Yuan's 50-year sales career can be said to be composed of a series of successes and setbacks. Behind his success is a bitter history written with tears and sweat. I
Yuan's 50-year sales career can be said to be composed of a series of successes and setbacks. Behind his success is a bitter history written with tears and sweat. I will share it with you. Welcome to see it.
* * * a * * life insurance.
Life insurance. Life insurance. If you don't sell anything in your life and integrate insurance into your life, you will embark on a new step of managing life insurance.
One day, Yuan went to a department store to buy things. When anyone buys something, he always has a budget in mind, and then within this budget, he shops around and finds something cheap and good. Suddenly, Yuan heard someone ask the salesgirl next to her:
"How much is this?"
What a coincidence! What the questioner wants to buy is exactly the same as Yuan's. Recommended reading: Japanese life insurance salesman-Yuan's three good ideas
The salesgirl replied politely, "This costs 70,000 yen."
"Okay, I'll take it. You wrap it up for me. "
Want to buy the same thing is really exciting, others can buy it in the blink of an eye, but Yuan has to consider the price. Yuan has a sensitive nerve. He developed great curiosity about this man and was determined to pursue this frank "Mr. No Money". Mr. Ritchie continued to stroll around the department store leisurely. Looking at his watch, he is going to leave. That is an expensive watch.
"catch up." Yuan said to himself.
The gentleman walked out of the department store, crossed the crowded road and walked into an office building. The manager of the building bowed to him politely. Sure enough, he and Yuan are both big shots, and they slowly breathed a sigh of relief. See him into the elevator, yuan asked the administrator:
"Hello, could you tell me the gentleman who just left the elevator is ..."
"Who are you?"
"Well, I just dropped something in the department store. He kindly helped me pick it up, but refused to tell me my name. I want to write a letter to thank him, so I followed him and took the liberty of asking you. "
"Oh, I see. He is the general manager of a company. "
"Thank you!"
There is no limit to sales promotion, as long as there is an opportunity, you can find the prospective customer you are looking for.
Successful prescription:
Observe carefully and look for prospective customers from life.
* * * Two * * cemetery potential customers.
Life insurance salesmen's daily job is to find potential customers. Where on earth can I find potential customers?
From ordinary daily life, as long as you are attentive, attentive.
One day, the work was extremely unsatisfactory, and at dusk, I still got nothing. Yuan walked home like a defeated rooster. On my way home, I have to pass a cemetery. When I arrived at the population section of the cemetery, I saw several people wearing mourning clothes coming out. On a whim, Yuan wanted to take a walk in the cemetery and see what he had gained.
At this time, the sun is setting, and the oblique sunlight is a bit "to see the sun, for all his glory, buried by the coming night." Taste. Yuan walked to a new grave with some incense and some flowers on the tombstone. It may be used by the group of people I met at the door just now to worship.
Yuan respectfully saluted the tombstone. Then naturally I looked at the words on the tombstone, Tomb of XXX.
At that moment, the original production was like discovering a new continent, and all the frustrations were swept away and replaced by a general desire for work.
Before dark, he went to the temple that managed the cemetery.
"Is anyone there?"
"Come, come! What can I do for you? "
"There is a tomb, do you know?"
"Of course, he was a celebrity before his death!"
"You're absolutely right. Before he died, we had contacts, but I don't know where his family lives now? "
"Wait a minute, I'll check it for you."
"Please."
"Yes, yes, right here."
Yuan wrote down someone's address.
Walking out of the temple, Yuan regained his exuberant fighting spirit.
A good salesman will seize the opportunity in time and never let it slip away in vain. Recommended reading: investment promotion words that make customers "fall for it"
The prescription is successful;
Keep my own thoughts.
Seize every opportunity to contact potential customers.
* * * Three * * * begins the interview with "praise".
Everyone, including our potential customers, is eager for sincere compliments from others. Some people say: "praise is a passport to sell well all over the world." Therefore, people who know how to praise must be people who can sell themselves.
Once, Yuan went to visit the owner of a shop.
"Hello, sir!"
"Who are you?"
"I am Yuan of Meiji Insurance Company. I just arrived at your place today and want to ask you a few things about this famous boss. "
"What? A well-known boss? "
"Yes, according to the results of my investigation, everyone said it was best to ask you this question."
"oh! Everyone is talking about me! I dare not, what's the problem! "
"Reality: This is ..."
"It's not convenient to stand and talk. Please come in! "
……
In this way, it is easy to pass the first level and gain the trust and goodwill of prospective customers.
Praise is almost always refreshing, and no one will refuse you for it.
Yuan believes that this method of starting an interview with praise is especially suitable for storefronts.
So, what questions should I ask?
You can generally ask about the advantages and disadvantages of goods, market conditions, manufacturing methods and so on.
For the store owner, someone sincerely asks for advice and is warmly received by the metropolis, and will be happy to tell you his business and growth history. And these valuable experiences are exactly what salespeople need to learn.
Not only can we get closer to each other, but we can also improve ourselves. Why not? Remember, don't praise potential customers for starting an interview every time you meet them.
Successful prescription:
Praise the merits of others.
Start with praise.
Practice more.
* * * Four * * * were forced to meet.
Don't let prospective customers feel "forced to meet". The average potential customer is wary of salesmen. Once you use coercion, it will not only have no effect, but will increase his resistance to you.
The original first production never used forced interviews.
Once, he wanted to talk to the cousin of a potential client.
"Hello, is this so-and-so electric company? Please connect me with the general manager's office. "
"Where are you, please?"
"My name is Yuan."
"Just a moment, please."
"Call the general manager office.
"Who is it? I am the general manager. "
"Hello, general manager, this is Yuan from Meiji Insurance Company. I heard that you are good at studying inheritance rights, so I took the liberty to call you today. A few days ago, I visited your cousin and studied the inheritance with him. He is very satisfied, so I want to study it with you again today. "
"hmm."
"You can ask your cousin what happened. I could have asked your cousin to write a letter of introduction to see you again, but it seems to be forced ... In fact, at this time, no one can force anyone ... "
"hmm."
The same "hmm", but the second one is much more intimate than the first one.
"How about it?"
"In that case, let's make an appointment to talk."
……
Respect potential customers and attach importance to potential customers. Pay attention to the discretion in the conversation and try to avoid causing invisible harm to them.
Through your frankness, potential customers will feel at ease with you.
Successful prescription:
Respect people and never hurt customers' self-esteem.
Be good at using referrals.
Set a time for the interview.
* * * Five * * * Make customers laugh.
In the process of visiting, it is a good practice to try to open up the boring situation and make customers laugh.
Yuan once had a "caesarean section" to make customers laugh.
One day, Yuan visited a potential customer.
"Hello, this is Yuan from Meiji Insurance Company."
The other party studied the famous film. After a while, they slowly looked up and said:
"A few days ago, I came to an insurance company salesman. I sent him away before he finished. I won't insure it. In order not to waste your time, I think you should find someone else. "
"Thank you very much for your concern. After you hear it, if you are not satisfied, I will have a caesarean section on the spot. Anyway, please give me some time! "
Yuan a face of righteousness, the other party can't help but say with smile:
"Do you really want to have a caesarean section?"
"Yes, so a knife stabbed down ..."
Yuan motioned for an answer with his hand.
"You wait and see, I insist on your caesarean section."
"Come on, I'm also afraid of caesarean section. It seems that I have to introduce it with my heart. "
At this point, Yuan's expression suddenly changed from "serious" to "grimace", so the prospective customer and Yuan laughed together.
In any case, always try to make customers laugh, so that you can also enhance your enthusiasm for work. When two people laugh at the same time, the strangeness disappears and the opportunity to make a deal comes.
"Hello, this is Yuan from Meiji Insurance Company."
"Oh, Meiji insurance company, your company's salesman just came yesterday. I hate insurance, so he was rejected by me yesterday. "
"Really, but I am always more handsome than my colleague yesterday?"
"What, that salesman looked much better than you yesterday."
"Ha ha ..."
Being good at creating a visiting atmosphere is an essential quality of a good salesman. Only in a peaceful and happy atmosphere will prospective customers listen to you about insurance.
Successful prescription:
Create a peaceful conversation atmosphere.
Give play to your humorous personality.
* * * Six * * * Speaking skills
How to improve speaking skills is the primary task of sales staff.
First, trust your own voice.
Second, keep practicing every day.
Yuan became the god of sales promotion because he attributed his success to his superb speech skills.
He thinks there are eight secrets to speaking:
First, the tone should be deep and clear.
Clear, deep and pleasant intonation is the most attractive, so people with high intonation should practice hard to become low-key in order to speak charming perceptual voices.
Second, the pronunciation is clear and the paragraphs are clear.
Pronunciation should be standard and sentences should be clear. The best way to correct slurred speech is to recite aloud, which will have an effect over time.
Third, the speed of speech should be fast and slow, just right.
When you encounter emotional scenes, you can certainly speed up your speech. If you encounter a rational scene, you should slow down your speech accordingly.
Fourth, know how to pause at a certain point.
Not too long, not too short. Pause sometimes arouses each other's curiosity and forces them to make an early decision.
Fifth, the volume should be moderate.
If the volume is too high, it will cause too much oppression and disgust. If the volume is too low, it will show that you lack confidence and persuasiveness.
Six, with facial expressions
Every word and sentence has its meaning. Know when to match the right facial expression.
Seven, elegant wording, pronunciation should be correct.
Learn the correct pronunciation method and practice more.
Eight, plus happy laughter.
Talking is the daily work of sales staff. The quality of presentation skills will directly affect your sales career.
Successful prescription:
A person must repeat memory 163 times at least to remember one thing.
Take notes anytime, anywhere.
* * * Seven * * special gifts
Giving gifts to customers is very learned. If you give too much, you can't afford it. If you give too little, it will be too shabby. The best gift is to make potential customers feel good and guilty.
Yuan often gives "big gifts" to potential customers.
Usually, Yuan's second visit is more regular than his first visit. He grasped the principle of "just leave", found a suitable reason and left in a few minutes.
The crux of the problem lies in the third visit.
One day, Yuan went to visit a potential customer.
"Hello, I'm Yuan. I was disturbed the other day. "
"It seems that you are in good spirits. You have not forgotten anything today, have you? "
"No, but if you have a request, invite me to dinner today!"
"Ha ha, are you too naive? Come in! "
"Since I have the cheek, I'm sorry, so I won't mention it."
After returning home, Yuan immediately wrote a sincere thank-you letter.
"Today, I was deeply impressed by my bold visit and warm hospitality. I am writing to thank you. The younger generation is bathed in the harmonious atmosphere of your home and is very touched. "
Besides, Yuan bought a new gift and sent it with the letter.
For this special gift, Yuan has his own standards:
If you eat the prospective customer 1000 yen, Yuan also gives him a gift of 2000 yen.
Twenty days after his third visit, Yuan will make his fourth visit.
"Hey, the old original, your gift received, I'm sorry, let you spend money! By the way, I just marinated a pot of beef and had a light meal before I left! "
"Thank you for your invitation. Unfortunately, I have something important today, so it's not convenient to bother you again. "
"So polite, there is always time for a cup of tea!" ……
The affection between people is gradually established with the passage of time.
Successful prescription:
Always smile.
Pass on your happiness to customers.
Great achievements are accumulated from small successes.
* * * Eight * * compelling reasons
You should have a convincing reason to let customers buy insurance.
Be reasonable to customers, be emotional, stand in the position of prospective customers, and think for prospective customers, and will definitely find out the reasons to convince prospective customers.
Yuan went to visit a retired soldier. Soldiers have the temperament of soldiers, uncompromising, upright and stubborn. If there is no reason to convince him, it is useless to talk again. So Yuan said to him when he was overloaded: "Insurance is a necessity, and everyone is indispensable."
"Young people really need insurance. I am different. I am not only old, but also childless. So there is no need for insurance. "
"You are biased on this concept. It is because you have no children that I enthusiastically advise you to get insurance. "
"What is the reason?"
"There is no special reason."
Yuan's answer surprised the soldiers. He looked surprised.
"Well, if you can give me a convincing reason, I will take out the insurance."
Yuan deliberately lowered his voice and said, "I often hear people say that a person without children is the loneliest thing in his life, and it is unfair to blame his wife for not having children." Since they are husband and wife, they should be responsible for it together. Therefore, a husband should be kind to his wife. "
Yuan went on to say: "If there are children, even if the husband dies, the children can comfort the sad mother and take up the responsibility of raising them. A childless woman, once her husband dies, I'm afraid she will only be sad and sad. You just said that there are no women, so you don't need insurance. What should your wife do if something happens to you? You are in favor of youth insurance. In fact, young widows still have the opportunity to remarry. Your situation is different. " The soldier was silent. After a while, he nodded and said, "You have a point, all right! I am insured. "
The really convincing reason is to think about his family. In case he leaves, who will take care of the whole family, old and young?
Successful prescription:
Be kind to yourself.
Be honest and polite to others.
Learn to thank others sincerely.
Ten Skills of Successful Sales
1. Successful sales is not an accidental story, but the result of learning, planning and applying sales knowledge and skills.
2. The joint efforts of full preparation in advance and on-site encouragement are often easy to disintegrate strong enemies and achieve success.
3. The way to get the order begins with finding the customer. Cultivating customers is more important than selling immediately. If you don't develop new customers, sales representatives will no longer have a source of success.
4. Understand customers and meet their needs. Not knowing the needs of customers is like walking in the dark, wasting energy and not seeing the results.
5. There is no distinction between high and low customers, but there are grades. Determining the number and time of visits according to the customer level can make the time of sales representatives play the most effective role.
6. The golden rule of sales promotion: treat others as you want them to treat you; The platinum rule of promotion: treat people the way they like.
7. Let customers talk about themselves. Let a person talk about himself, which can give you a good opportunity to explore similarities, build a good impression and increase the chances of completing sales promotion.
8. Sales are for helping customers, not for commission.
9. When you can't answer the customer's objection, don't perfunctory, cheat or deliberately refute it. You must answer as many questions as possible. If you don't get to the point, you must ask the leader as soon as possible and give the customer the fastest, satisfactory and correct answer.
10. When customers decide to buy, they usually give you hints, so listening is more important than speaking.