Sales needs to go through a process, a process of dealing with customers. Selling the following chess, you need to go through a process of playing chess, you can't always "general". Going chess step by step, sales should be pushed step by step. In order to sell the products, in general, we must take a good "seven steps".
The first step: let the customer know
To let customers know the company's products, this is the first thing that sales must do. It is not difficult to do this kind of thing. After you enter the door, you can let the customer know by saying a few words. In order to let customers know that they are going to visit, in order to let many customers know that they will visit more. Sales work is very hard, don't be afraid to suffer if you want to be successful. Of course, not afraid of suffering does not mean running around. Running customers requires attention to goals, routes, and steps. Planning, focused, and rhythmic sales can increase efficiency and increase interest. Don't think that people know that the company's products will be purchased, so it is not easy for customers to save money.
Step 2: Let the customer understand
Knowing does not mean understanding, and customers can't buy products without understanding. What is "understanding"? It is only when people understand the performance, quality, price, etc. of the company's products. You only have to give a specific introduction to the product to make people understand. The problem is that customers are often too busy to work, so they often don't give you a lot of time to introduce. Can you explain what you should say in a short period of time? This is a major test for salespeople. There is also a situation where the customer does not want to understand the product you are selling because he is not interested in the product at all. In this case, how to attract customer interest is very important.
The third step: let customers trust
Even if the customer understands the product you are introducing, it is difficult to make a purchase decision because he does not know about you and your business, or can't trust the products you sell. The more you sell a complex or expensive product, the less likely you are to gain the trust of your customers. At this time, you have to do further work to gain trust. Sales, fighting for trust is inseparable from the necessary supporting materials, but it is not enough to rely on these, sometimes, a sentence, an expression or even a look will make people feel suspicious. Sales people must strengthen their integrity, because honest people are always more trustworthy than others who are not honest.
Step 4: Make customers tempted
Will customers buy, know, and trust your product? Not always. The psychology of the customer is complex. They may still wonder if there is any special value in the products you sell, and may still be calculating whether to replace the original products with this product, or you may still consider the money at hand to be surplus. Smart salespeople are good at observing and seeing the customer. Once they discover the subtle psychology of the customer, it is possible to make the customer tempted by saying a few intimate words. The salesperson should learn more about psychology, not only to grasp the customer's psychology, but also to be good at influencing the customer's psychology. It is often said that sales people often deal with customers, in fact, they often deal with the psychology of customers.
Step 5: Let the customer choose
Customers are not necessarily buying the products you sell after they are tempted. Any experienced customer has a strong sense of choice. After they have initially decided to buy your product, they will also think about whether the products of other manufacturers will be more reliable, cheaper, etc. than the quality of your products. Some customers will also use their brains in terms of time selection, that is, whether it is appropriate to buy now or purchase in the future. If the salesperson finds that the customer cares about this problem, he must also seek truth from facts and do some effective persuasion work. Otherwise, the above four moves will be gone.
Step 6: Reassure customers
Letting customers rest assured that it is to relieve their worries, this should be achieved through publicity and explanation of after-sales service measures. Through perceptual knowledge and rational thinking, once the customer intends to purchase the products you sell, the remaining problem is to worry about the quality of the products. At this time, the salesperson should be good at answering the various questions raised by the client in a targeted manner according to the relevant regulations of the company, so that they can turn from worry to worry. Propaganda and explanation of after-sales service measures can neither say more nor say less.
Step 7: Let the customer decide
Even if you have finished the above six moves, don't take it lightly, because some customers' knowledge is easy to repeat. At that time, if someone puts a cold water on the side, their determination will be more easily shaken. In order to successfully sell the product, the salesperson must be mentally prepared for the unexpected situation that may occur at the time of the transaction, and at any time firmly and subtly meet various new challenges with subversiveness until the customer finally decides to purchase. until. Successful sales not only require a wealth of business knowledge, but also require a lot of valuable psychological qualities such as determination and calmness.
Playing chess should be flexible and flexible, and sales must be flexible. The above-mentioned "seven-step chess" is a sales procedure as it is a sales factor. Due to the wide variety of products and customers, it is difficult to expect to be successful in this “seven-step move†mechanically. However, regardless of the complexity of the product and customer situation, the above seven elements will always exist in the sales process. The sales factor must obey and serve the customer's psychological factors of purchase. Because the general customer purchases the product or has more or less these psychological activities before or after, the salesperson must have insight into these psychological activities and respond flexibly.
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