2. sales psychology (these two books explain sales in depth)
Sell the bible
4. "Selling is to get customers"
5. "Trading is everything"
6. "How to win sales"
7. Influence
8. Marketing and Sales Management (7th Edition) (Business Administration Classic Translation Series).
This is an era of winning by selling. Sales has gone far beyond the meaning of the original profession and become a way of life, a philosophy of life that runs through and permeates all kinds of activities. Being able to sell customers is survival, and letting customers follow themselves is development. Tactics that can be used in sales are fickle, but "psychological tactics" is the most fundamental force behind all tactics. Everyone wants to win a lot of money in the cruel sales war, but not everyone can really understand the business strategy.
Sales are very common in daily life, and everyone has a clear sales picture in his mind. Sales is the process of introducing the benefits provided by goods to meet the specific needs of customers. Of course, commodities include tangible goods and intangible services. Meeting the specific needs of customers means meeting the specific desires of customers or solving the specific problems of customers. Customers can only be satisfied by the special benefits provided by commodities. It is also a transaction that meets the same needs of everyone.
If you think customers ask too many questions, you can't complete the sale. Some salespeople can't handle customers' problems well, resulting in no deal. Here are the five golden rules of sales skills training that I have summarized, hoping to help you.
First, when you can't understand the real problems of customers, try to let them say it.
Ask more questions, keep curiosity, give full play to the spirit of questioning, and let customers complain more and ask more questions to understand their real needs.
Second: identify with customers' feelings.
When the customer has finished speaking, don't answer the question directly, but avoid it emotionally, for example, I feel you. . . . . This can reduce the customer's alertness and make the customer feel that you are on the same side with him.
Third, grasp the key issues and let customers elaborate.
"Retell" customers' specific objections, understand customers' needs in detail, and ask customers to explain their reasons in detail as much as possible at key points.
Fourth, confirm customer questions and answer them repeatedly.
What you have to do is to repeat what you have heard. This is the so-called part of following, understanding and following the mutual recognition between customers and themselves. This is the channel of the final transaction, because it can help you know whether your customers know the benefits of your products and lay the foundation for you to guide your customers to the ultimate success.
Fifth, let customers know the real motive behind their opposition.
When customers see the motivation behind it, sales can start from here, think of and say the value that customers need, and then the gap between them will be eliminated. Only in this way can we establish a real relationship of mutual trust with our customers.