Communication is the most important part of sales, we first need to understand the meaning of sales communication skills, communication is to set goals, through the exchange of information, the process of reaching an agreement.
Or you can simply understand it as an exchange of information. The purpose of such an exchange of information is to express one's own point of view correctly, understand each other's thoughts, resolve mutual concerns, enhance mutual affection, and finally reach an agreement.
The so-called agreement is a key element that we believe can be used as a transaction for this order, so communication requires a few steps, and the following Kaida eloquence will take you to reveal it
01.Preparation
First of all, we have to set a communication goal, which is very important, we must have a goal before we communicate with others.
That is, what kind of effect do you want to achieve through this communication?Secondly, what kind of foreshadowing is needed before entering the topic of communication
Thirdly, to understand the customer's situation, what do we need to know in order to respond to the customer in communication?
02.Cut to the point
First of all, from the perspective of historical communication: start from the previous communication topic.
Secondly, the existing promotion angle: start from asking the customer about the existing operation mode. From the perspective of network marketing: from the industry dynamics, economic environment, network tools and construction.
Finally, from the perspective of company activities: start from ** activities, meetings, etc.
03.Clarify the topic
For the elaboration of the subject, we need to understand the following three points.
1. Introduce 2. Explain the purpose of the communication 3. Explain the benefits to the customer Concise and concise expression of the point of view is the key to effective communication, and adequate preparation can play a great role in the establishment of the point of view and the achievement of the purpose of communication.
04.Deal with the problem
Methods for Handling Objections.
1. Objection classification - effect class: I haven't done it, and I'm worried about whether the effect will meet my expectations. -*Class: Your ** is too expensive, I think other people's homes are much cheaper-Peer class: I have cooperated with other companies-Service class: What are your service contents-Functional class: Can you do these functions 2, step by step: problem positioning, clear guidance direction, give solutions, solutions must be able to solve problems and purposes.
3. Principles and skills.
The first thing to do when dealing with objections is not to be afraid, and you need to assume that it is normal for objections to exist.
Secondly, deal with the mood first, and then deal with things, good sales can control emotions, and weak sales are controlled by emotions.
Again, open-ended questioning, closed-ended confirmation, this technique will be used by both management and sales. After that, it is necessary to put yourself in the customer's shoes and show understanding.
The most important thing is not to be led by the nose by the customer, the understanding is mutual, not unilateral, the so-called negotiation is to make concessions to each other, give their own maximum benefits, and achieve a win-win or win-win purpose.
05.Deal with the problem
Reach an agreement, but remember that the person who travels a hundred miles is half ninety, and there is another important step, follow-up, reasonable follow-up will consolidate the fruits of your victory, not to help other competitors or competitors make wedding dresses.
Finally, I would like to give you a little thing, that is, we will use a lot of skills in our daily communication, and our common skills will be as follows: request the transaction method, assume the transaction method, choose the transaction method, avoid the important and lighten the transaction method, and the preferential transaction method The above is the sharing that Kaida Eloquence brings to you today, I hope it will help you!