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1、销售人员常犯的九项错误（Nine mistakes that salesmen often make）Nine mistakes that salesmen often make1, forget your smile2, argue3, too close to customers, too enthusiastic4, make concessions easily5, ignoring the customers real needs6, easily draw conclusions to customers7, ignoring the old customers8, too pro
2、fessional9. Promise easily1, forget your smileThe sales staff travel extensively, sometimes windy and rainy, sometimes very cold, sometimes scorching sun, there are some man-made factors, inevitably with some emotions, when meeting with customers, forget your smile. The psychology of speaking, the i
3、nteraction between people, 10 seconds before the key, decide what other attitude you contact in 10 seconds, a smile is given to us the important body language, if you start with your body language to give each other the impression is: I dont want to see you, you that the other side will also accept
4、you? Since you feel like this, then everyone has no feelings for the public. Do you think the next conversation will be enjoyable? So, no matter what happens before we meet the customer, its your own business. When you meet the customer, you have to smile first, which is more important than your clo
5、thes and your manners. If you look really smile, see you intended to customers at the door, dont go to Restroom to wash a face, comb your hair, your facial muscles to pull on both sides above 20 times, so you will be much better, and walked with a brisk pace into the clients office, looking at the c
6、ustomer look, smile.2, argueGod designs a brain and a mouth for human beings. In addition to eating, the mouth means expressing their feelings and thoughts. Peoples experiences are different from their educational backgrounds, and opinions vary. It is natural. We are the same with the customer, a st
7、ory, a famous architect to design a municipal building in history, one day long distance running came in to tell him no columns in the hall could fall down, in fact, this is a worrying thing, but the only architect said, add a few post, after a few years later, the architect had died, one day sudden
8、ly found that several columns did not come into contact with the ceiling. This story is a great inspiration to us. If the architect told the mayor a lot of theories about the structure of the building, do you think the mayor would accept it? Can you understand me?So, we are in communication with cus
9、tomers, they do not understand the situation of the products or the products have a misunderstanding, this is a normal thing, I want to tell them the reason customers must have what they believe is the right reason, our best way is to stand in their position this time, prove to them by in fact, your
10、 success stories, let them go to experience, not to argue. By the way, everyone has self-respect. When you deny a persons point of view in person, he will try his best to defend himself. Even if you win the argument, you will lose your order at last. Why should you?3, too close to customers, too ent
11、husiasticWhen you are on the platform waiting for the train, or when you are queuing to buy things, such as strangers around you came to ask you, your instinct is to take a step back, if the space is narrow, you unintentionally body backward this is because people violated your private space, when p
12、eople in a crowded bus, look to the window or shifting to something, this is because when our private space after being assaulted, we distract myself by instinct, let oneself from reality, as a dead-alive person, sometimes getting restless. Similarly, when we go to the supermarket to buy an item, th
13、e sales staff, such as too close, the heart will feel very depressed, then, with customers should keep the distance from the more appropriate? The first contact with the customer had better be in 1.2 meters away, so it will be very easy to communicate, do not have the pressure of less than 1.2 meter
14、s is the people for their families, relatives and friends aside, unless customers take the initiative to close to you, or keep a certain distance with the customer.4, make concessions easilyI have a neighbor, a day before Zhang, Zhang uncle, aunt to see a clock when the Qing Dynasty in an antique sh
15、op, heard that the Empress Dowager Ci Xi used, very beautiful. Both of them have come several times, but did not dare to start buying, because the price is 50 thousand, Zhang aunt to uncle said: if 30 thousand blocks can sell well, see if you can bring the price down to kill uncle, the courage to ru
16、b with the hands went to the clerk said: miss, I saw you the clock, you put on it for a long time, you see here, I am out of 20 thousand and 5, it sold to me , the salesperson barely blinked and said: well, sell you,Guess what? Will the old couple be happy? Zhang uncles face changed greatly, and sud
17、denly felt how much lighter this clock, how to find the watch does not seem to be walking? They are very reluctant to pay the money, suspicious with things back home, put the clock in the hall, looks very good, but the old couple felt very uncomfortable, this thing is not the guy of Qing Dynasty, ho
18、w so cheap to sell, is there a problem? The big Ye got heart ill soon passed away. That damned guy made half the money for the company and killed people indirectly. In fact, such cases often occur, it kills certainly I said not to buy things, I mean business personnel easily making concessions, in e
19、veryday life we will often go to buy clothes, one day, you go to a store to buy clothes, see a coat, you are satisfied with the price 580, we all love Chinese bargaining, this time bargain has become a natural thing, such as selling clothes when you asked the little sister, said: Miss, this coat, I
20、will buy 300 pieces of the little sister. Like the salesperson said above, a kind of eyes, blink without blinking the answer you say: well, sell it to you, there. What will happen to you? If you are fooled, you should kill more, and the clothes will cost 150 yuan. Lets change places and think about
21、it. If you are the little girl who sells clothes, the customer will not wink to buy it, and you will think, Oh, what a shame. I knew I was going to report high.!Back to our own company, if the boss told the marketing department, all of us, this sofa, the original price is 5000, and if the customer i
22、s really less, you can hit 10 percent off, guess what? Everybody is 10 percent off clinch a deal, you think, after 10 percent off is 4500 with 5000, what is the gap? Can you afford 5000 pieces of sofa? Do you still care about the 500 dollars? Im not talking about the price analysis, but to speak her
23、e, have to mention is: when the customer selected a company specific products, the price is only a face, a little less a penny, or in front of the boss and colleagues show off their professional display. This time, give each other a step, so that he has a good face, he will be ashamed to cut the mon
24、ey again. Think about it. Each sofa is 500 more, so 100 sets What about the 1000 set? Every salesman knows that. How much do you think will give your company more profits in a year?5, ignoring the real needs of customersOne day an old lady walked into a fruit shop and asked the boss, how about this
25、plum? The boss said, big and sweet, fresh. What the old lady did not buy, and go to a fruit shop to ask the same sentence, the boss or the same answer, the old lady was gone, just like that, the old lady saw several fruit shop, finally did not buy what, a fruit shop owner very puzzled ask, I see you
26、 go several fruit shop, whether you want to buy what? The old lady replied, my daughter-in-law is pregnant and wants to eat sour plums, so Ill come out and see if Im selling it. The boss suddenly realized.Many of our sales staff know very well about their products and the market. This is a good thin
27、g in itself, when many companies recruit sales staff, is essential to product training, so when communicating with customers, most of them are talking about our products how good, how good, ignore the real needs of customers. There is a very good saying, it is easier to help others to buy things tha
28、n to sell their own things to others. We do business is between the customer and the company, many business people only remember that he is the representative of the company, but forget that he is actually customer consultant, sometimes customers do not know what you need, just as no time washing ma
29、chine, there is no who think to buy the washing machine, even the same the products, to buy will not, for example, some people buy Sunglasses is to look cool, some people do not want to know yourself, someone may be swollen to fold your glasses. Therefore, we do business, we must think of ourselves
30、as customers consultants, we are to meet customer needs, not simply selling products.6, easily draw conclusions to customersI am a pro in the United Arab Emirates, one of his clients is ready to 2000 iron file cabinet, let me help her in the country to find supplies, requirements are: high 1320, thi
31、ck 450, width 610, 0.8 of the plate, removable. Im glad to hear that, with my years of experience in sales, no problem. But in fact it is not so easy as I like, the cabinet doesnt understand this thing, open Ali, open up several companies contact, call in the past, most of the business personnel, du
32、e to the goods exported to Tianjin, Shanghai or Shenzhen, starting from the,But I am in Chengdu, so find the factory are Shanghai, Shenzhen, Suzhou and Tianjin that one enterprise, mother, somewhat irritating, half of the salesman when I was in Chengdu, like with the same voice ask me questions, as
33、if I was a liar, a more man is a woman, I said to be heard in Chengdu, the sound of a hung up, said: so far, we do not. You think, how can they do well in sales?. Sales professionals are not professional, so that the company lost profits, although I did not calculate, but I believe it will not be le
34、ss.Business people do not understand the real situation, never give customers a conclusion, which I found many clerks will make this mistake, communicate with the client, or the first look at the customers facial expression to the conclusion: this guy to see that no money, mostly not buy, just ask;
35、this guy is not a call for information? If you have such an idea, if you really want to buy it, you wont buy it and will hate you and your company for a lifetime. In particular, new business personnel, often this way, in fact, successful sales staff, the completion of an order will go through two pr
36、ocesses, one is the heart of the transaction, and the second is a realistic transaction. Successful sales people meet with customers before they think they can make a deal, talk to them and talk to each other, just to let them know more about us. There is a saying: chuck, one of the top three, in fa
37、ct, veteran experience is more than a novice, but more importantly, they didnt know each other before the veteran. The boy must not my opponent, playing the two round to fix him.So, we receive calls from clients on our daily basis, regardless of whether he wants to buy your stuff or not, and treat h
38、im as your client. Will seriously, you have customers to buy, buy your reason, you have not bought the reason he did not buy, even if I didnt have to buy, not necessarily will not buy, even if he can not afford to buy, not necessarily his friends can not afford to buy. In reality there are people wu
39、yinbuquan buying piano filled facade, some people never book buying a lot of books filled with knowledge, there are a lot of people are wearing shoes Benz. So in our work, do not casually draw conclusions to customers, seriously listen to the customers questioning, analysis of his needs.7, ignoring
40、the old customersI bought a watch in Beijing Hualian CASIO, wearing three months, because the beginning to buy time is set up, I didnt go to the other tube, suddenly one day I found that I forgot how to set up, for a long time did not get out. I spent a weekend with friends passing Hualian Shopping
41、when I went in, I want to give my friend buy one, I went to the counter to the salesperson selling table said: Miss, I bought a watch in you that three months ago, I forgot how to set up could you tell me. At that time, just over two guests at the table, she said: well, you wait a moment, I will be
42、there, I am from 1:45 until 3:20 noon, she simply introduced his table to other people, I have no time, I finally got angry, when their customers face, said: how do you like CASIO, selling things on whether people, and spent three months, the surface spent, I asked what settings, waited for nearly 2
43、 hours. Other customers when heard that I said, are gone. In fact, he told me that it would take 1 minutes at the most, and that I could buy another one and help her say something nice. As we all know, when were buying something and someone else has bought the same product here, one of his words is
44、more effective to us than business people.In reality, many of our business personnel, for many years, as new entrants, every day looking for customers, this is not to say how bad his business ability, I am responsible to tell you that most of the reason is you forget your old customers, sales of the
45、 world famous master, Guinness world records the holder, Mr Jo Gilad told his old customers: no matter when and where, when I met you again, I will put my hand on any work to greet you, for your service. Many business people heard the service, it company, or expect to spend money, in fact, we think,
46、 if at that time the CASIO sales Miss stopped, came up and said, Hello, you hand what is the problem? Do you need my help? This word lets the person who wants to buy hears, in the mind is not to this company very much trust? Think this is a very responsible company, some products are also very good,
47、 so the next time, as your old customers come, you must solemnly introduce, thank him to buy you something on holidays when sending a card to your customers,Or send a text message greeting, I believe your sales performance will be higher and higher.8, too professionalMany of our business people are
48、very confident that our company is the best, our products are the most outstanding, which in itself is a good thing, I say now is their self-confidence, intangibles will think you are the best, so the intangible will showed itself to be professional. In the process of communication with customers re
49、gularly speak some professional terms, and some even move out of a few foreign languages, do they do not know what you are saying, and feel shy asked, feeling a great distance with you. Do you think it would be pleasant to communicate?And I want to emphasize is that we have a lot of new business, looking for core customers, has always been the receptionist or irrelevant personnel outside the bloc