Sales skills
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Sales skills
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Role orientation
Play as an expert consultant
1 Mastery
Master various professional knowledge in the industry
3 Clear
Be aware of the situation of peers and competitors
peer products
sales speech
promotion plan
after-sales protection
marketing strategy
Be clear about the characteristics and characteristics of our company's products
Be clear about the characteristics and advantages and disadvantages of each sales external environment in the region
Become friends with customers
Understand customers and understand customer needs
Understand customer situation
Understand customer specific needs
Understand customer purchasing barriers
Think about customers and help them save money and worry
Give customer advice from a professional perspective
Based on customer needs and economic capabilities
Understand customer purchasing difficulties
Outside of work, help customers extra
practical operation method
Step 1: Business cards are flying everywhere and strive for customer resources
Step 2: Understand customer needs through small talk and become friends with customers
Step 3: Provide customers with the most intimate recommendation service
Demand analysis
Mining needs
NEADS demand formula
N: Focus on the present
Start with existing products and explore customer needs
E: Enjoy
Use product advantages to allow customers to enjoy the satisfaction of their needs
A: Change
What does the customer want to be different and what does he want to change?
D: Decision makers
Only by finding decision makers can we accurately explore needs
S: Solutions
Give the best advice based on customer needs
Meet demand
7 Working
survey information
analysis of needs
Definition of communication
tentative summary
Repeated requirements
identify needs
Targeted display
5 Principles
principle of comprehensiveness
Comprehensively understand the intensity and satisfaction of customer needs
principle of salience
Highlight the combination of products and customer needs
Principle of in-depth
Understand customers deeply and clearly define needs
principle of extensiveness
Compare all customer needs and differentiate persuasion skills
recommendatory principles
Provide euphemistic suggestions based on customer needs
Image management
Focus on the meaning of image
Personal image means a good impression
A good personal image can leave a comfortable, professional and trustworthy impression on customers
Personal image has huge influence
Personal image is not personal, it represents the image of the company
Personal image is a communication tool
Keep people in a good mental state, be confident and can infect customers, so that communication achieves better results
Attention points
External image
Hair is clean and odor-free
Clean face
Women's makeup is suitable for shade
Dress
Clothes are clean and tidy
appropriate for the occasion
Pay attention to the dress code
Accessories
The accessories match the style of the clothes and personal temperament
Avoid too many accessories
learn to listen
Contact customers and recommend product processes
introduce myself
Mining needs
product recommendation
find meaning
Eliminate objections
purchasing decisions
Communication skills
Put customers first and let them say more
Master questioning skills and guide customers to speak eloquently
Listen carefully and grasp the key points of the customer's story
Respond appropriately, confirm the customer's statement and show respect
Competitive product analysis
Analysis factors
enterprise scale
financial strength
production level
technical force
staff quality
sales ability
development strategy
specific products
sales methods
Analysis principles
objective principles
Don't belittle your opponents or belittle yourself
Comprehensive principle
Compare all aspects one by one to avoid omissions
harmonized principles
Compare the current situation to avoid time differences
the principle of comparability
Select the right opponent and be comparable
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