How to control emotions in sales pitching and negotiation in order to separate people from things?

Nowadays, many industries need salespeople, and salespeople are really important, and they are an important part of the product delivery to customers. Speech is the most important sales method for salespeople, and the status of speech can be seen. In fact, there are many skills in speech.

A thing or two. First of all, it is necessary to be very familiar with your business, and if you are selling a house, then you must understand a series of product characteristics such as room type, house price, property, geographical location, environment, etc., and recommend it to customers in a three-dimensional way, so that customers have a general understanding of the product.

Be confident and generous. Some salespeople don't understand the business, they don't have the confidence to speak, and they don't have the confidence to speak, which will make customers think that you are unprofessional.

Affinity. Sales will more or less encounter some customer disgust, sometimes customers do not give a good face, as a sales may be very angry, want to go back, but if you want to sell the product, you still have to have a correct attitude, to overcome rigidity. Simplify the complex.

When selling words, be concise in your product description. It's impossible for customers to listen to you talk at length and endlessly, so be concise and say the most important thing. Properly packaged.

For the product being promoted, you can use appropriate language packaging to say a little higher. Give the customer the impression that the product is of high quality. Capture the demand.

When talking to customers, quickly find out what they actually want. For example, if a customer wants to buy a house and values the property of the house, you should focus on this.

The upstairs said greatly, in order to achieve what everyone needs and maximize the common good, you must be honest and want to bring it, but in real life, especially in the shopping mall, it is too difficult to let go of people's hearts and personal selfish desires. Knowing oneself and knowing one's opponent, winning all battles, complementing each other's needs, and doing what each one can and taking what he needs is an ideal model, but I think that the final negotiation is not the real key, the key is a series of preparation ...... in advance

The first question, this belongs to Wang Qiang's improper preparation of the demonstration, he should be able to predict the possibility of damage to the pen, and he cannot use whether the pen is damaged in the washing machine to reason that the button will not be damaged. Because the buttons are small and solid, while the pen is long and hollow, it is not a type of object.

The second question, many books have introduced how to fool the customer if this kind of mistake occurs, in fact, this is inappropriate, the customer is not a fool. Wang Qiang should apologize to the customer and explain that this was a mistake in his preparation. Tell the customer that pens and buttons are different and that it is a mistake caused by your own overconfidence.

This is a failed sales case, since it failed, don't try to cover it up, you should tell the truth, so that Wang Qiang can win the customer's understanding, as long as the customer has trust in Wang Qiang, Wang Qiang still did not completely fail, Wang Qiang still has a chance.

I prepared this broken fountain pen for this demonstration to show that the washing machine is as bad as this cracked pen stains the clothes, which is a serious and troublesome condition for us. The drum washing machine doesn't hurt the buttons, so let's start the experiment again with a normal fountain pen.

This is to change the passive to the active, first of all, to emphasize that this is a bad pen and preliminary experiments, homeopathic explanation of the washing machine hurt buttons is serious, of course I don't know what you said before,

Are you from the Institute of Occupations?? ~

Quote the unit price of each type of equipment. The whole set of equipment**, and indicate that it includes transportation and installation costs.

Thank you for your trust in me, what you have adopted is the "law of inertia", the use of this law allows customers to form a 'affirmative' logic, of course, the general direction of our sales work or has participated in sales training courses may understand, but whether it can be used well, I think we need to "practice" from the following levels:

1. Our deep understanding is not your whole set of logic, people reply to you, you can succeed, the sales process of your own recognition accounts for more than 80% of the entire sales process. In other words, let's not deliberately 'apply' some sales rules, maybe the customer you are selling is also doing marketing work, and he understands it more thoroughly than you;

2. The law of inertia should be based on the design of the scalability of the products and services you are engaged in, and the "scalability" I refer to mainly refers to your problems not to be framed in the products and services you sell, and it is recommended to use a combination of multiple levels and aspects, such as: first put forward a set of content for him to be himself, such as his work, life, knowledge, etc., and then put forward a set of suggestions for you (such as: your understanding of air conditioning technology, your views on air conditioning brands, if people are also doing sales work, take some sales work consensus things out and talk about it); The third step is to slowly 'tentatively' cut into the products you sell, whether you need to match other aspects, depending on the customer's recognition of you;

3. Not every customer can use this rule, the sales rules we have learned are equivalent to a martial arts routine, can not meet any object (customer), all start from the first trick, play 108 style, first test what the customer is, and then judge which tricks to use, perhaps, this customer can end as long as one trick, don't make a second move, otherwise, you will complicate things and use them appropriately;

4. No matter the application of any sales rules, for our sales people, it must not be "to use", it must be a process of practice, and some of our sales masters provide us with only a set of practice methods and practice directions.