How to Use the 10 Minute Principle to Promote Lamps People are very busy now. They are afraid of wasting their time and do not like forced sales. Therefore, when you talk with the customer, tell him clearly that he will not take up too much time.
For example, if one day a customer comes to the store in a hurry and he just wants to know the situation in a hurry, then you should remember not to be wordy and use the 10-minute principle: “sir/madam, I very much hope to introduce our products to you, so I have to explain some information to you in person so that you can fully understand it. in this process, I will only take up 10 minutes of your time. after I have introduced our products to you in 10 minutes, I think you can judge for yourself whether our products are suitable for you.”
Analysis: In this process, on the one hand, you tell the customer in advance that you won’t take up too much of his time, and on the other hand, you keep stressing that the customer can make his own decisions and won’t force him to sell.
Six Ways to Contact Customers
1. Before you start working every day, use a few minutes to recall the most successful sales results and processes you felt for the first time or once. In order to enhance your self-confidence, let yourself keep a positive, positive, enthusiastic and confident attitude to start your sales.
2. Please remember: in the process of talking with customers, always smile on your face, so that customers will always be in an optimal purchasing environment.
3. During your contact with customers, some of your performances will affect the customers’ purchase decisions. You need to pay attention to your appearance and clothes. Does your external image make people feel professional, neat and clean, and will affect the customers’ impression of you?
4, your voice should be loud and clear, full of confidence, let your speech speed with the customer’s speech speed at the same frequency, if let the customer feel your voice and tone lack of confidence, they will think, you also lack of confidence in the product;
5. Your body movements will affect the customer’s impression of you and show whether your self-confidence is sufficient.
6. Your products and materials should be placed neatly and cleanly. If your products or materials are messy, it will show your lack of confidence in the products and make customers have a very bad impression on you.
How to Establish Affinity with Customers Quickly I want to believe that everyone has this experience. The more similarities people have, the more they can accept and appreciate each other. What kind of people do you like to associate with? Do you like to make friends with people who disagree with you in everything and have different ideas and interests? I believe not. You should like to make friends with your personality, audience or like-minded people. You have the same topic and believe in things. However, you are more or less similar. The same is true for communication. The more common they have, the easier it is to communicate.
Therefore, before introducing products, the most important step is to establish maximum affinity with customers in the shortest possible time. A person whom we accept, like or rely on usually has greater influence and persuasion on us. Here are five effective ways to establish affinity.
1, emotional synchronization Able to put oneself in the other’s position, see things, listen to things, feel things.
Emotional synchronization means that you can quickly carry out the inner world of customers, and can see things, listen to things and feel things from each other’s viewpoints and positions. The most important thing to achieve emotional synchronization is to put yourself in the other’s shoes.
Many salespeople know that they should keep alive every day and smile on their faces. But why doesn’t it work sometimes? Because not all the customers you meet are smiling and excited. When you meet a serious and unsmiling customer, if you want to establish affinity with him, you need to be emotionally similar to him. When you meet an easy-going and playful customer, you should be as lively and natural as him.
2, intonation and speed synchronization For customers with different visual, auditory and sensory types to adopt different speed and intonation, use the same frequency to communicate with him.
To synchronize intonation and speed, one must first learn and use the other’s imagery system to communicate. The so-called representation system is divided into five categories. When everyone receives external information, they communicate and receive it through five kinds of sensory organs, namely, vision, hearing, feeling, smell and taste. In terms of communication, the most important channel is through sight, hearing and feeling.
Visual type Features:
①Speak fast; ②High pitch; ③The fluctuation of chest cavity is obvious when speaking.
④Body language is abundant.
Auditory type Features:
①Speak slowly and moderately.
②Tone has high and low, more vivid; ③When listening to other people, the eyes are not focused on the other person, but the ears are inclined to the direction of the other person’s speech.
Sensory type Features:
①Speak slowly; ②The tone is relatively low and magnetic.
③The speech was paused and thoughtful.
④ When people talk, their eyes always like to look down.
For people with different representation systems, we need to use different speed and intonation to speak, in other words, you need to use the same frequency to communicate with him. For example, if the other person speaks fast, you have to be as tall as him. The other person’s speech often pauses. You have to pause as often as he does. If this can be done, it will be of great help to the establishment of our communication ability and affinity.
Communication between people is accomplished through three channels, one is the language and writing you use, the other is your tone or intonation, and the third is your body language. According to the investigation and analysis, words only account for 7% of the influence of communication between people, and another 38% of the influence comes from tone and intonation, for example, “I love you” 3 words. when someone says these 3 words to you, what will you feel when you say them with a growling and angry tone and tone? You may feel the words “I hate you”; Similarly, if someone says “I hate you” in a soft and emotional way, you may feel a kind of love.
As for the most important part, which accounts for 55% of the influence, it is the expression of your body language. A person’s actions, breathing and expressions often convey more information than what he says when communicating. This is why some pantomimes can achieve great entertainment effect and influence even without words and sounds. However, in the process of communication, ordinary people often have 55% of the common points of communication.
The so-called synchronization of physiological states means that a communication mode can be reached in terms of words, sounds, body language and other aspects by copying. The biggest obstacle to communication is that you don’t know each other’s thoughts and moods. When you have the same thoughts and moods as a person, communication will naturally be unimpeded!
4, language synchronization Many people usually use some terms or make good use of some words when speaking. For example, there are some catchphrases. If you want to communicate with different people, you must use the most commonly used sensory words and expressions of the other party. The other party will feel that you are very kind. Listening to you will be especially pleasing to the ear, and it will be easier to understand and accept the information you convey.
In the process of communicating with customers, one of the easiest ways to destroy the affinity between each other is to directly point out each other’s mistakes or have disputes with customers. No matter what comments or complaints the customer makes to you, or what you think is wrong about your products and services, we should not directly refute each other. At this time, we have to learn the unity structure. The unity structure is very simple, with only three sentences:
①I understand (understand) … at the same time …
②I am very grateful (respectful) … and at the same time …
③I quite agree with (agree with) … at the same time …
When not satisfied with the price: I agree with your idea very much. When we buy lamps, we should pay more attention to the quality while paying attention to the price. Do you think it is ok?
When dissatisfied with the service: I am very grateful to you for putting forward such good suggestions for our service. At the same time, I will feedback your suggestions to the company in time. Under the supervision of you old users, I believe our service will be better and better.
When I am dissatisfied with the quality: I understand your mood very much, and I will be very angry if I encounter such a thing. At the same time, I will immediately feedback this problem to the company’s leaders to see which link has the problem, and we will give you a satisfactory reply.
First, how to induce customers to quickly enter the theme of buying lamps and lanterns Product demonstration … tells the story of new, strange and special products.
Promotional gifts … a rare opportunity; Sales records … prove best selling; Promotional activities … now or never; Interests … Direct interests of products; Two, how to effectively stimulate customers, stimulate the desire to buy lamps and lanterns The customer’s purchase desire is to stimulate the customer’s purchase motivation on the basis of inducing the purchase interest and purchase desire. This kind of situation is very useful for customers who have purchasing motivation and are waiting for money, which stimulates their purchasing desire to different extent and plays a role in cultivating potential consumers.
visual stimulation Although it is the same commodity, it can be displayed to customers from various angles for many times.
Let customers look from near and far.
Let customers compare with other commodities.
Tactile stimulation Let the customer operate it and try it out Let customers look at the product specifications; Let customers compare their feelings with other commodities.
acoustic stimuli Let customers hear the voice of the guide and the voice of the goods; Let customers listen to the instructions and suggestions of the guide and the opinions of the third party; Let customers listen to other sounds to compare feelings; Have consciousness, use one’s head and practice frequently.
Effective detection of customer needs Every customer enters the store with certain needs and demands. Before you close the sale of the most suitable goods to meet these needs, you must find out what these needs are. The following are the skills summarized from practice to judge the real needs of customers:
First, how to judge the customer’s demand information through observation and observation Through the age, temperament, clothing, clothing, skin, hairstyle, personnel combination, attention level in front of each lamp, etc., analyze the needs of potential customers Demand analysis:
1, according to the age judgment skills Young people pay more attention to fashion, so they can recommend new products and emphasize appearance. Middle-aged people pay more attention to quality, so they can recommend high-end products and emphasize the technical strength of the company. The elderly pay more attention to practicality, so they can recommend special price products and emphasize the price ratio of products.
2, according to the customer’s clothing, clothing judgment The clothes are famous brands, the clothing is exquisite, the general economic income is higher, the feeling of lofty success. Therefore, high-grade products can be recommended, emphasizing that “a person with good taste like you should enjoy a high-grade life” to satisfy his feeling as a successful person.
3, according to the customer’s attention to the product Because the price in the store is sometimes clearly marked, the customer will watch it for a while before entering the store. Observe what price range the customer stays for the longest time before the product, thus judging the price he bears and recommending the product suitable for him.
4, according to the customer’s skin, hair style If the customer has very good skin care and fashionable hairstyle, it can be judged that his economic income is relatively high and he can recommend medium and high-end products.
5, according to the customer’s transportation For example, a shopping guide of xx brand always observes the means of transportation when customers come to the store. If she is driving, she will recommend high-grade lamps. If she came by motorcycle, she would recommend mid-range lamps. If she came by bike, she would recommend some activity products.
6, according to the customer talk distinguish From the customer’s speech, one can judge his occupation and position, thus one can judge his economic income and recommend suitable products.
Second, how to judge the customer’s needs through inquiry Asking the right questions is always a very important thing in the sales process. By asking questions, you can understand the customer’s thoughts and find out the real needs behind the customer.
Questions and Analysis of Asking Questions:
1. Ask the customers which community they live in: the customers who live in the rich community must be the rich class, pushing them to the top grade; 2. Ask the customers what floor they live on. Generally speaking, those who live on the third and fourth floors are rich, and push the top-grade ones to their owners.
3. Ask customers what occupation they are engaged in, what kind of business they are generally in, when the leader is rich, recommend high-grade ones, and recommend practical, special-price or sample ones for general occupations.
4. Ask the customer if he bought a new house, and learn through chatting whether the decoration materials in the customer’s home are high-grade, middle-grade and low-grade, so as to judge what kind of products should be recommended to the customer;
5. Ask him which is good.
Asking skills 1, don’t ask questions continuously; 2, to link the customer’s answer to commodity description; 3. Start with questions that customers can easily answer.
4. Asking questions should try to promote customers’ purchasing psychology; 5. Sometimes, we should be good at asking questions that have nothing to do with the purpose. Doing so is conducive to the atmosphere of harmonious talks and shortening the distance with customers.
Top salespeople understand the importance of asking questions and are also the best listeners. Customers don’t like to be promoted, but all people like to be cared for by others. All of the above questions should be asked from a caring perspective, like psychologists, to understand the internal needs of customers, find out their problems, solve their problems and meet their needs. This is the best sales behavior and skills.
Original Essay，author：AC LIGHT，if repost this，please make references：https://www.lightings.top/10min-skills/