Li Ka-shing on sales 10 steps

Li Ka-shing once said, "My life's best business exercise is to be a salesman, which I can not buy with 1 billion yuan." A lot of people talk about sales, simply think is "sell things", this is only a very one-sided understanding of sales, in fact, life everywhere sales, because sales is actually an analysis of demand, judge demand, solve the demand, meet the needs of the process. For example, we go to a new environment, to introduce ourselves, is a kind of sales to ourselves; For example, if we do an academic report, we are selling some of our own ideas to the attendees.

But in practice, many people's sales are not very successful, marketing staff desperately to make reservations, explain, please customers, run broken legs, grinding broke the mouth, customers are not buy, chase its reasons, in fact, analysis, judgment, solve the demand has been biased, the other's needs are not met, our goal is difficult to achieve. Often see the marketing staff to see customers can not wait to introduce products, quotations, eager to deal immediately, listen to his expert-like explanations, often let people sigh about the lack of knowledge of their sales, making his professional knowledge can not be very good play.sales are regular, like dialing a phone number, the order is not wrong. Sales of the basic process is well-known, in combination with my years of actual sales experience and sales training superficial experience summed up the sales of 10 strokes, and we do a share. The first trick: Sales preparationIt is very important to prepare for sales. is also the basis for a deal to be concluded. Sales readiness is not limited by time and space. Personal accomplishment, product understanding, mentality, personal identity of corporate culture, customer understanding and so on, it involves too many projects, not to repeat.   the second trick: Mobilize emotions, you can mobilize allGood emotional Management (EQ) is the key to sales success, because no one is willing to communicate with a depressed person. Positive emotion is a kind of state, is a kind of professional accomplishment, is to see the customer immediately formed Reflex reaction. Marketers use a low-pitched mood to see customers, which is a waste of time, even the beginning of failure. No matter what setbacks you encounter, as long as you meet the customer should be adjusted immediately, or rather at home rest, do not go to meet your customers.So when we are ready to visit the customer, we must adjust the mood to the peak state. What do you mean, peak status? We sometimes have this feeling, doing something special today, confident, as if everything, this is the peak state, in this state of affairs, the success rate is very high. But sometimes there is no such state, and we seem to be out of control. In fact, this state can be fully controlled as long as it is trained for a period of time.  For example, a good athlete, before the game can quickly adjust themselves to the peak of the state. So how can we adjust our mood to peak? How do you control this state? a), when worrying, think of the worstHappiness in life is a problem, and trouble is a personal one. If you don't find trouble for yourself, others will never be able to give you trouble. Worry does not solve the problem, the biggest disadvantage of worry is that it will ruin our ability to concentrate. So when there is anxiety, be brave, and then find out in case the worst possible failure, and allow yourself to accept, OK. b), when troubled, know to comfort yourselfPeople's pain and happiness, not have the objective environment of the pros and cons of the decision, but by their own mentality, emotional decision. If we count our happiness, about 90% of the things are good, only 10% is not very good. Then why not make yourself happy? c), when depressed, can singAs marketers, they are often rejected, and some people are frustrated when they are rejected, but they don't have to. Steel that is not tempered is not good steel. A depressed mind will destroy our hopes. The third trick: Build a sense of trust first, resonance.  If you see the customer too early to talk about the product or subordinate to see superiors eager to express their ability, the sense of trust is difficult to establish, you say the more, the more difficult to build trust sense. For example, customers come up and ask, is your product good or your opponent's products good? At this time, how you answer is not right, say your own good, he must say you boast yourself, not believe! You say that we do not understand the situation of the opponent, then he will say that you do not even know the peers, unprofessional!  Therefore, the sense of trust in the establishment process, but also the need for skills. If mastered well, with the customer's sense of trust will soon be able to build up, at this time, as far as possible from the product unrelated to start, why? Say products that is your field is your expertise, consumers are a state of preparedness, the more you say, his preparedness is heavier, the more difficult the sense of trust is not easy to establish. At this point, start with what he knows and begin by encouraging praise. For example, in his home, you can ask him how much the house is 1 square meters, what is your job? I am interested in your major, can you tell me about it? Some people are reluctant to answer, some questions must be answered. If you are selling beauty products, face a woman can say: "Your skin is really good, how do you care ah", he must answer AH (because this is her topic of interest, she is very proud of). Her answer must arouse your sympathy, he said "used to be XXX cosmetics", you must have a knowledge of beauty, and continue to praise, so as to guide her to say more.  That's the resonance. The more resonance you have, the easier it will be to achieve your trust with each other.  Imagine if the WHO happened you and the customer wear the same clothes, then the sense of trust reached a glance, no process, you can feel your taste and his taste is the same. People are willing to look for the same frequency, look at these words: classmates, peers, colleagues, comrades, learn the Buddha's people called the same repair, together as officials called colleagues, anyway two people as long as a little common, it is easy to get together, easy to build trust. The method is very simple, is to find more common ground, to generate more resonance, you and the other side of the trust of the building up. second, rhythm. As a good marketing staff, with the consumer movement rhythm and speed of the closer to the sense of trust is better established. A lot of people are doing sales, how to sell to ah, one of the most important thing is to follow the rhythm of the consumer, the other side of the pace, fast speed, we speak a very fast speed, the other side is a slow speaker, you are very fast, he did not know why the feeling is very uncomfortable, how the trust is not built up  If the opponent is a moderate person, you should speak at a moderate speed. You also have to communicate with each other in a way that the other person can understand. Some marketers have a mouthful of jargon, but wake up every morning to listen to a good motivational disc or listen to a very passionate song. Can say to yourself loudly "I am the best" give yourself some good psychological hints. A good mood is the beginning of a good day's mood.at the same time also need to know some specific ways to adjust the mood. The fourth trick: Find the customer's problemYou will feel comfortable with each other because of the sense of trust built up. At this point, ask questions to find the customer's problem, which is what he is going to solve.For example, you are selling air-conditioning, it is necessary to understand the customer to buy an air conditioning is to solve his problem: is his home old air conditioning bad, because of its failure rate is too high, do not want to repair, to change a new, or customers from the old House moved to the present new home, or customers have not used air conditioning, now to improve , or the community is * * air-conditioning, home use is not very convenient, now to install split, or the child married with ... And so on, only to find out the problem can be really for the sake of customers, to help customers find his original needs.  How can we find the customer's problem? Only by asking a lot of questions can you understand what the customer is trying to solve with this purchase. A good marketer takes 80% of the time to ask questions, with only 20% of the time to explain the product and answer questions. Fifth: Propose solutions and shape product valueIn fact, at this time, you can decide what kind of goods to sell to your customers.  Your solution will be highly targeted, and the client will think it is tailored for him, and will work with you to evaluate the viability of the program and give up on your defenses. In this process to lose no time to shape your product value, your brand background, corporate culture, the award is not stingy to tell your customers, your professional knowledge has a place to go, this time you say he is easy to hear. The sixth trick: To do the competitive product analysisMany of our marketers know that we do not talk about competitors, we sell our products, speaking of the opponent's situation is not understood. Wrong!  When the sense of trust is not established, customers and you stand in the opposite aspect, you go to do the competitor analysis, he is disgusted with you, but when the two sides to establish a sense of trust, you put forward a solution for him, he would like to listen to some of the shortcomings of the competition brand, he very much expect you to do the competitor analysis, otherwise the process will be interrupted, do not go on At this time, not only to analyze the competition, but also must tell him clearly, we are good where, where the other side is bad (but must be objective, can not be malicious attack).the analysis at this time has two functions. On the one hand to provide sufficient basis for his final purchase; On the other hand, he must show off when he buys the goods: "I bought too good, how do you buy it?" "We have to give him plenty of arguments, to argue with others, to prove that his choice is the wisest." Seventh: Relieving doubts and helping customers resolveAfter the analysis of the competition, the customer is not determined to pay immediately, this time must not go to deal, or consumers will back after buying.money in their own body, always more cover for a while good. You look to buy air-conditioning, not too hot to stand, others are not anxious to buy, he more than cover the day, think it is their own. Unwilling to buy the determination, he must have resisted the point.  It's easy to tell if he's in this state----he said, go back and talk to my wife, I think the price is still a bit high; I don't have any money with me right now. See the other side this way, we have to constantly step-by-step inquiry, has been asked to find the real resistance point.For example, you ask, "Is there anything else that needs to be considered?" He said, "I'll go back and discuss it with my wife." "And you continue to ask:" What questions will your spouse care about? , he will say, my wife cares about what problems, then ask again, step by step. Resist point to find out, the method of lifting naturally have. The eighth trick: Deal kicks a legA lot of marketing staff, the front is done very well, is not a deal, in fact, this is a marketing staff of a psychological self-handicapping.The closing stage, must use the urging, the restrictive question, this is the definite law, otherwise, your process must start from the beginning. The stage of the deal is when you help consumers make up their minds, but often this time, many people do not dare to urge customers to deal. In fact, as long as you judge into this stage, immediately to use the urging, closed questions, prompting his deal, or he will put more money to cover a few days, these days what changes may appear.What is a closed question? For example, "If you have time at 3 o'clock in the afternoon, or if you have time at 5," You have already defined a scope for the client when asking questions. Marketing people, most of the study of such a case---wonton piece cigarette eggs, two wonton stalls, similar in size, the number of eggs can be sold not the same, the supply of eggs people are very puzzled, one day, he went to investigate only found that the two boss asked customers the problem is not the same, an open question: "Do you want eggs?" "The eggs are sold less; another boss asked a closed question." Would you like an egg or two?  "He has more eggs to sell." Restrictive questioning also has good or bad points. To sell clothes For example, you ask the customer, "are you buying today or two days?" "This is a restrictive question, but this is not a very good question, you should ask:" Do you want this red or yellow? This is called the restrictive question of the urge. To allow customers to make a timely choice, this is the most painful time for customers, because they have to pay out. After asking questions, you should never talk again, look at him, wait ... The key is to stop talking after you ask. nineth strokes: Good after-sales servicePeople often think that after-sales service is to call, home repair, in fact, these are just after-sales service is very small very passive part. The real after-sales service is that people buy goods or services after we continue to serve him. That is, we in the process of customer use, to provide customers with consulting services, to become the customer's consultant, to solve customer problems in use. In order to build a truly stable customer. Tenth recruit: Ask the customer to introduceHuman sharing is instinctive, and once the customer does recognize the product and service, the customer is willing to share it.the customer is satisfied by introducing the referral. At this time, he can actively help you to introduce, and do not want to return, because this is his psychological demand, some marketing staff at this time embarrassed to say "help me introduce a few households", this opportunity may be lost. you can say to him bluntly: "We have a lot of tasks, you quickly help me introduce a few?" "No matter, don't be embarrassed, why?" Because the introduction is his ultimate need to meet, when I bought a dress, the next day two colleagues bought the same, proving that I have a good eye, they are following my taste.  Introduction of the power is very large, see how marketers use, when a customer to introduce success, your sales behavior is completed, because you meet the ultimate customer needs. These ten strokes are not but every marketing personnel must firmly grasp, in fact everyone should understand its importance, to work on life will be a great help, a person's life is a marketing themselves, let others recognize a process. But all these are just methods, in real life can let us prospered, or our personality charm, is always "Germany for the top, the method of the second."

Li Ka-shing on sales 10 steps