Salesman talking with potential customers is required before the appropriate opening. Opening is good or bad, almost a visit to determine the success or failure, in other words, a good opening, that is half the success salesmen. Creative marketing expert used the following opening statement.
1. To make money or save money for the topic
Almost all of the people are interested in money, save money and make money easily lead to customer interest. Such as:
"Zhang, I'll tell you to save half of your electricity bill method."
"King director, our machines than your current machine speed, low power consumption, more accurate, can reduce your cost of production."
"Chen Director, would you like an annual production in the towel and save up to 5 millions of dollars?"
2. Starting from the praise
Everyone likes to hear a good listener, customers are no exception. Therefore, the praise has become a good way to approach customers.
Praise be to find another client may have been overlooked feature, so that your words are sincere. Compliment if sincere, would be flattering, this effect is not good.
Difficult than flattering praise, it must first be thought, not only must have sincerity, but also to select the set goals.
"Wang, your house is beautiful." It sounds like flattery. "Wang, the hall of your house are designed to be really unique." This sentence is in the praise.
Here are two examples of praise of customers opening.
"Forest Management, I listened to China and the United States General Zhang said garment factory, to do business with you most happy enough. He praised that you are an enthusiastic, straightforward people."
"Congratulations, you ah! General Lee, I just saw your message the newspapers, congratulate you on your election as the Ten Outstanding Entrepreneurs."
3. Use of curiosity
Modern psychology shows that curiosity is one of the basic motives of human behavior. Professor Liu Anyan said, "Exploration and curiosity, it seems that the general human nature, the mysterious, secret things, are often concerned about the attention we are familiar with the object." Customers who are not familiar with, understand, do not know, or something different, often unnoticed, salesman can use to arouse curiosity to all, the attention of customers.
A salesman to the customer, said: "Lao Li, the world's most lazy you know what is?" Confused customers, but also very curious. The salesman continued, "is that you do not hide the money. They could have been used to purchase air conditioning, so you enjoy a cool summer."
Customers of a carpet salesman, said: "Every day spent only six hours a hair can make your bedroom carpeted." Customers have been surprised, salesman, said: "Your bedroom 12 square meters, our factory price of each carpet square meters of 24.8 yuan, so be 297.6 yuan. I can be paved with a carpet factory 5 years, 365 days a year, so the cost per day is only a corner six minutes. "
Salesman create mysterious atmosphere, causing the other's curiosity, then, in answering questions, the techniques to introduce the product to the customer.
4. Referred to the relevant third party and customer
Tell the customer, is a third party (customer's relatives and friends) want you to come to him. This is a devious tactic, because every person has "no face to see the Buddha Monk" mentality, so most people are introduced to family and friends are very polite salesman. For instance: "Ho, your friends asked me to come to you Mr. Zhang Anping, he thought you might be interested in our printing machinery, because these products bring many benefits to his company and convenience."
Name of someone else's flag to promote their own methods, although very useful, but bearing in mind that there must be man and his deeds, not likely to fabricate their own, otherwise, the customer once the check up, we should step ahead of pursuit of the.
In order to gain the trust of customers, if recommenders produce business cards or letter of introduction, better results.
5. Cite a famous example of a company or person
People's buying behavior is often affected by other people, salespeople can seize this psychological customers, make good use of, will receive very good results.
"Lee Director, 脳 脳 adopted the company's counterfeit our proposal, the company's business conditions improved significantly."
Give well-known company or person, for example, can be strong momentum of its own, especially if the example is precisely the nature of the customer respect or the same business, the effect is even more significantly.
6. Customers are most concerned about proposed
Salesman questions directly to the customer, using questions to cause the customer's attention and interest. Such as:
"Zhang factory director, do you think affect your factory product quality factors is that?" Product quality is of course one of the greatest concern manager, salesman was such a question no doubt will lead gradually into each other's interviews.
Should pay attention to the use of this technique, a salesman's question, should be most concerned about other issues, questions must be clear and specific, must not speech unclear, ambiguous, or difficult to arouse the attention of customers.
7. Providing information to customers
Salesman to the customer to provide some helpful information to customers, such as market conditions, new technology and product knowledge will lead to customer's attention. This requires the salesperson to the customer's position to stand on, for the sake of customers, as far as possible to read newspapers and market information to enrich their knowledge, has trained himself to become experts in the industry. Customers may just go on the salesman, but the experts are very respected. If the customer said: "I saw such and such publication of a new invention, that is useful to your plant."
Salespeople to provide customers with information, care of the customer's interests, but also gained the respect of customers and goodwill.
8. Cultural Show
Salesmen use of dramatic action to demonstrate the features of the product, can cause the most customer attention.
Supplies salesman, a fire after seeing customers, not in a hurry to speak, but from the bag and took out a fire suit, to mount a large paper bag, paper bag immediately lit a fire, burn bags, etc. after which the clothes are still intact. The dramatic performances, so that customers had a great interest. Sell High tie of the assistants said "This is a high-level ties Admiralty brand," which have little effect, however, if the tie is crumpled, and then easily leveled, said "This is a high-level ties Admiralty brand," people can stay the profound impression.
9. Use of products
Salesmen use to sell products to the customer's attention and arouse interest. Most important feature of this approach is to make products for self-introduction, with the charm of products to attract customers.
A director of township enterprises in Henan Province to plant new production design, exquisite workmanship of the shoes into the Zhengzhou Hualian desk manager, the manager can not help but eye-catching, asked: "Which production? How much a pair?" Case plant in Guangzhou to Shanghai to watch salesman to sell three plants, they prepared a product box, which put exquisitely, an array of new products into the box after the door opened suddenly attracted customers.
10. To ask customers
Salesman problem using the method to ask customers to lead to customer attention.
Some people become much always like guidance, education, others, or show themselves. Intends to find some salesmen do not understand the problem, or do not know understand installation advice to customers. Customers generally do not seek advice of the salesman refused to modest.濡傦細 鈥滅帇鎬伙紝鍦ㄨ绠楁満鏂归潰鎮ㄥ彲鏄笓瀹躲?杩欐槸鎴戝叕鍙哥爺鍒剁殑鏂板瀷鐢佃剳锛岃鎮ㄦ寚瀵硷紝鍦ㄨ璁℃柟闈㈣繕瀛樺湪浠?箞闂?鈥濆鏂瑰氨浼氭帴杩囩數鑴戣祫鏂欎俊鎵嬬炕缈伙紝涓?棪琚數鑴戝厛杩涚殑鎶?湳鎬ц兘鎵?惛寮曪紝鎺ㄩ攢渚垮ぇ鍔熷憡鎴愩?
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