Exchange is a unique activity of human beings, and the needs of both parties can be met. Sales is a great cause, a business that delivers value and helps others. She facilitated the exchange and realized the transfer of value. Sales are the process of meeting customer needs, because the advantages of the product features that are sold can bring benefits to customers. However, it is undeniable that in addition to the products, some details of the salesperson's visits to customers have an important impact on the success rate of sales. Sales details often increase sales success rates. A rainbow vacuum cleaner company asked door-to-door salesmen to ask for a glass of water before selling. As a result, this small request increased the turnover ratio. After a market manager heard the story, he did the same, so that 30 of his sales staff would ask for a glass of water before selling. After a few weeks, he found that the sales performance of the experimental group increased by 3%. Later, he asked another 30 salesmen to ask for a soft drink before selling. As a result, this request did not help to improve sales. This story tells us that it is easier to get great favors with a little favor, and it is easier to get in after the inch. Why is this so? One explanation is that the customer helped us with a little help, just as he made an investment in our relationship with us. Because everyone hates losing, he is also afraid of losing this investment, so he has added a bigger investment to keep the previous small investment. Another explanation is that after the customer helped us a little, he would have an illusion that he must be like us to help us. In order to maintain consistency, he must continue to like us, so he had to. Then it helped us a lot. Based on 13 years of sales experience, I have summarized the six sales details for your reference. These six sales details made me a non-smoking and non-drinking salesperson who became a better salesman in Asia in 1996 and made me 12 The brilliant performance of annual sales management. 1, the salesman's dress: only a little better than the customer. The salesman's suit and briefcase can reflect the company's image, but sometimes it depends on the object being visited. The contrast between the two sides will make the other party uncomfortable, and the distance between the two sides will be invisibly opened. For example, building materials salesmen often visit designers and general contractor construction managers. The former must of course have shirts and ties to express your professional image. If the latter is also dressed, it is somewhat inappropriate. Because the construction site environment is limited, the staff cannot be stressed. Dress, if you wear too good clothes to run the job site, don't say that talking to customers may not be easy to find in the office. Experts say: A better dressing plan is to wear a little "one point" than the customer, which not only reflects the respect of the customer, but also does not open the distance between the two sides. 2, always put down the phone later than the customer. Many salespeople didn't wait for the other party to hang up, so they hang up first, especially when talking to more familiar customers. Always putting a phone call later than the customer reflects respect for the customer. 3, do not answer the phone when talking to the customer. In the conversation with the customer to answer the phone, despite the permission of the customer beforehand, but the customer is in the bottom of my heart: "It seems that the person on the phone is more important than me, why is he talking for so long?" So the salesperson is visiting for the first time or When making an important visit, never answer the phone. After the talks, I will fight again. 4, say "we" and say "I". The salesperson will give the other party a psychological hint when saying "we": the salesperson and the customer are standing together, thinking about the problem from the customer's point of view, although "we" only has one more word than "me", but But a little more close. 5, timely record the customer's request. Carry a notebook with you, remember the time and place and the customer's name in the visit; write down the customer's needs; promise the customer what to do; the time of the next visit; when the salesperson piously takes notes while listening to the customer, one The feeling of being respected is also born in the hearts of customers, and the next sales work may be smoother. 6, keep the same conversation style. In the long run, it is difficult for the salesperson who can talk about it to maintain the performance. The idea is agile and eloquent, and the speech is not as fast as the machine gun, which is easy to cause customers to resent. And those salespeople who are eager to listen, and with the different customers, adjust the speed and style of the salesperson to become a salesperson. The details reflect art and science, and sales are a fusion of art and science. Salesmen need to increase scientific knowledge such as customer psychology and mathematical analysis, and need to be educated in sales behavior. This is science. At the same time, we should adjust the sales method according to the situation at that time, pay attention to the details and pay attention to the customers. This is the perseverance and style that art sales can train people. Sales are carried out in rejection. Without rejection, there is no need to sell. A salesperson who uses sales as a great cause to help others is often a salesperson who is confident, self-disciplined, and passionate. In today's networked world, salespeople need to be more ethical. In the Internet era, a bad news will soon be transmitted to every corner of the world and will be in the virtual technology world for a long time. Children'S Hat,Knitted Bonnet,Children'S Knitted Hat,Childrens Double Pom Pom Hat JINGJIANG SHIJIA INTERNATIONAL TRADING CO.,LTD , https://www.jjsjinternational.com