It's important to make sales details.

Details determine success or failure. Sometimes you can't sell products because you don't pay attention to details. Although the details are small, the effect is huge, so you only need to pay attention to some details, maybe you can keep a customer, maybe you can turn a prospective customer into a lifelong customer.

Find the breakthrough point from the details

? Taishan does not refuse fine soil, so it can become high; Rivers and seas do not choose small streams, so they can be deep. ? In China, there are many people who want to do great things, but few people are willing to do small things in detail; We don't lack great strategists, what we lack is excellent executors; We have never lacked all kinds of management rules and regulations. What we lack is to implement them to the letter.

So we should pay more attention to the details, grasp the details, and reach the peak of success from the details.

A famous big company recruits professional managers, and there are many applicants, including people with high education, multiple certificates and relevant work experience. After two rounds of elimination, such as preliminary examination and written examination, only six candidates were left, but the company finally chose only one person as the manager. So the third round will be interviewed by the boss himself. It seems that the intensity of competition will be self-evident.

But before the interview officially started, the examiner found that there were seven people interviewing. Isn't this one more than the original six? What happened? So the examiner began to ask:? Did anyone not come to the interview? At this time, I saw a man sitting in the back row stand up and say, hello, examiner, I was eliminated in the first round, but I want to attend the interview. ? As soon as the man spoke, everyone present laughed, even the old man who poured tea for the candidates at the door laughed. In order not to douse the man's enthusiasm, the examiner only said: How can you come for an interview when you haven't even passed the initial exam? You are not qualified at all. ? The man said:? My qualification is that I have mastered the wealth that others can't have, and I am a huge wealth myself. Although I only graduated with an intermediate title, I have 10 years of work experience and worked in 12 companies.

At this time, the examiner immediately interrupted him. Although your academic qualifications and professional titles are not high, and you have been working for 10 for a long time, you have moved to the company of 12, and none of the company bosses appreciate it. ?

The man said, sir, it's not that I jumped ship, but that 12 companies closed down one after another. But this is not my failure, but the failure of those companies. These failures accumulated into my own wealth. ? No sooner had the man finished than the people present laughed again, because they thought the man was a loser.

At this time, the old man standing at the door stepped forward and poured tea for the examiner. The man continued. I know those 12 companies very well. I worked with my colleagues to save them. Although I didn't succeed, I knew every detail of my mistakes and failures, and learned a lot from them that others couldn't. Many people just pursue success, but I am more experienced in avoiding mistakes and failures! I know that successful experiences are generally similar and easy to imitate. The reasons for failure are different. Instead of spending the same time experiencing mistakes and failures, it is better to spend 10 years learning successful experiences and learn more and more deeply; The successful experience of others can hardly become our wealth, but the failure process of others is! ?

The man left his seat, turned and walked out, and suddenly looked back: 10/2 companies I have experienced in the past years have cultivated and exercised my keen insight into people, things and the future. Take a small example-the real examiner is not you, but the old man who pours tea. Everyone was surprised at this place, and their eyes turned to the old man who poured tea. When the old man was surprised, he quickly recovered his composure and then smiled. Very good! You got in because I want to know-how do you know all this?

Why did this man succeed? Because he captured the details of the old man who poured tea. In a company, people who pour tea are generally female secretaries, but why does the company call an old man to pour tea? Can this old man be a secretary? It is out of the question. The only possibility is that the old man is the boss of this company and wants to observe these interviewers by pouring tea. All the interviewers ignored this detail, but only this person noticed it. So, he succeeded.

Sometimes, although the details are small, they can determine success or failure. ? Taishan does not refuse fine soil, so it can become high; Rivers and seas do not choose small streams, so they can be deep. ? In China, there are many people who want to do great things, but few people are willing to do small things in detail; We don't lack great strategists, what we lack is excellent executors; We have never lacked all kinds of management rules and regulations. What we lack is to implement them to the letter. So we should pay more attention to the details, grasp the details, and reach the peak of success from the details.

The same is true of sales. Paying more attention to details can bring you closer to your customers, so that customers can't even buy your products. So some subtle details can often affect the overall situation, such as visiting customers, and sales details can often improve the success rate of sales.

Sales case

There is a great salesman in America, and his sales promotion method is very unique. What was the first thing he said after knocking on the customer's door? Hello, I'm a passing salesman. I'm a little thirsty. Can you give me a glass of water? Almost everyone will not refuse a small request from a neatly dressed and polite young man. In the process of drinking water, he used this precious time to talk about the customer's family and decoration, which naturally led to his own products. In fact, the salesman asked for water to drink, which virtually gave the customer an opportunity to show their self-worth. Why can a glass of water play such a big role?

Because you ask customers for water to drink, it naturally enlivens the atmosphere and dilutes the direct purpose of sales. In the process of drinking water, you can also chat with customers, which not only communicates feelings, but also understands the real thoughts of customers, but the details of this glass of water make you more successful.

Failure caused by ignoring details

Shanghai Metro Line 1 was designed by Germans, and Line 2 was designed by China designers themselves. The most obvious difference between the two lines is that each outdoor exit of Line 1 has three steps, while Line 2 does not. But it is such a detail of these three steps that determines the different effects of line 1 and line 2.

Because Shanghai is located in East China, the terrain is only a little higher than the sea level on average. In summer, rain often traps some buildings. German designers noticed this detail, so each outdoor exit of subway 1 line was designed with three steps. To enter the subway entrance, you must step on three steps and then get down to the subway station. It is these three steps that can prevent rainwater from flowing backwards in rainy days, thus reducing the flood control pressure of the subway. In fact, the flood control facilities of line 1 have almost never been used, and subway line 2 was flooded in rainy days because there were no such steps, which caused huge economic losses. Because of this detail, the operating cost of Line 2 is much higher than that of Line 1.

Similarly, some salespeople who don't pay attention to details directly lead to their failure.

A salesman, when demonstrating products to customers, somehow, the computer can't be turned on and can't be started by any means. He was so busy that he sweated profusely and tried all kinds of methods. As a result, the customer was embarrassed. After careful inspection, it was found that it was a battery problem, but he didn't check his belongings carefully before going out, and even didn't bring a power adapter. The result can be imagined.

Another salesman from an office supplies company came to a company. At that time, the company was also going to buy some office supplies. After half a day's bargaining, the deal was finally concluded. However, when he was ready to write the preferential price and contact information to the person in charge of this company, something unexpected happened and the signature pen he took out could not be written. Stationery sellers can't write with their own pens. Isn't this a slippery record? So the person in charge quickly told him: you don't have to write, we decided not to use your product! ? In this way, a quick business is gone, which is a disaster caused by ignoring details and inadequate preparation. Sales psychology classroom

See the spirit for details. Details can win the favor of customers, and a salesman who pays attention to details will definitely think of customers everywhere and make customers feel safe. Keeping secrets can generate trust.

For operators, it is a legal requirement to keep customers confidential, and it is also a means to reserve customer resources for themselves. The same is true for salespeople. A person who divulges customer information casually will not be able to own customer resources and become an excellent salesperson.

Trust is emotional management and emotional investment.

Feng Jicai said? Trust often creates a beautiful realm! Being trusted is a blessing, but trusting others requires great courage and confidence. ?

? God of employing people? Kōnosuke Matsushita always does it for his employees? Trust? This emotional investment. He believes that enterprises are made by people, and we should lead people with our heart. As a manager, the most disgusting thing is the broad masses of the people. Whether you can catch people's hearts is often related to the success or failure of your career. He often says to the younger generation of entrepreneurs who come to consult: on the one hand, you should manage well and don't hurt everyone's self-motivation; On the other hand, we should care about everyone. After giving the order, I will devote myself to the staff and share the responsibility with everyone. Only in this way can we gain everyone's trust and have a future in our career. ?

Therefore, caring for employees is the best way to gain the trust of employees. A human resources expert once said: Employees will only care if you care about them after they know whether you know them or not. ? No matter how high the skills and academic qualifications are, they are not as impressive as sincere concern. In fact, when you become someone's boss, it is unlikely to have a positive influence on them without first letting them know that you care about him. This view is correct. A foreign media recently published a book called? International starting point? A survey conducted by a survey company is listed as? Most accomplished? 13% of supervisors spend as much energy on their subordinates as on their profits. If you want to establish a good relationship between superiors and subordinates, you should care about the people you deal with.

The relationship between producers and consumers is also a kind of trust. It is because of trust that consumers will buy products produced by producers. If consumers don't trust producers, then consumers can't buy producers' products again, which will be a devastating blow to producers. Just like Guanshengyuan moon cake in Nanjing and Sanlu milk powder in Hebei, because they made illegal profits at the expense of consumers, what was waiting for them was the collapse of commercial buildings.

And do customers and salesmen also need a kind of trust? The answer is yes. If the customer has a feeling of distrust of the salesperson at the moment when the salesperson enters the door, then it is unlikely that the sales will succeed this time, but it will be successful unless the salesperson tries his best to gain the trust of the customer.

Sales case

Since 2008, the American media reported the news that American customers evaded taxes through Swiss banks, so the American judicial department put pressure on Swiss banks. Swiss bank had to admit to helping American taxpayers hide their income, so it agreed to accept the US government's fine of 780 million US dollars and overdue taxes, and submitted a list of 250 tax evasion customers. The United States believes that Swiss banks disclose too little customer information, so it began to sue Swiss banks, which is under pressure in the United States.

At present, the bank secrecy system that Swiss banks have adhered to for 75 years has begun to loosen. Finally, the Swiss bank reached an agreement with the US government, and the Swiss bank will provide the US with the secret account information of about 5,000 American customers.

Faced with this situation, many customers of Swiss banks consider taking legal measures to ensure that their account information will not be leaked. What worries Swiss bankers even more is that this behavior of Swiss banks does not violate the confidentiality rules of Swiss banks from a legal point of view, but every time Swiss banks disclose the information of a customer, their reputation will be damaged by one point. How to gain the trust of customers

Therefore, for operators, it is a legal requirement to keep customers confidential, and it is also a means to reserve customer resources for themselves. The same is true for salespeople. A person who divulges customer information casually will not be able to own customer resources and become an excellent salesperson. How does a salesperson gain the trust of customers? First, care about customers. Anyone who cares about others will be grateful, and so will customers. If you care more about them, they will certainly appreciate you, and they will repay your concern by buying your products.

Second, keep the customer's secret, because in the process of chatting with customers, customers may say something that they don't want the third party to know. And if you tell these secrets to others, it is impossible for such a person to win the trust of customers, because no one likes a person who sells others' privacy.

Sales psychology classroom

It is common sense that people who can keep secrets are trustworthy. As a salesman, if you want to win the favor of customers, you must learn to keep their secrets, because when they tell you their secrets, they regard you as their friends, and even their friends won't keep them secrets. How can they trust you?

Always ask the customer to hang up first.

For salespeople, customers can hang up on you first, but you must never hang up on customers first. This is a matter of etiquette. From a civilized and polite point of view, the person who is hung up will always feel lost, and the person who lets the other party hang up first is more educated.

With the development of modern communication technology, telephone sales are becoming more and more common. Telesalesmen can sell products to customers as long as they sit in the office and hold the phone. This kind of sales method is fast and fast, and it can also greatly save the cost of enterprises. Therefore, telemarketing has become the most common sales method in modern society.

For modern salespeople, making a phone call is a very common thing, but what to do after the phone call and who hangs up first are details that many salespeople have not noticed. Maybe some salespeople will say: Why should we pay attention to this? Whoever calls first hangs up first! Or whoever wants to hang up first. ? In fact, this is a misunderstanding in sales. For salespeople, customers can hang up on you first, but you must never hang up on customers first. This is a matter of etiquette. From a civilized and polite point of view, the person who is hung up will always feel lost, and the person who lets the other party hang up first is more educated. Therefore, an educated salesperson needs to understand that no matter how bad the other person's attitude is, you should let the other person hang up first until there is a busy signal at the other end of the phone. Although this is a small detail, it is often such a small detail that determines your success or failure.

Therefore, in sales, please remember one thing: always let the customer hang up first.

Sales case

Johnny is the director of a sales company. He has worked in the company for more than ten years, so he has rich sales experience. After becoming a supervisor, the company leader put Johnny in charge of the company's training. Once, one of Johnny's apprentices complained to himself that he had a big client who had followed him for many years. Recently, he finally agreed to sign the bill with himself, but I don't know why this customer made another investment on the eve of signing the bill. Hug? Yes When I saw the meat in my mouth, it was gone in an instant. The apprentice thought hard and didn't know where the failure was.

So, in order to find out the situation, Johnny asked his apprentice for the contact information of this customer. After several phone calls, the customer finally couldn't get out of Johnny's indecision and told him his worries. He told Johnny that the salespeople in his company were not sincere in cooperating with him.

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