11 secrets that sales experts don't want to tell you

1. Sales psychology

1 What customers want is not to be cheap, but to feel that they are taking advantage.

2 Do not argue with customers about price, but discuss value with customers.

3 There is no bad customer, only bad service.

4 It doesn't matter what you sell, but how you sell it.

5 There is no best product, only the most suitable product.

6 There is no unsellable goods, only unsellable people.

7 Success is not luck, but because of a method.

 

2. The Art of Selling

Customer asked: what advantages do you have compared with company A? 

Suggested rhetorical question: If you ask this way, you must have known about product A. In your opinion, which aspect of it makes you most satisfied, and why? After answering, you can say calmly: I understand very well, we also have these functions at the same time, in addition... sales is very creative, it is a profound knowledge, it is a comprehensive An art work based on the knowledge of marketing, psychology, eloquence, performance, etc.

Therefore, a worker is a laborer who uses his hands; a helmsman is a helmsman who uses his hands and mind; an artist is an artist who uses his hands, mind, and soul; only a salesman is qualified if he uses his hands, mind, soul, and legs.

 

3. Sales strategy

In Wal-Mart supermarkets in the United States, beer and diapers are sold together, which increases the sales of both diapers and beer. The reason is that American women will ask their husbands to buy diapers for their children after work, and men will buy diapers after buying he bought back his favourite beer, which formed such a magical sales effect. This is cross-selling and related selling ... As a marketer; you must be good at observation and learn to study sales strategies. A good salesman Strategies often lead to different results!

 

4. Five unspoken rules in bargaining

1 Never make an offer first, whoever makes an offer first will die first.

2 Never accept the other party's initial conditions, whoever accepts will suffer.

3 The bargaining price must be lower than the opponent's expected goal, and it is a fool not to kill.

4 Let the other party feel that his asking price is too scary.

5 Be ready to leave at any time, forcing the other party to make a hasty decision.

 

5. The most lucrative character is obsession

The survey found that 80% of new business can only be negotiated after the fifth phone call from the same person. 48% of salespeople lose a customer source after making the first call. 25% give up after the second call. 12% give up after the third hit. 10% continued to call. The 10% who don't give up are the ones who earn the most.

 

6. Create value

At first black pearls were not a good sell, many people thought they had a bad color and were gray and dull. Later, the businessman put the black pearl in the fifth avenue window and marked an unbelievably high price; at the same time, he continuously published advertisements, placing the black pearl against the backdrop of diamonds and precious stones. In this way, something of unknown value was hailed as a rare treasure overnight. No matter how good things are, if you don’t know how to shape the value, you can’t afford the price; no matter how ordinary things are, as long as you shape the value well, you can still afford a good price!

 

7. Practical sales skills

1 Sales does not require you to change others.

2 The success of sales depends on the goodwill of customers.

3 How to identify identity: Who is the customer? who am I?

4 To establish common beliefs and values, use "we" more.

5 Use "but" less and more "at the same time".

 

8. Three things to do when visiting customers

1 Pay attention to let the customer speak, every 45 seconds of speaking, must mobilize the customer to speak for 15 seconds. Keep speaking at the same rate as the other person.

2 After 3 minutes, it is necessary to find the customer's interest area and guide the topic to the hot spot of the other party.

3 Try to make customers remember their own unique characteristics, not the company's or the product's. Pay attention to the other party's psychological expectations, personality characteristics, qualities and experience.

 

9. The secret of selling in convenience stores

1 The best-selling drinks are placed at the bottom of the store: let you shop more.

2 Interrelated items should be placed together: stimulate your needs and let you buy more.

3 There will always be snacks in front of the cash register: let you buy things you didn't want to buy. The layout of the store layout is carefully set up, doing everything possible to induce customers to spend more money. Have you ever discovered these secrets?

 

10. Ways to resolve customer complaints

The golden steps to resolve customer complaints with high EQ:

1 Exert empathy and listen carefully to the content of complaints.

2 Express thanks and explain why he takes his complaint seriously.

3 If there is a mistake, apologize for the matter; if yes, apologize for the mood.

4 Promise to deal with it immediately and actively make up for it.

5 Propose a solution and a timetable, and ask the other party to confirm.

6 Satisfaction confirmation after doing the event.

 

11. Pricing strategy

Why is the last digit of the product price "9"? A price slightly lower than the integer is called the “magic price".

For example, a price of $29.9 is psychologically classified as more than $ 20, while a price of $30 (or above) is regarded as something of more than $30. More than $20 seems to be much lower than more than $30.

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