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 For more content, follow xsj234 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
  9. What do I want to say?
  10. What is my strategy based on?
  11. What is the central point I want to express?
  12. Which expression is most likely to achieve the goal?
  13. Can I fully support this statement?
  14. Are there other necessary statements that align with or relate to this?
  15. 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- The Best Learning Platform for FMCG Distributors in China Focusing on providing professional, practical, and actionable tutorials for companies and distributors Committed to helping Chinese FMCG distributors grow rapidly The Most Professional and Practical Knowledge Base in the FMCG Industry Reply with the red number below to get the corresponding content Reply with number 1 to view the complete knowledge base | 001 Excellent Article Selection | 002 Distributor Market Operations | 003 Terminal Visit Management | 004 Sales Supervisor Skills | 005 Sales Improvement Techniques | 006 Channel Expansion | 007 Managing Distributors | 008 Distributor Development | 009 Distributor Internal Operations Management | 010 Team Management | 011 Efficient Distribution Techniques | 012 Sales Manager's 18 Skills | 013 KA Operations Strategy | 014 First Lesson for New Salespeople | 015 Internet, Brand | 016 Distributor B2B Transformation | [Long press QR code to follow]