The process of selling products is also a process of showing personality to customers.
In the movie "Hero", Qin Wang comprehend the three realms of swordsmanship: before, there is a sword in his hand, but there is no sword in his heart; the main practice is a trick; the second is the sword in his hand, the sword in his heart, the so-called human The sword is one, and the sword is qi; third, there is no sword in the hand, and there is no sword in the heart. It is a kind of peace that is big and empty. And this third is called the higher realm of the sword.
The same is true for sales. The so-called third-rate sales rely on products; second-rate sales rely on ideas; first-class sales rely on personality charm, this is the truth.
Some people seem to be able to pass through the customs easily, and they can create excellent performance. Some people have tried their best, they have nothing to gain, and they are under tremendous pressure. The reason is the difference in selling their own realms. The former achieves a higher level of reality. They are not selling their own products, but they are fully demonstrating their personal charm to customers. Under the influence of this personality charm, it is only natural to get the customer's order smoothly.
Xiao Gan is a salesman of a computer company. He is silent and has a shy smile on his face. According to the general standard, he does not seem to be a suitable sales guy. However, when our company purchased computers, Xiao Gan’s performance left a deep impression on me. In the midsummer of the hot sun, Xiao Gan and his colleagues sweated and carried the computer packed in a large cardboard box and came to my company with a smile. It took him half a day to install the machine, but after the young man was busy, he left without a drink. When he left, he left a business card, indicating that he could find him at any time. My instinct at the time was that this guy was reliable, even though he looked very different from the eloquent salespeople and even stupid.
Since I just used a new computer, I called Xiao Gan at three days. Every few days he will come to my company. But I have never heard of any complaints from him. Every time, I have a short sentence: "Well, I will arrive in ten minutes." Xiao Gan's good after-sales service makes me appreciate it and I am more and more trustful of him.
Although he is silent, Xiao Gan knows how to sell well and can expand his business just in time. In the following days, the necessary office supplies, such as computer software, network cards, printers, etc., purchased by the company were purchased from Xiaogan. Although the price is not cheaper than other manufacturers, the trust of good after-sales service is established. , making him an inevitable choice for our company to purchase computer products. Until now, my company's purchase of computers is still a priority to consider Xiao Gan, but now he is already the boss of a computer sales company.
If you evaluate Xiao Gan according to the standard of a salesperson, he really has nothing special, he is silent, his eloquence is flat, and the product has no price advantage. It can explain the problem, that is, he pays more attention to customers than other sales people. Responsibility, it can be said that Xiao Gan does not win in the product, but wins in his own personality. From the sales staff to the boss, Xiao Gan uses his personality charm to promote a group of loyal customers while promoting sales. It is these customer resources that have laid a solid foundation for him to create his own company.
Many sales people believe that the reason they did not reach a deal is the price. But in fact, the reason why most transactions fail is not the case, but the sales people do not have or do not fully display their personality charm.
The more important thing in sales is to win the trust and love of customers. The more effective means is to infect customers with their own personality charm. As a salesperson, we must have a mature personality, such as: integrity, honesty, trustworthiness, not only staring at the customer's pocket when facing customers, in order to make money, but also not to be smart in front of customers, think that they are everything Understand, deceive customers with rhetoric, newcomers who have just set foot on the sales line are often lack of skills, it is easy to fall into this misunderstanding.
Real sales experts, like Xiao Gan, their sagacity just shows that "work is outside the poem."
They don't spend their time on the skills themselves, but they constantly strengthen their self-cultivation. They always think for the customers everywhere, to be convinced, to treat people with sincerity, to treat customers as friends, to treat customers as brothers, and to give back to customers. It is sincere, of course, it will not refuse you thousands of miles away.
A charismatic salesperson can make customers feel sincere and trustworthy. Be aware that customers are not touched by your sales skills, but are impressed by your personality. If we become a salesperson who trusts our customers, we will definitely be favored by our customers. It is natural for customers to purchase your goods because of you.
Therefore, selling products is equivalent to selling services, showing their own ideas, and swaying the charm of personality. When selling products, it is important to show your personality. In this regard, I recommend that friends who do sales do the following:
(1) Serious work, responsible for the customer I remember seeing such a small piece at a party: When a salesperson was sleeping, he suddenly got dressed in a suit and his wife thought he was going out. Who knows that after he got dressed, he picked up the phone and made a call, then took off his clothes and started to sleep. His wife is very strange, do you think he is nervous? He explained: "You know that I am sleeping, but the customer does not know, if there is a need, I have to leave immediately."
This salesperson counts on the true meaning of sales. I really like this sentence: "Every product sold by a world-class salesperson is not the product itself, but himself." Before selling a product, you must first sell yourself. When he likes you and knows you, he starts to choose products. Selling yourself is a matter of selling things seriously.
A serious attitude is a habit. Things that have been promised to the customer must be done, otherwise it is better not to promise, and losing the trust to the customer is no different from “suicide†and must be responsible to the customer. Once a customer purchases your product and deals with you, it is more responsible, because you have to prepare for the next renewal and sales of new products.
A person's greater personality charm comes from doing things seriously. A successful salesperson must be a serious person, and a poor performer must be a person who is not serious enough.
(2) Pay attention to the customer throughout the whole process. Let the customer identify with you as a salesman. Pay attention to every detail in the process of selling products. Every time you call, every email, you have to make a good impression on the customer, let the customer feel your professional and personal charm.
When I was doing sales, I met a customer like the country. He liked to use other people to use SMS to communicate with him instead of talking on the phone. I voted for it, put down the phone and emailed him, and took the initiative to chat with the other party as soon as I had the opportunity. Once, the company launched a product, I sent a text message to him, "Tomorrow price, want to buy as soon as possible!" A few hours later, he received his reply, "Buy five years, the money has been transferred to your company, Please confirm, thank you." This signed a five-year order.
In the process of dealing with customers, you must be patient and not anticlimactic. If the customer feels that you are coming to serve, not to sell things, you will succeed most of the time. There is no small matter in sales, and your personality charm is reflected in a small matter. The customer is likely to see your trustworthy side from a small matter, feel your personality charm, and maintain close contact with you. Similarly, they will lose trust in you because of a small matter. Therefore, in the sales process, you must pay attention to your personality, gain the trust of customers, and benefit the sales.
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