape value; as if it is not the same; "you look at it", talk to others) 15 You said that the price is more important or the effect is more important, or the quality is more important 16. The production process is not easy 17. Do you only care about the price of the price? 18. Price ≠ Cost 19. Feeling, feel, later discovered, (I fully understand your feeling, many of our old customers see our price for the first time, and later discovered that it is worth it) later R n The transaction 1. Conditional term: Signing ¬ — confirm and approval; purchase -ownership, bring home; spend money -investment; commissy commission -boss will meeting Give some service fees; contracts, contracts, agreements -written documents, confirm; the first period of investment -the first period of investment; question -challenge, care, focus; 2. Assuming the transaction method - — Mr. Moumou, assuming that we are going to deal today, what else do you care about? Silent transaction method -Who speaks first 3. Before the transaction ① belief a transaction Guan Jian lies in the dare to transaction B The total of the transaction is after five rejection c can help customers only help customers D without transaction is his loss ②. Prepare tools: receipt, invoice, computer, etc. , The environment is not right ④. The transaction is derived in the transaction 4. In the transaction: bold transaction, asking for transaction (anyway, it won't die), handling, nodding, smiling, shut -mouth 5. Transaction transaction After: Congratulations, referring to the topic, walking
The introduction 1. Confirm the benefits of the product 2. 4. Understand the background 5. Call the phone number, call on the spot 6. Affirm the compliment of the other party 7. R n1. If you do n’t care well, you do n’t care about customers and serve customers, your competitors are happy to work. 2. I am a service person! The quality of my service is directly proportional to my life quality and personal achievement! 3. My gain today is the result of my past. If I want to increase the gains of tomorrow, I will increase today's efforts! 4. Three services that move customers: ①. Actively help customers expand their careers ②. Carefully care about customers and his family ③. It has nothing to do with the product sold by you Service 5. Three levels of customer service ① Internal service (Customers think you can still) ②. Edge service (can be done or not) (Customers think you are good) ③ . Sales that have nothing to do with sales (customers believe that value for money is worth)
1. Geamed the customer at first In the first contact with the customer, do not be too enthusiastic to avoid preventing them from preventing it. For mature customers who often patronize your stores, salesmen can say hello to the guests and ask him about it. What services must give customers a sense of guest home, creating a friendly sales atmosphere from the beginning. For customers who are in contact for the first time, they should let him feel that he has noticed his arrival in the first time, and the store is ready to provide him at any time. The changes in the eyes and facial expressions are constantly looking for methods to shorten the psychological distance from customers. When the customer is close to your counter, you can look at him with Yu Guang. Once you find your eyes and opposite, you can smile with a smile, say : "Welcome to visit" or "Please see if you change it" and the like At the same time, pay attention to the places where the expressions and sight of the customer are paid attention to, and be prepared to communicate with the customer. . The product promotion The salesperson should carefully judge the type of customer, understand the customer's ideas, and try to meet the customer's requirements. Jewelry is not a necessity of life. The purchase of jewelry is to obtain a psychological satisfaction, so the perceptual factor has determined the motivation to large extent. Based on this, in the process of recommendation, the salesperson had figured out the purpose of the customer's purchase purpose, and passed the following information to the customer in an appropriate language: -When buying jewelry for themselves: valuable ones: valuable ones Jewelry jewelry can enhance the wearer's society . Jewelry has been a symbol of identity and status since ancient times. Those who buy jewelry jewelry have more or less hoping to improve their status by wearing jewelry to increase their status, gain respect for others, and become face -to -face. To promote valuable jewelry, we must emphasize this (of course, pay attention to the expression of language), and let customers agree: the more valuable jewelry, the more ordinary people can afford it. After the jewelry, his body has a more different status and more extraordinary. -When choosing gifts for others: Given special meaning jewelry can make people get emotional to satisfy. Jewelry has gradually been given many cultural and emotional connotations in the long river of human beings. For example, diamonds are regarded as a symbol of love, and different gems can be used as birthstones in different months. These are good selling points. When you know that customers are buying gifts for marriage or birthday gifts for friends, these words are very convincing. -When fashionable ladies choose jewelry for herself: beautiful jewelry is used as a strong decoration for . Beautiful jewelry can indeed give people a beautiful enjoyment, especially the jewelry jewelry with excellent quality, unique design, and fine workmanship. It is matched with corresponding clothing, which makes people feel elegant and gorgeous. When recommended by a lady who is dressed in, she recommends a lady who is dressed as a lady when she is dressed as a lady who is dressed as a lady. When you style jewelry, it can be said: "This jewelry is suitable for your temperament" such as appropriate praise can often make guests finally make a decision to buy.
Preparation
1. Opportunity only belongs to those who are prepared
2. A person who prepares more fully, the more chances to come to his head
3. Preparation for success
(1), the body
The exercise is one of the most important jobs in your work
(2), spirit
1. Before visiting customers, review the advantages of our products r
2. Familiar with the disadvantages of the product of the same industry competitors
3. Recall the successful case of recent visiting customers
4. The salesperson is a hydraulist, who knows astronomy and the geographical
. To become a winner, he must first become an expert
The top sales personnel elephant water:
1. What kind of containers can enter
2. It becomes steam ubiquitous at high temperature
3. "Lao Tzu" Chapter 73 talks about "water is good and everything", "but not dispute, so there is no dispute", "no dispute"
5. , Women conquer men
6. Water has no confirmation, but there is principles (involving company interests, brands, materials)
(4), customer
1. Know the product information with professionals, buy acquaintance products
2. Customers buying products is a person for the boss, successful
3. Understanding the details of customers, the more you know the customer, the greater the chance of effectiveness
a good mentality
The mentality of the boss (the mentality of the career), the long -term mentality (long -term mentality),
The positive mentality, the mentality of gratitude, the mentality of learning
. How to develop customers
(1) The essential conditions of quasi -customers
1. Demand for our products
2. There is purchasing power
3. There are purchase rights
(2), who is my customer?
(3) Where will they appear?
(4) When will my customers buy it?
(5), why don't my customers buy it?
1. Customers do not understand 2. Customers do not believe
(6), who grabbed the customer with me?
(seven), seven characteristics of bad customers:
1. With a negative attitude, there are too many negative
2. It is difficult to show him the value of the product or service
3. Even if it is done, it is a small business
4. No subsequent sales opportunities
5. There is no product witness or recommended value
6. His business is not good
7. Customers are too far from you
(8), golden customers Seven traits:
1. There are urgent demand for your products and services (the more urgent, the lower the details and price requirements)
2. Is there any cost and benefit relationship between the plan
3. A positive attitude towards your industry, product or service
4. There may be a possibility of ordering you big orders
5. It is the core of influence
6. The office and his home are not far from you
(9), the steps of developing customers:
1. Collect list 2. Classification 3. Formulate plan 4. A large number of action
Oh how to build trust trust Feeling
1. The image looks like an expert in this industry
2. Pay attention to basic business etiquette
3. Establish a sense of trust
6. Use customers to witness
7. Use celebrities to witness
8. Use the media to witness
9. Authoritative testimony
10. Witness of acquaintance customers
12. Environment and atmosphere
The understand customer needs
n. Now E. Satisfaction A. Donary D. Decision maker S. Solution
f. Family O. Career R. Leisure M. Money
(Routine -Customers are very satisfied with now)
1. What is it now?
2. Very satisfied with this product? —— Yes
3. How long did it take? —— 3 years
4. What did you use before? -
5. How long have you been in the company?
6. Are you present at the time to change the product?
7. Have you done understanding and research before? ——Inded
8. Do you have great benefits for enterprises and individuals after changing it? —— Yes
9. Why don't you give yourself a chance when the same opportunity comes? (The most important question is very lethal)
6. Introducing products and shaping value
1. Money is the exchange of value
2. . At the beginning, introduce the most important and biggest benefits
4. Try to allow the other party to participate
5. What benefits and happiness can the product be brought to him and painful
6. u003C1>. Do not depreciate competitors
u003C2>. Three advantages and three weaknesses (compare our advantages with our opponents' weaknesses, and understand the opponents at the same time)
u003C3> .usp unique selling points : Only we have it, and the selling point that competitors do not have
The objections to lift customers
(1) and dismiss the objections. n1. It is easier to say that it is easier to ask
2. It is easier to tell the story. It is easier
4. It is easier to oppose him to negate him. He still agrees that it is easier to cooperate with him to persuade him. n2. A quarrel -for the customer, we have to deal with it!
(3), six major resistance
1. Price (the maximum pursuit of benefits, the eternal contradiction, buy the best products and the best service at the lowest price)
2. Functional performance
3. After -sales service
4. Competitors
5. Resource support
6. Guarantee, guarantee, guarantee
(4) Routine to relieve resistance
1. Decise decision -making Those;
2. After patiently listening to the client's resistance;
3. Confirm the resistance;
4. Differential true and false resistance;
5. Can't make the only reason for decision? "" What else other? "
6. Get customer commitments," If we solve this problem, can you make a decision immediately? "
7. Framed again frame again. Formation, "I know you are a person who talks about counting"
8. Reasonable explanation
(5) The price of the price
is too expensive:
1. Before, don't talk about products; before shaping the value of the product, never talk about the price (the price is the only question you consider? If the product is not suitable for you, there is no difference between one dollar and 10,000 yuan. Do you say right? ? Let's take a look at whether the product is suitable for you ...)
2. It's too expensive. You and I are focusing on each other. The most important part of this is left later. Let's take a look at whether the product is suitable for you
5. From high to low; deliberately report an error, with high lining low
6. Why do you feel too expensive?
7. Through shaping the source of the product, the value of the product
8. The price is expensive (the principle of Mercedes -Benz)
9. So expensive — have you heard of it?
10. The large number is afraid of the algorithm -the benefits behind the high price, and then calculate the daily
11. Yes, our price is very expensive, but thousands of people are using it, you want to know why you want to know why ? ——Prology
12. Have you ever bought things without spending money? Have you anygame because you save money and go home and use the regrets, do you do not agree with a penny and a penny? We can't give you the cheapest price, but we can give you the most satisfactory quality and service!
13. Franklin comparison method -the advantages and disadvantages of a piece of white paper;
14. What price do you think is more appropriate? ——The transaction price (don't agree too fast, don't tell your friends, bring a few friends); barely transaction price (try your best to grind the price, add some more); ; You must have your reason, what are you compared with? Almost there are differences; find differences, compare products, shape value; as if it is not the same; "you look at it", talk to others)
15 You said that the price is more important or the effect is more important, or the quality is more important
16. The production process is not easy
17. Do you only care about the price of the price?
18. Price ≠ Cost
19. Feeling, feel, later discovered, (I fully understand your feeling, many of our old customers see our price for the first time, and later discovered that it is worth it) later R n
The transaction
1. Conditional term: Signing ¬ — confirm and approval; purchase -ownership, bring home; spend money -investment;
commissy commission -boss will meeting Give some service fees; contracts, contracts, agreements -written documents, confirm;
the first period of investment -the first period of investment; question -challenge, care, focus;
2. Assuming the transaction method - — Mr. Moumou, assuming that we are going to deal today, what else do you care about?
Silent transaction method -Who speaks first
3. Before the transaction
① belief
a transaction Guan Jian lies in the dare to transaction
B The total of the transaction is after five rejection
c can help customers only help customers
D without transaction is his loss
②. Prepare tools: receipt, invoice, computer, etc. , The environment is not right
④. The transaction is derived in the transaction
4. In the transaction: bold transaction, asking for transaction (anyway, it won't die), handling, nodding, smiling, shut -mouth
5. Transaction transaction After: Congratulations, referring to the topic, walking
The introduction
1. Confirm the benefits of the product
2.
4. Understand the background
5. Call the phone number, call on the spot
6. Affirm the compliment of the other party
7. R n1. If you do n’t care well, you do n’t care about customers and serve customers, your competitors are happy to work.
2. I am a service person! The quality of my service is directly proportional to my life quality and personal achievement!
3. My gain today is the result of my past. If I want to increase the gains of tomorrow, I will increase today's efforts!
4. Three services that move customers:
①. Actively help customers expand their careers
②. Carefully care about customers and his family
③. It has nothing to do with the product sold by you Service
5. Three levels of customer service
① Internal service (Customers think you can still)
②. Edge service (can be done or not) (Customers think you are good)
③ . Sales that have nothing to do with sales (customers believe that value for money is worth)
1.
Geamed the customer at first
In the first contact with the customer, do not be too enthusiastic to avoid preventing them from preventing it. For mature customers who often patronize your stores, salesmen can say hello to the guests and ask him about it. What services must give customers a sense of guest home, creating a friendly sales atmosphere from the beginning.
For customers who are in contact for the first time, they should let him feel that he has noticed his arrival in the first time, and the store is ready to provide him at any time. The changes in the eyes and facial expressions are constantly looking for methods to shorten the psychological distance from customers. When the customer is close to your counter, you can look at him with Yu Guang. Once you find your eyes and opposite, you can smile with a smile, say
: "Welcome to visit" or "Please see if you change it" and the like At the same time, pay attention to the places where the expressions and sight of the customer are paid attention to, and be prepared to communicate with the customer.
.
The product promotion
The salesperson should carefully judge the type of customer, understand the customer's ideas, and try to meet the customer's requirements. Jewelry is not a necessity of life. The purchase of jewelry is to obtain a psychological satisfaction, so the perceptual factor
has determined the motivation to large extent. Based on this, in the process of recommendation, the salesperson had figured out the purpose of the customer's purchase purpose, and passed the following information to the customer in an appropriate language:
-When buying jewelry for themselves: valuable ones: valuable ones Jewelry jewelry can enhance the wearer's society
. Jewelry has been a symbol of identity and status since ancient times. Those who buy jewelry jewelry have more or less hoping to improve their status by wearing jewelry to increase their status, gain respect for others, and become face -to -face. To promote valuable jewelry, we must emphasize this (of course, pay attention to the expression of language), and let customers agree: the more valuable jewelry, the more ordinary people can afford it. After the jewelry, his body
has a more different status and more extraordinary.
-When choosing gifts for others: Given special meaning jewelry can make people get emotional
to satisfy. Jewelry has gradually been given many cultural and emotional connotations in the long river of human beings. For example, diamonds are regarded as a symbol of love, and different gems can be used as birthstones in different months. These are good selling points. When you know that customers are buying gifts for marriage or birthday gifts for friends, these words are very convincing.
-When fashionable ladies choose jewelry for herself: beautiful jewelry is used as a strong decoration for
. Beautiful jewelry can indeed give people a beautiful enjoyment, especially the jewelry jewelry with excellent quality, unique design, and fine workmanship. It is matched with corresponding clothing, which makes people feel elegant and gorgeous. When recommended by a lady who is dressed in, she recommends a lady who is dressed as a lady when she is dressed as a lady who is dressed as a lady. When you style jewelry, it can be said: "This jewelry is suitable for your temperament" such as appropriate praise can often make guests finally make a decision to buy.