Chapter 146: Chapter 146: Key Points in Sales
Translator: 549690339
Today, the people called for training looked at each other, unsure whether or not to sign.
Qin Xue didn’t rush them, but sat at the head of the conference room watching them discuss.
In the end, Luu Jun, Li Xiaohong and Luo Yi, the three who had raised questions, all signed the contracts.
Out of the seven remaining, two more signed, while the others didn’t because the contract period was too long.
Left with no choice, Qin Xue asked them to leave the conference room.
Looking at the six contracts collected, she smiled at them and said, “Signing this won’t leave you at a loss. I will show you where your value lies.”
Fang Hong took the lead in applauding, creating a round of applause in the conference room.
Qin Xue was still pleased looking at the few remaining people.
“Alright, now let’s start the training. Those who have brought their notebooks, make sure to take down notes.
A good brain is no better than a bad pen, as the old saying goes. So, it certainly has its reasons.
After all, the memory of the human brain is limited, and it may forget things after a long time.
But if you’ve taken notes, you can refer back to them when you forget.
That way, you can continuously refresh your memory and learn, so you never forget.
So, we should always take notes, no matter when.
After your learning, when you go out for sales, remember to carry your notes with you.
If there are customer or client needs, you can note them down.
When you come back, you can sort out who are interested in reselling our clothes, or want to stock our products directly. All of this is very important.
If you don’t note it down, or you’ve forgotten it, then you have lost your performance! It’s equivalent to you having lost your money. Do you think note-taking is important now?” Qin Xue asked the six.
“Important, very important,” the six of them answered unanimously.
“Now, let’s talk about what basic knowledge we need for sales training?
First: If we can’t understand the customer’s real intentions, we should get the customer to talk more.
Why should we let the customer talk more? Because only by doing so can we find out more.
We must be inquisitive, let the customer vent and chatter, this way we can understand what the customer really needs. This is the first point I want to make.
So what’s the second point of sales?
The second point is that after the customer has finished talking, we should not directly answer their question.
We need to selectively evade it, say something emotional, for instance, ‘I empathise with you’.
Saying this can lower the customer’s guard against us.
Making the customer feel that we are on the same side can increase our chances of success.
This is the second key sales point I want to share.
Moving on to the third point: we have to grasp the key issue. Allow the customer to explain the issue they need to understand.
So how do we get the customer to explain the issue they need to understand?
First of all, we need to “repeat” the question the customer just asked.
Then ask if they have any other objections? After thoroughly understanding the customers’ needs, let them explain the key issues in detail.
Only by doing this can we understand what the customer wants?
Once you understand this, can you solve their problem according to their needs?
And at this point, don’t you have half the assurance that you will get this customer?
In sales, we must always remember to listen more, observe, talk less and ask questions.
You can say speak according to the person, but you must be honest.
Because if a business person or salesperson is not honest, who will do business with you if you lose your credibility?
Then you might as well go back to farming, although you might not even succeed at that,”