It is very important to know sales skills and vocabulary. Many times, you need to constantly introduce yourself to the outside world. How do salespeople do it? Let me answer your questions about sales skills and words. I hope everyone can get to know each other!
Sales skills and vocabulary 1
How to do a good job in sales?
1. Sales representatives must read more books and magazines on economy and sales, especially newspapers every day, to keep abreast of national and social news and news events. When visiting customers, this is often the best topic, and it will not appear ignorant and superficial.
2. The way to clinch a deal starts with finding customers. Cultivating customers is more important than current sales. If we stop adding new customers, sales representatives will no longer have a source of success.
3. Visiting is the application of common sense, but only by applying these concepts that have been proved by practice to "activists" can we have an effect.
Before making a blockbuster, the sales representative must do the boring preparation work first.
The preparation and planning before the visit must not be ignored. Only if you are prepared can you win. Prepare special tools, opening remarks, questions to ask, words to say and possible answers.
6. The combination of sufficient preparation in advance and inspiration on the spot often leads to the disintegration of powerful opponents and success.
7. The best sales representatives are those who have the best attitude, the richest product knowledge and the most thoughtful service.
8. We must learn and remember the materials, brochures and advertisements related to the company's products. At the same time, we should collect competitors' advertisements, promotional materials and brochures, study and analyze them, so as to "know yourself and know yourself" and truly know yourself and know yourself, and then we can take corresponding countermeasures.
9. The most important business ethics is that transactions that are unfavorable to customers will inevitably be harmful to sales representatives.
How to sell yourself?
10, knowledge of sales is undoubtedly necessary for sales representatives. Sales without knowledge can only be regarded as speculation and can't really experience the fun of sales.
1 1, a successful sales is not an accidental story, it is the result of a sales representative learning, planning and applying knowledge and skills.
12. When visiting customers, the principle that sales representatives should believe in is "grab a handful of sand even if you fall". This means that the sales representative can't go home empty-handed. Even if the visit is not over, ask the customer to introduce you to a new customer.
13. Select a customer. Measure the customer's willingness to act and decision-making ability, and don't waste time on indecisive people.
14, the important rule of strong first impression is to help people feel important.
15, keep the appointment on time-being late means "I don't respect your time". There is no reason for being late. If you can't avoid being late, you must call to apologize before the appointed time and then continue the unfinished work.
16. Sell to Mr. Power who can make a purchase decision. If your sales partner has no right to say "buy", you can't sell anything.
17. Every sales representative should realize that sales can be successful only if you keep an eye on your customers.
18, approaching customers in a planned and natural way, making customers feel favorable and negotiating smoothly are the work and strategies that sales representatives must work hard to prepare in advance.
19. It is impossible for a sales representative to reach a deal with every customer he visits. He should try to visit more customers to increase the percentage of transactions.
20. Get to know your customers, including their life, family, emotions, career and temperament, because they determine your performance.
2 1. Before becoming an excellent sales representative, you should be an excellent investigator. You must discover, track and investigate until you know everything about your customers and make them your good friends.
22. Believe that your product is a necessary condition for a sales representative: this confidence will be passed on to your customers. If you have no confidence in your product, your customers will naturally have no confidence in it. Customers are not so much convinced by your high-level logic as by your high self-confidence.
23. Representatives with good performance can tolerate failure partly because they have complete confidence in themselves and the products they sell.
24. Know your customers and meet their needs. Not knowing the needs of customers is like walking in the dark, wasting energy and not seeing the results.
25. For sales representatives, the most precious thing is time. Knowing and choosing customers is to let the sales representative focus his time and energy on the most likely customers, instead of wasting it on people who can't buy your products.
Sales psychology
26. There are three rules to increase sales: pay attention to your important customers, pay more attention, and pay more attention.
27. There is no distinction between high and low customers, but there are grades. Determining the number and time of visits according to the customer level can make the time of sales representatives play the most effective role.
28. Approaching customers must not be formulaic. We must make full preparations in advance and adopt the most appropriate way and opening remarks for all kinds of customers.
29. Opportunities for sales presentations are often fleeting. Be sure to judge quickly and accurately, pay close attention to it, so as not to miss the opportunity and strive to create opportunities.
30. Focus on the right goals, use your time correctly, and use the right customers, and you will have a greedy eye in the promotion.
3 1, the golden rule of sales promotion is "don't do to others what you don't want others to do to you"; The platinum principle of sales promotion is "treat people the way they like".
32. Let customers speak for themselves. Letting a person talk about himself can give you a good opportunity to explore similarities, build a good impression and increase the chances of completing sales.
33. In sales promotion, you must be patient and visit constantly, so as not to be too hasty and not to take it lightly. You must take your time, observe the quality and facilitate the transaction at an appropriate time.
Don't be discouraged if the customer refuses to sell. Make further efforts to convince customers, and try to find out the reasons why customers refuse, and then prescribe the right medicine.
35. If you are curious about the people around your customers, explain and introduce them enthusiastically and patiently, even if it is impossible to buy them. It should be noted that they are likely to directly or indirectly influence customers' decisions.
36. Sales are for helping customers, not for commission.
37. In this world, what do sales representatives rely on to resonate with customers? Some people condemn people with quick thinking and logical eloquence; some people move people with passionate speeches. However, these are all questions of form. At any time and place, only one factor can always convince anyone: sincerity.
Don't "sell", but "help". Selling is for customers, and helping is for customers.
39. Customers' thinking is logical, but it is emotion that drives them to take action. Therefore, the sales representative must press the customer's heart button.
40. The relationship between sales representatives and customers never needs formulas and theories such as calculus, but needs topics such as today's news and weather. So, don't try to impress customers with simple principles.
4 1. Touch the customer's heart, not his head, because the heart is closest to the customer's wallet pocket.
42. When you can't answer the customer's objection, don't perfunctory, cheat or deliberately refute it. You must answer as many questions as possible. If you don't get to the point, you must ask the leader as soon as possible to give the customer the most concise, satisfactory and correct answer.
43. Listen to buying signal-If you listen carefully, you will usually be prompted when customers decide to buy. Listening is more important than speaking.
44. The rules of the game of promotion are: a series of activities for the purpose of concluding a transaction. Although agreement is not everything, there is nothing without agreement.
45. Rules of trading rules: Require customers to buy. However, 7 1% sales representatives failed to reach a deal with customers because they did not ask customers for a deal.
46. If you don't ask the customer for a transaction, it's like you aimed at the target but didn't pull the trigger.
47. When you make a deal, you have firm self-confidence, and you are the embodiment of success, just as an old proverb says, "Success comes from success".
48. If the sales representative can't get the customer to sign the bill, product knowledge and sales skills are meaningless. No deals, no sales, that's all.
49. Not getting an order is not a shame, but it is not clear why not getting an order is a shame.
50. The conclusion suggests that the right solution should be put forward to the right customer at the right time.
5 1. When closing the transaction, we should persuade the customer to take action now. Delaying the transaction may lose the opportunity to close the transaction. A sales motto is: Today's orders are in sight, and tomorrow's orders are far away.
52. Overcome trading obstacles with confidence. Promotion is often the ability to express and create purchasing confidence. If customers don't buy letter B, even if it is cheaper, it won't help. Low prices will often scare customers away.
If the transaction fails, the sales representative should immediately make an appointment with the customer for the next meeting date-if you can't make an appointment for the next meeting when you meet the customer face to face, it will be more difficult to meet the customer later. Every call you make must bring at least some form of sales.
A sales representative should never treat a customer rudely because he didn't buy your product. In that case, you will lose not only a sales opportunity, but also a customer.
55. Track, track, track again-If you need to contact the customer five to 10 times to complete a promotion, then you must contact 10 times at all costs.
56. Get along well with others (colleagues and customers). Promotion is not a one-man show, we should work together with colleagues and become partners with customers.
57. Hard work will bring luck-take a closer look at those lucky people. That kind of good luck was achieved after years of hard work, and you can be as good as them.
58. Don't blame others for failure-taking responsibility is the pillar of completing things, effort is the standard of success, and completing tasks is your reward (money is not a reward-money is only an accessory to successfully completing tasks).
59. Stick to the end-can you take "no" as a challenge, not a refusal? Are you willing to stick to the 5 to 10 visits needed to complete the promotion? If you can do it, then you will begin to feel the power of persistence.
60. Find out your success formula by numbers-determine how many leads, how many phone calls, how many potential customers, how many meetings, how many product introductions, and how many times you have followed this formula.
6 1, face the work with enthusiasm-let every promotion feel like this: this is the best time.
62. This deep impression on customers includes a warehouse, a new image and a professional image. How did the customer describe you when you left? You are always making an impression on others, sometimes dim and sometimes bright; Sometimes it's good, sometimes it's not necessary to go. You can choose the impression you want to leave on another person, and you must also be responsible for the impression you leave.
63. The first law of sales promotion failure is: competition with customers.
64. The most obvious offensive of competitors is politeness, goods, warm service and professionalism. The stupidest way to deal with a competitor's offensive is to speak ill of him.
65. Sales representatives are sometimes like actors, but once they enter the ranks of sales promotion, they must be professional and confident, and affirm that their work is the most valuable and meaningful.
Have fun-that's the most important thing. If you love what you do, your achievements will be more outstanding. Doing what you like will bring joy to people around you. Happiness is contagious.
67. Performance is the life of a sales representative, but regardless of business ethics, it is wrong to do whatever it takes to achieve performance. Dishonorable success will sow the seeds of failure for the future.
68. Sales representatives must always pay attention to comparing the monthly performance fluctuations every year, conduct introspection and review, and find out the crux: human factors or market fluctuations? Is it a competitor's strategic factor or a change in company policy? Such as this, in order to actually grasp the correct situation, find countermeasures, in order to complete the task and create good results.
69. Pre-sale flattery is not as good as after-sale service, which will attract customers permanently.
70. If you send away a happy customer, he will promote it everywhere and help you attract more customers.
7 1, your "neglect" of old customers in service is precisely the opportunity of competitors. At this rate, it won't be long before you fall into crisis.
72. We can't count how many customers have lost because of a small mistake-forgetting to call back, being late for an appointment, not saying thank you, forgetting to fulfill the promise to customers and so on. These little things are the difference between a successful sales representative and a failed sales representative.
Writing to customers is one of the best opportunities for you to be different or better than other sales representatives.
74. The survey shows that 7 1% customers buy your products because they like you, trust you and respect you. Therefore, selling is to sell yourself first.
75. Etiquette, appearance, speech and manners are the sources of the impression that people get along well with each other, and sales representatives must make more efforts in this respect.
76. Clothes can't make a perfect person, but 90% of the impression you get when you meet for the first time comes from clothes.
77. The first transaction depends on the charm of the product, and the second transaction depends on the charm of the service.
78. Credit is the biggest asset in sales promotion, and personality is the biggest asset in sales promotion. Therefore, sales representatives can use various strategies and means, but they must not deceive customers.
79. Sales will improve only when customers speak. So, don't interrupt the customer when he is talking, but allow the customer to interrupt you when he is talking. Promotion is a silent art.
As far as sales promotion is concerned, listening is more important than speaking well.
Sales skill
8 1, the most common mistake in sales promotion is that sales representatives talk too much! Many sales representatives talk too much and don't give customers who say "no" a chance to change their minds.
82. We must win the favor of customers before opening our mouth to promote sales. The best way to win sales promotion is to win the hearts of customers. People are more likely to buy from friends than from sales representatives.
If you want to visit successfully, you must press the customer's heartbeat button.
It is estimated that 50% of the sales are completed because of friendship. In other words, because sales representatives don't make friends with customers, you are giving away 50% of the market. Friendship is the magic weapon of super promotion.
If you complete a transaction, you will get a commission: if you make friends, you will make a lot of money.
Loyalty to customers is more important than loyalty to God. You can cheat God a hundred times, but you must never cheat a client once.
87. Remember: customers always like people who are liked and respect people who deserve respect.
88. In sales activities, personality and products are equally important. Only in the hands of sales representatives with excellent personality can high-quality products win a long-term market.
89. When the sales representative praises the customer, he should ring the bell!
90. You will lose one transaction if you are too enthusiastic, and you will lose one hundred transactions if you are not enthusiastic enough. Enthusiasm is far more infectious than rhetoric.
9 1. The bigger your business is, the more you care about customer service. After tasting the sweetness of success, the fastest way to get into trouble is to ignore after-sales service.
92. Difficult customers are the best teachers. Sales career can not be separated from them, otherwise it will not reach the top.
93. Customer complaints should be regarded as sacred language, and any criticism should be receptive.
Sales skills and vocabulary II. A complete personal introduction
This is the opening remarks of the interview and the summary of your previous work during the interview. At this time, the interviewer mainly examines your language expression ability and personal summary ability. I remember the first time I came to Linyi to interview the sales staff and asked them to introduce themselves. Most people say that my situation is written on my resume. I said, if the buyer said that you introduced your house, you also said that it was all written in the information. You can see for yourself, okay? Therefore, salespeople eat by mouth and thinking, and expressing their experiences completely can increase your bargaining chip in the interview. Remember this.
Second, in line with their own characteristics of image packaging
When you receive an interview notice or you want to go for an interview, you should first make some modifications to your appearance in order to leave a good impression on the interviewer. For example, it is natural for girls to wear light makeup, and heavy makeup is forbidden. Don't wear more than three kinds of jewelry, which will distract the interviewer and think that you will be a "vase". Don't wear strapless clothes, or it will be indecent. Boys do not want long hair, beards, etc. As long as it is clean and natural. Generally speaking, it should conform to its own characteristics, because the first thing to do in sales is to sell the house, so before selling, you must first sell yourself. Because the interviewer will give you an impression from the appearance first, and the quality of this impression will affect the success or failure of your interview!
Third, the expression is calm and the behavior is decent
Many times, especially those who have never been engaged in sales, they will be very nervous during the interview, sometimes incoherent and sometimes nervous. In fact, this is unnecessary. In fact, choosing a salesperson now is generally not based on how much experience you have, but on your personal cultivation and connotation, that is to say, what is your development potential? It's not bad to have never done sales, because as long as you have potential, you may become an industry elite through training and personal efforts. Therefore, secretly cheering for yourself is also a good way to relax.
Fourth, keep a correct attitude and be neither arrogant nor impetuous.
For job seekers who already have some sales experience, the current experience is not an important capital, but depends on your mentality and how to correctly evaluate yourself. I remember once, a salesman came in and was still sending messages on his mobile phone. After sitting down, he crossed his legs and talked casually. Indeed, the job seeker's appearance and dress are excellent, but what makes him fail is his manners, because this is an unchangeable long-term inertia.