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Brian Cha - 21 Days Top Sales Challenge, 要的是跟他站在同一阵线，一起解决问题, 对他的痛苦表示同理心 -…
Brian Cha - 21 Days Top Sales Challenge
Day 1 - 『Top Closer Psychology』
Sales is a lifeblood of company (CASH FLOW)
Everyone is a sales regardless their title
Traits of Amature vs Professional
Pro-active
Positive
Growth Mindset
We
Hardworking
Victor
What professional is thinking
I do not for job, but for career
Find your BIG WHY
DAY 2 『T Factor』
Trust
Self Trust
Salesperson must trust themselves that they can sell
Must have self confidence & high energy to sell
真诚
How to improve?
Self improvement
Discipline
Product Trust
Salesperson must trust the product
How to improve?
Knowledge of product
Company Trust
相信公司的方向
How to improve?
Understand the founder , company history
What ruined the customer trust
Being late / not early enough to meet customer
Not prepared
Emotionally not there
Bad mouth competition
Role ( 不要把自己当主角）
DAY 3 『2 Kinds of Noise』
Fake noise
质疑的声音
Real noise
自己对自己说的
信念
DAY 4 『Morning Habits for Success』
Wake up early
Get Moving
Recharge your motivation
Eat your frogs
Start the day with the most difficult + important thing
DAY 5 『Sales Mastery Planning』
Must set Goal / Sales Target
Why this sales target matters
Must be clearer
What activities to achieve this?
People
团队
Tools
Skills
Leadership? Motivation？
Time Bound
Deadline , milestones
DAY 8 『Number, Number, Number』
Target customer
Age?Income?
Company type?Revenue?Size?
Buying Cycle?
2 weeks?
Sales Funnel
Leads > Appointments > Number of showing up > Sales
Sales / Lead
Day 9 『Get Customer Chasing You』
Make yourself be seen
Which platform?
Who are you speaking with?
Know your customer group
Pain?Goal?
Why are you different?
Give them value
Day 10 『How Your Customer Perceive You』
Cause & Effect
因为有信心才成功，而不是成功才信心
什么traits导致成功
Day 11 『Sales Mastery Marketing』
Personal branding
DAY 12 『The True Meaning of Pricing』
Price Anchoring来做促销
Price vs value
Day 15 - 『Why They Buy a Ferrari』
客户的痛点
减少痛苦
提升地位
Before talking about numbers(spec), let them feel emotionally first (讲出他们的感觉）
Day 16 『Masters of Sales』
Sequence Frequency
Keep grabbing attention
Use different method to 曝光
Give them identity
你是很孝顺的人
其他像你一样孝顺的人也会买
提升他们的地位
the way to ask question 51%
Salesperson不能讲超过51%的话
NOT HARDSELL
Day 17 『The Science and Art of Selling』
不要让顾客觉得跟我们是对立位，他会保护自己
No one want to be the first
Who use this product/service before?
Any famous ppl? Make some story up
Give ppl free sample, then get testimony
How doctor teaches us how to sell
Doctor will ask what problem you have
ASK QUESTION
51% RULES
Day 18 『Enhance Sales Momentum』
FRIST IMPRSSION IS IMPORTANT
最好多点身体接触（握手）
制造很多他的痛点的问题，然后让他认同你，一直认同到最后就买单
FIND OUT THE BUMPS（NO) IN SALES
Don't ask the question that he will say NO
MIRROR THEIR EMOTION
REMOVE THE BUMPS EVEN BEFORE THEY ARRIVE
预设那些他们普通会问的问题 , 想好全部答案，背完他
把答案先说出来，让客户觉得你很专业,好像他的脑的虫
“或者你会问.."
HANDLE OBJECTION
预设好会reject的答复，然后想对策
Day 19 『Sales Accelerator』
64%
一定要用成交的习惯
PLAN TO CLOSE : 要有一个计划是要close了的，不是出来见面
PROCEDURE ： Selling 程序
分拆全部的proceudure变成step，然后练习
Last part 一定要Call to Action
Commitment
一定要知道他们想买的signal（怎样安装? 多少钱？）
Forgetting Curve
meeting一个小时后已经忘记了50%
一定要尽快follow up
32 %
Introvert
Extrovert
Ambivert
看场合控制energy，收放自如，几时讲多讲少
Help them to sell themselves
为什么我们的服务/产品可以帮到你的？
Give them 3 options
Mostly they will choose middle package
If 2 option , they will choose the smaller package
Starbucks (Small , tall , Grande)
(Tall , Grande, Venti)
Day 22 『Bonus Day』
3 Path you can head now
Dabbler 什么都碰一点
Start well but quit easily
Learner 什么都学
Hardly apply what they have learned
Master
明天练习基本功
Doesn't get bored
Practice > Perfect > Keep improving
要的是跟他站在同一阵线，一起解决问题
对他的痛苦表示同理心