2018年7月24日 星期二

訂單成交的關鍵:見面就給客戶好印象

如果你能夠在初見面時,就給客戶留下很好的第一印象,你可以很有可能贏得訂單。如果你的第一印象不好,你就再也找不到那個潛在客戶了。給人留下深刻的第一印象,客戶很可能會認真對待你的小生意。
不管你初次見面是面對面、通過電話還是通過互聯網,你都沒有時間浪費。
瞭解人們如何進行第一次判斷,以及你能做什麼來控制結果,這對你來說是值得的。
學習非語言銷售技巧
當你面對面地面對某人時,你被判斷的90%是基於非語言信息——你的外表和你的肢體語言。只有10%是你所說的話。一個好的銷售技巧是記住人們根據封面來判斷一本書。當你初次接觸電話時,對方所感知的70%是基於你的語調,而30%才是你所說的話。
說好你的第一句話
儘管在一對一的邂逅中,你所說的話只占對方對你第一印象的要素的10%,但你還是要把握好。當你和客戶見面,先表達某種形式的感謝,例如:“謝謝你今天抽出時間來看我”或“謝謝你和我共進午餐”,當你欣賞他們的時候,客戶也會欣賞你的。
立即喊出客戶的名字
沒有什麼比被人喊出自己的名字聽起來更愉悅的了。當你的第一句話,或是第二句話,就帶有客戶的名字,表示你重視他,注意到他的存在。他會因此也注意聽你接下來要做什麼安排,或要說什麼。
整理好你的頭髮與妝容
你的客戶會注意到你的頭髮和臉。疏忽了整理你的髮型與臉部妝容可能會讓你付出代價。不要讓你接下來有失落的一天。
注意你的衣著腰身與下擺
人們的眼神不僅看你的頭髮與臉部,他會很快地瞄到你的腰部與下半身。若是你讓他感覺你穿著邋遢,不束緊褲帶或是裙子,他會懷疑你做事是否能夠注意細節。出門見客戶前,照一下鏡子。這往往是你向客戶走近時,他所注意到的第一印象。
行動快捷
一個快步的人會被看作是精力旺盛的人——正是你的客戶想和他做生意的那種人。如果你想留給人深刻印象,行動快捷些。
商務握手是一種重要的銷售技巧,可以給人留下持久的印象…
良好的商務握手
商務握手是一種讓人印象深刻的銷售技巧。當你見到你的潛在客戶時,你首先要做的就是伸出你的手。要進行良好的商務握手,請將你的手與對方的手完全接觸。一旦你連接起來,把拇指放在另一個人的手上,輕輕擠壓一下。客戶一旦感受到你的堅定握手,你就有機會發展良好的商務關係。
專業的介紹
正確的介紹是所有銷售大師所使用的銷售技巧。當你偕同公司高級主管或有其他同事一起拜會客戶時,先說客戶的名字,他永遠是最重要的人,然後將其他人依據職務層級,逐一介紹給客戶,專業的用詞是,我想介紹……”或“我想介紹給您……”,後面是另一個人的名字。
隨時帶名片
你的名片和你如何處理它們有助於你的總體形象。因為你永遠不知道何時何地會遇到一個潛在客戶,所以隨時都要和他們保持良好的關係。
如果有人向你索取名片,而你回答說:“很抱歉,我的最後一張名片,剛給別人了。”他會懷疑你剛才見了誰。因此,隨時帶著充足的名片。
使用適當的肢體語言
最好的作法就是保持微笑。你的微笑表示你樂意見到客戶。對客戶保持目光接觸,讓他知道你正在關注并對所說的話感興趣。身體微微前傾,使你顯得認真參與談話。
在商業環境中,你會計畫好你要拜訪的每一個客戶,並且預備好你所有的行動。你安排了約會,準備了會議,排練了演示。但是儘管你盡了最大的努力,潜在的客戶卻出現在最意想不到的地方。不留任何機會。每次你走出辦公室,準備好給人留下深刻的第一印象……這是最重要的銷售手段。

The key to order transaction is to impress customers when you meet
If you can make a good first impression on your customers when you first meet them, you are likely to win the order. If your first impression is not good, you will never find that potential customer again. Make a deep first impression that customers are likely to take your small business seriously.
Whether you first meet face-to-face, over the phone or over the Internet, you don't have time to waste.
It's worth knowing how people make their first judgment and what you can do to control the outcome.
Learning Non-verbal Sales Skills
When you face someone face to face, 90% of your judgement is based on nonverbal information - your appearance and your body language. Only 10% of what you said. A good selling technique is to remember that people judge a book by its cover. When you first contact the phone, 70% of what the other person perceives is based on your intonation, and 30% is what you say.
Say your first words
Although in one-to-one encounters, what you say only accounts for 10% of the first impression of the other person, you still need to grasp it well. When you meet with customers, express some kind of thanks first, such as "Thank you for taking time to see me today" or "Thank you for having lunch with me." When you appreciate them, customers will appreciate you.
Call out the customer's name immediately
Nothing sounds more pleasant than being called your own name. When your first or second sentence comes with the customer's name, it means that you value him and notice his presence. He'll listen to what you're going to do next, or what you're going to say.
Tidy up your hair and make-up
Your client will notice your hair and face. Ignorance of your hairstyle and facial makeup may cost you. Don't let you have a lost day.
Pay attention to your waist and hem
People's eyes don't just look at your hair and face, they'll quickly look at your waist and lower body. If you make him feel like you're sloppy and don't wear tight pants or skirts, he wonders if you can pay attention to details. Look in the mirror before you go out to meet your clients. This is often the first impression you notice when approaching a customer.
Quick action
A fast-paced person can be seen as an energetic person - the kind of person your client wants to do business with. If you want to impress, act quickly.
Business handshake is an important sales skill that can leave a lasting impression on people.
Good business handshake
Business handshake is an impressive sales skill. When you meet your potential customers, the first thing you need to do is reach out. To make a good business handshake, please put your hands in full contact with each other's hands. Once you are connected, place your thumb on another person's hand and squeeze it gently. Once customers feel your firm handshake, you have the opportunity to develop good business relationships.
Professional Introduction
The correct introduction is the sales skills used by all sales masters. When you meet with senior executives or other colleagues, first say the customer's name, he will always be the most important person, and then introduce others to customers one by one according to their job level. The professional term is, "I want to introduce..." Or "I want to introduce you..." And then there's another person's name.
Keep your business card with you at any time
Your business cards and how you deal with them will help your overall image. Because you never know when and where you will meet a potential customer, keep good relationships with them at all times.
If someone asks you for a business card and you reply, "I'm sorry, my last business card has just been given to someone else." He'll wonder who you just met. Therefore, always bring enough business cards.
Use appropriate body language
The best way is to keep smiling. Your smile indicates that you are happy to see your customers. Keep eye contact with the customer and let him know that you are paying attention and interested in what you are saying. Your body leans forward slightly, making you appear to be seriously involved in the conversation.
In a business environment, you plan every customer you visit and prepare all your actions. You've arranged appointments, prepared meetings, rehearsed presentations. But despite your best efforts, potential customers appear in the most unexpected places. No chance left. Every time you walk out of the office, be prepared to make a deep first impression... This is the most important means of sales.

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