1. Praise-based Icebreaker Opening As a salesperson, what exactly are you selling? XXXXXXX is not it! What you're selling is: Why use praise as an icebreaker? Because praise is the first step to building rapport and helps establish goodwill. Customers like two types of salespeople: the professional type (with solid technical expertise, satisfying the customer's desire for knowledge) and the feeling type (with strong approachability, making customers feel trust). By gender, men generally lean toward the professional type, while women lean toward the feeling type. Often, the top performers in a company are women, especially in converting old customer referrals into new customers, where feeling-type salespeople have an edge. The purpose of praise is to build approachability. How to do it? You can refer to the FORM rule (Family, Occupation, Recreation, Money). Here's a method to practice your praise ability: randomly pick a colleague (or acquaintance) every day, list 10 of their strengths, and explain why.

2. Inquiry-based Need Guidance "Have you ever felt that after the initial meeting's excessive nervousness... you feel passive and powerless, mentally drained, as if your fighting spirit has been hollowed out... Did you say the wrong things? Want to handle customers smoothly? Learn to ask questions... It's good for both of you!" A successful meeting: 70% is the customer speaking, 30% is you speaking. In some industries, like the internet industry, when a new product is exploring the market, the ratio might be 50/50. Why ask? Because it helps guide the customer's real pain points and needs. A tip: end with a question. How to ask? You can refer to the NEADS rule:

  1. What are you currently using? (competitor)
  2. What do you like about it? (competitor's advantage)
  3. What do you dislike about it? (competitor's disadvantage)
  4. Are you the decision-maker? (key person for cooperation)
  5. Solution? (confirm a verbal solution on the spot)

3. Inverted Triangle Presentation of Points In a class, a student raised his hand: "Report, teacher! After dinner last night, I drank an extra bottle of yogurt. I felt it was too cold, and now my stomach hurts. I want to go to the bathroom." Actually, you only need to say: "Report, teacher! I want to go to the bathroom because I drank cold yogurt yesterday and my stomach hurts." What is the inverted triangle style? (As shown in the figure above) What are the keys to the inverted triangle style?

  1. Get to the point: In the first meeting with a client, within 3 minutes, clearly express "Who am I? What have I done? What is the purpose of my cooperation with you?"
  2. Use numbers: For example, our headquarters is in Shenzhen, with branches in Beijing and Shanghai, and we have 36 operation centers in 25 cities nationwide...
  3. Segment your discussion: First, then, finally.
  4. Use technical terms: depending on the client's situation. An excellent salesperson should be logically clear and prioritize points. If you can't make the client understand the product's benefits, it's because you don't understand the product yourself.

4. Storytelling to Build Value A novel can keep me up until 5 a.m. An internet book can make me fall asleep within 10 minutes. What stories to tell?

  • Cases of major clients – to build company value
  • Cases of old clients – to build product value
  • Cases of clients' competitors – to stimulate the client to sign
  • Cases of new clients – to stimulate the client to sign How to tell a good story? There are many methods, but the key is: practice with anyone – find leaders, colleagues, family, friends... practice until their eyes light up.

5. Default Agreement When you build value to the point of being worth more than the price, customers will involuntarily pull out their wallets to buy. Why do customers buy your product? XXXXXXX is not it! What customers buy is: What does the company boss want? Benefits to the company. What does the professional manager want? Benefits to the individual.

6. Resource Integration Follow-up The key to resource integration is: What resources does the customer need? If you have them, give them. If you don't, develop resources to give them.

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