2019 mobile phone sales experience

I have been in the company for almost 2 years. I have not only learned a lot of mobile phone knowledge and sales skills, but also accumulated some sales experience. In order to make progress with everyone, I have sorted out some of my sales practices into the following points:
World-class management guru Peter. Dulac once said that "the purpose of the establishment of the company is to create customers and retain customers." What can create customers? It is sales . The secret to retaining customers is service. A good start is half the success. Sales begins with the customer's contact. Most of the customers enter the store because of advertising. Many salesmen do not do their sales , but only understand the obligation, but the excellent sales staff. You should be good at building a bridge of communication with customers with a smile.
The opening remarks of a good start can be a good way for customers to open a bill. After the customer enters a store, the salesperson is the spokesperson for each department of the entire store. In order to achieve a successful transaction, the salesperson should master the opening skills. The first skill that needs to be straightforward and quick to cut into the opening of the topic is to sell "new" products or features, to be curious about new product customers, and to have a strong desire to listen, the sales staff must constantly express the products of the store. “New” comes up with all the expressions and enjoys with customers, prompting customers to recognize new products. The salesperson can conceive for the customer and help the customer to imagine the panels and intrinsic features they need. This is very helpful for billing.
Creating a hot atmosphere creates a hot atmosphere because people have a tendency to be busy, and they have full curiosity about hot sales. This is a good time to sell , so sales people need to create a hot atmosphere. How to create a hot atmosphere? In addition to the customers who receive the reception, the sales should also make use of the customers who are taking photos, videos, and billing to create the topic, and realize the lively atmosphere through your language expression. For example: this price is the lowest price in the county, the quality is very stable, how many people have to book enough every day, and the reflection is very good, there are many people who buy friends and buy them, and so on. To start with a language design and highlight the selling point, a good start is half the battle, and a well-prepared opening language can successfully lead to more sales .
The mentality determines that the excellent sales staff should be good at finding the advantages of their own stores and looking for the benefits that will be brought to the customers. Unsuccessful salesmen often find the disadvantages of their own stores to comfort themselves and allow themselves to fail. Every customer who enters the store is a potential customer of the salesperson , and there is a possibility of a deal. There are statistics: Every consumer has the potential to consume. If the customer's budget is 1,000 yuan to buy a mobile phone, when his consumption potential is stimulated, it may eventually cost more than 1,500 yuan. If the sales staff can seize the opportunity, in addition to the normal sales , it is entirely possible to develop the consumer's potential for consumption, purchase some parts, and indirectly generate additional profits.
Using the weakness of human nature, most people want to make more money, spend less, and some people like to be different. Smart salespeople must learn to use human weaknesses to drive sales . The more sceptical mentality is expressed in the hope of spending the same money to earn more benefits. Such customers can be seen everywhere in the sales work, and the gifts can well satisfy the mentality of such customers. But before giving away, some must know what kind of gifts the customer likes, otherwise the customers will often ask for a lot. Sales people have to grasp a scale. Although the price of the gift is not necessarily high, the customer is not willing to pay for it. This is the charm of the gift, the weakness of the person will think that the gift is "don't be white", and getting a gift is more profit. At the same time, we must try to reflect the value of the gift.
The mentality of less flowers and more gifts is mutually corresponding. Less flowers are also the weakness of human nature. Using promotions, discounts, and free of charge can make customers spend less, thus greatly stimulating customers' desire for consumption.
It is necessary to learn to ask questions as easily as possible. In the general sales process, price is the most difficult problem, and it is also one of the keys to making bills. Sales personnel must start with questions that are easier to ask, and leave price inquiry. At the end. When customers fully recognize the value of this phone, and then talk about the price, it will reduce a lot of resistance. Asking the customer's budget too early can easily lead to conflicts. The budget asked is often not the truth.
The store staff should learn to judge the customer's spending power in communication and then design a budget for the customer. If the customer gets involved in the price early, the store staff can use something like "It doesn't matter, the price will definitely satisfy you, first look at whether you like this phone, if you don't like it, then you will not buy it." Is it?” Then continue to talk about the product or communicate with the customer to stimulate the customer's desire to buy. If the customer just asks for the price when entering the door, at this time, the customer's desire to purchase is not enough, just refer to the sales of each store, the price is difficult to satisfy the customer. In the face of such a customer can fully grasp, let our service leave the customer, rather than arguing about the price, so it is easy to lose the opportunity to trade.
"Third party" is resistance and power
Many sales people are very eager to accompany the customers. If you neglect the existence of this "third party", the transaction will be difficult, and the sales staff should make good use of the "third party" and care properly. Let “he” and “her” first recognize your attitude and know that they have not treated them differently. They receive the same attention and concern.
Fourth, to help customers make decisions When the final order, the mentality of the store staff is very important, to achieve successful sales , attitude is more important than skills, do not be afraid to be rejected, it is normal to be rejected. When customers are hesitant, the store staff must remember not to lose patience, and it is a good skill to help customers make decisions.
There is a two-choice rule in the sales rules. The salesperson can set the price for the customer, let the customer decide 1 or 2, and force the customer to make a decision from 1 or 2.
A limited number or limited period is a method often used by the sales industry. When the salesperson clearly and honestly informs the customer, it will increase the sales of the customer in terms of time and quantity. The urgency makes the customer know that if they don’t buy now, they will miss it very well. Opportunity. Sales people should remember not to let go of the customer easily. Customers who come out of this door will not necessarily be your customers. In the process of negotiation, give customers a strong pressure. This is the best chance.
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Price reduction is not omnipotent
Sales people need to know clearly, no matter how you lower the price, customers always think that you are making money, and will not lose money. No matter how you emphasize discounts, specials, no profits, customers will never believe that this is a fact. When the customer establishes the final decision on the price, no store can grasp all the customers by price.
The complaints raised by common customers are “too expensive”, “can’t afford” and “higher than budget”. For these price protests, the store staff should really understand the reasons for the customers. For customers to ask "too expensive" usually the general store will have a wrong way: "This is too expensive", "We are the lowest price", "How much money you are willing to buy", this kind of words seems to imply customers If you are too expensive, don't buy it. If you want to bargain, please go away, don't waste time, or have no room for negotiation. These are all wrong statements. This way it is easy for customers to have an idea that quality is not guaranteed. The correct answer should be: "Yes, as long as I tell you why we are expensive, in fact, we are very expensive, and then we will compare the price of this store with the price." Personnel can repackage the products and services of the store, increase the value of their stores, and stimulate customer decisions.
In addition, sales staff can also take the opportunity to tell some customers to choose our story to guide customers and achieve success. It can tell the troubles of people who blindly choose a low-priced mobile phone, and can remind customers to buy a mobile phone again, the importance of quality and service, and let customers inspire themselves. Coupled with the pressure of silence, this time will have to talk again, any words are superfluous, smile at the customer, let the customer answer, this can effectively solve the "too expensive" problem.
Based on the above problems, the store staff can judge the customer's income level by observing the customer's conversation, dressing, and occupation type, and judge whether he is an excuse or a fact, and then handle it flexibly.
Too much to say, it is not easy to grasp the key points, in general, usually learn more, combine theory and practice. Come on!

New star market
March 27, 2019