推销金法一：记得你是在和活生生的人互动。
推销金法二：必须连自己一起推销。
推销金法三：必须问问题。
推销金法四：必须学会倾听。
推销金法五：每一段介绍都必须提到对方为何因此得益。
推销金法六：明确的描绘“最后效果”。
推销金法七：千万不能仰赖以前的逻辑判断。
推销金法八：给对方最想听的产品资讯。
推销金法九：告诉对方你有多特别。
推销金法十：不要用冷冰冰价钱来推销。
推销金法十一：当场展示效果。
推销金法十二：永远记得保持专业形象。
细则如下，请慢慢阅读：
Principle 1: – Always Sell To People
- People are different
- No two sales are the same
- Aim at becoming a people expert
- Professional sales people actually like people
- People buy from people – they always will
Principle 2: – You Have To Sell Yourself
- Be interesting
- Develop ‘intellect’
- Never be arrogant – never talk ‘up’ or ‘down’
- Respect the buyer and they will respect you
- Develop your empathy levels
- Learn to develop rapport
- Control Your Ego Levels
Principle 3: – You Must Ask Questions
- Develop your questioning techniques
- Remember What? Where? When? Which? Why? Who? And How?
- Continually ‘test your understanding’
Principle 4: – Listen To Understand
- God has given us two ears and one mouth, we should use them in that order
- Successful sales professionals talk for 20% of the time and listen for 80% of the time
- Develop your active listening skills
Principle 5: – Features Must Be Linked To Benefits
Remember:
- Features are common – benefits are personal and specific
- Use the ‘link phrases’ – ‘which means that……’
- Be specific
Principle 6: – Sell The Results – ‘Paint A Picture’
- Discover ‘prime desires’
- Personalise benefits
- Describe end results
Principle 7: – You Cannot Rely On Logic
- 84% of all buying decisions are based upon emotion – not logic
- What are the chief buying emotions? – Ego – Security – Pride Of Ownership – Greed – Health – Prestige – Status – Ambition – Fear Of Loss
Principle 8: –Selective Product Knowledge Is The Key
- Buyers buy solutions and results they do not buy products or services
Principle 9: – Aim To Be Unique – ‘Me First’ Rather Than ‘Me Too’
- Every business, every company, every product has something that is unique
- Look outside the square
- Identify the uniqueness of: – your product – your service – your company – yourself
Principle 10: – Don’t Sell On Price
- It is a ‘cop out’
- Value your expertise – your products – your service and price accordingly
- Always keep the ‘bottom line’ firmly in your mind
- Anyone can give business away
- Selling on price means we do not need sales people
Principle 11: – Present Your Solutions – Don’t Tell
- When we present our proposals rather than post / fax/e-mail them we increase the likelihood of a sale by…..a factor of ten
Principle 12: – And Finally: Be Professional At all Times
- The greatest compliment a customer can pay you is to describe you as “professional”
- Don’t worry about being liked –be respected
- Being professional is not one thing it is three:
- It is what you do, what you say and how you present yourself
