---
title: "Salespeople with Poor Performance and No Customers: Read This Repeatedly, Practice Item by Item, and Turn It into Habit!"
description: "This article provides a comprehensive guide for salespeople to improve their performance, covering topics such as maintaining a positive mindset, building rapport, effective communication, handling objections, and closing techniques. It emphasizes the importance of attitude, preparation, and understanding customer psychology to achieve sales success."
author: "New Distribution"
publisher: "New Distribution"
email: "zhaobo258@gmail.com"
telephone: "+8615854817671"
published: "2016-05-18"
language: "en"
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---

# Salespeople with Poor Performance and No Customers: Read This Repeatedly, Practice Item by Item, and Turn It into Habit!

> This article provides a comprehensive guide for salespeople to improve their performance, covering topics such as maintaining a positive mindset, building rapport, effective communication, handling objections, and closing techniques. It emphasizes the importance of attitude, preparation, and understanding customer psychology to achieve sales success.

Hypnotic Selling
**Look Like a Top Salesperson**
**The 3-3-3 Principle**
**The Devil Is in the Details**
**Attitude Determines Results**
**Without Enthusiasm, Who Will You Win Over?**
**Your Smile Is Worth a Million**
**Make Your Eyes Communicate More Effectively**
**Behavioral Etiquette You Must Know**
**--Su Dongpo said: "Master, what do I look like sitting here?"**
**--"You look like a Buddha," said Foyin.**
**--Su Dongpo sneered: "But I see you as a pile of dung!"**
**--"Oh, is that so?" Foyin remained composed.**
**--Su Dongpo asked in confusion: "You honor me as a Buddha, but I call you dung. Aren't you angry?"**
**--"I should be happy, not angry. Because if one is a Buddha, one sees others as Buddhas; if one is dung, one sees others as dung," replied Foyin.**
**--Su Dongpo was filled with shame.**
**Cater to Their Preferences and You'll Get What You Want**
**Make Yourself Look Like an Industry Expert**
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**Only by Mingling Can You Communicate**
**Mirroring Technique**
**Language Synchronization**
**Listening Wins Trust**
**A pastor in a church urged everyone to donate money to send missionaries to China. His speech was brilliant. Mark Twain, sitting in the back row, was moved and decided to donate $25. The pastor continued. After 15 minutes, Mark Twain decided to donate only $10. The pastor kept going. Mark Twain decided to deduct another $5. The pastor still didn't stop, making Mark Twain impatient, and he decided to donate only $1. After about half an hour, the pastor finally ended his speech. When the donation box reached Mark Twain, the man who originally wanted to donate $25 reached in and took out $1.**
**Praise Constantly, Encourage Continuously**
**Proof May Not Convince, but Without Proof, Doubt Is Certain**
**Five Questions for Successful Selling**
**The Most Effective Way to Introduce Your Product**
**1. Only if you like it yourself will others be interested.**
**2. Rehearse in advance to be prepared.**
**3. Ask questions to involve the customer.**
**4. Be clear about your purpose.**
**5. Focus on the customer's interests.**
**6. Connect the product's benefits to the customer's needs.**
**7. How to reduce the customer's pain and loss.**
**8. Maintain eye contact with the customer.**
**9. Lead the customer into a rhythm of nodding and saying "yes."**
**You Must Have Absolute Competitive Advantage**
**Methods to Deal with Competitors:**
**(1) Understand their position in the market**
**(2) Know who their main customers are**
**(3) Determine whether they are taking your business or you are taking theirs**
**(4) Find out if they have poached your employees**
**(5) Get all available information about them**
**(6) Know their prices**
**(7) Buy from them once a quarter to understand their sales and products**
**(8) Identify their weaknesses and use them as attack points**
**(9) Know where they are stronger than you and make immediate improvements**
**(10) Listen carefully to what customers say about your competitors**
**When You Meet Competitors Head-On**
**(1) Never speak ill of them, even if the customer does.**
**(2) Praise them as good competitors**
**(3) Show respect**
**(4) Show your differences—buying from you brings more benefits**
**(5) Emphasize your strengths, not weaknesses**
**(6) Give an example of a customer who switched from a competitor to you**
**(7) Always maintain ethics and professionalism**
**Participation Leads to Initiative, Experience Leads to Feeling**
**Top Salespeople Are Masters of Visualization**
**How to Visualize?**
**1. Ask yourself: "How will the customer use this product?"**
**2. Then ask: "What happy scenes will the customer see when using the product, enjoying its effects, and gaining its benefits?"**
**3. Imagine a vivid, specific, and touching picture in your mind, then turn it into words.**
**Describe this picture to your customer like a movie, vividly and colorfully.**
**Make Customers Happy at the Sight of Your Product**
**Sales Magic Words**
**▲ Don't say "buy," say "own"**
**▲ Don't say "sell," say "participate" or "help"**
**▲ Don't say "business," say "opportunity"**
**▲ Don't say "spend," say "invest"**
**▲ Don't say "cheap," say "economical"**
**▲ Don't call them "customers," call them "service recipients"**
**▲ Don't say "What are your objections?" but "What are your doubts?"**
**Find Out the Reasons Why Customers Buy from You**
**(1) Identify the customer's problems or pain**
**(2) Amplify the pain of not buying**
**(3) Propose a solution**
**(4) Present your qualifications and credentials to solve the problem**
**(5) List all the benefits of the product to the customer**
**(6) Explain why your product is the best (reasons)**
**(7) Consider whether we can offer some free gifts**
**(8) Can we create a limited-time or limited-quantity supply? (People most want what they don't have or can't get)**
**(9) Provide customer testimonials**
**(10) Make a price comparison and explain why it's worth more than the cost**
**(11) List all the reasons why the customer shouldn't buy**
**(12) Understand what results the customer hopes to achieve**
**(13) Build the customer's desire for the product**
**(14) Explain five reasons why the customer should buy your product, then provide proof**
**(15) Analyze the pros and cons of the customer buying your product**
**(16) Compare the differences between you and competitors**
**(17) Analyze potential problems or questions the customer might have about the product**
**(18) Explain why your product is so expensive**
**(19) Explain why the customer should buy today**
**Understand the Customer's Buying Values**
**The NEADS and FORM Formulas**
**Formula 1: NEADS (for selling to customers who already use similar products)**
**N (Now) - What similar product are you currently using?**
**E (Enjoy) - What do you like about it?**
**A (Alter) - What don't you like about it?**
**D (Decision-maker) - Who is responsible for this?**
**S (Solution) - Provide a solution that satisfies the likes and addresses the dislikes.**
**Formula 2: FORM (topics customers are most interested in)**
**F (Family)**
**O (Occupation)**
**R (Recreation)**
**M (Money)**
**Customers Without Pain Won't Buy**
**Customers Buy Feelings**
**Don't sell _drills_, sell the _smooth, perfectly round holes they drill_**
**Don't sell _cars_, sell _prestige and status or a smooth driving experience_**
**Don't sell _insurance_, sell _safety and security_, sell _a family free from tragedy and financial stability_**
**Don't sell _glasses_, sell _clearer vision and elegant styling_**
**Don't sell _vacuum cleaners_, sell _comfort and cleanliness_**
**Don't sell _cookware_, sell _easy cooking and nutritious meals_**
**When Feelings Change, Needs Arise**
**- Salesperson: Hello, have you considered buying fresh ice?**
**- Eskimo: Ice? (dismissively) We have ice everywhere here.**
**- Salesperson: I know, you use ice to build houses, roads, and...**
**- Eskimo: Yes, ice is the last thing we lack.**
**- Salesperson: Do you also drink water made from ice?**
**- Eskimo: Of course.**
**- Salesperson: Have you noticed that some of this ice is contaminated with feces, animal entrails, or dirty things dumped by neighbors?**
**- Eskimo: I don't know, it's not that bad.**
**- Salesperson: How would you feel if the water you drink contained these dirty things?**
**- Eskimo: I don't want to think about that.**
**- Salesperson: What would you do if these dirty things made you sick?**
**- Eskimo: I'd go to the doctor.**
**- Salesperson: Do you know what causes that?**
**- Eskimo: The dirty ice.**
**Two Strategies for Developing Needs:**
**Identify problem points and constantly hint at the severity of the problem.**
**By hinting at several different problem points, lead to a more important issue.**
**Customers are more likely to change and not mind the cost in three situations:**
**Extreme fear**
**Extreme joy**
**Extreme sadness**
**Attack the Heart First**
**Don't introduce your product to a customer before you fully understand them**
**Smart people know everything, but shrewd people know everyone**
**Hobbies are the best way to connect people**
**24 Customer Expectations**
**1. Just tell me the key points**
**2. Tell me the truth, don't use the word "honestly," it makes me nervous**
**3. I need an ethical salesperson**
**4. Give me a reason why this product is perfect for me**
**5. Prove it to me**
**6. Let me know I'm not alone; tell me a success story of someone in a similar situation**
**7. Show me a letter from a satisfied customer**
**8. Tell me what service I'll get after the sale, and show me**
**9. Prove the price is reasonable**
**10. Give me the opportunity to make the final decision, offer choices**
**11. Reinforce my decision**
**12. Don't argue with me**
**13. Don't confuse me**
**14. Don't tell me negative things**
**15. Don't talk down to me**
**16. Don't tell me I bought the wrong thing or did the wrong thing.**
**17. Listen when I speak**
**18. Make me feel special**
**19. Make me laugh**
**20. Show a little interest in my profession**
**21. Be sincere**
**22. When I'm not ready to buy, don't pressure me with old sales tactics**
**23. When you say you'll deliver, do it**
**24. Help me buy, don't sell me out**
**Fear of Rejection Is a Mindset Problem**
**1. An exchange mindset**
**2. A mindset of helping others solve problems**
**3. Sales is a numbers game; closing is a probability**
**4. Customers don't really care about rejecting you**
**5. There are no bad customers, only bad mindsets**
**6. Customers are also nervous**
**7. It's my responsibility**
**Reframe Definitions to Overcome Fear**
**Failure and rejection are actually just feelings inside us**
**Reframe the definition of rejection**
**(1) In the past, whenever ______, I felt rejected. (Write down all definitions of rejection, e.g., when a customer says "I don't need it," I feel rejected.)**
**(2) When ______, it only means ______. (Reframe the above definitions. For example, when a customer says "I don't need it," it only means the customer is in a bad mood, or doesn't yet understand the benefits the product can bring.)**
**(3) Only when ______ does it truly mean I am rejected. (Write new, positive definitions of rejection. For example, only when I decide to give up does it truly mean I am rejected.)**
**Turn Every Customer Objection into a Customer Problem and Let the Customer Answer**
**1. Customer objection: Too expensive!**
**Customer psychology: Unless you can prove your product is worth the price.**
**Sales reframe: What price do you think is appropriate?**
**2. Customer objection: What about quality?**
**Customer psychology: What guarantee do you give me?**
**Sales reframe: What guarantee do you need?**
**3. Customer objection: What about service?**
**Customer psychology: What special service do I get?**
**Sales reframe: What special service do you want?**
**4. Customer objection: No time.**
**Customer psychology: Why should I spend time here?**
**Sales reframe: What's most important to you?**
**Acknowledge Others to Have the Chance to Affirm Yourself**
**Two Taboos in Handling Objections:**
**(1) Directly pointing out the other's mistake**
**(2) Arguing**
**Two Models for Resolving Objections**
**(1) Empathy tactic: nod, smile - "yes" - your own view**
**(2) "I feel - I felt - and then I discovered -"**
**The Secret to Never Arguing with Customers**
**The Unification Framework**
**Eight Steps to Resolve Customer Objections**
**Ten Ways to Resolve Customer Objections**
**Effectively Respond to Eight Common Customer Excuses**
**1. I need to think it over.**
**2. I want to compare a few more options.**
**3. Your price is too high.**
**4. Is your product as good as X's?**
**5. I need to discuss with someone.**
**6. Give me some materials, and I'll contact you later.**
**7. I have a friend who sells similar products and will give me a better deal.**
**8. I can't decide right now!**
**If the Customer Says "Too Expensive"**
**First, Find Out the Real Motive Behind the Price Objection**
**▲ The customer wants to beat the salesperson in negotiation to show their bargaining skills**
**▲ The customer uses bargaining tactics to achieve other goals**
**▲ The customer doesn't understand the true value of the product and doubts the value-price match**
**▲ The customer wants to find out the real price through bargaining to see if the salesperson is lying**
**▲ The customer wants to buy cheaper elsewhere and pressures you to lower the price to put pressure on a third party**
**▲ The customer has other equally important objections unrelated to price, using price as a cover**
**Nine Principles for Resolving Price Objections**
  1. **Value first, then price**
  2. **Add up benefits, break down price**
  3. **Add up negative costs**
  4. **Compare prices of different products**
  5. **Use demonstration methods**
  6. **The Mercedes-Benz principle**
  7. **Imply consequences**
  8. **Ask about the customer's ability to pay**
**Price Reductions Need Conditions**
**Attracting Customer Interest Is the Beginning of All Sales**
**30 Seconds Decide Success or Failure**
**If you don't capture the customer's attention within 30 seconds, your sales attempt is a failure**
**Before communicating with a customer, ask yourself the following questions and answer each in one sentence**
  1. **What do I want to say?**
  2. **What is my strategy based on?**
  3. **What is the central point I want to express?**
  4. **Which expression is most likely to achieve the goal?**
  5. **Can I fully support this statement?**
  6. **Are there other necessary statements that align with or relate to this?**
  7. **Is this statement relevant to the customer's needs and interests?**
**Variety Is Everything**
**To attract customer interest, you must become interesting yourself**
**Smile, gesture, lean forward, change positions, speak loudly, speak softly, speed up, slow down, pause, ask questions, use humor, exaggerate, and show emotion**
**The Key to Closing Is Asking**
**Ask the Right Questions to Make Big Money**
**What are effective questions? That is:**
**(1) Questions that help understand the customer's current situation**
**(2) Questions that help turn potential needs into immediate needs**
**(3) Questions that help satisfy customer requirements**
**(4) Questions that show you care about the customer**
**Use open-ended questions to understand customer needs**
**Use closed-ended questions to guide customer thinking**
**Use choice questions to clarify results**
**Use rhetorical questions to take control**
**The 7+1 Rule**
**Seven Questions for Quick Closing**
**If You Fail to Prepare, You Are Preparing to Fail**
**Read the Customer's Buying Signals**
**Eliminate Psychological Barriers to Closing**
**Give Me 100% Assurance to Put My Mind at Ease**
**Unconscious Persuasion Is Truly Effective Persuasion**
**A gentleman brought his son to buy a jersey. Before they spoke at the counter, the salesgirl smiled and greeted them: "Hello, are you buying a jersey?"**
**The gentleman nodded in surprise: "How did you know?"**
**The girl smiled: "As soon as you walked toward the sports clothing section, you kept looking at the jerseys, and I saw your son holding a football." Being observant and understanding the customer's thoughts is a habit of top salespeople.**
**Hearing this, the gentleman and his son were delighted and eagerly picked out a jersey, ready to pay. The salesgirl added just the right extra comment: "There are matching undershirts and socks." As long as you think for the customer, they won't easily refuse.**
**Prompted, the gentleman thought buying more to complete the set wasn't a bad idea, so he bought the undershirt and socks.**
**After packaging and handing over, the deal was complete, which could be considered satisfactory. But the girl casually asked the son in a conversational tone: "Little brother, do you have sneakers?"**
**Actually, the customer had no intention of buying shoes. The customer hesitated, and the salesgirl sincerely praised his son as a handsome young man, saying that with a new jersey and sneakers, he would look truly spirited. Listening to her words, the gentleman couldn't resist, and a pair of sneakers was handed to him.**
**20 Absolute Closing Techniques**
**After Closing, Retreat Gracefully**
**- END-**
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## Copyright and AI use

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