The confession of a smart home salesman: If you have a good sale, you have to learn to watch people

After years of development, the smart home industry has passed the concept popularization phase and gradually landed. In the face of this development opportunity, business giants have begun to fight for battles in the market by lining up in circles. Of course, in addition to Baidu, Tencent, Xiaomi, Lenovo, these business giants, many ordinary businesses and entrepreneurs also see the huge business opportunities hidden in the smart home, a large number of outstanding sales staff have also entered the smart home industry.

The market has broad prospects and great development trends. This is the most important factor in attracting business giants, ordinary merchants, entrepreneurs, and salespersons into this industry. However, what everybody has achieved depends on their respective achievements. From the point of view of an ordinary salesman, if you want to show your skills in the smart home industry, then you really have to practice it. After all, the smart home industry has a long way to go from the market.

Salesperson Xiao A has been in the smart home industry for 2 years. From the initial stumble, he grew up into an excellent smart home salesman. Xiao A also went through all the way. From the beginning of confusion to the firmness of today, he Also summed up his own set of sales experience, that is, "good sales have to learn to look at people under the dish", after all, let consumers recognize and accept a high-tech product in a short period of time is not so easy, then Wisdom.com Xiaobian tells everyone to summarize and share the sales experience of Xiao A's smart home products.

First, strategy: customer segmentation, accurate positioning

Every industry has a “two-eight law”, and the same is true for the sales industry. In the sales team, it is generally acknowledged that 80% of sales are actually held by 20% of salespeople, and 80% of sales will fail, only 20%. It will be successful, so for the salesperson, it is common to hit the wall in the process of selling smart home products, but how to avoid the failures one after another and then successfully convert the consumers into their own customers is the most important thing. . In fact, the most important thing is whether the salesperson can play a good psychological battle with the consumers, whether they can understand the consumer psychology, and accurately position them, and then one by one to break through the crux of the product turnover.

In the process of sales of smart home products, it is particularly important for the salesperson to analyze the customer's industry, economic ability, and consumer psychology, because at this stage, the price positioning of smart home products has not yet been accepted by most consumers. It also causes great obstacles to product promotion. In order to promote the transaction, the salesman can use different promotion methods for customers with different consumer psychology to provide different product content. Of course, the premise is to first subdivide the customer and then accurately Positioning.

Second, measures: targeted sales, watching people dish

Due to the differences in the types of products being promoted, each industry has its own priorities when segmenting customer groups. Different classifications can result in huge differences in classification results, which in turn affect the success rate of product promotion. For example, We can classify according to the customer's gender, age, and occupation, and then grasp their true needs according to the characteristics of each type of customer, thus prompting the transaction of the product. With regard to the purchase of smart home products, most people are concerned about the function of the product price, so we can position them based on their spending power.

Price-sensitive customers

Even if the product quality is excellent and the word of mouth is good, most consumers still care about the price issue when they purchase products. Moreover, some customers are particularly sensitive to price issues and even far exceed the concern for product quality. We will treat such customers. Called “price-sensitive customers”, such customers often request branded products at the price of low-priced products, and “price” is the only factor that determines whether they purchase products. Most of these customers are financially burdened and their spending power is not strong. .

Corresponding sales skills

(1) Grasping the timing of price cuts

In the beginning, it was entangled that prices were detrimental to the final sales results and experience. Through the ages, on the road to business, both parties will constantly test each other's price bottom line in the process of trading, although the bottom line is a win-win transaction. The result, but who wins a little more, who wins a little less has a lot of differences, from the very beginning, it is tangled in the most direct result of the price is to leak their own price bottom line, lose the initiative in sales, and, without any The product, of course, also includes a smart home system. It is impossible to satisfy 100% of the customer's needs. There will always be certain defects, and these are all reasons that the customer requests for price reduction. The best time for quoting is after the two parties have communicated well and before the deal is about to be concluded. This way, after the price is reported, it can basically be transferred directly to the contract, reducing the factors and time for bargaining, because in the early communication, the customer needs It is clear that the advantages and disadvantages of the products have reached an understanding. At this time, these factors no longer constitute a reasonable reason for the price reduction.

(2) Focus on price reduction strategies

Price-sensitive customers have always been adhering to the lowest price to buy products, the biggest focus is the price, the goal is clear, when the discount to the customer directly to say how much less, will make customers feel more preferential, but to say the percentage, will not It is easy to arouse the desire of the customer to buy; when it is charged, it must be a percentage, which will make the customer feel much less. Grasping the customer's psychological pricing skills is extremely important for the sales of smart home products. When the customer insists that your product price is too high, the seller uses a gift, discount strategy, so that it is easy to seize the customer.

(3) shift focus

The added value of products often allows customers to abandon or even ignore price reductions, so when customers purchase smart home products, salespeople can direct the negotiation focus to the added value of smart home products, while meeting other additional or potential customer needs. When these demands bring more benefits to customers than the products themselves, they give customers a good value for money.

(4) Make customers feel satisfied

When the customer feels good value for money, it meets the psychology of price-sensitive customers and the minimum product purchases. It gives the customer a certain amount of concessions. The customer's sense of satisfaction not only makes the transaction more smooth, but also Opportunity brings opportunities for secondary sales.

Economic customers

Economic customers have a certain degree of economic strength. They pay attention to prices in terms of consumer attitudes and also focus on the quality and function of smart home products. The focus of attention is not only on price but also on product stability, security, and intelligence.

Corresponding sales skills

(1) Give customers bargain opportunities

Economic customers are most concerned about cost-effective products, use the same money must be to buy their most satisfied products, or the same product to try to make the lowest price when trading, they like the price, and the price is fun , Like picking all kinds of minor problems, the more faults are often picked, indicating that the stronger their desire to buy, to seize their psychology, give patience to answer, there will be less effective results.

(2) Highlight the value of the product

In the process of sales, we clearly tell customers what kind of experience this smart home product can bring to customers, what conveniences can be brought to customers, what expenses can be saved, and customers' deep understanding of the service and value of products. , to win their service and recognition of smart home business products.

(3) Highlight the advantages of the product

Economic customers are very concerned about the inner feelings of the choice of products, so a set of satisfactory smart home systems can increase the desire of customers to buy, let customers fully understand the advantages of smart home systems, make this desire to buy more intense, At the same time, we must be good at comparing with similar products or related substitutes in terms of price, performance and quality, so that customers can reach conclusions through their own comparative judgments.

(4) Highlight the rationality of prices

Economical customers will not consider products with low prices. At the same time, they will not accept products that are simply called high prices. They will conduct market surveys in advance and know what price the high-quality products in the market may be. Therefore, the salesman is at the reception. For economic customers, let the customer know that the price of the smart home system being sold is reasonable in the market.

(5) Give price reductions in due course

Economic customers like to sell at a price, so during the bargaining process between sales staff and customers, customers should be allowed to fully demonstrate their bargaining power, and then give appropriate discounts to meet the customer's psychological needs.

(6) Case-oriented applications

In the sales process, using the case to let customers know that the product's practicality will make customers feel more at ease, but don't make indiscriminate cases. It must be a real case.

(7) Strengthen after-sale service

Economic customers generally like to show off all sorts of things in the circle of life and strengthen after-sales service so that these most expensive customers will deeply like the company's smart home products and services. They will naturally be in their lives. The promotion of this product will help the company expand sales in the region and enhance word of mouth marketing.

Middle-class customers

The medium-sized customers have relatively strong economic capabilities. Compared with high-end customers, the number of customers is more, and they have more profit than lower-end customers. The requirements for smart home systems for this group of customers are more focused on the beauty, reasonableness, comfort, and safety of products and solutions.

Corresponding sales skills

(1) Pay more attention and respect

Middle-class customers are very important for smart home companies. They have a larger number of customers than high-end customers. Such customers have certain authority in their own development fields and basically form a living and work habit. The demand for respect from customers is even stronger. Therefore, as a salesperson of smart home products, it is necessary to maintain the respect of customers in the process of behavior, language, and communication.

(2) The concept of time must be strengthened

Most middle-class customers are in the rising period of their careers, and their work pressure is relatively large. Therefore, they have strict requirements on time. In the process of sales, do not make any mistakes and allow customers to directly feel your professionalism and increase customer experience.

High-end customers

The high-end customers have a very strong economic capacity. The residences mainly consist of villas and high-end landscape communities. They are mainly company bosses and local senior leaders. The main feature is that the garages are not short, but they are very concerned about the “face engineering” and they are also practical. The effect of the smart home system experience is very important.

Corresponding sales skills

High-end customers have no requirements on the price of the product. The most important is the experience. When communicating with such customers, the customer is allowed to experience the convenience of the smart home system. At the same time, from the customer's dialogue, the customers are excavated. Potential demand, and to meet the potential needs of customers, to give a simple example, customers want to buy smart door locks, in the introduction of the door lock, the salesman can introduce this lock can be combined with the smart home system to achieve open door linkage lighting, When the door is opened, the lights automatically turn on, allowing them to experience the convenience of smart homes.