[China Glass Network] In the advertising media sales, how to effectively grasp the customer situation, especially when you stimulate the customer's desire to buy, and your advertising media products and your personal interest, you should take good care of the customer, otherwise Before the meeting, Peng Xiaodong shared some experience in grasping the customer's principles based on his years of advertising media sales experience and experience. Decorative Pillow,Burlap Lumbar Pillow,Printed Pillow Cover Christmas Decorations Co., Ltd. , http://www.hbmattressfelt.com
1. Always contact customers
In the communication with customers, we have been selling advertising media for many years. It should be clear that advertising media sales are not selling small commodities such as fruits on the street. He does not trade once or twice, so we need more contact. Customers, especially those with advertising intentions or advertising budgets, should be more than 24 hours personally, because there are too many advertising media and a lot of advertising media sales staff; only in your hard work and persistence, your The probability of success will increase; at the same time we must pay attention to the contact and communication of body language;
2. Make yourself a master of storytelling
In our sales, I often introduce to our students, a sales expert first of all, he should also be a master of storytelling. In our sales, especially in the third or fourth meeting, you can be interested in the position of the customer. When you talk about some imaginative stories, you can certainly achieve unexpected results. The main thing is to let each other feel the pleasant atmosphere, so that he can find the surprise of the friends, so the transaction will become Very easy;
3. Provide newer information and information to your customers
After interacting with our customers for a period of time, we can provide some information about the industry and individuals to our customers based on their relationship with the customers, so as to establish a more solid relationship between you and even some privacy of your company and individuals. Because everyone has a strong curiosity;
4. When the customer is a few people, we must break each
When we are in the sales of advertising media, the customer is sometimes two or more people, such as the planning department, the marketing department, the contract department, the finance department, the price review department and other relevant personnel are present, we need to break through one by one. You can't be an enemy. Sometimes you can ask the company's leaders or colleagues to help you break down if you need it. Don't be too confident, overestimate your ability, and regret it later!
5. The proposal to the customer must be simple and clear.
When making proposals to customers, we must also pay attention to some sales techniques. Be sure to be simple and clear. Don’t let go of it. You must first talk about the benefits. Why do you want to advertise on our media, the rewards and benefits of advertising? The advantages of our advertising media (USP) and (SWOT) are to give customers a detailed introduction, let customers choose, you have to do a good guide, the price must be the next page, the value determines the price;
6. Let customers have room to think and ask questions
In the advertising media sales, Peng Xiaodong's three magic weapons of the rivers and lakes marketing, which are said, smile, listen, praise, that is to say, we must be two-way in the communication with customers, can not be you alone In the speech or the customer is speaking alone, I feel that it is not right. The correct way is to have two-way communication, in order to reach a consensus and win the later orders;
7. Meet customer needs
In the advertising media, we are actually a process of creating demand, mining demand, and satisfying demand. Therefore, the process of doing sales is actually the process of satisfying customer needs. The key to this process is to learn to satisfy the customer's stimulation. That is to learn to praise, such as "you are my better friend, you are my more respectable customer!" and so on.
8. Use humor to resolve customer dissatisfaction
Teacher Peng Xiaodong said in the "The habit of deciding to trade in advertising media sales" that we must develop a habit of humor when selling advertising media. When customers complain about it, we may wish to use humor to solve the problem. Only then can you win customers. , win orders instead of escaping;
9. Learn to use the illusion of the eye
The eye is the window of the mind. When the transaction is near the completion stage, you can use the illusion of the eye, such as changing the higher position, so that your line of sight is higher than the customer, so the customer must look up at you, so that unconsciously, You can control his psychology, he can also affirm what you said, this is a little trick, we can try it in sales;
10. Can pay attention to some other topics
In the advertising media sales, in addition to talking about your own company, your own advertising media products, including some of your personal things, you can also talk about other things, such as the third party, is also the way of indirect pressure, the so-called The three, you can cite the real thing, you can also make it out of thin air, but basically it is with the people in front of you. Things are related to each other;
11. Learn to put pressure on customers
How to put pressure on customers is a skill and a learning, but in our sales, he is one of the tricks of non-use, how to put pressure on customers, give a simple case, when the customer asks you, if You said, I think this kind of advertising will be very expensive and may not be too suitable for you, but there is another form of advertising that may be more suitable for you. This is the case of pressure in the advertising media;
12. Maintain an optimistic attitude
When we are doing sales, we often encounter some unhappy things. Unhappy things are in all likelihood, and there are two days of ice and fire. Therefore, we must learn to decompress ourselves, learn to adjust our mindset, relax ourselves, and be optimistic. To have a good mood and encounter anything, Peng Xiaodong’s advice is: “Resolve the mood first, then solve the problem; your mood can affect others, including your customers!â€
13. If you are offending customers
Should apologize immediately; in the advertising media sales, in our communication and communication with customers, sometimes it is inevitable that there will be no disputes and conflicts with customers, so when you have offended customers' behaviors and actions, please be sure to remember Apologize to customers in a shorter and faster time to seek forgiveness from customers;
14. Let the customer think that the initiative is in his hands
In our communication with customers, we must let customers feel that he is God, and take the initiative in his hands. First, don't argue with him. Otherwise, he will feel that his self-esteem can't stand, his self-esteem can't stand, our The contract can't be signed, we must think that we are seeking for money, not to argue:
15. Don't argue with customers
In sales, you don't feel unfair, because you are asking someone to buy your own products, others have the right to choose, so when the customer says that the product is not good, you should not argue with him if you and him Arguing will only help things, but also hurt the feelings between you, business is not a friend, we are doing business, and qi can only make money!
16. You must be confident
Confidence comes from your attitude and professionalism. When the customer has not used your product or has not seen your product yet, what is more important at this time is your person, your words and deeds and whether you are yourself or not about your company. Have full confidence, we have better advertising media products, we have a better team, our company has a better boss, customers are willing to cooperate with you, in their atmosphere and in your atmosphere, I think it will not work! Selling products must be sold first!
17. Try to let customers make decisions
Teacher Peng Xiaodong has said in many courses of advertising media sales that he must communicate with customers. Only the solutions approved by customers are more valuable. Otherwise, it is worthless, so the premise is to communicate and communicate with customers. , as much as possible to turn your ideas into the customer's ideas, it is more valuable to speak through his mouth;
18. Describe the customer's dream
We must look forward to the future of our customers. What will happen to you after working with us? At least two points, before you go, you will definitely have an effect on advertising here, otherwise the company and I will not survive. Second, we After the cooperation, you and I are definitely better friends. Life is alive, and the confidant is hard to find!
19. Bad weather is also a good opportunity for sales
This is a view that Professor Peng Xiaodong has been verifying. Bad weather is also a good opportunity for sales. why? Anyone in the bad weather, the mood will be affected, and this is your great opportunity to see the wind and rain outside the window, he is more willing to sit in the room to talk to you, anyway, can not go out, this can extend you The time to talk to the customer is still raining outside, you can sit for a little longer.