how to introduce products and establish product amount?
answer:
1, with a professional, well conscious of their own products;
2, competitor product wisdom;
3, with the other values to introduce the product;
4, beginning give each other the greatest benefits; such as: to bring each other's interests and happiness; can help each other to depress or avoid the trouble and anguish. In introducing the value of the product must narrate each other the benefits of your product.
5, and then inflate the product tin bring happiness and avoid suffering. Where is happiness? Use our products, he swiftly cheerful where?
6, finally told him possibility?
and there are a few momentous words:
How do you feel?
you think how?
along to your opinion, what kind of results?
introducing the product and how to compare competitors
First, do not belittle the opponent
1, to belittle your opponent, there may be some sources of customers and competitors, such as the rival products are using immediately, his friends are using, or he thinks the opponent's products well, you belittle it means that he did not look , is to make faults, he will immediately nauseated.
2, do not just belittle your competitors, primarily the rival's mall share or sales is good, for the other side if it does not do well,
Lacoste Strap Trainers, how can be your competitors? Unrealistic to belittle your competitors will only make the customer feel that you are not believed
3, the mention of the competitor you say something is not good, the customer that you have a guilty soul or moral issues.
two, and take advantage of their three opponents to do an objective comparison of the three major weaknesses of the saying goes, shop approximately, any variety of merchandise has its own advantages and drawbacks, making the product introduction, you must give B's three strengths and three weaknesses of each other more, even with the grade of product is one to you so objectively, the class immediately seemed.
three, USP unique point of sale
solitary selling point is that only we have the unique avails of our competitors do not have, equitable for every human has a peerless identity, anybody 1 product will have its own unique selling point, introducing the product to highlight and emphasize the unique selling point importance for a lot of odds to addition sales success. How do you consider ought be the customer's objections and rejection to face? The answer: to sell from the opening refused to turnover from the opposition started. Customers criticisms is a good object or a wrong thing? The majority of new sales staff to join the ranks of sales, customer objections, refused to feel frustration and alarm, merely an seasoned sales staff, he was able to know from a assorted angle to resist: from the customer's resistance, granting you to decide whether the consumer needs; allows you to fast adjust your sales strategy; allows you to get more message. Resistance normally presents six points, we called 6 resistance:
1, the price (price is the sales staff and customers is all the conflict, the customer is always the lowest price want to buy the best product, corporate and sales staff will always want the highest profit):
2, functional representation, effect of the problem:
3, after-sales service problems;
4, will be more expensive competitors, the achieve will not be a better question;
5, assist (deputies are most concerned about the topic):
6, certainty and protection. Incurable diseases bring offthe earth, may be solvable or no solution, solvability went to response, no solution will not go to hell. Some resistance to the sales staff can be decided, some sales managers can be resolved, some veterans can be determined, while others who can not be resolved. Remember: I will not solve all the resistance, we have only to improve the turnover percentage.
; ; 7, lifting customer objections
to escalator objections to the customer which way is better?
1, is that relatively simple, or easier to ask?
2, is relatively easy to reason, or the article more easily
3, is relatively easy to play boxing, tai chi, or easier?
4, is against him, he is easier to renounce or agree with him, with him, and then convince him easier?
management resistance of the 2 taboo:
1, direct that the other misdeed
2, to avoid a fight
argue with the customer once, lose, you lose both the contention and lose the transaction; win, you win the argument but lost the deal. Winners and losers are losers, it is best not to quarrel, the sales staff to respect the views of customers. Customers' opinions either for the, bad,
Womens Lacoste Arin Trainers, childish or mysterious, sales staff can not look to show contempt. Sales staff to residence the customers eyes, face, smile slightly, showing a rapt look, the customer ample to face and esteem, to make him feel good. Remember: the biggest feud between sales and the warfare is: not a life and decease, but a win-win situation.
resist lifting routines:
1, nail the customer objections:
2, patiently listening to his objections;
3, to validation his point of resistance (resistance to entirely explicit his point):
4, to discriminate his resistance point is true or false (if it is artificial we have to navigate him);
5, bolt to withstand (if it is true we must lock the resistance point, that this is not your only problem? In appending to this there are no other problems? all the problems all dug up);
6, to acquire customer commitment (if our company can help you solve this problem you can immediately make a determination you ?);
7, re-frame type, that is reaffirmed;
8, with a perfectly reasonable explanation to remove the resistance point.
price catena approach (too expensive!)
1, the price is your only consideration of the problem?
2, also valuable is the mantra;
3, is too expensive a way to meter;
4, a question of money;
5, with high compare low (when people say our products are too expensive, we will find we are more expensive than alike products, he felt not so expensive 。);
6, I ask why you think that's too expensive (to find out the reason he feels expensive);
7, yes, our price is very expensive, but there are thousands of people use, you want to know why?
8, the prices are too pride, Mercedes-Benz rule (this method is only suitable for the product you are selling the best products with the industry), our products are quite expensive, because it is the Mercedes-Benz, Mercedes-Benz can sell Santana The price you accede?
9, it was expensive, well before you, you have listened that inexpensive expensive? (You pay principle);
10, fear of massive mathematics calculate (month, day divided by the amount of massive numbers,
Womens Lacoste, if a client machine units of 4,000 yuan to 1,000 yuan that expensive, and the machine can use for ten years, 1000/10 = 100 yuan / 12 month 8.3 yuan / 30 Tianyuan not, then ask the customer more than a daytime to obtain such a good investment Threepenny machine value ?);
11 create value, the product source (imported from Germany, produced five thousand meters altitude Qinghai-Tibet highland and so shape the precious);
12, do not cost money you have bought someone? Because there is no provincial money to buy a used family after the experience of apologize? You do not agree with, you pay for, we can not give you the cheapest, but we can give you causativeable overall transaction;
13, Franklin Law (to find a pearly, middle to paint a line into two, a piece of periodical to jot on the side of the side benefits of book bad, and then compare entire the good or bad, let him do the selection) ;
14, what do you think the price is proper? If you are a clothing salesman, you sell an offer 3,800 yuan, the lowest sales price of $ 2000 suit, when you have a quote, the customer tell you too expensive, you as followsked out this sentence, the customer have three answer : (1, can be sold, the customer answer is nearly 2800, which is the sales expectations of things, pay attention to a key, do not agree too quickly, otherwise it will horrify away customers. (2, reluctantly sold, the customer replied 2,000 yuan, sales can be sell, but there is no profit, so there is only one way to France with him tried grinding, worn ten yuan to ten greenbacks (3, not sold, the customer replied $ 500, nearly vomiting blood of your pique, do not temper with the customer , you ask him why he only out $ 500, find out why it is worthy to look at the fashion values, the price high. This method is only suitable for your product pricing is suitable floating.
15, you say that money is more important is the effect is more important?
16, the making process come easily;
17, you only care about the price level?
18, price ≠ costs (if a product to sell $ 1000, you can use 5 annuals, meantime the other products can only use 800 yuan three annuals, you query your purchasers namely a cost that a lofty cost?
19 that was base ... .. (I entirely understand your sensibilities, numerous people first watch our prices so that they later discovered ...) transaction method that the sales process can be successful, what do you think only deal? turnover should disburse attention to what issues? take a good deal every tread of the transaction arrangement
; ; ; eight transactions
a psychological belief ready
1, transactions key is to defiance to deal
2, the aggregate turnover in the 5 refused
3, only the transaction in mandate to help customers
4, no handle is his wastage
Second, the transaction tools ready
1, receipts
2, invoice
3, calculators
4, pen
5, contract
three occasions because the environment and
who does not talk, insufficient time to talk about, talk about the right time, where not talking about
turnover in
a bold deal
scared to deal a lot of novice, do not fret, boldly moving along;
Second, ask turnover
direct questions, the whole or a single piece, the deposit or the full measure, checks or money transaction questions;
three despatch
the contract paperback, pen to the customer's hands, asked him to confirm;
four nod
encouraged him to action;
V. Smile
sure, admission;
six, shut up
ask them a deal of talk,
Lacoste R75 P2 Trainers, and immediately shut up, so do customers respond afterward the afterward maneuver.
after closing
First, congratulations
do not say thank you after the transaction, otherwise he will think you make him a lot of money;
Second, the referral
immediately asked for a referral, this is the best time to customers;
Third, changing the subject
to understand how to change the subject, or continue to talk topic of transactions, in circumstance leads to other problems, to a customer, Xian Baqian behind to me, behind repeatedly, it is in difficulty, needless lesson I have had;
Fourth, learn to leave
can not go too hasty nor too slow, to go natural, go reasonable. We should not depart the customer received the money and run complete sense, but likewise to the customer feel that way: the money I gave you, and you depend on in here?
turnover of three methods
First, suppose that transaction method
This is a simple and effective method, when the two sides time to feel good speculation if the other party agree, this hypothesis Luan come true, if they do not agree, then the assumption or hypothesis, it can move forward and onset transactions law , retreat and protect, not losing face is also very good use. Turnover of three methods
Second, the silent transaction method
deal when he is thinking, when you pray you have a broken phone do not ring; scourge that no one will come beating by the door; look forward to his call will not ring; he has not decided aboard ahead you patiently waiting, waiting You can
He nodded and smiled, my heart would like to, you sign it, you can do a physical action to guide him to sign.
three, three questions deal Act
How do you feel? Do you think that a more suitable for you? According to your opinion is some more for you, right? Delivery of a single transaction. Turnover of key terms used in the human brain as microprocessor, enter the text to bring up the screen.
some text to bring up happy affirmative picture, some txt to bring up independent images, and some text to bring up bitter negate picture. Customers buy the feeling of happiness is the key transactions. Signing the contract makes the brain recollect those words duty,
Lacoste Prep CB Trainers, statute, litigation and other negative picture of the pain, and the pursuit of happiness, to run the pain of people intrinsic motivation, people will not easily mobile. Turnover of key terms accustom in the customer referral is to bring you more customers a good path, then how do you think you can allow customers to automatically make a referral? The answer: to triumph the willingness of the customer motorcar salesman Joe American. Girard believes that every customer standing back him are about 250 people, who are relatively near to his colleagues, neighbors, relatives, friends, if you win a customer's willingness, it means winning the 250 individual willingness. Behind in every customer has 250 customer resources, so. Make every customer referrals will bring you magnificent chance and wealth.
nine, turn Introduction
referral skills
1, to allow customers to turn in before the introduction, first to allow customers to confirm the benefits of the product; customer satisfaction is a requirement for a referral, one of your own company, the customer is not satisfied with the product you turn introduced.
2, require customers to turn by far for a referral: in your center want to, customers are willing, you do not say it, how can he give you a referral, most importantly, this is the best time.
3, introduce customers to the same level of one to three customers; never once asking for too much, that would scare customers.
4, turn to the introduction of current customers and age customers to learn more almost the accurate context.
5, if your old and new customers to cry to accuse the customer that is the best.
6, with new customers in your premier phone I must praise him and his friends.
7, about the time, some area to encounter.
8, recognized by your customers even do not buy too can ask for a referral. You no need to fhardly everme reason, amid so many friends around you, there is no individual friends, our products or services help to him, is there? A good use for a referral and a referral of the sales staff do not understand, even if their other sales skills are the same, performance revenues are at fewest double the service, however the difference after the end of the deal, but it relates to the next transaction and referral of success, then how can we do to make your service to allow customers to satisfied with that? Answer: Your service allows customers to move. Service = care
care is that the service might argue that the sales staff's concern is false, a intention, if he hopes, false, purposeful attention about you a lifetime, would you favor?
X. service
allow customers to move to three services:
1, take the initiative to help customers expand his vocation
no one was willing to sell, while others did not refuse to help him develop his career
2, sincerely care about our customers and their families
no one was willing to sell, but few people care about him and his rejection of the other kin.
3, relative services and products to do
If your service is associated with your product, customers will think that it should be, if your service has naught to do with your product, then he will think you are really concerned about him, so he moved more easily,
Lacoste Tourelle Trainers, and moving customers to the most efficacious.
three levels of service:
1, copies of the service
you and your corporation should do, have done, customers think you and your enterprise can.
2, the brim of the service (do not do service obtainable)
you do, customers think you and your company well.
3, with sales of related services
you have done, customers think you and your company is not only a associate in the market, while customers also you as a friend. Such competitors catch all human relations can not take away, this is not the outcome you want?
faith in the importance of service
1, I am a service person, I attempt quality service, quality of life with me, personal success is proportional to.
2, good if you do not care about customers, customer service, your competitors are willing to do the job.
Face to face sales and conferring skills
upperca
Linear Mode
