Sales Level: Seamless Development Of Your Marketing

along with Sociology With the increase of commercialization, the sense of sales has extended to every corner of social life.

Not only business people need to know how to sell products, but also to get customers' approval. Everyone needs to develop their sales ability. Just imagine, if the office workers do not know how to sell their own creativity, how can they get the boss's approval? If a doctor does not know how to sell his own profession, how can he get the trust of the patients? If the teacher does not know how to sell his knowledge, will the students follow him?

Next, I want to give a message to all of you here: "within 8 hours, we will strive for survival; 8 hours away, we will strive for development and win in other people's rest time".

　　 What is the sales in the sales process?

Jo Gilad, the first car sales person in the world, said, "I am not selling my Chevrolet car, but I am selling it myself".

Two, the first thing you sell before selling any product is yourself.

Three, there is an important bridge between products and customers; salesmen themselves;

Four, in the process of face-to-face sales, if the customer does not accept you, will he give you the opportunity to introduce products?

Five, no matter how you tell the customer that your company is first-class, the product is first-class, the service is first-class, but if the customer sees your person, like five flow, you listen to what you say is more like a layman, generally speaking, the customer will not want to talk with you at all. Will your performance be good?

Six, make yourself look like a good product.

Face to face with customers:

Dress up for success and dress for victory.

The sales personnel's investment in image is the most important investment for salesmen.

　 What is sold in the sales process?

Outlook - values are important or unimportant demands for customers.

Read - faith, the fact that customers think.

First, is it easier to sell yourself, or is it easier to sell customers?

Two, is it easy to change the concept of customers, or is it easy to cooperate with customers?

Three, so before you sell your products to customers, try to find out their ideas and cooperate with them.

Four, if the customer's purchase concept conflicts with the concept of the product or service we sell, we should first change the customer's concept and then sell it.

　 Remember:

It is the customer who pays for what he wants to buy, not the money you pay.

Our job is to help customers buy what he thinks is most suitable.

　 What do you buy in the buying and selling process?

First, if people buy or buy something, there is usually a decisive force in their domination, that is, feeling.

Two, feeling is a key factor that affects people's behavior without seeing or touching.

Three, it is a comprehensive interaction between man and man, man and environment.

Four, if you see a high-end suit, the price, the style and the cloth are all good, so you are satisfied. But when a salesperson talks with you, he doesn't respect you and makes you feel uncomfortable. Will you buy it? If the same suit is on the stall next to the butcher in the market, will you buy it? No, because you don't feel right.

Five, enterprises, products, people, environment, language, intonation, body movements will affect the feelings of customers.

In order to create a good feeling for customers in the whole sales process, you can find the key to open the customer wallet.

How do you think you can create a sense of the whole process of meeting your customers?

What is sold in the buying and selling process?

The advantage is what happiness and interests can bring to the other side, which can help him reduce or avoid any trouble and pain.

First, customers will never buy products for themselves, and customers can buy the benefits that can be brought to him through this product or service.

Two or three stream salesmen sell products (ingredients), first-class salesmen sell results (benefits);

Three, for customers, customers only have to understand what benefits the products will bring to themselves and avoid any trouble.

Therefore, first-class salesmen will not focus on how much they can get, but will put them on the benefits that customers will get. When customers get real benefits through our products or services, customers will put money in our pockets, and we have to say thank you to us.

　 What is the customer thinking in the process of face-to-face sales?

Answer: face to face sales process in the minds of customers eternal six questions?

Who are you?

Two, what do you want to talk to me about?

Three, what do you do to me?

Four, how can you prove that you are telling the truth?

Five, why do I want to buy it with you?

Six, why do I want to buy it now?

These six problems are not always asked by customers, but he thinks this subconsciously. Let's take an example: when a customer sees you, he feels like this: I haven't seen this person. Why did he come to me with a smile? His subconscious mind is wondering who this person is. When you come to him and open your mouth, what do you think you want to talk to me? When you speak, he is thinking, what is it to me? If he is not good, he does not want to listen to it, because everyone has limited time, and he will choose to do something good for him.

When he feels that your product is really good for him, he will think, have you cheated me? How can you prove that you are telling the truth? When you can prove that the benefits are really true, he will surely think that this product is really good, and whether there is better or else it will be cheaper in other places. When you can give him enough information to let him know that it is the most cost-effective way to buy it, he will surely think, can I buy it tomorrow and buy it next month? Can I buy it next month? Can I buy it next year?

Therefore, before visiting your customers, you should take yourself as a client, ask these questions, answer these questions once again, design the answers, and give sufficient reasons, and customers will buy the best and most suitable one he thinks is best for you.

How to compare with competitors when introducing products?

First, do not belittle opponents.

1, you have to belittle opponents, there may be some sources of customers and opponents, such as now using the opponent's products, his friends are using, or he thinks the opponent's product is good, you belittle it means he has no vision, is making mistakes, he will immediately resentment.

2, do not arbitrarily belittle your competitors, especially when your opponent's market share or sales are good, how can you become your competitors because of how the other side really does not perform well? You can belittle your competitors unrealistically, which will only make the customers feel that you are not trustworthy.

3, when it comes to opponents, they say others are bad. Customers will think you are guilty or have quality problems.

Two, compare your three strengths with your competitors' three weaknesses.

As the saying goes, goods are better than three. Any product has its own merits and demerits. When making product introductions, you should compare the three strong points of the past with the three weaknesses of the other party, even if the same grade products are immediately compared with your objective counterparts.

Three, USP unique selling point

The unique selling point is that we only have the unique advantage that we do not have the competition. As everyone has a unique personality, any product has its own unique selling points. When introducing products, it highlights and emphasizes the importance of these unique selling points, which can add a lot of success to sales success.

Although the service is finished after the transaction, but it is related to the success of the next transaction and the introduction of the introduction, then how can you make your after-sales service to satisfy the customers?

Answer: your service can move customers.

Service = caring, caring is service.

Some people may say that the salesperson's concern is false and purposeful. If he is willing, if he wants to care about you for a lifetime, is he willing?

One, let the customer move three kinds of service:

1, take the initiative to help customers develop his career: no one is willing to be promoted, and no one refuses to help others expand his career.

2, sincere concern for customers and their families: no one is willing to be promoted, and few people refuse to care about him and his family.

3, do nothing related to products: if your service is related to your product, customers will think it should be. If you have nothing to do with your product, then he will think that you really care about him, it is easier for him to move, and moving customers is the most effective.

Two, the three levels of service:

1, the service in your part: what you and your company should do is done. Customers think you and your company are OK.

2, marginal services (do not do services): you have done it. Customers think you and your company are very good.

3, no sales related services: you have done it. Customers think you and your company are not only partners in shopping malls, but customers also regard you as a friend. This kind of human relations, competitors can not grab away, is this the result you want?

Three, the important belief of service:

1, I am a service provider. The quality of my service is directly proportional to the quality of my life and my personal achievements.

2, if you do not care about customers, customers and your competitors, you will be happy to do so.

Four. Conclusion:

A map, no matter how detailed and proportionally accurate, can never move its owner on the ground for half a step.

A country's laws, no matter how fair, can never prevent evil.

Any treasure, even if I have five dense forests in my hand, can never create wealth. Only action can make maps, laws, iodine, dreams, plans, and goals have practical significance.

Purchase emotion curve purchase signal

Telemarketing (1)

According to statistics, 80% of salesmen in marketing companies spend 80% of their time on telemarketing every day, but only 20% of them can reach the top 80%.

Flow chart:

I want to give you a clear idea of what I want to bring to my customers: I feel like I have no time to give customers the feeling of my phone assistance to customers. What is the objection of customers to my phone?

A: preparation for telephone calls

1. emotional preparation (peak state)

2. image preparation (mirror smile)

3. preparation for sound: (clear / pleasant / standard)

4. tools preparation: (three color pen black and blue red; 14 open notebook / white paper / pencil; fax, note paper, calculator)

Successful sales will start with a little bit of detail. Looking at the details of our customers, we can see that our work style and simple things are the key to successful sales.

　 B: five details and key points for calling:

1. listen with your ears, listen to details; talk with your mouth, communicate and repeat; note in your notes, record the time and date of the call.

2. concentrate time to make phone calls, similar phones call the same time, important phone calls are arranged for time to play, and communication calls do not exceed 8 minutes.

3. standing up and calling, standing is a persuasive power. Participate in subconscious learning with body movements.

4. listen carefully: concentrate on the current phone calls (understand feedback suggestions and complaints).

5. don't interrupt your customers, sincerely and enthusiastically respond to each other.

C: the three principles of telemarketing: loud, excited and persistent.

D: the core concept of marketing:

Fall in love with yourself, fall in love with the company, and fall in love with the product.

1. every call is a rich call.

2. telephone is our company's public relations spokesperson.

3., if you want to make a good phone call, you must have a strong self-confidence.

4. make a good phone call and praise the customers first. Telephone communication is your own mirror.

5. telemarketing is a kind of transmission of confidence. Can the transfer of emotion infect the other side?

6. telemarketing is a game of psychology. Its voice is clear, cordial and intuitive.

7. no one will refuse me. The so-called rejection is just that he doesn't know enough, or that I can make better phone calls or better manners.

8. the person on the phone was my friend, because I helped him grow and helped his company to make profits, so I called him.

9. the quality of advertising depends on the quality of business telephone answering. The value of all incoming calls is ten to 1.

10. introduce products and shape product value: use data, figures, time, story telling, and emotional expression to prove the value of products.

E: eight ways to establish affinity in telephone:

1. the law of praise

2. language synchronization

3. repeat what customers say.

4. use the customer's pet phrase.

5. emotional synchronism and belief synchronization: a unified structure: I agree with you to change all "but" into "Simultaneity".

6. tone speed synchronization: according to the visual, auditory, sensory type, use the communication system of each other's presentation.

7. physiological synchronism (breathing, expression, posture, action - mirror reaction)

8. humor

F: Reservation:

(1) benefits to customers

(2) clear time and place

(3) who participated?

(4) don't talk about details.

G: design our words with six questions:

Everyone should have two most perfect self introduction.

Every company should have its own set of incoming call tones.

1. who am I?

2. what am I going to talk to the client?

3. what benefits do I have to clients?

4. what can I prove to be true and correct?

5. why should customers pay the bill?

6. why should customers pay now?

E: professional terms in marketing: Idioms:

Idiomatic expressions: what's your name?

Professional expression: May I know your name, please?

Idiom: your problem is really serious.

Professional terms: I'm better than last time.

Idiom: the problem is that the product is sold out.

Professional expression: because of the high demand, we are out of stock for the time being.

Idiom: you don't have to worry about this bad repair.

Professional expression: you may rest assured after this repair.

Idiom: you are wrong, not like that!

Professional expression: sorry, I didn't say it clearly, but I think it operates in a somewhat different way.

Idiom: pay attention, you must do well today!

Professional expression: if you can finish it today, I will be very grateful.

Idiom: you didn't get it. You heard it this time.

Professional expression: maybe I am not clear enough, please allow me to explain it again.

Idiom: I don't want to make you repeat the same mistakes again.

Professional expression: I am confident that this problem will not happen again.

Service marketing (two)

The three stage of service is pre sale, sale, after sale. Pre sale service > after sales service

Four levels of services: basic services, eager services, value for money, irreplaceable services. (service = diligently)

The purpose of service is to let strangers become friends; from one-time consumption to continuous consumption and more consumption.

The definition of service: always pay attention to the needs and desires of all the people around us, and quickly meet all people's needs and desires.

A: what is the customer?

1. customers are the life of our company.

2. customers are the source of wealth creation.

3. the foundation of enterprise survival

4. protection of clothing, food and housing

B: the importance of service

1. the importance of service increases enterprise value.

2. quality service is of economic significance.

3. market competition intensifies (micro profit era, high quality service determines customer orientation)

C: the belief of service

Service is sales, sales is service, service is means, and sales is the end.

A. if you don't care about customers and customers, your competitors will be happy to do so.

B. I am a service provider. I provide quality of service, which is directly proportional to my life quality and personal achievement.

C. my harvest today is the result of my past. If I want to increase tomorrow's income, I will increase today's pay.

D. the time to maintain the old guest rooms is to develop new customers' 1/6. Customers need to know about them because the service is deciding.

E. there are no customers who can not serve, only those who will not serve. "Work hard for the heart"

F. all industries are service and interpersonal relationships.

D: three ways of serving customers.

1. take the initiative to help customers expand their business: at the same time, no one will refuse to help others expand his business.

2. do nothing to do with products: turn regular customers into loyal customers, become friends, lifelong friends (moved services)

3. sincere concern for customers and customers' families: (because no one will refuse to care) and turn customers into our business partners.

E: Sales documentary short message service rule:

1. make good use of tools (mobile phones, business phones, companies to set up computer short message platform. )

2. group sending, classified sending, important SMS sending and forwarding messages in person to be rewritten.

3., it is necessary to launch a day ahead of time for people, targeted development and special days.

4. intentions: personalization, vividness, differentiation, so that customers can remember you once.

5. perceptual writing, rational development, new friends send information within 24 hours.

6. standby SMS: A. Growth Incentive 20; B. blessing prayer 20; C. customer service after sale 10 (to the company more valuable)

F: five advantages of service:

1. increase customer satisfaction

2. increase customer turnover rate

3. learn more about customer's past needs and current needs.

4. interpersonal relationships change from quantity to qualitative change.

5. more business opportunities

G: seven steps to resist the lifting of points:

1. is it a decision maker?

2. listen patiently to the resistance point.

3. identify customers' resistance points first.

4. distinguish between true and false resistance points.

5. locking customer resistance points

6. get the promise of customers.

7., customer resistance point.

For example:

Lock resistance point: what is the most important aspect of service, quality and price?

Promise made: if our quality can meet your requirements, we can decide immediately.

The true and false price of objection: is the price the only consideration for you? I believe the service and quality are very important, do you agree?