"The field business school" can grasp to meet the customer 30 seconds before the performance is diff

For the first 30 seconds of sales, it is important to decide whether the customer is willing to continue to communicate with you. In this crucial 30 seconds, how do we manage to communicate quickly and effectively?

Today, I will share with you one product, how to improve my skills, and how to sell my words.

Only as a guide for jade, I hope my friends can use it flexibly.

Sales of two basic rules

How does an exquisite sales story come from, why is it so, where is the starting point? Please see the following two sales basic rules:

FABE sales method

What is the FABE sales method?

- F characteristics, A advantages, B benefits, E certification, referred to as special, excellent, profit, card.

This set of sales rules is based on the customer's frequently asked questions. Does the customer often ask our salesperson: “What are the characteristics of your family's product? What is the difference with someone’s home? What are the benefits to me? Are you talking about it really? Who bought it from you?” The customer's question is actually the FABE sales method.

Then, as a salesperson, the first thing you need to do is to write down the characteristics, advantages, benefits, and certifications of each product, and then back down. Afterwards, the customer will introduce the product according to this standard.

If it is to bring a team and bring new people, the first thing is to let them back the FABE of their products, and then let them continue their exercises and explanations. This will naturally result in standardization, duplication and unification.

SPIN sales method

What is the SPIN sales method?

- S situational, P inquiry, I suggestive, N solution.

SPIN sales techniques have always been used, but we do not know it. The most typical example is a doctor. The doctor is definitely a SPIN sales expert.

Please see the following conversation:

SPIN

Outpatient scenarios

Doctor: "What situation?" (Situation scenario)

Patient: "Lung pain!"

Doctor: "Do you usually smoke? Drink alcohol? ..." (Situation scenario)

Patient: "Occasionally drink a little..."

Doctor: "Isn't it hard to breathe? Is it painful when I exhale? Is there anything thick?" (Problem explores)

Patient: "Yes!"

Doctor: "Immediately go through the hospitalization procedure! First observe for three days..." A bill of several thousand dollars was readily opened.

Patient (so expensive?): "Can you be out of the hospital, with some ordinary medicine ..." (dissenting price objections)

Doctor: "No! Now it is unclear, it may be SARS, and there will be danger to life..." (Implication implies, expanding the consequences)

The patient’s guilty conscience is afraid: “What can I do? Can we cure it?”

Doctor: "Although it is very troublesome, but you have to believe that our doctor is to help the people and serve the people. This medicine is very good, is imported. We have recently introduced foreign equipment ... ... as long as your disease is well treated, not There will be problems!" (Need-payoff solution, value elaboration)

Patient: "I'll be relieved." So she beat a few thousand dollars and bought a pile of medicine.

This example is the use of SPIN sales in life. There are many similar situations.

Four ways to temper your words

For the first time to communicate with customers, if the operation is not good, you will arouse the customer's resentment. If the words are not in place, you may miss an important customer and lose a big one.

The following four methods allow you to chat with your customers:

Selling to sales masters

No matter what industry you are in, the master's remarks have been tempered and taken directly into your own.

So how can we get the salesman's words? There are two efficient methods:

The first is to directly find the sales master of your peers, impersonate the customer to face-to-face communication, and throw the questions you had previously difficult to answer directly to him (remember to record and get back to be your own).

Second, if you are sorry, then online communication, through WeChat, telephone, send text messages to get his words, and make their own records.

Have a habit of recording

When you communicate with customers, you need to have a habit of recording. For example, what questions did the customer ask? How do you answer? What are the concerns of the customer? How did you help solve it?

Do not be afraid of trouble. When you record, you will find that the customer actually asks several questions. Nothing special. The most trouble-free thing is recording. After work, you can listen to yourself how to receive customers, your own tone, and the effect of your answers. You will suddenly realize that.

The next step is to temper your own words, and then temper your tone, you will be very Niubi, chat with customers is no longer difficult.

Concrete response

The words are divided into short, medium, and long versions. Because in face of each customer, you do not know how much time he is willing to communicate with you, first test it from the shortest version, look at the customer response, and then make the next decision.

Do not use small and not

Sometimes the customer may ask a question that looks strange to you, but please don't ignore it. Having seen such a salesman, he often ridiculed the question asked by the customer, but then several customers also asked a similar question, because he ignored, lost a number of intention customers.

Strengthen customer benefits psychological four skills

The customer said: "The price is too expensive." If you don't want to reduce the price to sell your product, you must prove that your product price is reasonable and that it is worth that price.

The following four sales strategies may help you persuade customers:

Addition rule

A summary of the sense of value that goods can bring to customers. The specific approach of the salesperson is to enumerate the top ten benefits that the product can bring to the customer (choose the most appropriate points in front of the customer and say it is OK, not necessarily all); identify the various problems faced by the customer and do one Grand total.

Subtraction rule

Now everyone likes to add some added value to their products, such as services, gifts, etc. In fact, customers want what they want, in addition to the value of the product itself, but also include these additional values. When the clerk quotes the customer, he should subtract the bonus value from the price and explain that the customer feels that his investment is not actually high.

Multiplication rule

In sales, the clerk will grasp the pain point of the customer. Multiplication means to turn the pain point of the customer into an urgent problem. In other words, find the customer's wound, and then sprinkle salt on it. Since the customer is already poisoned, he must not seek antidote immediately.

Division rule

When you think of division, it is nothing more than decomposition. The customer is very concerned about the money, you suddenly say tens of thousands, the customer is terrified, and the law of division is to decompose the money the customer wants to invest. This needs to be flexibly used according to the specific situation of the customer.

There are many ways to decompose, for example, according to time (every year, every month, every day, even if necessary, every minute), number of users, department, etc., so that the total price is still so much, but it does not sound so scary, psychologically It will also feel that it is not much.