Salesman's marketing skills and words

Salesman's marketing skills and words, the road to the workplace has never been smooth sailing, this is a great era of sales success. Sales skills and words are not static, so we should improvise. Salesman's marketing skills and words teach you to stand firm in the workplace. Let's get to know each other.

Marketing skills and words of salesmen 1 sales section

When customers walk into the store and start to notice the goods sold in the store, it marks the first stage of sales, which is the first step of sales success!

Customer psychology:

"Blind browsing" means that customers walk into the store to understand and browse at will. At this time, there is no "demand" and the desire for goods is very low.

Sales focus:

"Eye-catching" is to break the balance of "no demand" and find a breakthrough. At this time, the best sales method is "selling in one sentence", that is, summarizing the highlights of each product in one sentence, attracting the customer's attention and stimulating his interest in one sentence. Explain in time when customers look around.

Sales group 2

Customer psychology:

"Curious" and an open mind are curious about the goods and willing to be introduced by the sales staff.

Behavioral characteristics:

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

At this time, customers have a good impression on shops and sales staff. Customers start to stop in front of a product, even touch it with their hands and ask some simple questions, such as "What is this material?" "Are these for sale?" Sometimes I ask, "How much is this?" It should be noted that the inquiry at this time is generally not serious and rational, and it is often just a signal of interest in the goods! At this time, if the salesperson makes a hasty quotation, the other party will say "too expensive" 99% of the time, because the customer's awareness of the value of the goods is still relatively low, perhaps less than 50%. At this time, the salesperson who talks about the price is obviously at a disadvantage. If the sales staff can't communicate effectively, they may fall into the quagmire of price negotiation prematurely, which will have a great negative impact on the results.

Sales focus:

"Introduction", on the basis of the one-sentence sales just now, further tells several selling points of this product in concise language, and strengthens the strength and credibility of one-sentence sales with a supporting point of view. At the same time, the most important thing at this stage is to "stimulate interest" through commodity perception. You can invite customers to participate in the process of commodity display, that is, "experiential sales", and ask customers to touch it, take a closer look, put it in their hands and make a gesture to fully experience the use of goods. Only when customers have a full understanding of the goods can they further generate the desire to buy. Customers will never buy goods they don't know much about, and the operation of large durable goods is generally more complicated. However, if you just listen to the salesperson's explanation, the perception level is only 10%, and the product perception can reach 90% by touching, demonstrating and trying.

Sales group 3

Customer psychology:

"Interest", the intimacy and affection for goods, began to unconsciously imagine: "If I also have ..."

Behavioral characteristics:

"Ask" follows the sales staff, showing interest in listening, willing to sit down and talk, read picture books, talk more and ask some questions related to goods.

At this stage, customers sometimes reveal a lot of their personal information, such as occupation, family, hobbies and so on. The more customers take the initiative to talk about such topics, the deeper their goodwill and trust in sales staff, and the greater their positive influence on subsequent sales communication. Therefore, if the salesperson politely shows listening interest and encouraging eyes, the customer's conversation will be stronger. These seemingly unrelated conversations have a great influence on sales success, which is the "halo effect" of psychological research, that is, spreading their own advantages to other aspects. Because of "being easy to talk", it spread to believe in the "recommendation" of salespeople, thinking that they are people with the same taste, and then believing in the proposals and design schemes of salespeople, which is why customers like to buy from "easy to talk" salespeople.

Sales focus:

"Auxiliary association" is to use all available sales props to help customers associate. For example, if customers want to be interested in sexy clothes, show them some pictures of sexy clothes. After you put them on, they will be "beautiful and charming", and customers will naturally imagine what effect this dress will have on themselves.

Sales group 4

Customer psychology:

"Express love" means showing love for goods, but without purchasing power, that is, "moving without moving".

Behavioral characteristics:

At this time, "ask the price carefully" shows that customers measure demand through price.

Sales focus:

"Enhance desire", emphasize the brand and quality of goods, and explain the price intelligently at the same time, for example;

1, the "value-added" price explanation method, that is, a deeper and more professional explanation that material selection, design and workmanship are the best, the best and the value for money.

2. "Deepening the demand" price explanation method, that is, the price of this product is a little higher, but it can solve the very important problems of customers and meet the very urgent needs.

Sales five subjects

Customer psychology:

"Purchase desire", at this time, customers have already had the desire to buy goods through previous understanding.

Behavioral characteristics:

Sit at the information desk and talk about prices and demand. Customers take the initiative to sit at the information desk and make a comprehensive evaluation of the price of goods and their own needs.

Sales focus:

"Strengthen the major". Emphasize the brand of goods, emphasize the evaluation and recommendation of professionals. For example, if you invite all kinds of goods in the store to visit, if you can't place an order when the customer is "feverish" in the fifth stage of sales, but enter the sixth stage of sales, the sales progress will slow down, not accelerate, and the difficulty will increase, not decrease. More often, it shows that this customer is not simple, but a complex rational consumer. However, as long as customers are still in this buying cycle, there is still hope through the efforts of sales staff!

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

1, "suggestive ending", that is, making some actions that will only affect the paying customers and subtly affect the prospective customers. "I will help you make two plans first, so that you have more choices. It doesn't matter if you don't choose one." I don't know how many customers were moved by this gentle and polite words, and how many sales were successful.

2. "The ultimatum comes to an end" creates a sense of crisis, that is, if you don't make a decision immediately, you may lose the goods you choose. For example, these are the only two goods in our warehouse at present. "You can also deliberately create a' crisis'. For example, you know that a product is in stock, but when the customer is about to calmly consider it, you still solemnly ask your colleagues to go to the warehouse to "check the inventory of this product" and then tell the customer happily: "Fortunately, there are still goods!

Sales Section 6

Customer psychology:

"Hesitation", repeated choice, uncertain proposition.

Behavioral characteristics:

"Bargaining" requires giving members prices or gifts, picking out many "faults" and "problems" of the goods, complaining about inconvenient use and refusing to say that they are in urgent need. By lowering the evaluation of the goods, the purpose of bargaining is achieved.

Sales focus:

"Worry-free" lists the recent purchases of people with similar identities and roles.

Sales department 7

Customer psychology:

"purchase decision", at this time, the purchase decision has been generated.

Behavioral characteristics:

"Care about after-sales service" asked some questions about product use, life cycle, return and warranty.

"Herd effect" is just a kind of psychological pressure after major decisions. The client just wants someone to tell him that he made the right decision. At this time, the salesperson can tell him that many customers have bought this product, and the evaluation of this product is very good, no problem. You don't even need a positive response, you just need to make a sincere commitment to the guarantee of after-sales service to appease the anxiety of customers after paying the bill.

Sales baduan

Customer psychology:

"Satisfied, dissatisfied", at this time, customers will re-evaluate goods and services, feel satisfied, feel high, feel bad, and feel depressed.

Behavioral characteristics:

When you are "satisfied", you will smile and ask the salesperson some other questions, such as "How is your business? Are there many people selling it? Do men sell more or do women sell more? " In this case; Dissatisfaction usually manifests itself in silence, silence, or "try it and see what happens."

Sales focus:

The sales work at this stage is what we often call "network management". If done well, this vein will extend in all directions. If you don't do it well, the main root vein will emerge. Elements spread throughout the interpersonal network. People will tell their happy/unhappy experiences to more than 10 friends, and the positive impact will bring repeat customers and new customers here. It is very easy to communicate with new customers through word-of-mouth communication, and sometimes a deal is reached within five sales paragraphs. Many salespeople have a deep understanding. "A word from the customer is more useful than what we say 100." Therefore, this stage is crucial. Experienced salespeople will give their contact numbers to customers. If you have any questions, please ask the other party at any time, and ask the customer to leave his phone number, visit regularly, solve possible problems in time and send a set of picture books to send the customer away.

The eight stages of sales are mainly aimed at the whole process of customer purchase and shopping guide. Sometimes you may skip a part, and sometimes you will return to the stage that has already been carried out. It is ideal to close the transaction before the customer enters the "hesitation period", such as paying the bill first. However, even in the fifth stage of sales, we should do a good job of "shaping word of mouth", because this is a "customer-oriented" word-of-mouth operation, which can maximize the sales effect and is the highest level of sales of "defeating the enemy without fighting".

Salesman's Marketing Skills and Language II Telemarketing Skills

1, knock on the door with money

Almost everyone is interested in money, and the way to save money and make money can easily arouse customers' interest.

2. Sincere praise from the heart

Everyone likes to listen to good words, and customers are no exception. Therefore, praise has become a good way to approach customers. When praising prospective customers, you must find out the features that others may overlook, and let prospective customers know that your words are sincere.

Step 3 use curiosity

Modern psychology shows that curiosity is one of the basic motives of human behavior. Things that customers are unfamiliar with, don't know, don't know or are different often attract people's attention, and salesmen can use everyone's curiosity to attract customers' attention.

4. Borrow the third person to attract attention

Tell the customer that a third party (the customer's relatives and friends) asked you to come to him.

This is a circuitous tactic, because everyone has the psychology of "looking at the Buddha instead of the monk", so most people are very polite to the salesmen introduced by relatives and friends. In order to win the trust of customers, it would be better if you could show your business card or letter of introduction.

5. Take a famous company or person as an example.

People's buying behavior is often influenced by others. If a salesman can grasp the customer's psychology and make good use of it, he will certainly receive good results.

Step 6 keep asking questions

Salespeople ask questions directly to customers and use them to attract their attention and interest. When using this technique, we should pay attention to the questions raised by the salesman, which should be the most concerned issue of the other party. The question must be clear and specific, and the words should not be vague and ambiguous, otherwise it will be difficult to attract the attention of customers.

7. Provide valuable information to customers.

Marketers provide customers with some helpful information, such as market conditions, new technologies and new product knowledge, which will attract customers' attention. This requires marketers to stand in the customer's position, think for customers, read newspapers and periodicals as much as possible, master market trends, enrich their knowledge, and train themselves into experts in this industry.

Marketers provide information to customers, care about their interests and gain their respect and goodwill.

8. Timely product display.

Marketers use all kinds of dramatic actions to express the characteristics of products, which can attract customers' attention best.

9. Use products to arouse interest

Marketers use products to attract customers' attention and interest.

The biggest feature of this method is to let the product introduce itself. Attract customers with the thrust of products.

10, ask the customer humbly.

Marketers attract customers' attention by asking them questions.