How can we improve our sales force?
How can you move your heart?
How can I raise my sales force?
I would like to improve sales force further and achieve results.
This column is an article for getting a new viewpoint and awareness that I wrote for business people who are eccentric as above .
My author, I have lived in pursuit of self expression power in the 20s and 30s.
What does it mean that your feelings are transmitted to your opponent? What does empathy arise from words? How to create impression in the customer's mind? These are __.
In the field of severe sales, we have received a commendation at a big company with over 500 employees who made the most contribution by making use of this "transmitting technology" and being the second largest staff member.
Currently, taking advantage of that experience, we provide training courses to enhance sales force at companies across Japan as training instructors.
I have seen various people including sales force, people without sales force. Therefore, in this article, from my own viewpoint pursuing the world of self expression and the experience of achieving results at the sales site
We will "visualize" the difference between business people with sales capabilities and those who do not . I would appreciate it if you read carefully and get a new viewpoint and awareness, we hope you will be able to connect with the results from tomorrow.
■ Do not explain business. Make an image.
There are two obvious differences in sales talks between business people with sales ability and business people without sales force.
one
"Do you explain?" " Do you make it
imagine?"
is.
The salesperson who is explaining can not be sold quite easily.
On the contrary, a salesman who can talk about making a desire in the head of a customer can definitely increase the contract rate.
(It will be easy to understand clothes and car etc. What kind of things do you want to become after you purchase the product? What do you want to realize? Imagine the view of the world that can be achieved through the product with words and give new emotions that the customer does not notice I try to foster it)
So, what is the difference between this "explain" business and the "image making" business?
How can we make a business talk that will make us imagine ?
■ How can you make it imagine?
Before purchasing products, getting the image after purchasing on the head is to say anywhere in sales force training.
You may think that it is too "obstinate".
Many sales people know this fact, but first of all thinking
of selling themselves as well as PR of their products
.
Therefore, we must keep asking ourselves always to continue the achievement.
___ ___ 0 ___ ___ 0 ___ ___ 0 ___ ___ 0
It is necessary to understand beforehand that my world view and the world inside the client's head are completely different.
The customer has no knowledge or interest in the product as much as he thinks.
Even if you are interested, the level of interest is certainly lower than the level you think.
So, first of all, in order for customers to stand on the ring, it is only necessary to have an image .
The world of professional expression is the same, and when speaking a word, I always conscious that the listener will imagine himself in my head.
When describing the contents of words, the brain function of imagining in the customer's head does not work. I will speak to make you imagine instead of explaining .
Unilaterally explaining, customers lose the ability to image in their heads.
■ It does not convey even if emotion is put in words
Another obvious difference in business talks between sales force businessmen and business people without sales force
"Are you talking with a feeling?" " Do you
realize and talk about words?"
Many people,
" if Komere feelings transmitted to the customer "
, " transmitted to the customer if Komere their own thoughts tend I think."
But when you feel emotionally and thoughtfully, it is also a time to idle.
"I felt that I had been dragged out even though I told you so hotly.
Have not you experienced that?
In the professional world of self expression, people expressing with feelings, thoughts and fever are amateurs who are satisfied with themselves.
The person who is talking is very comfortable, but the person who is listening draws.
Many people misunderstand here and express it toward the listener. It is because it is subjective. Pro is not always your eyes (subjectivity) but always a line of sight (objective).
It is such a time that it often happens when you feel like you are doing but the opponent does not echo.
Mr. Masaki Sato's training
Of Masaki Sato "close rate is sales force training growing by leaps and bounds" state of
■ Relationship between sales force and head, chest, belly
Let's divide the type of salesperson into three.
Sales
manager of head Mr. salesman of
hat belly salesman
It is.
A salesman is a so-called smart person.
The rotation of the head is fast and there is analysis power.
Knowledge of goods is abundant.
A salesman at the chest is a person who can express the feelings and thoughts as described above. A person who gives himself fully in an attempt to tell, to tell. Desperately trying hard.
A bellow salesman is standing.
There is a presence. It does not move.
Still it is relaxing.
I am training on improving a lot of sales skills by taking advantage of the experience which I became the top in technology and sales that we cultivated in the theater,
A salesperson who produces results is definitely "a salesman of the belly".
A sales representative is a person who will explain what is called. My head is good, but I can not make a good result. We can not respond if we have unexpected things.
A salesman at the chest is wonderful at the effort, but it may be pulled or it is idle, as it is conveyed hotly with a feeling or thought.
A bellow salesman is hungry. Neither the words nor the feelings are skiing. It always calms down and gives the opponent a sense of security.
The belly salesman talks with a sense of frankly realizing the false words that lie that he got angry like to make customers imagine .
Chest salesperson steps on feet into the area of the head that customers imagine.
That's why feelings precede and it runs idly.
【For those wanting to know more】Ultimate Bible to recommend reading just before meeting you
Mr. Masaki Sato's training
The author who actually expresses the difference between the head, chest, and belly by training
■ Image power has individual differences
Let's understand in advance that there are individual differences in customer image strength.
When thinking that everyone can image at the same level, it is a mistake, it is perfect for the needs of customers thinking how wonderful you are, and sometimes it can not be sold even if you can say it to make you imagine.
It is said that there is a high possibility that customer's own image power is weak.
In this case, it is necessary to divide it.
We also have to pay attention to the power that customers can imagine, but training that salespeople make images of the world view realized after purchasing products in the customer's head is very important.
The most important consciousness for a professional salesman is to change it into a way of speaking that makes us realize by letting yourself get hungry and letting others say how to tell others in
everyday life .
It is not a way of speaking. It is how to speak.
■ How do I get sales force to make images?
Well, I told you that it is very important to train the image of the worldview realized after the purchase of goods at the customer's head in the field of sales, but what kind of training method is there specifically?
Hints are in everyday conversation.
It is the best way to hone your expressiveness by talking to everyday conversation to make yourself imagine.
For example, when you go shopping at a supermarket, a yakitori shop picks up chicken meat with a patch near the entrance of the shop.
Yakitori shop
I was attracted by the smell and purchased it and tried eating it was supposed to be too tasty and it was everyday.
Let's tell your family and colleagues to make the image above and its taste delicately imaginable.
"I today, I went to the supermarket to buy a detergent, I if there is opening of grilled chicken near the entrance of the shop.
The old man is ye gazing up flapping a red fan.
Among them know drifting scent is " very good smell " in, When I bought a thick leaver and leek and eat it, it was "really delicious "
The purpose of this story is to say "I want to eat too !!" It is not chat. I raise the sensitivity to hone my expressiveness from day to day.
I will give you another example.
If you wake up early in the morning and go surfing on Enoshima then it is fine and that Mt. Fuji looks beautiful and it is moved.
Mt. Fuji from Enoshima
I will tell them to image the above picture to my friends.
The aim is to have thought "I want to go!"
"I went to surfing yesterday morning, it was a very good weather condition and it was the best condition.Enjoy on Enoshima on the left and Mt. Fuji clearly visible so that I could reach the hand on the right! I was able to surf in the scenery and I was really impressed. "I want to see Mr. Fuji beautiful by all means."
It is better to realize and say "~ ~" part .
In this way, if you have a viewpoint that you have the opportunity to upgrade your skills even for daily life, your consciousness will change and you will be able to train very much. Your daily efforts and growth will improve your sales talk quality.
This is something you can do from the everyday to change to the consciousness that makes the image of the sight in the opponent's head.
The important thing to apply at the business site from here is to ask the desire inside the customer's head and make the image of the world view (sight) after purchasing the product image.
This is why it can be said that the reason why the contract rate has suddenly become clear after the top salesman received my lecture.
"It was clear that things that were sensual were logically organized."
"The world that has been seen has changed"
"Closing steadily resulted in achievements"
Some people say.
Please refer to this article and change your consciousness thinking that hints to raise your sales ability are hidden every day.
Will not you be conscious of your belly when you open it from today ?
I hope to lead to your achievement.
