1. Step 1: Adequate preparation

Adequate preparation includes four aspects of preparation, the first of which is physical preparation. If you want to have good physical strength, you must do some physical training. Based on my experience in studying success for more than ten years, I have summarized some effective methods (see "You are a treasure"), and now I will introduce a few to you.

One is to do 142 deep breathing every day, 10 times each in the morning, noon and evening, a total of 30 times;

The second is to always eat only 70% to 80% full;

The third is to eat fruit before meals, not after meals;

The fourth is to do aerobic exercise, such as walking, swimming, jogging, cycling, etc.

The second is professional knowledge preparation. You must have a very sufficient understanding of your products. The third is preparation for understanding customers. You must know your customers very well, understand their interests and hobbies, so as to facilitate communication and cater to their preferences. The fourth is mental preparation. Before dealing with important things, sit quietly for 5 minutes.

2. The second step: make your emotions reach the peak state

To make yourself reach the peak state, you must first make your body reach the peak state, because the action creates emotions. At the same time, repeatedly confirm yourself: I am the best! I am the best! I am the best! I like myself! I will definitely succeed!

3. The third step: build customer trust

To build customer trust, first of all, you need to use your image! That is to say, dress for success! Why do you say that? Because a person's first impression is very, very important! Once he establishes a good first impression, it is halfway to success. And the first impression is expressed through your image, so you must pay attention to your dress, manners, and temperament.

The second is to learn to listen. Always stand or sit on the left side of the customer, keep a moderate distance, maintain moderate eye contact, listen without interrupting, do not make any sound, and smile and nod. Also keep good records. After the customer finishes speaking, repeat it for confirmation. Don't think about what you are about to say, listen to what he really means, and communicate with him from a caring perspective.

Third, imitate the other party's conversation. Imitate the other party's words, voice and body language, be similar to the other party, and resonate with him. When imitating body language, imitate the other party's expression and tone, and be careful not to imitate synchronously.

Fourth, use customer testimonials. A customer's words are worth ten thousand of yours, and each salesperson should bring at least 5 customer testimonials.

4. The fourth step: understand the customer's problems, needs and desires

Understanding customers starts with chatting, and chatting is doing business. First, talk about FORM in the first 20 minutes. F stands for family; O stands for career; R stands for leisure; M stands for finance. Secondly, talk about the values ​​of purchase. All sales are sales of values, and thoroughly understand the customer's values. The third is to ask questions. Ask NEADS, N stands for now; E stands for satisfaction; A stands for change; D stands for decision; S stands for solution.

5. Step 5: Propose solutions and shape the value of products

Propose solutions to customers' problems, needs and desires, and shape the value of your own products at the same time. The method of shaping product value is: first give him pain, then expand the wound, and finally give the antidote.

A person has not changed because the pain is not enough. A person has not made a lot of money because the pain is not enough. A person has not succeeded because the pain is not enough.

6. Step 6: Analyze competitors

You will never suffer a loss if you shop around. But you cannot criticize competitors. How to compare? First, point out the three major features of the product; second, give the biggest advantage; third, give the weakest disadvantage of the opponent; fourth, compare with expensive products. When analyzing competitors, you must find the key button for customers to buy, that is, the most important values ​​for customers.

7. Step 7: Remove objections

Objections should be removed before customers speak out. We frame them in advance. Generally, there are no more than 6 objections from customers. If these 6 objections are framed in advance, it is very easy to close a deal. All resistance points are resolved by "asking questions".