10个方式如何增加业绩及提高成交量? – [10 Step by Steps] How to Increase Business Sales?

增加业绩和提高成交量的秘诀:

作为一个小企业主,你知道成交量对你的企业成长和成功是息息相关的,今天我们就来谈谈如何提高业务及成交量的10种方式,让你轻轻松松成为成交结单达人!

  1. 提问和倾听.
  2. 充分展示你的潜能.
  3. 假设成交销售.
  4. 突出自己.
  5. 形象地讲述你的故事.
  6. 克服销售中的异议.
  7. 不要害怕提前付出太多.
  8. 了解客户的购买动机.
  9. 推动客户做出决定.
  10. 总是超额完成客户的需求.

 

1. 提问和倾听

这一点非常重要,你要确保自己像是在“剥洋葱皮”般,一层层去了解客户的要求,

由浅至深,并尽可能多地提出相关问题。

 

问题的类型很重要 – 当你和你的潜在客户交谈时,试着问他们问题,就像他们已经购买了你的产品或服务一样。不要问他们是否愿意购买,而是问他们将如何付款。询问他们是否会在家里或办公室使用你的产品或服务。

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2. 展示你的全部潜能(能耐?)

其中一个增加成交量的方式,就是直接和客户分享你的生意业绩或是成效相关的资讯。

因为这让他们看到了你的生意是如何增长和扩大经营规模,或者你的产品或服务如何满足他们的个人需求。

这使得他们更容易购买你销售的产品,因为他们看到了结果,所以记得要准备以往的生意业绩数据或是客户见证,以便推荐生意或产品给新客户。

 

3. 假设成交销售

提高成交量最好的秘密之一是假设对方已经决定购买你的产品或服务。

这是因为:

  • 你的潜在客户很有可能已经对你的公司或产品进行了研究,并且在一定程度上已经决定购买。
  • 你通过假设成交销售会更容易与客户建立关系,并且能以更自信的态度面对客户。
    当你完成的时候,他们甚至不知道他们已经被『卖掉』了。

 

4. 突出自己

在当今的网络世界里,潜在客户要找到一种产品或服务来解决问题或满足自身需求,是一件易如反掌的事情。

只需要在网络上简单的搜索,询问几个朋友,或者在信任的社交媒体平台上寻找关于公司或产品的评论,

就足以让潜在客户获得他们所要的产品或服务。

 

因此,你所撰写的信息很重要,一定要脱颖而出,这样你的潜在客户就会被你吸引来解决他们的需求。

让你的潜在客户选择你,首先,你要有一个独特的第一印象。

  • 信息必须告诉他们:他们感受到了什么样的痛苦(即使他们还不知道这是他们的痛苦)?
  • 必须确保传达的信息具有说服力:让潜在客户必须采取行动。

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5. 形象式讲述你的故事

视觉效果可以帮助你的信息变得更容易明白及置入人脑中。透过视频、PPT、照片或其他图片告诉你的潜在客户,

你的产品或服务将可以如何解决他们的问题。通过使用图像或视频,你可以创造对比,这可以创造紧迫感,这将帮助你完成销售。

 

6. 克服销售中的异议

有异议,其实就代表着有参与,更代表着有潜在客户正在考虑你的商业计划或推销,因此才会提出异议。

只要你能成功消除他对你的生意、产品或服务的异议,你便能赢取一次成交。

 

下列是几个常见的异议内容,我们也对此作出解决方案,让你可以参考:

异议:“你太贵了。”

解决方案:继续对话。

竞争通常是商业的一部分。也许你的产品或服务在价格上确实比竞争对手高。但这能阻止你吗?不。所以别让这成为谈话的结束。

 

异议:“这还不够,给我更多。”

解决方案:陈述事实。

许多客户希望将卓越的品质、优秀的服务和低廉的价格完美地结合在一起。我们都知道,

在提供最好的质量和最好的客户服务的同时提供尽可能低的价格是非常困难的。所以,你必须向潜在客户突出你的长处,然后清楚地解释什么使你比竞争对手更好。

向你的客户强调他们会收到什么,以及为什么会如此好。换句话说,销售你的产品将会给他们带来的价值。

 

异议:“你们的产品不能满足我们的需要。”

解决方案:从客户的角度看问题。

同理心是克服销售异议的有力工具。你可能是一个很好的销售人员,你可以甜言蜜语地说服潜在客户购买一次甚至两次,

但最终,如果你的产品不能满足人们的需求,他们会去别处。

所以,你必须停下来评估一下你潜在客户的心态。

当你真正看清客户的需求时,你可以定制一种更贴近客户需求的方法来推销你的产品及服务。

 

异议:“我不想改变。”

解决方案:重塑客户恐惧的心态。

向潜在的买家展示你有着切实成功的可靠记录。让他们了解你过去的成功,并证明为什么你是可靠和值得信赖的。

这种方法将大有裨益。因为事实能充分说明问题及解决问题,它们对于克服销售异议至关重要。

 

克服销售异议可能需要练习,但你的技能会随着时间的推移而提高。千万不要惊慌,没有必要降低你的价格来获得销售。

 

7. 不要害怕提前付出太多

太多的生意人,尤其是那些服务行业的生意人,没能提前给予潜在客户足够的教育和信息,

却又激进想要拿到销售成交,往往会引起潜在客户的反感。

但若你可以提供足够甚至更专业的产品或服务讯息时,你就是在增强你的客户能力,并使他们更接近你的业务。

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8. 了解客户的购买动机

花点时间了解什么能激励你的客户(或潜在客户)。花点时间了解他们的需求、挑战、担忧和恐惧。先为他们服务,

你的利益就会依次得到满足。

当你了解你的客户时,你也在花时间更好地教育你的客户,同时加长他们对你产品或服务的交流,

让你们的关系走得更远。人们购买是因为他们有一些痛苦或需要。了解客户的需求,解决客户的需求,这样你就有了更好的销售机会。

 

9. 推动客户作出决定

“也许”是个可怕的地方。这对你不好,对顾客也不好。你不确定客户是否已经(或将来)准备好购买,而客户则在等待解决方案。

当你知道潜在客户有足够的信息来做决定时,推动他们做出决定。

下次你和潜在客户参加销售会议时,不要让他们向你买东西,只需要求他们做出决定。这是有区别的。不管这个决定是什么,都要想办法为他们服务。

 

10. 总是超额完成客户的需求

如果你想确保顾客一次又一次地从你那里买东西,并且别人推销你的产品或服务,那么超额完成客户需求是至关重要的。

这并不意味着你必须做一些“大”的事情,导致你亏损。对你来说可能很小,但对顾客来说可能是大的。

例如:

  • 意想不到的愉快体验
  • 令人惊叹的产品

当为客户提供优质服务时,不要把它看作是短期交易。相反,在你的客户身上进行长期投资,并创造重复业务的机会。

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无论你的公司大小,新老客户都应该得到相同的体验。一致性是为客户提供服务的最关键要素之一。

如果你致力于为你的客户和潜在客户服务(不仅仅是向他们销售),你不仅会意识到如何提高销售,

获得回头客和更快乐的客户;还能让你有一个简单愉快的销售过程。

》》 报名5小时精通商企模式课程《《

马上报名Adrian Wee 老师5小时【精通商企模式 Mastermind Mastery Model 2.0】里,老师回和大家分享以下内容:

  • 用最落地的方式把生意销售提升30% – 50%
  • 摆脱无效销售模式,打造结合线上和线下的销售模式
  • 创新营销模式,把你现有产品或服务提高价值
  • 设计符合市场的新生意模式
  • 善用人才,知己知彼、百战百胜,打造最强团队

》》 报名5小时精通商企模式课程《《

如有任何疑问,可以联络我们团队 @ 010-2008828 或到老师的 Facebook Page 留言

 


10 Ways Step-By-Steps How to Increase Business / Sales

As a small business owner, you know that closing a sale is crucial to your growth and success, and many other small business owners wonder if there is something specific they can do to raise their close rate.

  1. Ask questions and listen
  2. Showcase your full potential
  3. Assume the sale
  4. Stand out
  5. Tell your story visually
  6. Overcoming objections in sales
  7. Don’t fear giving away too much upfront
  8. Understand what motivates your customers to buy
  9. Push for a decision
  10. Always over-deliver

 

1. Ask questions and listen

that it’s extremely important when qualifying, that you make sure you “peel the onion” and ask as many relevant questions as is appropriate.

The types of questions matter

You may have heard this before, but when you talk to your potential customer, try the approach of asking questions as if they have already bought your product or service. Don’t ask them if they’d like to buy but how they will be paying. Ask whether they will use your product or service at home or in the office.

 

2. Showcase your full potential

One secret on how to improve sales happens when you share results with your potential customers, it allows them to see how they can grow and scale their operation or satisfy their personal need; it makes it easier for them to buy what you’re selling because they’re seeing results. This is when customer testimonials come in handy.

 

3. Assume the sale

One of the best secrets of closing the sale is to assume the person on the other side has already made the decision to purchase your product or service. There are a few reasons behind this:

  • Depending on your industry, there’s a good chance your prospect has already done their research on your company or product, and, to a certain extent, already decided they are going to buy.
  • The confidence you show by assuming the sale will make it easier to build a relationship with your client. By the time you’re done, they don’t even realize they’ve been sold.

 

4. Stand out

Finding a product or service to solve a problem or fill a need is easier than ever in today’s online world. You can simply search, ask a few friends or look on social media platforms that you trust for comments about the company or product. Because of this, it’s important that your message stands out from the rest so that your prospect is drawn to you to solve their needs. Getting your potential customers to choose you begins with a unique first impression.

  • The message must speak to them: what is the pain they’re feeling (even if they don’t know that’s their pain yet)?
  • The delivery of your message must be compelling: make sure the messages you send are actionable.

 

5. Tell your story visually

Visuals can help your message become actionable. Things like video, whiteboards, images or other pictures will show how your prospect’s problem will be solved with what you’re selling. By using images you create contrast, which can create the feeling of urgency, which will help you close the sale.

 

6. Overcoming objections in sales

To the seasoned sales professional, though, an objection is an opportunity goldmine.

An objection means a buyer is engaged. A potential customer is actually considering your business proposal.

 

Overcoming sales objections is the key to making the sales. Here are some tips and tricks that will help you close

Objection: “You’re too expensive.”

Solution: Continue the conversation.

Competition is usually a part of business. Maybe your product or service really is higher in price than that of your competitor. But should that stop you? No. So don’t let that be the end of the conversation.

 

Objection: “Give me more.”

Solution: Present the facts.

Many customers want the perfect combination of exceptional quality, wonderful service, and low prices all handed to them on a silver platter. We all know it is extremely difficult to provide the lowest possible price while simultaneously achieving the greatest quality and the greatest customer service.

Highlight your strengths. Have a clearly articulated reason in your back pocket that clearly explains what makes you better than your competitors. Highlight to your customers what they will receive and why it is, in fact, so great. In other words, sell the value that your product will bring to them.

 

Objection: “Your product doesn’t meet our needs.”

Solution: See things from the client’s perspective.

Empathy is a powerful tool when overcoming a sales objection.

You may be a great salesperson and you may be able to sweet talk a prospect into buying once or even twice, but in the end, if your product isn’t meeting the people’s needs, they will go elsewhere. Pause to evaluate the mindset of your prospective customers.

The main takeaway here is that when you truly see through your clients’ eyes, you can customize your approach. You’ll begin making points that speak to both their emotions and the logical part of their brains.

 

Objection: “I don’t want to change.”

Solution: Reshape the customer’s fearful mindset.

Show the potential buyer that you have a proven track record of tangible success. And give them numbers to latch on to. Point out your past successes and demonstrate why you are reliable and dependable. This approach will go a long way. Facts speak volumes, and they’re essential to overcoming sales objections.

Overcoming sales objections may take practice, but your skills will improve over time. Never panic, because it certainly isn’t necessary to lower your price to get the sale. The simple act of customizing your approach will put you on the path toward negating future objections before they even occur.

 

7. Don’t fear giving away too much upfront

Sure, you need to be compensated for your time and knowledge. But far too many business owners, especially those in the professional service industries, don’t give enough education and information upfront. When you give more information than you’re comfortable with, you are empowering your customers and actually drawing them closer to your business.

 

8. Understand what motivates your customers to buy

Invest time to learn what motivates your customers (or prospects). Take the time to know their needs, challenges, concerns, and fears. Serve them first, and your interests will be served in turn.

As you learn about your customers, you are also investing time to better educate your customers to help move them farther down the sales funnel at the same time. People buy because they have some pain, or need. Understand your customer’s need, solve that need, and you’ll have a much better chance of making a sale.

 

9. Push for a decision

“Maybe” is a terrible place to be. It’s not good for you, and it’s not good for the customer. You’re left unsure if the customer is (or will ever be) ready to buy, and the customer is in limbo waiting for a solution. When you know that prospects have enough information to make a decision, push them to make one.

The next time you’re in a sales meeting with a prospect, don’t ask them to buy from you – just ask for a decision. There’s a difference. And regardless of what that decision may be, find a way to serve them.

 

10. Always over-deliver

If you want to ensure that customers buy from you again and again and that they tell others about you, over-delivering is critical. It does not mean that you have to do something “big” that causes you to lose money. It can be something small to you, but maybe big for the customer. Over-delivering can be accomplished in different ways.

  • An unexpectedly pleasant experience
  • A product that wows

When delivering great service to customers, don’t think of it as a short-term transaction. Instead, make a long-term investment in your customers, and build up the opportunity for repeat business.

 

Conclusion:

Customers new and old should get the same experience, no matter how big or small your business is. Consistency can be one of the most crucial elements of service for your customers.

If you commit to serving your customers and prospects (beyond just selling to them) not only will you realize how to boost sales, obtain repeat business and happier customers; you will also achieve a less erratic sales processes

》》5小时精通商企业模式课程《《

Sign up now for SiiFoo Adrian Wee 3 hours [Mastermind Mastery Model 2.0], to learn more about:

  • Increase business sales by 30%-50% in the most practical way
  • Get rid of the inefficient sales model and create a combination of Online and Offline sales model
  • Innovative marketing model to increase the value of your existing products or services
  • Design new business models in line with the market
  • Make good use of talents, and build the strongest team

Note: The 5 Hours session will be conduct in Chinese / Mandarin.

 

If you need any further assistance, please do not hesitate to contact Team Adrian Wee @ 010-2008828.

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