銷售高手的關鍵技巧

有很多方式可以進行銷售，但是多半是依循類似的銷售技巧。注意這些是技巧，而非天賦。天賦是與身俱來的，而技巧是學習得到的。任何人都可以經由學習成為優秀的銷售員，而銷售員能夠遵循以下銷售技巧成為高手：

1. 保持信心

這是銷售員最重要的可以建立起來的技巧。

為何？這是因為其他銷售技巧都是基於能夠堅持下去。如果妳具備了下列的所有銷售技巧，但是妳缺乏了信心去做，那麼妳就沒有機會去發揮那些技巧。

自信的效用，不僅是能夠支持妳能夠堅持下去。如果妳相信自己與妳的產品，妳的潛在客戶也會傾向于有信心。

自信也能夠引導妳對交易結案的談判更堅定，這是妳銷售成功的關鍵環節。

2. 好好傾聽

多數的銷售員能說善道。然而，即使是一名偉大的演說家若是不能做一些傾聽，他就只能做到如此，無法更精彩豐富。妳必須用一些時間來他的尊重，問潛在客戶問題，然後聽他的回答。如此可以顯示妳對他的尊重，並且對他想要什麼有比較清楚的概念。

那麼，妳如何確認妳做好了傾聽呢？一個可行的做法是，當妳向潛在客戶提出一個開放式的問題后，保持安靜，靜靜地聽他的回答，中間不要著急地要提問更多，就讓客戶好好的說完。如此，妳能夠獲得完整的背景故事，知道客戶需要什麼，以及掌握住客戶的疑惑。

3. 說服力

在銷售中，情緒佔了重要的角色。人們說：“特色表達，而利益銷售。”特色是描述妳的產品或服務的事實，而利益是情緒的聯結。0 %利率的信用卡是祂的特色，而能夠讓妳在購物時節省金錢就是祂帶給妳的利益。妳獲得利益的情緒，讓妳和這張信用卡產生了聯結。

說服力是將這樣的情緒傳達給客戶的銷售技巧。如果妳能讓妳的潛在客戶感覺妳的產品良好，並且可以幫他改善生活，妳就有機會銷售給他。

4. 建立良好客戶關係

這是如銷售員的生命一般重要的銷售技巧。發展和客戶的良好關係是建立起強大人脈網的關鍵，而人脈網能夠讓妳接觸到比你自己去發展，得到更多的潛在客戶。

記得“六度空間理論”嗎？假設妳要嘗試去聯絡到一名公司內的關鍵決策人，但是妳并不認識這個公司里的任何人。妳可以試著去發現在妳的人脈網中有誰認識在這個公司工作。請他方便得話，提供這個人的姓名與電話號碼。然後，妳就會知道如何發展這個潛在客戶。

5. 自我激勵

即使是最棒的銷售員也是在不斷進步中。妳可以找到發展妳的銷售技巧的作法，去接觸妳的客戶，說服客戶的有效方式。但是能夠驅動妳不斷進步的動力，來自妳自己。妳的老闆或許會在妳績效不好的時候，要求妳作一些改變。但是，如果妳自己持續的改進，就有機會成為好的銷售員，做出好的業績。

Key Skills of Sales Professionals

There are many ways to sell, but most of them follow similar sales techniques. Note that these are skills, not gifts. Gifts are innate, and skills are learned. Anyone can learn to be a good salesman, and salesman can follow the following sales skills to become a master.

1. Maintain confidence

This is the most important skill a salesman can build up.

Why? This is because other sales skills are based on persistence. If you have all the following sales skills, but you lack the confidence to do so, then you will not have the opportunity to develop those skills.

The effect of self-confidence is not only to support you to persevere. If you believe in yourself and your products, your potential customers will also tend to be confident.

Confidence can also lead you to be more firm in negotiating the closure of a transaction, which is the key to your sales success.

2. Listen well

Most salesmen can speak good words. However, if a great speaker can't do something to listen, he can only do so, and can't be more brilliant and rich. You have to spend some time respecting him, asking potential customers questions, and then listening to his answers. It shows your respect for him and has a clear idea of what he wants.

So how do you make sure you listen? One possible approach is to keep quiet and listen to potential customers' answers after you ask them an open-ended question. Don't rush to ask more questions, just let them finish. In this way, you can get a complete background story, know what the customer needs, and grasp the customer's doubts.

3. persuasive power

Emotion plays an important role in sales. People say, "Characteristic expression, while profit sales." Features are facts that describe your product or service, while benefits are emotional connections. A credit card with a 0% interest rate is his special feature, and it is his benefit to save money when you shop. The emotions that you gain make you connect with this credit card.

Persuasion is the sales skill that conveys such sentiment to customers. If you can make your potential customer feel good about your product and help him improve his life, you have a chance to sell it to him.

4. Establish good customer relationship

This is as important a sales skill as a salesman's life. Developing a good relationship with customers is the key to building a strong network, which enables you to reach more potential customers than you can develop yourself.

Do you remember the Six-Dimension Space Theory? Suppose you try to reach out to a key decision maker in the company, but you don't know anyone in the company. You can try to find out who in your network knows who works for this company. If it's convenient for him, please provide his name and telephone number. Then you will know how to develop this potential customer.

5. Self-motivation

Even the best salesmen are making progress. You can find ways to develop your sales skills, to reach out to your customers, and to convince them. But the power that drives your progress comes from you. Your boss may ask you to make some changes when your performance is poor. However, if you continue to improve yourself, you will have the opportunity to become a good salesman and make good performance.