[China Glass Network] rely on the front step: say hello.
The salesperson who does the sales is close to the customer. The first thing that must be done is of course to say hello to the customer.
Pay attention to three points when you say hello, enthusiasm, gaze, smile.
　 Be hot before you go.
I don't know if you have noticed it. When you greet others, you will be greeted with enthusiasm. The other party will follow the enthusiasm. Indifference will give you a cold response when you say hello to others. So we must be eager to greet customers. first. Your enthusiasm will affect the mood of customers.
The second point is the gaze.
Focusing on the other person's eyes with a focused eye, this will give the customer a certain shocking effect, which will make the customer's heart close to you. Some people think that it is not polite to do so, especially when the male salesperson faces the female customer, I can only tell You, your thinking is a big mistake. The reason for this is actually very simple. One person greets you enthusiastically and you find that his eyes are staring at you as if you are talking. What kind of mental activity will you be?
First, I was curious, how did this person look at me like this.
Second, there is a trace of tension and a little scary (this nervous fear will allow others to control your thinking within a few minutes), creating a sense of urgency, a sense of urgency that makes you nervous, confused, and you may be at this time Accept his arrangements.
The third is to feel excited and start to have a good impression on this person (this is why beauty is easy to be chased by a bold person for a short time). A sluggish, scattered look will only give you the opposite effect. I don't say much here, as long as you just look for a personal experiment, you will understand.
The third point must have a sincere smile.
A sincere smile will bring you closer to your customers, and will turn the tension and fear caused by your gaze into the respect and dependence of you.
Step 2: Introduce yourself.
Whether you are a stranger or a customer who has dealt with you, don't forget to introduce yourself to enhance your memory system. When you introduce yourself, you should also pay attention to three points, simple, clear, and confident. The first is to make the simple and simple introduction not only let the customer know that you will leave enough time for the sales work below, but also simply that the customer is easier to remember, one customer remembers you, he will It may introduce you to more customers, and it will also help to establish future transactions with customers. The second is to be clear, why should I know that I don’t want to say that everyone understands. The third is self-confidence, self-confidence is more important, and self-confidence can not only affect you but also control customers.
The third step: introduce the product.
When introducing the product, put the product in the customer's hand, let the customer participate in the experience of the product, which will make him feel that the product is already his, and then suddenly take the product back from the customer to make the customer feel lost.
1. Be good at using the sense of loss: Appropriate sense of loss to the other party will make the other party lose and unwilling to make your sales activities smoother.
2, the introduction of the product should be simple and clear. Try to use the customer to understand the language to introduce the product, it is better not to let the customer understand the terminology.
3, the price of the speculation is hot, sincere, use the eyes to look at the customer to understand each other's psychological activities.
The price of the speculation compares the price difference between the product and the usual activity. The product without activity is compared with the more expensive product. If the product is the more expensive in the industry, the difference between the value and the price of the speculative product. In short, it is a sense of accomplishment that allows customers to earn money.
The fourth step: the transaction.
First, the action at the time of the transaction requires specialization and just right. Specialization will make the other party feel that his purchase decision is correct.
Second, ask the customer to understand the problem, and quickly answer the problem, do not let the customer have too many opportunities to think, or too many questions will not only make you break the sales process, but also make customers more and more doubts Makes you uncontrollable and shakes the determination of customers to buy.
Third, we must use more hypotheses - assuming transactions, hypothetical use, examples, and so on. Let the customer feel that the product is already his.
Step 5: Re-sell.
Pursue the pursuit, seize the other party's buying motives, and stimulate their desire to buy again. Be good at using the sense of ownership: ownership will make the other party infinitely satisfied, thus forgetting his contribution. Doing this will strengthen the customer's beliefs and will not regret buying your product.
As long as everyone breaks down the process of selling the products according to the above steps, I believe that I can be a terminal marketer.
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