0基础学好销售话术,把话说到客户心窝里

0 Basics, good sales speech, speak to the customer's heart

说起销售，大家只会想起街边拦着问要不要办信用卡、健身卡的小伙子，但这些充其量只是小打小闹，连销售员的边还没有沾到。

你知道，史上最牛的销售员，到底有多厉害吗？

东西卖得贵：

他推销的东西，是世界上最贵的商品之一飞机，平均每一架售价8000万美元，约合人民币5.2亿元。

东西卖得多：

过去23年，他为公司卖出了1.6万架飞机，23年里平均每天卖出2架飞机。

同行害怕：

他的对手，是鼎鼎有名的波音飞机公司，前后换了8名销售总监和他竞争，但没一个能赢他。

客户尊敬：

当他快要退休的时候，阿联酋航空一口气向他订购了30架、每架2.4亿美元的飞机，只为给他送一份退休礼物！

东西卖得又贵又多，对手闻风丧胆，最难得的是连客户也对他十分尊敬，真不愧是史上最牛推销员！

这个人，就是空中客车集团的销售总监，被人称为Mr.Airbus（空客先生）的雷义。

不久之前，66岁的雷义退休了，他的传奇生涯已经结束。但是这位史上最牛销售员给我们留下了哪些思考呢？

 /01/

销售中遇到各种话术难题，

百思不得其解

在销售中，你是否常有以下5大烦恼，比如：

1、学了不少销售话术，打电话还是经常被秒挂，第一句话不知道如何开口；

2、无论说什么，客户都是拒绝，开单希望渺茫；

3、不会给客户推介产品，客户总是不感兴趣并且反感；

4、介绍完产品，不知道跟客户聊什么，经常冷场，急得冒汗；

5、不会邀约客户，说话生硬，三句话就卡壳，总是被拒绝。

大家看看自己，中了几条。

/02/

为什么你的话术，

跟客户一句话都聊不下去

而销售高手的话术，句句有吸引力，客户不仅听得爽，还觉得聊不够呢？

有一个人，是销售与创业的老司机：

他是上市公司创始人，是策划、室内设计、销售和教育培训等5大行业高手。

他自学广告和销售，签约慧聪集团4000万广告；

他曾3年成为报社销冠，轰动北京传媒圈。

他就是蓝小雨先生。

1997年3年还债150万（折合现在1000万）

蓝小雨在传媒领域创业，因骄而败，投资耗尽又负债150万，债主持刀威逼，他白手起家，转行装修行业，速成室内设计高手，3年清债，度过了一段跌宕起伏的人生经历。

2000年出任企业高管

加盟乳业巨头，从分公司企划经理起步，凭出色业绩，后担任集团企划、广告、设计和工程总监，统管四大总部，后再升任集团高级副总裁，又因手握1.5亿广告费，被央视称为广告圈百位牛人。

2007年创立上市公司

蓝小雨创立北京芯联创展公司（证券代码：836205）2016年，新三板成功上市。

2010年创作畅销书

蓝小雨将自己职场与创业经历，写成畅销小说《我把一切告诉你》①②③，7年再版70次，当当、亚马逊和京东商战小说消量排前三，当当99％好评度，拥有2000万粉丝。

2012年创立销售培训领军品牌

2012年创立蓝小雨在线销售培训，蓝小雨当起了老师，不仅分享了全部本事，还答疑创业、销售、择业、管理、家庭教育和婚姻等10万个问题，1000次上课到凌晨，他创立的"在线伴读培训体系，帮助14000名学员快速进步，年薪20-1500万不等，同时也成为在线销售培训领域的领军品牌

他也曾经是草根，凭借自己的苦干+巧干，不仅刚大学毕业就速成销冠，并在北京买了2套房，虽然第一次创业失败，欠债150万，但他3年重获自由之身。

为了跟顶级高手学习，他加盟民企500强，7年成长为集团副总裁；再到自己创办2家公司，一家成功上市，期间，他写了3本《我把一切告诉你》，6年始终是当当职场畅销书前3名。之后，他用了5年的时间，培养了14000多名销售与创业精英，年薪2015000万不等。

他的这些职场与创业经历，都是实战出来的，凡是能简单 + 听话 + 执行的同学，都有非常大的进步和成长。

/03/

如何才能成为话术高手？

在蓝小雨先生眼里，成为话术高手的关键在于：

1、利益的承诺，因为客户只关心自己好处；

2、数据化的话术，因为可以量化客户的利益；

3、带有温度，真情实意的话术，客户听起来开心。

掌握好这3点，任何场合，与客户都可以轻松、愉快地聊天。

比如，有同学请客吃饭，邀约话术很不注意细节，动不动就是说请客户吃一顿便饭、便饭、便饭，听起来多刺耳！其实应该说请客户吃一顿简餐！

为了让更多的同学，学会自己设计话术，成为话术高手，提升客情关系，蓝小雨先生研究了一套快速设计话术的好方法，掌握话术这3招，能让你在交友、见客户，以及跟陌生人打交道时，处处遇知音，处处受欢迎！

很多人担心

学历不高，经验不足，悟性不高？

性格内向，情商低，朋友没几个？

刚入职场小白，执行力弱，没高手带？

不同行业销售，微商，地产、金融、工业品，快销，门店，建材，装修等？

创业者，做微商的宝妈，促销员？

其实只要你掌握了这套话术设计方法，成为话术高手，这些都不是问题。

0 Basics, good sales speech, speak to the customer's heart

Speaking of sales, everyone will only think of the young man who is asking for a credit card or fitness card on the street, but these are just a small amount of trouble, even the salesman’s side has not been touched.

Do you know how much the best salesman in history is?

Selling things expensive:

What he sells is one of the most expensive commodities in the world - airplanes, which cost an average of $80 million each, or about 520 million yuan.

Selling things much more:

In the past 23 years, he has sold 16,000 aircraft for the company and sold an average of 2 aircraft per day for 23 years.

Peers are afraid:

His opponent, the famous Boeing Aircraft Company, changed his eight sales directors to compete with him, but none of them could win him.

Customer respect:

When he was about to retire, Emirates ordered 30 aircraft, each with a $240 million aircraft, in one breath, just to "give him a retirement gift!"

Things are expensive and expensive, and the opponents are frightened. The most rare thing is that even the customers are very respectful to him. It is really "the most cattle salesman in history"!

This person, the sales director of the Airbus Group, is known as "Mr. Airbus" (Mr. Airbus).

Not long ago, 66-year-old Lei Yi retired, and his legendary career has ended. But what thoughts did the "most cattle salesman in history" leave us?

 /01/

There are various speech problems in sales.

Unbelievable

In sales, do you often have the following 5 major annoyances, such as:

1, learned a lot of sales speech, call or often hanged by the second, the first sentence does not know how to open;

2. No matter what you say, the customer refuses, and the bill is hopeful;

3, will not recommend products to customers, customers are always not interested and disgusted;

4, after introducing the product, do not know what to talk to customers, often cold, anxious sweat;

5, will not invite customers, speak hard, three words stuck, always rejected.

Everyone looks at themselves and has a few.

/02/

Why is your words,

I can't talk to the customer a word.

The sales master's words, the sentence is attractive, the customer not only listens well, but also feels that it is not enough?

There is a person who is an old driver of sales and entrepreneurship:

He is the founder of listed companies and is a master of five major industries including planning, interior design, sales and education.

He taught advertising and sales by himself, and signed a 40 million advertisement for HC Group;

He has been the newspaper sales champion for three years and has sensationalized the Beijing media circle.

He is Mr. Lan Xiaoyu.

In 1997, the debt was repaid 1.5 million in three years (equivalent to 10 million now)

Lan Xiaoyu started his business in the media field. He lost because of arrogance, and his investment was exhausted. He also had a debt of 1.5 million. The debt was prevailing. He started from scratch, switched to the decoration industry, and quickly became a master of interior design. After three years of debt clearing, he spent a period of ups and downs. experience.

In 2000, he became a corporate executive

Joining the dairy giant, starting from the branch planning manager, with outstanding performance, later served as the group planning, advertising, design and engineering director, unified management of the four headquarters, and later promoted to the group's senior vice president, and because of the 150 million advertising fees, was CCTV is known as a hundred cattle people in the advertising circle.

Established a listed company in 2007

Lan Xiaoyu founded Beijing Xinlian Chuangzhan Co., Ltd. (stock code: 836205). In 2016, the New Third Board was successfully listed.

2010 bestseller

Lan Xiaoyu wrote his own career and entrepreneurial experience as a best-selling novel "I tell you everything" 123, 7 years reprinted 70 times, Dangdang, Amazon and Jingdong commercial warfare novels ranked third, Dangdang 99% praise, with 20 million fans .

Established a sales training leading brand in 2012

In 2012, he founded the online sales training of Lan Xiaoyu. When Lan Xiaoyu became a teacher, he not only shared all his skills, but also answered 100,000 questions about entrepreneurship, sales, career choice, management, family education and marriage. He attended the class 1000 times to the early morning. He founded The "Online Companion" training system has helped 14,000 students to make rapid progress, with an annual salary ranging from 20 to 15 million. It has also become a leading brand in the field of online sales training...

He used to be a grassroots. With his own hard work and skillfulness, he not only got a college graduate, but also bought 2 suites in Beijing. Although he failed in his first venture and owed 1.5 million yuan, he was 3 years old. Regain freedom.

In order to learn from the top experts, he joined the top 500 private enterprises, and grew up to be the vice president of the group in 7 years. After he founded two companies and successfully listed, he wrote three books, "I will tell you everything," for 6 years. It is the top 3 best-selling books in the workplace. After that, he spent more than 14,000 years, and trained more than 14,000 sales and entrepreneurial elites, with annual salary ranging from 20 to 150 million.

His career and entrepreneurial experience are all in actual combat. Any classmate who can be simple + obedient + executive has great progress and growth.

/03/

How can I become a master of speech?

In the eyes of Mr. Lan Xiaoyu, the key to becoming a master of speech is:

1. The promise of interest, because the customer only cares about his own benefits;

2, data-based words, because can quantify the interests of customers;

3, with temperature, true words, the customer sounds happy.

Master these 3 points, and you can chat with your customers easily and happily on any occasion.

For example, some students have dinner, and the invitations are not paying attention to the details. It means to ask the customers to have a meal, a meal, a meal, and it sounds harsh! In fact, you should say that you should have a simple meal!

In order to let more students learn how to design their own words and become a master of words and improve their relationship with friends, Mr. Lan Xiaoyu has researched a good way to quickly design a speech. Mastering the three tricks of words can make you friends. When you meet customers and deal with strangers, you will encounter friends everywhere and be popular everywhere!

Many people are worried -

Low academic qualifications, lack of experience, and low savvy?

Introverted personality, low emotional intelligence, few friends?

Just entered the workplace, white, weak execution, no master?

Sales in different industries, micro-business, real estate, finance, industrial products, fast sales, stores, building materials, decoration, etc.?

Entrepreneur, a treasurer who is a micro-business, a promoter?

In fact, as long as you master this set of methods of speech design and become a master of speech, these are not problems.