Ten skills of grasping customers in sales;
Skills of grasping customers in sales 1. Contact customers frequently.
In the communication with customers, we have been doing advertising media sales for many years, and we should be more clear that advertising media sales are not selling small commodities such as fruits on the street. He can't make a deal twice at a time, so we need to contact more customers, especially those who are interested in advertising or have an advertising budget. We need to provide personal service 24 hours a day, because there are too many advertising media and too many advertising media salespeople. Only your diligence and persistence will increase your chances of success; At the same time, we should also pay attention to the contact and communication of body language;
Master the skills of customers in sales. Shape yourself into a master storyteller.
In our sales, I often introduce to our students that a sales expert should be a storyteller first. In our sales, especially the third or fourth meeting, you can tell some imaginative stories according to the customer's position and interest, which will certainly achieve unexpected results. The most important thing is to let the other party feel the pleasant atmosphere and let him have the surprise of finding a bosom friend, then the transaction will become very easy;
Skills of grasping customers in sales 3. Provide your customers with the latest information and intelligence.
After communicating with customers for a period of time, we can provide customers with some information about some industries and individuals according to our relationship with customers, so as to establish a more stable relationship between you, even including some privacy of your company and individuals, because everyone is very curious;
Skills of grasping customers in sales. When you have several customers, you must break them down one by one.
When we sell advertising media, customers are sometimes two or more people. For example, in addition to the planning department and the marketing department, there are also relevant personnel such as the contract department, the finance department and the price evaluation department. We need to break them one by one, not one by one. Sometimes if necessary, we can ask company leaders or colleagues to help you break them one by one. Don't be too confident and overestimate your ability, and it will be too late to regret it!
Skills of grasping customers in sales. Advice to customers must be simple and clear.
When we make suggestions to our customers, we must also pay attention to some sales skills. Must be simple and clear, don't be mysterious, say the benefits first. Why do you want to advertise in our media? The rewards and benefits of advertising, the advantages (USP) and (SWOT) of our advertising media should be introduced to customers in detail, so that customers can choose, and you should guide them well. The price must be the last page and the value.
Skills of grasping customers in sales. Let customers have room to think and ask questions.
In our advertising media sales, we mentioned Mr. Peng Xiaodong's three magic weapons of Jianghu marketing, namely, smiling, listening and praising. In other words, in our communication with customers, it must be two-way, not you or the customer alone. I don't think so. The correct way is two-way communication, in order to acquire knowledge and win the final order;
Master the skills of customers in sales. Meet customer needs
When we are doing advertising media, it is actually a process of creating demand, excavating demand and meeting demand. Therefore, the process of making sales is actually a process of meeting customer needs. The most important thing in this process is to learn to satisfy customers' stimulation, that is, to learn to praise, such as? You are my best friend and my most respected customer! ? Wait a minute.
Master the sales skills of customers. Use humor to resolve customer dissatisfaction.
Teacher Peng Xiaodong said in "The Habit of Deciding to Deal in Advertising Media Sales" that we must develop the habit of humor when selling advertising media. When customers are angry and complain, we might as well use humor to resolve them. Only in this way can you win customers and orders instead of running away;
Master the sales skills of customers. Learn to use the illusion of the eyes.
The eyes are the windows to the soul. When the transaction is near the completion stage, you can use the illusion of eyes, such as changing to a higher position, so that your line of sight is higher than that of the customer, so that the customer must look up at you, so that you can control his psychology unconsciously and he can be sure of what you say. This is a little trick that we can try in sales;
Skills of grasping customers in sales. You can focus on some other topics.
In advertising media sales, besides talking about our own company and advertising media products, including some personal things, we can also talk about other things, such as third parties, which is also a way of indirect pressure. The so-called third party, you can cite real people or make it up out of thin air, but it is basically related to people, things and things in front of you.
Skills of developing customers in sales:
1, data search method
Data search method is that salespeople identify potential customers and customer information by searching various external information. The ability to search with data is called a searcher by experts. Before meeting the customer, the salesman of Soushang Gao knows most of the customer's information, such as the customer's major, customer's email address, customer's birthday, customer's native place, customer's graduation school, customer's mobile phone number, customer's position and so on.
You can't see him, but you know him. Design questions according to the information, and pay attention to the details and opening remarks of the visit. You can also preliminarily judge the customer's personality and behavior style according to the customer's information, so as to meet the customer and do it. Love at first sight? Lay a good foundation! There are many search tools: online search, books, newspapers and magazines, professional magazines and so on.
Internet search is very important to modern people! It is also the fastest and simplest search method. Finding potential customers online is the best choice. First, search some information about your customers through some commercial websites on the Internet. Or through Baidu, Yahoo, Google and other large search engines. , search with keywords; Don't stick to a search engine, the same keyword will have different results in different search engines. Nowadays, many companies have established their own company websites, or published some information through the Internet, such as recruitment information. Nowadays, it is easy to search the information of companies and customers on the Internet.
These professional networks and trade association websites also have many related links, which are also very useful. The author knows the email addresses and birthdays of many customers through online search, which provides great convenience for the author's training and consulting career. I also learned about the training characteristics of competitors and the recent environment of my industry through online search.
2. Internal resource law
For example, customer data sorting method, through the information resources provided by enterprises, carries out sorting and analysis, combined with online search, to further enrich the knowledge and information of potential customers. For example, the front desk clerk of the company will have new customer information, such as the new customer information obtained by the marketing department through market activities, such as the customer information obtained by colleagues, such as the customer information given by the boss and so on. In particular, according to the customer data and information provided by previous salesmen, we will sort out and analyze them to find new potential customers.
3. Personal domain law
This method includes door-to-door visit and on-site observation. For example, selling textbooks and stationery to college students, choosing university campuses as search areas, selling prescription drugs, choosing hospitals or clinics as search areas, and strengthening visits to these places. In these areas, you can choose non-customers to collect information first. If the medicine you sell is stomach medicine, you can go to the idle department or study or intern first to get to know the situation of the hospital and digestive department.
You can also go to the registration hall or waiting room of the hospital to observe and search for customer information. For example, the registration hall generally has a doctor's introduction and a special introduction. You can also observe the number of patients who see a doctor, so as to judge their potential or the market potential of the hospital. For example, car salesmen drive new cars around residential areas or community streets, looking for old cars. When they find the old car, they regard the owner of the old car as a potential customer, and try their best to get in touch with, know, be familiar with and even become partners with the old car owner.
4. Chain introduction method
Chain introduction is a way for salespeople to ask existing customers to introduce potential customers. There are direct introduction and indirect introduction. Indirect introduction refers to the salesman looking for potential customers within the communication scope of existing customers, and direct introduction refers to inviting existing customers to introduce their related customers. There are many specific methods of chain introduction, such as asking existing customers to give them the opportunity to attend their party, asking existing customers to forward materials on their behalf, and asking existing customers to make chain introduction through letters, telephones, business cards, etc.
5, the influence of character introduction method.
Sales staff develop some influential central figures in specific sales customers, and make these customers become potential customers of sales staff through others within their influence. The principle of this method is the principle of trust authority in sales psychology, but what about in sociology? Expert? Principle, that is, people's ability to distinguish is often influenced by experts and authorities.
People are convinced and obedient to the prestigious figures in their minds, so it is very important to win the support of these expert tasks. The difficulty of this method lies in persuading the central figure. Only by gaining the trust and support of the central figures can we further discover more potential customers by using the central flowering method.
As long as salespeople concentrate on doing meticulous work for a few central figures and make them loyal customers, they can get many potential customers through their word-of-mouth communication; You can also improve the popularity of products through their fame and influence. For example, doctors are influential central figures in the field of patients, and teachers are influential central figures among students.