Avoid forgetting the customer's name
When dealing with customers, choosing the correct and appropriate name is not only conducive to narrowing the distance between the two parties, promoting the realization of the transaction, leaving a good image and impression to the other party, but also reflecting the degree of respect for the other party, their own education and where. The company's image, so we must use the name of the customer carefully.
Avoid calling the wrong customer's name or mistaken customer's position and identity
It’s worse than not remembering the name of the customer. It’s probably the name of the wrong customer, or the wrong position and identity of the customer. Call the wrong customer's name, or Zhang Guanli, to confuse the customer's name. There are two common types of mistakes: reading the wrong one or writing the wrong customer's name may seem like a trivial matter, but it will make the whole communication atmosphere very embarrassing.
Avoid clothing, the instrument is too casual
In the sales industry, the clerk's ability and experience and skill determine his sales performance. However, there are still many factors that will affect their success, and the salesman's instrumentation and manner will also affect their sales performance. According to the survey, instruments and attitudes account for up to 67% of the total sales skills. The reason why such a high proportion is occupied is that the instrument and the instrument can organically combine the products and the sellers, and display the concepts and ideas that are easy for the customer to accept, and can quickly and directly obtain the trust of the customers. However, many business people often face improper clothing, instruments or habits when facing customers. These bad attitudes directly or indirectly lead to sales obstacles. The salesman must not be careful, and should pay attention to avoiding and restraining various occupations. Unsightly manners.
Avoid handshake, not generous
When you get along with customers, you often have to shake hands to express welcome, meet, congratulate, thank you, send and share, and cooperate. Although the handshake is a detailed action, there is actually a lot of attention. It must be well held. If it is not well held, it will violate the customer's taboo and will have a negative effect.
Avoid introducing rudeness, it is embarrassing
When you meet customers, the wrong introduction and loss of image and image will make you and the other party feel uncomfortable. Therefore, it is necessary for the business personnel who often deal with customers to master some basic common sense.
Avoid bogey, treat differently
A psychologist in the United States proposed such a formula:
A person expresses his or her full meaning = 7% of words + 38% of voice + 55% of expression.
Therefore, when negotiating with customers, you should observe each other's expressions, attitudes, behaviors and environment. In short, observe each other's everything, find out the appropriate topics for discussion and focus of conversation, grasp the other party's psychology, and then cooperate with targeted language to persuade, grasp the initiative of negotiation, and easily guide customers.
Avoid paying attention to the collection of customer information
When you first approach the customer, you can directly ask the other party about the cash register, which makes people feel awkward or feels investigated. Before launching the sales promotion activities, the salesperson must pay attention to the collection of customer information in addition to the necessary knowledge of the company, the products to be promoted and the competitors. If the customer information is not sold, the salesperson may trap himself. Very embarrassing situation.
Avoid blind visits
Visitors must have a clear purpose of visiting, analyze customer needs and the need for visits, be prepared, find opportunities, know how to better approach customers, know how to control visit time, and apply flexible negotiation skills. If the customer's needs are weak, or there is no time, or the timing is not right, the visit will only increase the troubles, waste time and energy, make you jealous and make customers feel sick.
Avoid the better time to choose to visit
Many times, if you communicate with customers at an inappropriate time, customers are likely to think that their affairs are being disturbed and usually do not achieve the desired communication results. For example, when a customer is too busy, or is catching up with a low customer mood. The reason why many business people are rejected by customers is not because the enthusiasm of business people is not high, communication skills are not enough, but because they do not choose the right communication time.
Avoid finding or catering to customers' hobbies or interests
Everyone has their own hobbies, and this hobby often hopes to be appreciated and recognized by others. He prefers to find the "common people", the so-called objects to gather. When you cater to his hobbies, he will feel understood and appreciated, feel happy and happy. If you also have such hobbies, both sides will have a lot of common language, which will generate more resonance, and the distance between the two parties will be Close a lot.
Avoid slow or discriminate against customers who think they are not important
“All customers are equal†or not discriminated against is not only a matter of professional ethics, but also a strategic issue based on ethics. If you discriminate against a customer who is considered to be unimportant, the damage must be the service provider or the seller of the product, and for the customer who needs the service, you can choose another supplier.
Avoid unfamiliar product knowledge
The salesman must understand the products that are promoted. Only by knowing his own products can he explain to the customers in detail what the functions of the products are, how the quality is, what benefits can be brought to the customers, what products can meet the needs of customers, and meet the needs of customers. To what extent, the answer to the customer's questions can be satisfactorily answered, so as to eliminate the customer's objection, in order to guide the customer how to better use and store the product, so that the customer can purchase and conclude the transaction.
Avoid letting customers participate and try
According to the survey, if the salesperson “speaks†and the customer “speaksâ€, after the event, the content of the conversation can only leave 10% impression and memory in the mind of the customer. And letting the customer participate in the interview will greatly increase the impression. The promotion is a matter for both buyers and sellers. The salesperson should not talk about the customer. They should let the customer participate and touch the product, encourage and guide the customer to express their opinions, and ask the customer to try the product.
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