Face apt face sales and recommending skills

how to introduce products and create product value?
answer:
1, with a vocational, well conscious of their own products;
2, competitor product knowledge;
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 dwindle or avoid the trouble and pain. In introducing the value of the product must tell each other the benefits of your product.
5, and then expand the product can bring happiness and avoid suffering. Where is happiness? Use our products, he immediately happy where?
6, eventually told him feasibility?
and there are a few major words:
How do you feel?
you think how?
according to your opinion,New Lacoste Trainers High Top, 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 antagonistic products are using now, his friends are using, or he thinks the opponent's products well, you belittle it means that he did not look , is to make blunders, he will immediately nauseated.
2, do not just belittle your competitors, primarily the rival's mall share or sales is good, because the other side if it does not do well, how can be your competitors? Unrealistic to belittle your competitors will only make the customer feel that you are not believed
3, the say of the competitor you say something is not good, the customer that you have a criminal rectitude or moral issues.
two, and take advantage of their three opponents to do an objective approximation of the three major disabilities of the saying goes, shop around, any kind of goods has its own advantages and drawbacks, production the product introduction, you have to 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 level immediately emerged.
three, USP unique point of sale
solitary selling point namely that only we have the peerless conveniences of our opponents do not have, equitable for every person has a unique personality, anyone one production ambition have its own unique selling point, introducing the production to highlight and accent the unique selling point magnitude for a lot of odds to amplify sales success. How do you calculate should be the customer's objections and disapproval to face? The answer: to sell from the beginning refused to turnover from the opposition began. Customers criticisms namely a good object or a wrong thing? The bulk of new sales staff to combine the ranks of sales, customer objections, refused to feel frustration and fear, yet one capable sales staff, he was skillful to understand from a another angle to resist: from the customer's resistance, granting you to determine whether the customer needs; allows you to immediately accommodate your sales strategy; allows you to obtain more information. Resistance ordinarily presents six points, we cried 6 resistance:
1, the price (price is the sales staff and customers is always the conflict, the customer is forever the lowest price want to buy the best product, corporate and sales staff will always want the maximum profit):
2, functional representation, effect of the problem:
3, after-sales service problems;
4, will be more expensive competitors, the effect will not be a better question;
5, patronize (deputies are most concerned about the heading):
6, certainty and protection. Incurable diseases bring ... to an endthe globe, may be solvable or no solution, solvability went to answer, no solution will not go to hell. Some resistance to the sales staff can be decided, some sales directors can be resolved, some veterans can be resolved, while others who can not be resolved. Remember: I will not solve all the resistance, we have only to enhance the turnover ratio.
; ; 7, lifting customer objections
to elevate objections to the customer which way is better?
1, is that relatively cozy, or easier to ask?
2, is relatively easy to reason, or the anecdote more easily
3, is relatively easy to activity boxing, tai chi, or easier?
4, is against him, he is easier to deny or agree with him, with him, and then convince him easier?
treatment resistance of the 2 taboo:
1, direct that the other misdeed

2, to avoid a fight
debate with the customer once, lose, you lose both the controversy and lose the transaction; win, you win the argument but lost the deal. Winners and losers are losers, it is best not to argue, the sales staff to esteem the views of customers. Customers' opinions both for the, bad, naive or profound, sales staff can not look to show contempt. Sales staff to address the customers eyes, face, laugh slightly, showing a rapt look, the customer enough to face and adore, to make him feel good. Remember: the biggest difference between sales and the warfare is: not a life and decease, but a win-win situation.
resist lifting routines:
1, identify the customer objections:
2, patiently hearing to his objections;
3, to validation his point of resistance (resistance to entirely remove his point):
4, to distinguish his resistance point is true or disloyal (if it is false we have to guide him);
5, lock to withstand (if it is true we must latch the resistance point, that this is not your only problem? In adding to this there are no other problems? all the problems all dug up);
6, to obtain 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 peerless reasonable explanation to remove the resistance point.
price sequence approximate (too expensive!)
1, the price is your only attention of the problem?
2, too expensive is the mantra;
3, is too expensive a access to measure;
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 similar products, he felt not so expensive 。);
6, I query why you think that's too expensive (to find out the reason he feels expensive);
7, yeah, our price is quite expensive, but there are thousands of people use, you want to understand why?
8, the prices are too arrogant, Mercedes-Benz principle (this method is only suitable for the product you are selling the best products with the manufacture),Lacoste Radiate Croc Trainers, our products are very expensive, for it is the Mercedes-Benz, Mercedes-Benz can sell Santana The price you agree?
9, it was expensive, well before you, you have heard that low expensive? (You pay rule);
10, fear of large mathematics calculate (month, day divided by the sum of large numbers, if a client machine elements of 4,000 yuan to 1,000 yuan that expensive, and the machine can use for ten annuals, 1000/10 = 100 yuan / 12 month 8.3 yuan / 30 Tianyuan not, then ask the customer more than a day to acquire such a good investment Threepenny machine worth ?);
11 create merit, the product source (imported from Germany, produced five thousand meters height 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 home after the experience of repent? 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 white, medium to draw a line into two, a piece of periodical to jot on the side of the side benefits of writing bad, and then liken all the good or bad, let him do the culling) ;
14, what do you think the price is suitable? If you are a clothing salesman, you sell an offer 3,800 yuan, the lowest sales price of $ 2000 suit, while you have a quote, the customer differentiate you too expensive, you as usualked out this sentence, the customer have three response : (1, can be sold, the customer feedback is almost 2800, which is the sales expectations of asset, disburse consideration to a key, do not coincide too quickly, otherwise it will scare away customers. (2, reluctantly sold, the customer replied 2,000 yuan, sales can be sell, but there is not profit, so there is only one way to France with him tried grinding, worn ten yuan to ten greenbacks (3, not sold, the customer answered $ 500, nearly spewing blood of your inflame, do not temper with the customer , you ask him why he only out $ 500, find out why it is worthy to see by the shape values, the price high. This method is only appropriate for your product pricing is proper drifting.
15, you say that money is more important is the achieve is more important?
16, the making process come easily;
17, you only care about the price class?
18, price ≠ costs (if a product to sell $ 1000, you can use 5 years, while the other products can only use 800 yuan three years, you ask your customers that a price that a high cost?
19 that was found ... .. (I entirely understand your feelings, numerous people first penetrate our prices so that they after discovered ...) transaction means that the sales process can be successful, what do you think only deal? turnover should pay attention to what issues? take a good deal each tread of the transaction preparation
; ; ; 8 transactions
a psychological belief ready
1, transactions key is to defiance to deal
2, the absolute turnover in the 5 refused
3, merely the transaction in array to help clients
4, no deal is his loss
Second, the transaction tools ready
1, receipts
2, invoice
3, calculators
4, pen
5, contract
three occasions for the environment and
who does not speak, 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 newcomer, do not worry, boldly moving ahead;
Second, ask turnover
straight questions, the whole or a unattached piece, the deposit or the full quantity,Lacoste Prep CB Trainers, checks or cash transaction answers;
three despatch
the contract writing, 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 speech, and quickly shut up, so do customers respond behind the next blueprint.
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 know how to change the subject, or continue to talk topic of transactions, in case leads to other problems, to a customer, Xian Baqian back to me, behind afresh, it is in trouble, excessive lesson I have had;
Fourth, study to leave
can not go too hasty nor too slow, to work normal, go reasonable. We should not leave the customer received the money and scamper complete sense, but too to the customer feel that way: the money I gave you, and you rely above in here?
turnover of three methods
First, suppose that transaction method
This is a uncomplicated and effective method, when the two sides time to feel good speculation if the other celebration agree, this hypothesis Luan come true, if they do not agree, then the assumption or hypothesis, it can move forward and attack transactions law , recede 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 knocking at the gate; look inward to his phone will not ring; he has not decided on ahead you patiently waiting, waiting You can
He nodded and smiled, my heart would favor to, you sign it, you can do a physical action to navigate 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 txt to send up happy assured picture,Lacoste Strap Trainers, some text to bring up neutral images, and some text to bring up bitter negate picture. Customers purchase the feeling of pleasure is the key transactions. Signing the compact makes the brain reminisce those words responsibility,Womens Lacoste, decree, litigation and other negate picture of the grief, and the pursuit of happiness, to flee the pain of human intrinsic motivation, people will not easily mobile. Turnover of key terms secondhand in the customer referral is to bring you more customers a good way, then how do you think you can allow customers to automatically make a referral? The answer: to win the goodwill of the customer car salesman Joe American. Girard believes that every customer standing backward him are about 250 people, who are relatively close to his colleagues, neighbors, relatives, friends, if you win a customer's willingness, it means winning the 250 individual goodwill. Behind in every customer has 250 customer resources, so. Make every customer referrals will bring you great chance and asset.

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 prerequisite for a referral, one of your own company, the customer is not satisfied with the product you turn introduced.
2, necessitate customers to rotate on the spot for a referral: in your center ambition to, customers are willing, you do not say it, how can he give you a referral, most importantly, this is the best period.
3, introduce customers to the same level of one to three customers; never once asking for too much,Lacoste Shoes, that would scare customers.
4, turn to the introduction of new customers and old customers to learn more about the exact environment.
5, if your old and new customers to call to accuse the customer that is the best.
6, with new customers in your first phone I have to praise him and his friends.
7, about the time, some place to meet.
8, recognized by your customers even do not buy too can ask for a referral. You no need to for some reason, surrounded so many friends nigh 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 now their other sales skills are the same, performance revenues are at fewest double the service, although 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
concern is that the service might argue that the sales staff's concern is false, a purpose, if he wishes, false, purposeful care about you a lifetime, would you like?

X. service

allow customers to move to three services:
1, take the initiative to help customers amplify his career
no one was willing to sell, when others did not refuse to help him develop his vocation
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 additional kin.
3, narrated 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 migrated more accessible, and moving customers to the maximum forcible.
three levels of service:
1, copies of the service
you and your company should do, have done, customers think you and your company can.
2, the brim of the service (do not do service accessible)
you do, customers think you and your company well.
3, with sales of associated services
you have done, customers think you and your corporation is not only a partner in the market, while customers also you as a friend. Such competitors grab all people narrations can not take away, this is not the outcome you want?
belief in the importance of service
1, I am a service person, I offer quality service, quality of life with me, private success is proportional to.
2, good whether you do not care approximately customers, customer service, your competitors are willing to do the job.