[China Glass Network] Is good sales always good at exciting presentations?
Let's review our sales experience. This time, we finally found a big customer who generously gave us a chance to communicate. As a result, our sales and support team is passionate about researching customers and has carefully prepared a “sensational†presentation. After countless exercises and simulations, we went to the customer, we made a wonderful presentation, the arguments were full and the characteristics were clear, we think we have full confidence to win this customer.
However, after that demonstration, the customer never gave us the opportunity to continue the demonstration, and did not contact us at all. After three months, they signed a contract with others.
So we shouted and shouted, this customer has no sincerity, it is simply playing with us, customer relations are simply not in place, we are simply cannon fodder, and so on.
Good sales are always good at talking?
How many times, our sales fully demonstrated his ability to debate and persuade when meeting with clients. Throughout the talks, the talkative sales staff firmly controlled the entire meeting, and the client did not have the opportunity to raise an objection. Sales personnel eloquently elaborated on our competitive advantages in terms of products, services, value, and cost performance. In addition to the nod, the customer has no chance to intervene. In fact, the sales staff won completely in this meeting. However, the latter result was that the salesperson lost the contract. After the talks, the customer stopped us from following up for various reasons, and the sales staff could not even meet with the customer.
What's the problem? For many years, not everyone thought that sales should be good talkers and good speakers? Rarely, isn't this kind of person more able to get an order?
Unfortunately, good sales are never necessarily a talker. On the contrary, if a sales conversation has exceeded 40% in a business meeting, then he usually said too much.
Good sales are actually people who are good at asking questions and listening!
Ask professional questions and then effectively listen and communicate.
Why are professional questions so important in sales? Is professional question really effective?
1. Asking questions gives you an opportunity to understand the reasons for buying customers and business problems.
Why is your customer buying? Let us recall, for example, what do you want to buy a car for yourself? When you walk into a 4S store, do the salespeople who come to you on the road know the reason for your purchase? Know what you are buying for a car? Or what? If the salesperson asks nothing, he will start to talk to you about how good a certain car is, how would you feel? Maybe you buy a car because the family has more to do before, maybe because the previous grade is low, you need a more identifiable car, maybe it is off-road, maybe it is to save fuel, maybe it is to be quieter and more comfortable, maybe It is to understand the stimulation of exercise. Buying the same car may have thousands of different reasons; if the value you recommend to the customer does not match the customer's reason for the purchase, then the value is worthless. Just as we recommend a car's high athletic performance to a customer who wants to pursue low fuel consumption, it will not let him make a purchase decision, but it will probably let him escape. Imagine that we don't ask questions, how to let customers tell their true reasons for buying.
2, ask questions to quickly build trust with your customers
A survey report on the evaluation of sales personnel in the United States shows that the image of people who are more annoying sales people is: talking about their products and companies when they meet, and trying every means to prove their strength and value to customers.
The sooner you start introducing your product, the easier it is for customers to be resistant. The customer will think, you don't know what I really need, why should I listen to you about the irrelevant things. You need to let the customer understand that you are really caring about him and thinking about his interests, rather than always thinking about making money from him. Your method is to ask questions carefully and listen carefully. Be aware that, in general, customers are resistant to all salespeople. Getting the trust of your customers is a key to your success.
3, the question gives you control over the process
Say you can't bring control to you, and asking questions gives you control. Take a look at this conversation:
Salesperson: Good morning, Mr. Wang, I am very happy to meet you.
Prospective customer: Hello, is there anything?
Salesperson: Mr. Wang, the main purpose of my visit today is to bring you the equipment of our highly intelligent XX model. I know that you will hope that your company's production cost will decrease and the revenue will increase.
Prospective customers: Yes, can your company's products work?
Salesperson: Of course, Mr. Wang, this equipment is imported German technology, its manufacturing efficiency is twice that of ordinary domestic equipment, and it is 20% lower than the unit energy consumption of general equipment. In addition, the operating platform of this product is very user-friendly, the handling performance is very stable, and the safety performance is very good. There is also a self-checking system installed, so that it is not necessary to spend a lot of manual inspections, which saves a lot of labor costs. What do you think?
Prospective customers: Yes, which industries have this product been used in?
Salesperson: mainly in the field of excavator manufacturing, oilfield development and so on.
Prospective customers: How much does a system need?
Salesperson: Only 200,000 RMB is needed.
Prospective customer: Is it? I know. So, you put the information down, I will first understand and give you a call back.
Salesperson: Mr. Wang, our equipment won the National Equipment Manufacturing Gold Award, and the annual sales volume reached 50 million yuan.
Prospective customer: I know. Our leadership team needs to study to give you a call. Goodbye.
Salesperson: Hey? ......
Who do you think is controlling the conversation in this sales conversation? Tong-Global Brand Network - Often, who asks, who can really control the process. Think about when we go to the interview, who is asking who is talking? Who is controlling the entire interview process and rhythm?
Of course, just as important as asking questions, you need to ask professional questions and listen effectively. If you don't know how to ask questions, you will often have the opposite effect. We will talk about this part later.
In short, keep in mind that sales are always good at asking professional questions.
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