8 major points in sales speech, can not stop billing

8 major points in sales speech, can not stop billing

The first essential point: put the most important selling point ahead

According to the theory of sales psychology, the first cause effect, the selling point introduced first with the customer will get the most effective effect, and will also be deeply impressed. Therefore, we must put the most significant selling point of the real estate on the front.

The first cause effect is also called the first impression effect. Although these first impressions are not always correct, they are the most vivid and strong, and determine the process of mutual communication.

If a person makes a good impression when they first meet, then people are willing to approach him, and they can get mutual understanding faster and affect people's interpretation of his subsequent actions and performances.

The second essential: to form the trust of customers

Only trust can accept, and trust is the foundation of sales skills. Trust can distinguish between trust in products and trust in people. These two points cannot be neglected. Everyone should learn how to prove the sales skills of the product.

It is slightly like the first one, but the first one is the beginning. This is the foundation for maintaining customers. The prerequisite for any transaction is trust.

The third essential: listen carefully

Don't talk to customers as soon as you see them. Listen first, understand the customer's thoughts, especially learn to sell questions, open the hearts of customers, and you know what to say.

Don't come up with a nonsense, first ask what the customer wants, aim at it, save your tongue, and don't let others resent, maybe even win a good impression.

The fourth essential: see what people say

Although they are all buying things, the motivations and concerns of the customers are different, such as buying a house, people who live in it pay attention to comfort, investment appreciation, and people who buy their children pay attention to the educational environment.

Don't copy the prescribed sales words and see what people say. There is no fixed position in the speech, and the fourth method is to take the third article. After understanding the needs, it is targeted.

The fifth essential: trust your own house

Each product has its strengths and weaknesses, and you must not trust your own things because of the shortcomings. If you don't trust your own things, your enthusiasm will be insufficient and customers will notice.

Treating products as their own children, children are always their best. With this kind of emotion, you will do well. This is an important sales skill.

The highest level of self-confidence is self-hypnosis. If you have great enthusiasm for the product itself and release it, it will affect the customer to a certain extent.

The sixth essential: learn to describe life

Many sales people are accustomed to introducing products in a dry manner, how to use them, and so on, which makes it difficult to stimulate customers' buying passion. To use the sales skills described by the image, the wonderful scene of the customer's experience can be drawn in the customer's mind so that the customer can be infected.

It's best to exercise your language skills. Don't let customers see it now. If you want to attract customers, you need more imagination and language.

Seventh essential: make good use of numbers

Although the numbers are dry, they have a magical effect. Keep all the data of the product in mind, and when you introduce the customer, you will not only let the customer believe in your product, but also let the customer believe that you are professional. This is not inconsistent with the previous sales technique.

Data is absolutely the most intuitive reflection of your professional things, simple, direct, effective, but also effectively respond to the second essentials.

Eighth essentials: there must be highlights at the end

Put the most important thing at the beginning, but don't ignore the end, not the end, because there is a near-effect, the customer will have a deep impression on the last heard.

You can put some less important things in the middle, and at the end you should leave some bright spots, and then let the customers leave their mouths full of excitement and excitement.

At the end of your presentation, customers should have the passion to buy. Real estate sales skills and words are like making an article, to be "Fengtou, pork belly, leopard tail".

The near-effect effect refers to the phenomenon that when people remember a series of things, the memory effect on the last part of the project is better than that of the middle part.

The longer the interval between information, the more obvious the near-effect effect. The reason is that the previous information is gradually blurred in memory, which makes the recent information clearer in short-term memory. Therefore, it is very important to close the end, leaving the things you need to keep the customer to remember at the end, the effect is self-evident.