Many people think that people who sell are too “flickerâ€. When it comes to salespeople, they always give the impression of being eloquent and eloquent. In fact, this is indeed the case. The more outstanding the salesperson, the more often his eloquence is. Well, but their eloquence is actually not a gift, but the result of studying and practicing in practice. What stages do you need to go through to develop outstanding eloquence?
I. Can't say it can't be said
This kind of situation occurs mostly in the newly recruited salespersons. They may be very talkative before entering the service. They are very capable, but the sales language is professional after all, and it requires a certain amount of training and learning to master it. Under such circumstances, many salesmen who have just entered the service will not be able to say it. As a toddler, the original rich language skills do not know how to use it. However, the current specialized language will not be used. Speaking, they do not know when to say which sentence, even if they know that speaking out is not their own language, it is blunt, like back lines.
In fact, this is a very common situation. Breaking this stage requires only two words to be remembered: self-confidence, but in practice, it also requires two words: dare to speak! Do not be afraid to say it is wrong, it is normal Who does not say the wrong thing? At this time, you must not blame yourself for making mistakes. The most consequence is that this customer does not order this time, and it will not be the next time?! Therefore, besides self-confidence and dare to say , but also have a kind of mentality: put to death and born!
Second, can not say
After many bumps and hardships, I will finally say that the summer wants to lose health and beauty. It is to know how these specialized languages ​​should be expressed in their own words, but the content is monotonous, lack of polish, often give customers a feeling: how does this guy always want me to save money? And there are many salesmen this At the same time, it is often too anxious. At the same time, because of the lack of coherence between words, it seems that these words are repeated, and the core content is very explicit. Because of this, the failure rate of communication customers at this stage The first stage is even higher.
So this stage has a greater impact on self-confidence: I will say, how is it still not as good as before? Is it right? I am not suitable for this line? This period can be called the suspicion of their own. In this period, you must remember two words: Learn again! Only this time learning is not in the training class, but you should study with good old salesmen. The way you learn must remember eight words: Look more Listen more, ask more, think more!
Third, can not say
Finally, the financial system was able to communicate, and finally, the success rate of customer communication also rose significantly. However, he suddenly discovered that many of his successful communications were small customers. When facing big customers, he was still a little overwhelmed, although he felt right to say so. Big customers do not buy it. In fact, at this time you only enter the third stage: you can say but not say, but you can't say exactly what you think, especially the salesman who has just entered this stage from the second stage. .
First of all, from the mentality is not mature: small rich is safe! The shadow of failure experienced in the second phase has left some residual, leading to the formation of an inertia mentality: can order is success! So once the customer orders, it is considered to achieve the goal: success It's even a bit smug.
This is a dangerous signal for wanting to be a good salesman: it is easy to lose goals and motivation! The key to breaking through this phase is the adjustment of the mindset: from the moment of peace and tranquility everywhere, to be exact, it is to further challenge Yourself and beyond yourself. In action, it is to observe and study further, to carefully understand the difference in communication between big customers and small customers, and then to focus on the practice, as long as the successful communication of the first major customer, there will be no psychological obstacles in the future.
Fourth, can speak and speak
Entering this stage can be regarded as a good salesman. When a good salesperson talks about the business again, the whole process is just like natural. Not only does the customer not feel that he is actually ordering, but he is just like meeting with his old friend. If he discusses topics with his peers, he feels gracious and casual.
To achieve this kind of achievement, we must first broaden our knowledge and further increase our coverage: sports, literature, education, finance, etc., and we must be diligent in thinking. Do you want to have your own style? ! Views and advocacy, though not refined, are still somewhat deep. Secondly, we must be good at actively looking for topics that are of interest to our customers. This is a magic weapon that brings the customer closer to the heart. Of course, we must remember not to conflict with the customer's point of view, the customer's point of view should be respected, and based on this, let the customer feel that there is a sense of dripping with you, but also gain.
Finally, remember to detain: Ordering! You can't believe the horses, but remember that the reins should be in your hands. Therefore, you must be able to receive them: Today's chat is very happy, but I have a job and I can't enjoy myself. At that time, I will ask you, let's talk and drink! Let's have a look at our factory's products, useful, and try to set up our factory. If not, I can come and exchange at any time. Here is a principle of time control: from a brighter day to order completion, the overall time must not exceed 40 minutes! On the one hand, we have too many customers to contact, on the other hand, it will be tedious and will make customers feel annoyed. Ordering.
The above four stages are inevitably experienced from the general to the outstanding. Of course, these four stages are in fact not obvious. All of them vary from person to person. The key to this is the one word: Wu! The method is: learning and execution! To have superior learning ability and practical use of force, learning without using it is equivalent to scrapping, and not being able to learn will eventually kill! Therefore, although the sales road is rich and colorful, it is full of challenges and hardships. Only those who persist until the end are truly strong and successful.
I. Can't say it can't be said
This kind of situation occurs mostly in the newly recruited salespersons. They may be very talkative before entering the service. They are very capable, but the sales language is professional after all, and it requires a certain amount of training and learning to master it. Under such circumstances, many salesmen who have just entered the service will not be able to say it. As a toddler, the original rich language skills do not know how to use it. However, the current specialized language will not be used. Speaking, they do not know when to say which sentence, even if they know that speaking out is not their own language, it is blunt, like back lines.
In fact, this is a very common situation. Breaking this stage requires only two words to be remembered: self-confidence, but in practice, it also requires two words: dare to speak! Do not be afraid to say it is wrong, it is normal Who does not say the wrong thing? At this time, you must not blame yourself for making mistakes. The most consequence is that this customer does not order this time, and it will not be the next time?! Therefore, besides self-confidence and dare to say , but also have a kind of mentality: put to death and born!
Second, can not say
After many bumps and hardships, I will finally say that the summer wants to lose health and beauty. It is to know how these specialized languages ​​should be expressed in their own words, but the content is monotonous, lack of polish, often give customers a feeling: how does this guy always want me to save money? And there are many salesmen this At the same time, it is often too anxious. At the same time, because of the lack of coherence between words, it seems that these words are repeated, and the core content is very explicit. Because of this, the failure rate of communication customers at this stage The first stage is even higher.
So this stage has a greater impact on self-confidence: I will say, how is it still not as good as before? Is it right? I am not suitable for this line? This period can be called the suspicion of their own. In this period, you must remember two words: Learn again! Only this time learning is not in the training class, but you should study with good old salesmen. The way you learn must remember eight words: Look more Listen more, ask more, think more!
Third, can not say
Finally, the financial system was able to communicate, and finally, the success rate of customer communication also rose significantly. However, he suddenly discovered that many of his successful communications were small customers. When facing big customers, he was still a little overwhelmed, although he felt right to say so. Big customers do not buy it. In fact, at this time you only enter the third stage: you can say but not say, but you can't say exactly what you think, especially the salesman who has just entered this stage from the second stage. .
First of all, from the mentality is not mature: small rich is safe! The shadow of failure experienced in the second phase has left some residual, leading to the formation of an inertia mentality: can order is success! So once the customer orders, it is considered to achieve the goal: success It's even a bit smug.
This is a dangerous signal for wanting to be a good salesman: it is easy to lose goals and motivation! The key to breaking through this phase is the adjustment of the mindset: from the moment of peace and tranquility everywhere, to be exact, it is to further challenge Yourself and beyond yourself. In action, it is to observe and study further, to carefully understand the difference in communication between big customers and small customers, and then to focus on the practice, as long as the successful communication of the first major customer, there will be no psychological obstacles in the future.
Fourth, can speak and speak
Entering this stage can be regarded as a good salesman. When a good salesperson talks about the business again, the whole process is just like natural. Not only does the customer not feel that he is actually ordering, but he is just like meeting with his old friend. If he discusses topics with his peers, he feels gracious and casual.
To achieve this kind of achievement, we must first broaden our knowledge and further increase our coverage: sports, literature, education, finance, etc., and we must be diligent in thinking. Do you want to have your own style? ! Views and advocacy, though not refined, are still somewhat deep. Secondly, we must be good at actively looking for topics that are of interest to our customers. This is a magic weapon that brings the customer closer to the heart. Of course, we must remember not to conflict with the customer's point of view, the customer's point of view should be respected, and based on this, let the customer feel that there is a sense of dripping with you, but also gain.
Finally, remember to detain: Ordering! You can't believe the horses, but remember that the reins should be in your hands. Therefore, you must be able to receive them: Today's chat is very happy, but I have a job and I can't enjoy myself. At that time, I will ask you, let's talk and drink! Let's have a look at our factory's products, useful, and try to set up our factory. If not, I can come and exchange at any time. Here is a principle of time control: from a brighter day to order completion, the overall time must not exceed 40 minutes! On the one hand, we have too many customers to contact, on the other hand, it will be tedious and will make customers feel annoyed. Ordering.
The above four stages are inevitably experienced from the general to the outstanding. Of course, these four stages are in fact not obvious. All of them vary from person to person. The key to this is the one word: Wu! The method is: learning and execution! To have superior learning ability and practical use of force, learning without using it is equivalent to scrapping, and not being able to learn will eventually kill! Therefore, although the sales road is rich and colorful, it is full of challenges and hardships. Only those who persist until the end are truly strong and successful.
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