How do hardware salespeople attract customers before introducing products?

For the hardware salesperson, the interview is the core part of the whole sales promotion, and it is related to the success or failure of the sales promotion. Therefore, before the introduction of relatively complex and boring hardware expertise, you should first attract the attention of the customer. Come here and hold it firmly.

Attention is a complex psychological phenomenon of human beings. It is the orientation and concentration of psychological activities on objective things. Note that human brain activity is in a state of excitement and it is a comprehensive manifestation of various activities such as feelings, perceptions, memories, and thinking. Anyone's buying activity begins with attention as the first step. How can you get the customer's attention? Here are some tips to help your sales pitch.

1. Grasp the beginning language

In order to attract customers' attention, it is very important to say the first sentence in face-to-face marketing visits. The quality of the opening remarks can almost determine the success or failure of a marketing visit. In other words, a good opening is half the success of the promotion. Experts in the study of marketing psychology found that the stimulating signals obtained by the negotiating customers in the first 30 seconds were generally much deeper than those obtained in the next ten minutes. In many cases, salespersons often do not deal with their own first sentences well enough, and sometimes they use too much nonsense and have no effect at all.

For example, people used to use some of the opening irrelevant to the opening: "I'm sorry to disturb you, I ..." "Oh, not see you for a few days, you are blessed!" "Why, early morning, where is it early in the morning?" "You don't want to buy something to go back?" When listening to the first sentence, the customer focused only on some messy informational stimulation. Once the start is lost, it is inevitable that the number will start to sell.

A simple way to grab the attention of the customer at the beginning is to remove the vague words and some unnecessary chilling. In order to prevent customers from deliberating or considering other issues, it is necessary to have more brains in the opening remarks of the sales pitch. The first few words must be very important rather than stressful. The presentation must be vivid, concise, slightly high-pitched and moderately fluent. . When you speak, you must look at the other person's eyes, smile, and show a confident and humble, warm and natural attitude, and must not shirk and shirk. Some salespeople believe that the opening of a market allows customers to understand that their interests are an effective way of attracting attention. such as:

“Do you know that spending only a few dollars a year can prevent fires, floods, and thefts?” The customer showed he was eager to learn more about the details, so the salesman quickly added: “You are interested in joining our company. Is there insurance? I have more than 20 types of insurance available here."

Another example is that a forklift factory salesman asks the handling company's management staff: "Do you want to shorten the cargo handling time and add 20% profit to the company?"

When the other party heard it, they immediately showed great enthusiasm for the salesman who visited the site.

In the above two cases, if the salesman asked the other party directly, whether he needed insurance, whether he wanted to buy a forklift, instead of revealing the benefits of insurance and forklifts in the form of questioning, the salesman’s effect would obviously be worse.

In the opening remarks, the salesman can tell customers directly and reveal what specific benefits you can make to the other person, such as:

"Wang director, installing this computer, will save your plant 150,000 yuan in expenditure within one year."

"Manager Hu, I tell you about your company's specific measures to improve the product pass rate..."

Such an opening will definitely allow customers to lay down their hands and listen to salespeople’s introductions.

2. Outrageous words

When the salesman visits the house, she gives a surprise sentence and often catches the customer's attention. When a long-distance salesman came to negotiate deals with customers, in order to attract the attention of the other party, he liked to use this phrase to start introducing the products he promoted: "Seriously, when I mention it, maybe you will not I patiently drove me away.” At this time, the customer will naturally respond as follows: “Why? Why? Just speak!”

Needless to say, the other party’s attention has suddenly focused on the topic to be discussed by the promoters.

When you make a miracle, you must master the timing, the object, and the language of your language. Do not be alarmist, and you should talk witlessly. Unfortunately, some salesmen just forgot about this point, and even if it is to achieve the purpose of awakening attention, there is no good show to sing.

If a young man who started to sell sells hats and tries to make a miracle and win, no matter who the other person is, the girl would say: “Brother, take care of your hair, spare few remaining, buy a hat and wear it. "The result can be imagined that his marketing efforts failed.

3. Reference card

In Hong Kong, a well-known insurance company sales agent often chooses some partners among its own customers. Once the sales target is determined, the company obtains the consent of Mr. Mou, the friend of the subject, and when he visits home, he says to the customer. : "Mr. X was always referring to you in front of me!" The other person would certainly like to know what he was saying. He would listen to the agent. In this way, there is an opportunity for further negotiation and negotiation. In evoking attention, salespeople often use cross-branches to obtain good results.

When referring to circumstantial evidence, salespeople can also cite some social news. When talking about circumstantial materials and social news, first of all, new knowledge should be taken. The latest news, the latest products, the latest styles, and the latest hot spots all have the ability to attract attention. This method is not suitable for customers who have passed quickly, but for some old customers, such as accommodation travelers, leisure visitors, negotiating opponents, office workers have a considerable role. In particular, when it comes to competitor news, there is no need to comment on the issue, because buyers and sellers do not see the same point of view. For the seller’s representative, the goods of others are not good, and my goods are naturally stronger than others; but the buyer’s representative believes that other people’s things are not good, and the things you promote are not necessarily good. That being the case, it is useless to talk about promoting sales. The correct approach is to talk more about the customer in front of them, and be objective and fair.

4. When speaking, the most important moment is the first ten seconds

Because within ten seconds, everything will be decided. Spiritual sloppers and those who show no interest, their emotions began to float at this moment; but want to let the other party concentrate, and cause their interest, but also at this moment.

In the first ten seconds you will be attracted to the other person's interest and they will be able to focus on your future introduction.