[China Glass Net] Once, my wife and I saw a soap-like thing in a shopping mall. There was also a zodiac shape woven with wool. It was very cute, and it suddenly aroused the lady’s strong interest. She asked the salesperson what is this thing for? The salesperson hesitated a moment and replied that it was used for hand washing. It seems that I still blame my wife for not knowing how to wash her hands with soap. At this time, a young lady next to the salesperson corrected the words of the salesperson, saying that it was not soap, not for washing hands, but for hanging in the bathroom or hanging elsewhere, using water vapor to slowly evaporate it. Thereby the effect of purifying the air.
A word made my wife very "depressed". I was very interested in this thing. I ended up with a salesperson who didn't know how to read it. I lost interest and turned away. Later I bought several packages in another mall.
The salesperson lost a good sales opportunity because he did not have enough knowledge of the products he was selling.
A salesperson first needs to know his product knowledge and be familiar with the performance of the product. The knowledge of goods includes the origin of goods, the manufacturing process of goods, the manufacturing methods of goods, the maintenance methods of goods, and the advantages and disadvantages compared with similar products on the market. Only by fully understanding your own products can you explain clearly to your customers. And the more you know about your products, the easier it is to bring you unshakable confidence that no other method can match. Bringing you new sales power and taking your sales to a new level.
It should also be noted that understanding the knowledge of the product should not only be understood from the perspective of the customer, but also from the perspective of the customer, to let the customer know what benefits his product can bring to the customer. If you don't introduce the product from the customer's point of view, although you are right, it doesn't make sense to the customer. why? Because he has no demand. To understand the goods from the customer's point of view, this is what we have to say "know the other." "Knowing oneself" means to have a general understanding of the needs of customers and the basic situation of customers, and to be able to achieve "targeted". Only in this way can we impress the hearts of customers and achieve success in the end.
"Knowledge" requires understanding of all aspects of the customer, as much as possible to obtain customer information. When you are in contact with customers, let customers feel that you are a good friend that he has not seen for many years. In this way, you will be able to work with your customers and shorten your psychological distance in a shorter period of time. Otherwise, the customer can do it for you, probably only to stay away.
Once, our company had just opened a meeting, everyone was busy with their work, then a young man selling a desk and chair walked into our company. He looks polite and must have received some training. He said very politely: "I'm sorry, I am disturbed, I am a certain company, specializing in the agency furniture of a certain brand. This is my business card." Said a hand to hand over a business card. To be honest, our company has just changed its office space, and the office furniture has been completely replaced. We can see that it is a new table and chair when we enter the door of our company.
But this young man is determined to sell the office chair to us. What is the difference between selling the refrigerator to the Eskimo? All we can do is tell him politely: "We just changed the desk and chair, please leave the information, if necessary, we will contact you."
Looking at the figure of this young man who left, I feel very helpless. As a sales trainer, as a person with deep sales and professional feelings, I can’t bear to see every salesperson refused, I hope they Every time is successful. However, this young man was not fully prepared. Without carefully understanding our needs, he rushed to sell. How can we meet his requirements? Looking for a customer like this, you can only find one to die, find two dead pairs, find a string and die, and later you will bump into the blood.
Therefore, be sure to be fully prepared before selling, so that you can understand your customers as you know yourself. First of all, we must understand the basic situation of the customer. For example, the main needs of customers and the motivation of customers to buy goods, the situation of the opponents you compete with, etc. Second, you need to understand the basic situation of the customers, their temperament, hobbies, experiences, and even their main family situation. , social relations, credit status, etc. In short, all the circumstances related to the customer must be clear.
In this way, if you don't shoot, you will have to kill all the ideas that customers may say "no" to us. So, it is a matter of time before the smooth transaction.
In fact, it is not difficult to be "knowing ourselves and knowing each other". As long as you work hard to understand more about the materials of your own products, it is not difficult to master your own commodity knowledge when you ask questions that you don't understand. For the customer's situation, the network is now very developed and can be found online. If you want to know more about it, you should consult with an acquaintance. You can also indirectly understand the basic situation of your customers by talking to customers. These will be very helpful for your deal.
Take the above-mentioned salesman who sells office furniture. If he can establish close contact with the properties of major office buildings, he can know in advance the company tenants in this office building, and which ones should be moved closer to other places. What are you going to move closer? In this way, you can accurately understand the customer's situation and avoid wasting time on customers who do not need it.
Sometimes you can deal with customers, there is a bit of luck in it, but more is inseparable from your efforts. Only by carefully preparing yourself, understanding your products, and analyzing customer information can you drive your success. In a word, success is a necessity only if it is fully prepared. Successful sales are the inevitable accumulation.
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