Moves A: from the heart <> one. Differential treatment: Do not formulated to deal with customers <> for customer service, your answer is too formulaic or gloss will make the customer feel that your apathy, no ceremony to them, causing customer dissatisfaction. so pay attention to the following: <> 1, looked at each other talking <> No matter how polite you are using respectful language, if only you alone go on, and ignore you customers, he will feel very happy. so to speak when looking at each other. You do not look at each other speak, would have disturbed the other. If you have been staring at each other, they will feel the pressure. you want to look soft Looking at the customer, and in good faith to answer the question the other .2, often smiling <> <> When someone talks to you, or you speak to others, if you blankly, very easily lead to misunderstanding. In the conversation, said to each other to smile more, you will understand how the power of a smile, not only customers, the people around you, even you will feel very happy. But if you smile, improper use, or your smile nothing to do with the conversation, will help to give each other puzzled .3, listen carefully listen to each other to speak <> <> conversation, you need to listen carefully to talk to each other, understand each other to express the information. If a person tells a long time, tired of people talking, listening to people can easily tired, so when they talk to each other verbal exchanges moderately good .4, spoke to have changes in <> <> you want with what is being said, talking speed, tone and sound level of moderate changes done. If, like a robot talking, as there is no cadence is no fun. Therefore, we should pay more attention to their tone when speaking, content, and gradually to improve. < > II. escapement off first capture the heart <> <> do not care who owns (the customer), but for long. Every morning, you should be prepared to make more friends .<><> you do not What should friends to sell, you should look for him to buy the. sell a suite to customers, and for the customer to buy a suite is a big difference in the .<><> not like customers like to buy focus is to sell .<><> to understand customer needs, to help customers choose the best home in order that the customer is not satisfied .<><> customers want to buy a single property He is to buy a peace of mind, a sense of satisfaction, a good investment and a pride of ownership .<><> highest state is to assist customers with marketing easier and more enjoyable life may be a short period of time can not get more money (which is unlikely), but you should feel very good when you get used to this practice, your income will be leaps and bounds.
III. the eye and brain with < ;> <> 1, four sharp eyes, the brain with one .<><> This is the sales staff and customers should be able to reach the realm of communication. closer view of the spoken language Notes client, body language, etc. signal transduction, pay attention to his way of thinking, and to judge accurately, will sell well in the end. customers decision and leave, do not believe the words of the guests excuses to seize the psychological reactions of customers, seize the customer's eyes, use eye to see, to watch, listen with the ear more than .2 to pay attention to the human way of thinking <> <> is the human way of thinking to see through the eyes of thinking and responsive to the brain, so we can use this to enhance the visual response to the guests, enhancing their sense of a deeper impression. Even if guests are willing to buy a rational analysis of sensory Strong stuff, such as: the two dating, men on the woman say love you After the purchase of meaning produced, usually given as the spoken language signal :<><> customer issues to the relevant product details, such as cost, price, payment methods ;<><> Learn more about the introduction of the salesman after-sales service ;<><> positively affirmed and praised the level of ;<><> ;<><> asked concessions on goods that are currently in use dissatisfaction ;<><> handover time to inquire about a salesman and a salesman can take over the introduction of advanced ;<><> ;<><> for goods made to raise a rhetorical question These objections .4, observation and the use of body language <> <> expression language signals and gestures through the signals reflect the language the customer wishes to purchase the conversion process of .5, the expression language signal <> <> facial expressions of customers from the indifference, suspicion, deep into nature generous, easy-going, friendly ;<><> eyes turn faster by the slow, his eyes flashing and a vivid, clear easy to shift from thoughtful; <> <> lip began Min Jin, seemed to taste, evaluate what is .6, gesture language signal <> <> forward into the customer profile from the back, body and language seemed relaxed; <> <> appeared relaxed posture, lean, facial hair rope, or do other actions such as relaxing stretch ;<><> look like pick up the order book; <> <> start closer look at commodity ;<><> salesman turned around, pulled out a cigarette the other side pumping to be friendly, softly into the chat ;<><> sudden knock on the table or hand body part, to help them focus on ideas, final decision .7, triggering purchase motivation <> <> has the potential of each customer buying motives, they may even he himself did not know, the salesman's responsibility to ; discover Do not wait for customers ask, but take the initiative to say hello, take the initiative to guide the guests. <> Fourth, when communicating with customers note <> <> 1, not pessimistic negative, should be optimistic about the World <> < ;> 2, know ourselves, to speak with the rhythm of the guests <> <> 3, more than the names of the guests called <> <> 4, the language concise, articulate <> <> 5, more smiling, calm people's point of view, the problem <> <> 6, resonate with a sense of <> <> 7, do not interrupt the words of the guests interrupted <> <> 8, criticism and praise <> <> 9, not the abuse of specialized terminology <> <> 10, learn to use the phrase <> moves B: step by step <> <> a , initial contact <> <> initial contact is to find the right opportunity to attract customers attention and cordial talk with friends with the tone and approach customers, and create sales opportunities. At this stage, the sales staff should be reached three objectives: to obtain customer satisfaction, stimulate his interest, to win his participation. so the sales staff must bear in mind your initial impression left by the strong control of your own within. There should be special attention to three :<><> First, even if customers can not because of close relationship and lightly, b ;<><> Second, you can not be all-inclusive of the client's business; < ;> <> Third, although you sell something to customers, but customers have the right to buy and not buy .1, the date of initial contact <> <> In general, customers expressed satisfaction emotion and emotional function <><><> function :<><><> 1) is pleased to reproduce <><><> 2) received Fusion <><><> 3) was surprised to adjust <><><> 4) fear of protection <><><> 5) expected to explore < ;> <> b. stimulate his interest <> <> in on this question, let us read the following two experiments .<><> light first experiment: a small Alberta Special is a 11-month-old baby, when a mouse appeared to him, he was not afraid every time he touched it, it struck an iron bar, resulting in shock and fear that he was sound, so that small Albert basic needs for security is activated .<><> Experiment II: the 19th century, Russian physiologist Lee. Pavlov (1920) to enable the dog to the ring produced a conditioned reflex, This is all more familiar with the experiment, each bell, give the dog fed, the dog will secrete saliva. soon, just ring the bell, you can make a dog salivate. dog ring from the .<><> reception every time we visit our customers, we need to give customers a positive God to give him the benefit of the message, so your customers see when each will show the excited state and your statement is easier to use psychological knowledge .<><> customers are excited to build is an important means of communication psychology. C. to win customers in <> <> ; no matter how much the expression of two goals before the success, if we can not win the participation of customers, then we will experience in the sales presentation more rejection, opposition and indifference, because the customer did not want to be good potential consumer induce out .<><> There are many ways to win customers in the developer's target market should be based on personality characteristics and preferences, planning and positioning of the real estate market matching activities. such as certain real estate In the internal subscription or opening at major festivals such as activities for clients involved; or features in the design community, club functions and fitting programs allow customers to participate, customers need to communicate the design or garden design in the event when the Environmental Art, held a some environment art pieces, photographs of the collection activities, to win the customer's participation, stimulate interest in the real estate to expand awareness of the real estate .2, grooming requirements <> <> the correct standing posture, his hands placed naturally keep smiling, positive face of the guests .<><> appropriate place to stand, grasp the opportunity, take the initiative with customers and customers closer .<><> conversation, maintain eye contact, concentration. <> <> slowly back, so that customers enjoy yourselves .3, the best close to the time <> <> When the customer boards a long time staring model or .<><> ; When a customer looking model for some time, head up to the time when the customer suddenly stopped .<><> .<><> when customers look at when you search. <> < > When the eyes of customers and sales staff when customers seek collide when the salesman .<><> help when .4, close to the customer approach: hello, chatted with customers naturally, welcome the customer <> ; <> Good morning / Hello! Please feel free to look .<><> Hello, what can help ?<><> are interested can get copies of detailed information see .5, notes <> <> should not ignore the customer as not to indifference .<><> .<><> not mechanical answer. <> ; <> to avoid the overly enthusiastic, hard sell.
Second, try to figure out customer needs <> <> different customers have different needs and buying motives, at this point, the salesperson must understand the customer as soon as possible needs, a clear preference of customers to recommend the most suitable to the customer unit .<><> sales staff remember <> <> 1, requires <> <> with the clear Observe the tone of conversation .<><> customer movements and expressions, whether the real estate needs of customers interested in .<><> asked, and guide the customer to answer and, if necessary, propose to pay special questions .<><> concentrate, listen to customer comments .<><> positively on customer's question answered .<><> 2 questions < ;> <> How do you feel the real estate you are on holiday or pension ?<><> ?<><> units ?<><> you what you like asked the size of the ?<><> 3 Notes <> <> should not judge a book by .<><> Do not just introduced, but not seriously listen to the customer conversation. <> < ;> Do not interrupt the conversation .<><> customers not to a sense of customers have forced the other side know what you think. <> Third, lead the customer transaction <> <> clear the situation presented to the customer, to visit the real estate field and answer the customer's concerns, at this moment to further convince the sales staff to work expeditiously resolve the customer to purchase .1, turnover time <> <> Customers no question, to think when .<><> when customers against the chair, his eyes suddenly look about the same care for you, it shows that people who have been hesitant under the determination. <> < > a focus on listening, man of few customers ask, inquire about payment and details, it shows that the customer has purchased a focused topic of interest .<><> units; <> < > Customer nodding off on the sales staff as saying that consent .<><> customer service when you start to care about customers and friends .<><> deliberations .<><> ; 2, closing skills <> <> Do not introduce other units ,.<><> focus the attention of customers in the target unit will be purchased on the .<><> stressed the benefits, such as discounts, prizes, gifts and other benefits of .<><> stressed, do not buy in a few days will be much price .<><> stressed units, plus sold well, do not buy today, you will no. fly <> <> observe customer concerns real estate, determine the customer's purchase target .<><> further emphasized the advantages of the unit and the benefits to customers .<><> help customers make informed choices .<><> customers to believe that this purchase is the right decision. <> < > 3, the transaction strategy <> <> to meet the law <> <> Our sales approach in tune with your thoughts you ?<><> premise of this approach are: sales staff can know with certainty the idea .<><> customer choice method <> <> President, since you own has been identified the most suitable properties for sale, then you want to be when we fall it ?<><> question the method used to avoid a simple ;> I would like to call the company customer list, also add your name, what do you think it can achieve this goal ?<><> proposed legislation in good faith <> <> I hope You agree that we need to do what it ?<><> effort to show more if the other objections, this approach can help the sales staff clear the customer's main objection. <> < ;> use of the situation method <> <> of the promotional period only a day, and if today is not made up, real estate price increase will bring you great loss .<><> 4 NOTE <> <> avoid forcing customers to buy .<><> avoid impatience: you must be bold in the end make buying a ?<><> transaction request. <> ; <> Note the transaction closing signal .<><>, simply fast, do not delay.
four, after-sales service <> <> customer service issues or consult the quality, the promoters should be patient and listen to customer feedback, to help customers solve problems, and problem solving according to the situation carefully to the customer service leaves the impression .<><> 1, requiring <> <> ; keep smiling, serious attitude, before dipping slightly .<><> body, expressed interest and concern .<><> listened carefully to customer issues .<><> willingness to help .<><> provide solution .<><> 2, Notes <> <> must be familiar with business knowledge .<><> avoid the customer does not performance management know yourself .<><> avoid casual attitude. <> e end of the <> <> End of transaction is the natural result of the sales process, to sell to customers in the introduction, customers once hinted that he hoped to obtain your product or service, sales staff should be immediately prepared to end transaction. or, as the sales staff found that the concessions the two sides have reached the limit, can not make new progress, then on to the best decisions - end of deal. transaction end, or end the process, at this moment, said customers should be thanked and welcomed the arrival of .<><> 1 at any time, requiring <> <> Keep smiling maintain eye contact .<><> for not immediately solve the problem, determine the response time .<><> remind customers of items .<><> have left to guests got up and made the first request to go before they follow up and sent to the customer .<><> watched or in person to the door said the other language .<><> .<><> 2 NOTE <> <> should not rush to see a visitor should not have ignored the customer .<><> .<><> do the last step to bring more business. <> <> 3, after closing the end of the main points of <> <> sales success, and a deal is not all that is needed? In fact, this is only the beginning of the next sale. If the sales staff can not be summed up this second reason for sales success and experience, and perhaps this is just an accidental or isolated success .<><> sales staff should know the mentality of common sense, sales is a systematic project, from your date of entry, Your words and actions are affecting your work, in order to bring success to the next sales, you may wish to ask ourselves :<><> end of the day of closing the sales process, the price I pay attention to the protection ?<><> in the sales process, I get a competitive intelligence? <> <> in the sales process, I managed to increase customer awareness of their products? <> <> in the sales process, I understand that customers do not need to know what is ?<><> in the sales process, I take too much emphasis on personal relationships with customers? <> moves C: gradual into <> <> First, the salesperson should have the mentality <> <> any one have to go through a marketing expert from ignorance to knowledge, from the strange to the familiar process , as long as dare to face temporary setbacks and failures, and lessons learned from good, then you will succeed eventually waved .<><> 1, the confidence to establish <> <> real estate information on rote <> <> familiar with real estate information, naturally fluent and enhance customer confidence in the sales staff, sales staff while the corresponding increase self-confidence .<><> method: to overcome the inferiority complex mentality ; percentage Law actively to sell, thereby increasing the success rate, so that successful salespeople have a sense of increased confidence .<><> B, with the professional image of the <> <> clothes make the man, a good image to narrow the distance between people, facilitate communication between the two. feel good about themselves, nature will increase the confidence and self-play will be good .<><> 2, right 1 $ state <> ; <> a, Hengliangdeshi <> <> salesman often been rejected or met face-off on the bad things, for example, distribution of leaflets, the case of rejecting the case, the salesman should correctly deal with the industry's work being rejected in that there is no loss to themselves, but an increase of knowledge, learn to adjust their mentality in the face of adversity .<><> B, correctly deal with being rejected <> ; <> is denied is very common, but the salesman refused to do so fooled by this surface only excuses when the customer is not no room to maneuver, it shows that there are opportunities, sales staff do not give up easily, too .3 a period of time to follow up, the mentality and attitude of customer-facing <> <> a, from the customer standpoint <> <> speech? about his need to cater to the mentality of the guests, the distance between the two sides closer .<><> b, exaggerated to say most people are disgusted with <> <> there is no perfect thing in the world, Seller too much exaggeration, do not believe in cause and dissatisfied customers, if the lack of Buguantongyang and instructions for the timely add, so justify, and to help customers compare, so guests have realistic and deepen the salesperson trust .<><> 4, the mentality of bargaining skills <> <> a, it is a good initiative to provide discounted promotional methods <> <> This is a very good promotional methods, because as the primary real estate, are blatantly, the sales staff be relaxed, such as discounts, the guests will discount, may be appropriate to put a point, but do not let him feel easy, to do a scene, such as fake phone and call one side while the guests immediately forced to withdraw money promised to Guests enough money deposit, and do not easily agree to be also less, and then make some fake, conscious guests deeply grateful to all the money to dig him to do, before receiving his ;> Some play must be done, can reduce the vast, and each needs. should be how to find customers, can be targeted in order to more efficiently do ?<><> 1, advertising law: widely advertised, and then wait for the door, started to sell. < ;> <> 2, the trade fair: showcase model, model. presentations, contact both sides feeling, seize the key, according to the customer intent, targeted tracking, marketing .<><> 3 organization Relationship: Good dried using a variety of relationships, to secure their own advantages and effective channel to help find customers .<><> 4, authoritative introduction method: full use of the authority of the people on the worship of all walks of life , targeted to invite the personnel to the appropriate authorities of goods to attract customers .<><> 5 co-pay * Method: Different sectors of the salesmen have a wide range of people, the advantages of market information and the Spirit, sales staff can use this to strengthen their mutual information, information exchange, each recommendation and introduce customers .<><> 6, key access method: opponents head of customer, to focus on the appropriate choice part of the direct home visits or interviews, to carry out marketing snowball, the ranks of the continuing expansion of the customer.
three, five tunes <><><> sales to build a harmonious <><><><> aroused interest in the transaction <><><><> cited <><><><> engine <><><> <> provide answers <> happy to accept your order for customer service, you have to give them a good first impression, and establish a harmonious relationship .<><> for the customers to continue to maintain attention,UGG boots clearance, you have to trigger their interest. If they believe your services will bring them many benefits, they are interested in, you will have to talk to you .<><> listen, you let the customer believe: to accept your service, really smart choice, because they do from your service, .<><> find the answer to meet the needs of the customers may be interested in real estate, but also believe that your services are good for them, but still would not buy. So, in your interest triggered after the other, are you to convince him that all the real estate selling point, you have to buy the products so that customers desire. so, you can go to real estate sales, in short, you have to rise to the motivation to buy the other. Although I believe the other side This building is indeed as good as you say also want to have, but it is still not guarantee that you order has been made. delay or hesitation no problems in the general population. So, you have to help them make decisions, so that it can make them into action, a deal. These methods are flexible. < ;> <> You can sometimes put two steps into one step, particularly interested in the establishment of harmony and lead these two steps .<><> five steps are not carried out in sequence each time . For example, there is awareness of the business people are likely to provide answers to stage a deal .<><> five steps are not indispensable .<><> four promotional deal <> ; <> 1, Fishing Promotion Act <> <> the use of human psychological needs, by allowing customers to obtain these benefits, to attract them to take action .<><> buy 2, emotional contact Law <> <> appeal to their preferences by voting customers, help customers achieve the required, so that they have to meet the needs of affinity and trigger identification information to establish the relationship between psychological compatibility, so that both buying and selling contradictory reduce or eliminate the psychological distance to achieve the purpose of sale .<><> 3, move to facilitate the method by asking questions, answering questions, afterwards, etc., suggest that the purchase of goods to customers The benefits to them, which touched the hearts of customers and stimulate their desire to enhance the buying . 4 to attack as a law-abiding <> <> When the estimates may be made to the customer objections raised in his grab put forward before the elaboration offensive, effectively eliminate the potential obstacles to deal . 5, herd related method <> <> use of people herd psychology, popular or large transactions create an atmosphere, so that customers have a sense of urgency, to facilitate customers to buy .<><> 6, cited but not made law does not work in the case of a positive market , it can be to find customers interested in a wide range of topics including communication, and make the appropriate guidance and hints, so that customers realize the benefits to the purchase, which deals .<><> 7, moved by the sincerity Act hold sincerely, sincerely, not a state of mind not to do, so that customers feel your sincere services, from psychological to accept the . 8, to help customers balance method
No comments:
Post a Comment