Golden Crown Paper
1. What is the sales in the sales process?
Answer: yourself
1. The first person in the world's car sales, Joe Gillard, said: "I am not selling my Chevrolet car. I am selling myself."
2. Sell yourself first before selling any product.
3. There is an important bridge between the product and the customer: the salesperson itself.
4. In the face-to-face sales process, if the customer does not accept you, will he also introduce you to the product?
5, no matter how you tell customers that your company is first-class, the products are first-class, the service is first-class, but if the customer looks at your people, like the five-stream, when you hear what you say, it is more like a layman. So, in general, customers will not be willing to talk to you. Will your performance be good?
6. You want to make yourself look more like a good product.
7. Dress up for success and wear for victory. The investment of sales people in the image is the most important investment for sales personnel.
Second, what is sold in the sales process?
Answer: Concept
1. It is easier to sell what you want to sell, or is it easier to sell customers who want to buy it?
2. Is it easy to change the customer's concept, or is it easy to match the customer's concept?
3. So, before you sell your products to customers, try to figure out their ideas and then cooperate with them.
4. If the customer's buying concept conflicts with the concept of the product or service we sell, first change the customer's concept and then sell it.
5. It is the customer who pays for what he wants to buy, not what you pay for; our job is to help the customer to buy what he thinks is most suitable.
3. What is bought during the sale?
Answer: Feeling
1. People who buy or not buy something usually have a decisive power to dominate, and that is the feeling.
2. Feeling is a key factor that affects people's behaviors that are invisible and intangible.
3. It is a combination of people, people, and the environment.
4. If you see a high-end suit, the price, style, and fabric are all good, you are very satisfied. But the salesperson doesn't respect you when talking to you, makes you feel very uncomfortable, will you buy it? If a set of clothes is on the stall next to the butcher in the market, will you buy it? No, because you don't feel right.
5. Business, product, people, environment, language, intonation, and physical movements all affect the customer's feelings.
6, in the entire sales process can create a good feeling for customers, then you find the "key" to open the customer wallet.
4. What is sold during the sale?
Answer: Benefits
The advantage is that it can bring happiness and benefits to the other party, which can help him reduce or avoid any troubles and pains.
1. The customer will never buy because of the product itself. The customer buys the benefits that can be brought to him through this product or service.
2, second-rate sales staff sell products (ingredients), first-class sales staff sell results (benefits).
3. For the customer, the customer only knows what benefits the product will bring to himself, and avoids any troubles before purchasing. Therefore, first-class sales people will not focus on how much benefit they can get, but on the benefits that customers will receive.
4. When the customer gets the real benefit through our products or services, the customer will put the money in our pocket, and also tell us: Thank you!
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