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1、销售与客户共舞（Sales dancing with customers）The selling process of direct selling products is definitely a challenging process. If you can become a professional distributor and succeed in the sales field, then you dont have to worry about losing your job.Here we refer to professional direct marketing is no
2、t selling. Push action force of prospective customers will have a reverse, let salespeople and customers both can obviously feel in sales in the uncomfortable and awkward pressure; professional direct sales is the guide sales along the prospective customers ideas, to guide, perfect and confirm their
3、 concept, to sell products and solve their specific problems to. In this process, professional direct sales staff must understand and ask customers to participate in and help us to become our sales partners. In this sense, the sales of science is the art of dancing with customers directly.I will be
4、in four stages to illustrate the scientific marketing rules, the art of selling fun.- Ice: open sesameOne of the basic skills of a qualified distributor is knowing how to keep your customers open - not selling without opening your heart.In order for customers to open their hearts, distributors must
5、do adequate preparations, such as who to find? What did I tell him? What goals should be achieved, even if the main goal is not achieved, at least what secondary goals should be achieved, etc. So, we can review in the minefield principle said: direct marketing is will fight to win , only pay attenti
6、on to the method, will not like headless flies, like a wall.According to this theory, the strategy in professional direct marketing is that we should make our interview objectives first before asking customers to open the door. The goal of the interview is the compass and self - assessment criteria
7、of each direct visit of the direct selling agent, and a clear and measurable interview objective will enable us to concentrate on the success step by step.According to daily interview standard, salespeople can refine the development of different interview target, such as A, the main aim today is to
8、find a good coach; in B there, todays goal is to make sure the buyers point; in C there, todays goal is to facilitate the transaction; in D, the goal today is the first time in contact with each other to obtain the trust. After setting up such interview goals, the distributors will also describe the
9、 interview situation in their minds so that they can know fairly well. Of course, after a formal interview, for some interviews, interviews, interviews and other venues, you must ask for permission or advice from each other to make changes (see Figure 1).Establish the interview target after a proble
10、m is even more important for customers to find the most appropriate reasons, note here is to find the most suitable for customers, professional salespeople customers to keep in mind: an open heart is because of their own reasons, because they want to achieve their purpose.The most appropriate reason
11、 for the customer is called effective business reasons in sales. The reason is in line with or partly in line with the customers concept. After customer judgment, they think the reason given by the distributor is really helpful in solving their problems.For example, the direct marketing regulations
12、promulgated and implemented, the purchase of direct selling products have returned goods guarantee. Products are not good, you can return, the product is good, you can also share poor, it can be described as two birds. This is a valid reason for the customer.Effective business reasons are called rea
13、sons only after they have received the approval of the customer. Of course, everyone should pay attention to skills and methods when looking for reasons. The following joke illustrates the importance of effective business reasons:A pair of lovers go to the movies, the girl said to the boy: in order
14、to test whether you really love me, you dare to shoot the front of the bald head? According to the front of the head boy without demur, is a slap in the face, said: the old Cao, you see the film? As a boy turned head, I am sorry to say: Oh, sorry, wrong person!The movie, on the outside, the couple a
15、lso met the bald. The girl said, in order to prove that you really love me, you can pat that bald head again. The boy is in the head without demur, the head is a slap in the face: old Cao, really touch you, just in the cinema I thought the wrong person.Imagine the outcome if the boy doesnt find the
16、wrong person. It also shows how important it is to find a good reason.With effective business reasons, is the sale going well? The answer is No. Direct selling products are sold by direct sellers directly to the end consumer in a fixed place of business, so honesty is especially important. For the d
17、irect seller,To keep the sale going smoothly, getting the others trust is the first prerequisite.Industry statistics show that prospective clients generally have five reasons for refusing: no money, no need, no desire to change the status quo, no hurry and no confidence. The distrust has the biggest
18、 impact on sales, and if you dont trust it, the heart of the customer wont open for you.Sometimes the trust issue becomes a major obstacle to the sales process, and the solution to trust is also a top priority for salespeople, especially when it comes to strange calls.To solve the problem of trust,
19、we should first make clear the elements that constitute our trust identity in the others eyes:Industry experience, education, company brand, personal reputation, social relationship and so on will have an important influence on the trust and identity of a direct seller.After getting an interview wit
20、h a client, the style and behavior of a salesman will also have an important impact on trust identity.The following menu shows you how customers behave. (see Figure 2 and figure 3)When the interview target, effective business reasons and customer confidence these three knock brick, the door will be
21、opened to direct customers, like read the Alibabas mantra: sesame, open the door.!- create a positive exchange of informationSomeone once described this: sichanlanda salespeople using gab, said customers often buy a confused in mind, finally it quiet.We know that if a direct seller to sell something
22、 that is based on stalker basis, forcing customers to buy a quiet, so, even if the sellers sell more goods, he is not a qualified professional.Many salespeople still think marketing is a persuasive art, they will often say the characteristics and benefits of products with one or two, three or four,
23、regardless of customers on this list have what true thoughts and feelings. Statistics show that there is a called 80% syndrome phenomenon in sales: when both parties meet, the 80% is the first to speak, 80% of the time is the seller in the statements, statements of 80% advantages of related products
24、 and has nothing to do with the interest of customers.To remind you, if you are infected with the 80% syndrome, love to show off their eloquence in front of customers to immediately check: chatter without stop, you are not an announcer, if only by speaking the number and quality of timbre, you will
25、be difficult to continue in the field of professional sales.A professional salespeople should try to improve and enrich the concept of the customer, will they provide information on products and services with customers and concepts, and provide what specific information, how much information depends
26、 on the concept of customers. The concept of a customer is stored in its own brain, and what direct sellers should do is tap these concepts.To tap the concepts that are deep in the customers heart or clear or vague, the professional status of a direct seller is to ask correctly, listen correctly and
27、 speak correctly.Mining customer concepts begins with right questions. Here are four ways to ask questions: confirm questions, ask new questions, ask questions and promise questions.Please confirm your questionsThe purpose of the confirmation is to verify the accuracy of the information already avai
28、lable.The key to using a confirmation question is to make it clear and concise so that the person can simply answer yes or no. Before using the product and service information, you can find common ground between the product and the customer concept by using a confirmation question.For example, Mr. L
29、i, according to our appointment, today you want to know more about the specific examples of health food, dont you?New information questionsThe new information question aims at updating information, filling gaps, and getting some pictures of customer concepts.The use of new tricks is immediately afte
30、r the confirmation information question after question, when you find the missing information or specific differences, when you get a confirmation of the unexpected answer questions, to use new information questions.For example: Mr. Li, what was your previous understanding of your personal health? C
31、an I share your good experience?O attitude questionsThe purpose of questioning is to inquire about the customers attitude towards something and the value of doing things.Use an attitude to ask questions when you need to inspire clients to engage in emotional or rational discussions. For example, if
32、you want to get customers feeling about a product or service, and more profound understanding of hidden behind the new information, it is most appropriate to use the attitude of questioning.For example: Mr. Li, from the perspective of personal health, you usually spend one yuan to eat health food, e
33、quivalent to save your day after eight yuan for medical expenses. What do you think about the relationship between health food and personal health?Commitment to ask questionsThe purpose of a commitment question is to find out which part of the decision map the customer is in and to move sales to a h
34、igher level.When a sales agent wants to know what stage of sales is going on, its the best way to do that when a salesman decides what to do next. Its very effective to promise a question at the end of the visit, so that the direct seller can clearly understand where he is and what direction he will
35、 take next.Mr. Li, for example, has benefited greatly from your advice and experience in health planning. In this way, I will use health food (or health care equipment) to help you make a health plan. When do you think we can meet this problem again?The use of these four questions should focus on a
36、clear objective, namely, the escalating commitment of customers.Right to listen is a direct seller in the course of communicating with customers, do not think that everything is stylized, but should actively participate in communication with customers, and, capture the useful information.Listening c
37、orrectly requires the direct seller to make good use of his eyes and ears.When a customer is confronted with a problem that is offered to him, there is usually a few seconds pause before the formal answer. At this point, professional salespeople must capture more information from each others body la
38、nguage and facial expressions. It should be noted that dont use eyes stared at the customer.Good ears are good for listening, and great salespeople and businessmen in the world are good at listening. A writer in the description of American oil tycoon Rockefeller said: he is like an old owl, say litt
39、le, and hear; hear, speak less; speak less, listen more.Listen, dont interrupt customers unless cannot but that topic at random; while listening, to show that the customer is interested in the topic; to listen, not to the customer with negative body language that I was tired, I have no interest in t
40、he topic of you.Correctly speaking, the 80% syndrome mentioned earlier has already explained the problem. Once again, to remind you that the sales staff to visit customers, not to engage customers and debate competition, nor to compare the professional knowledge of those who are more rich. You know,
41、 no one is willing to buy direct selling products at the winning side after losing the debate.- show my storyThere are so many direct sellers. How do you guarantee that customers will buy direct selling products here? This problem has plagued many direct sellers, especially in the face of unfamiliar
42、 customers, this problem is more prominent.Heres an important basic technique: a good show of self - style. We call it the salesman. Simple to understand, is to be out of the ordinary, to use their own unique advantages in the meeting for the first time to impress each other, then in the future, dee
43、pen their impression, until the sales success.There are a lot of possibilities: character, technology, experience, knowledge, organization, service, customer base, etc. These unique features distinguish you from others. In many cases, it is because of your unique, so that customers feel that your sa
44、les program is unique. Therefore, it is recommended that every direct seller spend a little time before each visit, and think about what unique features they should display today in front of different customers.Example: when I started to engage in direct selling, individual boss experience become an
45、 important originality, later, individual boss, senior manager and marketing lecturer has become the originality, and then added in front of these elements of the professional marketing management consultants, they combined composition my originality.Everyone has their own unique place, the proper u
46、se of these unique, will bring unexpected results for the direct sales. However, it is worth noting that the unique features of the distributors must be in line with the concept of customers.Self display style really there is one thing to note is that sellers cant take this to belittle competitors a
47、nd his products, remember, salespeople just show, rather than judge, judging by the customer to complete the work to.- the last obstacle breakthroughCross - use inquiry and the provision of effective information skills, and at each stage of the sale to obtain customer commitment to constantly sign u
48、p, is the goal of direct sellers.But at some point, the customer will refuse to commit. At this point, the distributor should understand that the customer refuses to commit himself because he is still in trouble, or simply thinks he is going to suffer. Anyway, there must be some problems bothering him.We call these concerns of prospective clients basic issues and solve these basic problems, and sales can be basically successful.The basic issues and rejections prevent the sales process, but the two are entirely d