9 words that the salesman must not be able to talk about
[China Glass Network] Content Description: Many sales people have experienced such a lesson: because of the wrong words, the customer lost. Although it was regrettable afterwards, it did not help. Therefore, we must be careful to make a sales clerk. How careful? The following small series for everyone to share the nine words that the salesman must not be able to speak for everyone to warn. Seamless Boxer Briefs ,Seamless Boxers ,Boxer Shorts For Men ,Mens Seamless Underwear Lianhe Qihua Knitting Co., Ltd. , http://www.jhseamlessbra.com
1. Do not speak critical discourse
This is a common problem for many business people, especially business newcomers, sometimes speaking without going through the brain, blurring out and hurting others, they still don't think. A common example, when you see a customer saying in front of the sentence, "It’s hard to climb this building!" "This dress doesn't look good, it's not for you." "This tea is really hard to drink." This business card is really old-fashioned!" "It’s better to die than to die!" These words that blurted out contain criticism. Although we are unwilling to criticize the accusation, we just want to make a round and have an opening statement, and when the customer sounds, it feels like Not very comfortable.
People often say, "It’s a good thing to be a cow and a horse." That is to say, everyone wants to be recognized by the other party. Everyone likes to listen to good words. Otherwise, how can there be "praise and encourage idiots to become geniuses, criticism and complaints to make genius idiots", this sentence, in this world, who is willing to be criticized? Business people engaged in sales, every day with People should deal with each other, and praise words should be said more, but also pay attention to the right amount. Otherwise, people will have a false pretense and a lack of sincerity. Like Wang Hao, who lived in my compound, one day after the salesman bid farewell to her, she ran over and said to us: "Don't listen to his set, the mouth is sweet, it's all fake. This insurance company trains all the people who are a model, the oily body is slippery, and the mouth is very special!" Everyone, this Wang Hao, invisibly reminds us that the praise words in conversation with customers should come from your heart, not If you don’t praise the beauty without knowing it, you can know that you don’t humble your natural expression, you can get people’s hearts and be convinced.
2. Eliminate subjective issues
In business talks, topics that have nothing to do with your sales, you better not to participate in discussions, such as politics, religion and other subjective awareness, whether you say right or wrong, this has no real meaning for your sales.
Some of our newcomers, who are involved in this industry for a short period of time and lack of experience, in the process of dealing with customers, inevitably have the ability to control the topic of the customer, often follow the customer to discuss some subjective issues, the latter will produce Despite the differences, some have won the advantage of "prevailing the upper hand" on some issues, but after the competition, a business has been blown away. Think about this subjective issue. What is the meaning? However, the experienced salesman, in dealing with such subjective issues, will start to discuss some things with the customer's point of view, but the debate will immediately lead the topic to the products for sale. In short, I think that things that have nothing to do with sales should be put down, especially subjective issues. As a salesperson, you should try to put an end to it. It is better to avoid it and it will be good for your sales.
3. Less professional terminology
Mr. Li was engaged in life insurance for less than two months. When he went into battle, he showed off to the customers that he was an expert in the insurance industry. A lot of technical terms were added to the customers on the phone, and all the customers felt very stressed. After meeting with the client, Mr. Li has repeatedly exerted his professionalism in succession, and a lot of technical terms such as “exemption of premiumsâ€, “ratesâ€, “debt rightsâ€, “beneficiary of creditorsâ€, etc. In the clouds of the five miles, it seems to be groping in the darkness. The resentful mentality of the other party is generated. The rejection is a matter of course. Mr. Li unknowingly mistaken the business opportunities that led to sales. When we analyze it carefully, we will find that the salesperson treats the customer as a colleague and trains them. They are full of professions. How can people accept it? If you don’t understand, why are you buying products? If you can put these terms , using simple words to convert, let people listen to the plain and clear, only to effectively achieve the purpose of communication, product sales will be reached without hindrance.
4, do not say exaggerated words
Don't exaggerate the function of the product! This unrealistic behavior, in the future, the customer will know clearly what you said is true or false. You can't exaggerate the function and value of the product because you want to achieve the sales performance of the moment. This will inevitably bury a "time bomb". Once the dispute arises, the consequences will be unimaginable.
Any product has a good side and a shortcoming. As a salesman, it should be objectively analyzed, clearly analyze the superiority of the product with the customer, and help the customer to “shop aroundâ€, only knowing that they are known. Be familiar with the market conditions, so that customers can accept your products orally. Remind the salesperson that any deception and exaggeration lies are a natural enemy of sales, and it will make your career impossible.
5, disable offensive discourse
We can often see such scenes. The business people in the same industry have aggressive words, attacking competitors, and even some people say that the other party is worthless, making the entire industry image unsatisfactory in people's minds. Most of our salesmen lack rational thinking when they talk about these offensive topics, but they don’t know that whether they are attacks on people, things, or things, they will cause resentment to prospective customers, because you are standing when you say Looking at the problem from a different angle, it is not obvious that everyone is standing at the same angle as you. You are acting too subjectively, but it will be counterproductive and can only be harmful to your sales. This kind of behavior that does not speak business ethics, I believe that with the development of the times, the corporate culture of each company will be strengthened, and the discourse of aggressive colors will never be popular.
6, avoid talking about privacy issues
Dealing with customers is mainly to grasp the needs of the other party, rather than talking about privacy issues in a single mouth. This is also a mistake that our salesmen often make. Some salesmen will say that I am talking about my own privacy issues. What does it matter? Even if you only talk about your privacy issues, don’t talk about others, ask you to take your marriage, sex, finances, etc. And can you make substantial progress on your sales? Maybe you will also say that we don’t talk about this with our customers. It’s hard to carry out the topic and talk about business. Let’s talk about it. In fact, this kind of “gossip†talk is nothing. Meaningless, waste time not to mention, it is more wasteful to promote business opportunities.
7, less questioning topics
In the course of business, you are very worried that the prospective customer can't understand everything you said, and constantly question the other person by worrying that the other party does not understand you. "Do you understand?" "Do you know?" "Do you understand what I mean? "" So simple question, do you understand?", it seems that a long-term or teacher's tone questioned these offensive topics. As we all know, from the perspective of sales psychology, we have always questioned the customer's understanding, and the customer will have a sense of dissatisfaction. This way often makes the customer feel that they do not have the minimum respect, and the rebellious psychology will also be generated. It can be said that it is in sales. A big bogey.
If you really worry that the prospective client does not understand you in your detailed explanation, you can use the temptation to understand each other. "Is there any need for me to elaborate?" Perhaps this is more acceptable. Maybe, when the customer really doesn't understand, he will take the initiative to tell you, or ask you to explain it. Here, give the salesman a piece of advice, customers are often smarter than us, don't use our blind spots to replace their advantages.
8, flexible boring topic
There are some boring topics in sales. Maybe you have to explain it to customers, but these topics can be said that everyone does not like to listen, even if you want to doze off. However, due to the business, it is recommended that you put these words into a simpler way, and you can use them in general. In this way, the customer will not be tired after listening, so that your sales will be effective. If there are some very important words, you have to make it clear to your customers. Then, I suggest that you don’t try to harden them. In the process of explaining them, it’s better to look at them and find some ones they like to listen to. Small stories, little jokes to stimulate, and then back to the topic, maybe this effect will be better. In short, I personally think that this kind of topic, because of the boring, customers do not like to listen to it, then you are better to retain it, keep it up, and sometimes it is better than the tray.
9, avoid indecent words
Everyone wants to be with a well-educated, hierarchical person. On the contrary, they are unwilling to interact with those who are “stubbornâ€. Similarly, in our sales, indecent words will definitely have a negative impact on our sales of products. For example, when we sell life insurance, you better avoid "death", "no life", "completed", and so on. However, experienced salesmen often use euphemistic words to express these sensitive words when dealing with these indecent words, such as "losing life" and "going out and not coming back" to replace the language that people do not like to listen to. Indecent words, the personal image will be greatly discounted, it must also be avoided in the sales process, you pay attention to, changed, you are successful!