I think that one person's success is more important than the latter. In addition to the knowledge, actions, and persistence, it is actually a good service. That service is to exceed the expectations of customers.

The exercise we are going to start now is "good at sales." Selling is to make friends. The person with good performance is his friend; the person with poor performance is that his friend is not enough, because the friend will buy the product with his friend. When you make up your mind, no matter what you say, as long as your intentions are strong, as long as you know how to sell yourself and market yourself, anything is possible!

Now, let's learn the top ten steps of persuasion (sales):

1, the previous steps: adequate preparation

Adequate preparation consists of four aspects of preparation, starting with physical preparation. In order to make yourself physically fit, you must do some physical training. Based on my experience in studying successful studies for more than a decade, I have summed up some effective methods (see "I am a treasure"), and I will introduce a few to you.

One is to take one or two deep breaths every day, 10 times in the morning, in the middle and the evening, 30 times in total; the second is to eat only seven or eight minutes forever; the third is to eat fruits before eating, not to eat after meals; Do exercise to do aerobics, such as walking, swimming, jogging, cycling, etc.

The second is the preparation of professional knowledge. You must have a good understanding of your product. The third is the preparation for understanding the customer. You must know your customers very well, understand his interests and hobbies, so that it is easy to communicate and easy to vote for. The fourth is spiritual preparation. Sit for 5 minutes before handling important things.

2, the second step: make your emotions reach their peak

In order to reach your peak, you must first let your limbs reach their peak, because the action creates emotions. At the same time, I repeat myself to confirm myself: I am better! I am better! I am better! I like myself! I will succeed!

3. The third step: building customer trust

To build a customer's trust, first of all through their own image! That is, to wear for success! Why do you say that? Because a person's front impression is very important! Once he is built on the impression, then It was half successful. The front impression is expressed through your image, so you must pay attention to your own dress, manners and temperament.

The second is to learn to listen. Always stand or sit on the left side of the customer, maintain a moderate distance, maintain proper eye contact, listen to not snoring, don't make a sound, and smile at the same time. Also make a record. After the customer has finished speaking, repeat the confirmation once. Don't think about what you are going to say, listen to what he really means, and communicate with him from the perspective of concern.

The third is to imitate the other party's conversation. Imitating the other's words, voices, and body language, similar to each other, causing resonance. When imitating body language, imitate each other's expressions and tone, and be careful not to imitate.

The fourth is to use customer witness. The customer said that you have a sentence of 10,000 words, and each salesman has at least 5 customers to witness.

4. The fourth step: understanding the customer's problems, needs and desires

Knowing that customers start with chat, chatting is doing business. First, talk about FORM in the first 20 minutes, F stands for family; O stands for career; R stands for leisure; M stands for finance. Second, talk about the values ​​of the purchase. All sales are value sales and a thorough understanding of customer values. The third is to ask questions. Ask NEADS, N for the present; E for satisfaction; A for change; D for decision; S for solution.
5. The fifth step: propose a solution and shape the value of the product

To solve the customer's problems, needs and desires, propose solutions, and at the same time shape the value of their products, the method of plastic product value: first give him pain, then expand the wound, and then give the antidote.

One person has not changed because the pain is not enough. A person has not made a lot of money because the pain is not enough. One person has not succeeded because the pain is not enough.

6, the sixth step: to do the analysis of competitors

Shop around without losing money. But don't criticize the competitors, how to compare them? First, point out the three characteristics of the product; second, give a big advantage; third, give the shortcomings of the weaker opponent; Fourth, do with the expensive products Comparison. To do a competitor analysis, you must find the key buttons that customers buy, that is, the values ​​that are more important to customers.

7. Seventh step: dispel the objection

Objections should be lifted before the customer speaks. We pre-framed. There are no more than 6 objections from customers. If these 6 objections are pre-framed, it will be easy to close. All resistance points are resolved by “questioning”.

8, the eighth step: the deal

For the transaction, here I introduce six kinds of transaction methods. The first one is for test transactions; the second is for hypothetical transactions: you don't sell, but if you buy one day, what would happen? Then understand the customer's real purchase reason. The third is the second-choice deal; the fourth is the use of the contrast principle of the transaction method: starting from the high price, and then pulling down. The fifth is the heart disease transaction method; the sixth is the monk transaction method.

9, the ninth step: ask the customer to introduce

First of all, give you value and make you satisfied. Then ask if the people around you have one or two friends who need such value. Do they have the same quality as you, and they like this service product? Ask him to write their name? Ask them: Can you call them immediately? OK! (call on the spot) later praise new The customer (by the referee's mouth) confirms the needs of the other party and makes an appointment to visit. Success network

10, the tenth step: do a good customer service

Services include pre-sales services and after-sales services. To do service is to make customers become loyal customers, not just satisfied customers, because satisfaction is not equal to loyalty. The pre-sales service consists of four steps:

1. Write a thank you letter, apologize first, deeply regret, and hope to have the opportunity to continue to serve you;

2. (After one month or half a month later) send the information to the other party;

3. Send the information again;

4. It lasts for half a year, one year, two years and ten years.

For after-sales service, you should do services that are not related to the product (based on product-related services). Service 诀窍: 诀窍: Regular return visit. Li Ka-shing said: When you come to the door to find customers, it is easy for customers to come to the door. When the customer complains, they will make additional compensation and will complain to the customer. Can not lose customers. As long as the customer ignores it, he will continue to apologize. This will not spread, at least not spread "bad words."

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