Asked to listen to the dialogue, said sales tips Raiders

 Sales conversation tips: Listen to him say Raiders
is essentially a marketing communication, sales and clients is a two-way communication. Through the opening cut, causing interest, product descriptions, objection handling process, and ultimately both sides agreed. In Among these, both sides are repeating an action, that is The starting point is from the subjective point of view, while ignoring the essence of communication is dialogue, its effect can be imagined. First, the concept should be clear.
and drama, as the sale itself also has a beginning, development, climax, the end of the process, and it is constantly driving the dialogue in the sales process. So, the dialogue is composed of those parts of it ? dialogue of the main three parts: the speaking, listening, asking, this part is a lot of emphasis on sales by type of training, but training programs regardless of name, form, which is nothing more than to solve the problem boils down to two aspects, namely, not only to know what and also know how.
listening: listening to? how to listen?
listening is the largest share of the dialogue part of research institutions under the Sellraise sales sales talk of the 2000 cases investigated, the top sales people typically spend 60% --- 70% of the time to listen on. God made man, it means the two ears and one mouth, so we use the 2:1 ratio required to use speaking and listening. Why is it so important to listen to ? as understand each other's problems and the real needs of a sales prerequisite for success. You want customers to say what you want to know the answer, just do a good listener on it. and from the customer point of view, that the more customers more, the more he likes you. because you brought him more than listening to polite, but also a respect. you listen to your customers to talk and vent their dissatisfaction with the channels, you have to do is to let customers feel safe and comfortable, no pressure to reveal his pain and joy, his anguish, his primary concern and so on. Then, in the process of listening to the salesman in the end should listen to it? 1) trouble spots
I have the training to business people in question: customer service; no matter what the answer is in the final analysis, marketing has been successful because the product or service can help customers solve his problem. in actual sales dialogue, there will be a variety of problems, real to the enemy, can not be expected. The Your task is to listen to a real problem, and is the most central, most customers a headache, the customer that he is not honest to you, and this is something you should know, so to tie in with questions to guide.
2 ) excitement
customer purchases for two starting points: to escape the pain and the pursuit of happiness. The problem point is to make customers feel the pain, The title is called Looking to solve the problem and then after the happiness and satisfaction, while the sales of the product is to solve problems, gain happiness is the best carrier and plan. listen to excitement, the key is to listen to easy for customers to feel sensitive to the conditions and emotional words Also note the body language of each particular phase of cooperation.
3) emotional words
when customers feel pain or excitement, usually in dialogue through a number of characters, words shown, such as to pay special attention. Generally speaking, the moment in the transaction, the customer is always emotional decision. So when customers purchase the dialogue in favor of transactions showing signal, to seize the opportunity to promote a timely manner.
4 ) sensitive conditions
prices, offers, discounts, delivery, security, maintenance, service, various forms of purchase commitments;
5) body language
in the sales dialogue (especially interviews) of in: Words influence 7%; sound influence 38%; health impact of 55%. From the above ratio can be clearly seen that body language is very important means of communication.
sales training in general often overlooked in the explanation and analysis of body language, which is very fatal flaw. So, sellraise sales training in the teaching of how to pay special attention to body language discrimination skills and methods. in the sales process of dialogue, the common positive body language : head tilt, hand-face contact, sucking glasses, lean forward, finger-shaped spire, the protrusion of the thumb, hands clasped behind his head; negative body language are: pretending to twist hair, pull the collar, slow blink of an eye, legs resting on a chair on the palm of your hand slowly rubbing; customer is always used in the sale of just listen to the question, is the need to use multiple senses of the composite act. not only the ears to hear, eyes to observe the same time, the hand must pen to paper records. and to use transition words (like ), nod, smile, eye control, silence and pauses, etc., showing your customer's attention. listening and guiding are often asked to combine to achieve maximum power, the following