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CHEN of July 25, 2010

how to set goals





Moderator: Will Chen, we know that a salesperson goal setting for him, he is very important, how to set this goal, please share with us Professor Chen.


how to set goals





Moderator: Will Chen, we know that a salesperson goal setting for him, he is very important, how to set this goal, please share with us Professor Chen.
The

CHEN: I think the salesman that he set up the first goal of income, income objective is that he has a clear direction, he knew how many customers a day visit, but really should have two salesmen a great goal.


was his first goal is to help customer service totally objective, is to promote customer satisfaction of his goal of customer satisfaction that after the fact when he must have income, because a large number of customers to switch Introduction.


second point is that every salesman should he set to become the world's first salesman.


because I repeated stress, whether the super success in the past other books, in how to achieve wealth and success, no one I wrote the book, there is always share a concept, as long as you are the best, the money You must follow the run.


recent U.S. Masters golf, the first ever seen in the youngest age of 21 won the title in black, and breaking all records. When the \So I think this golf player, he is not preoccupied with thinking about money, his goal is how I become the best, because as long as the best he must make money, Gains 6 million dollars winner immediately. We see Michael Jordan, the contract said that 3 million dollars a year, immediately get 3 million dollars.


so long as you are the first salesman, I would like to earn some automatic upgrade. So, how to become the first salesman, in addition to those we just mentioned, is that on the customer, to help customers solve problems, to solve customer problems immediately, customers of a problem, he immediately resolved completely resolved him to this a mission-oriented, I think you are very difficult to sell unsuccessful.


: I think the salesman that he set up the first goal of income, income objective is that he has a clear direction, he knew how many customers a day visit, but really there should be two great salesman objectives.


was his first goal is to help customer service totally objective, is to promote customer satisfaction of his goal of customer satisfaction that after the fact when he must have income, because a large number of customers to switch Introduction.


second point is that every salesman should he set to become the world's first salesman.


because I repeated stress, whether the super success in the past other books, in how to achieve wealth and success, no one I wrote the book, there is always share a concept, as long as you are the best, the money You must follow the run.


recent U.S. Masters golf, the first ever seen in the youngest age of 21 won the title in black, and breaking all records. When the \So I think this golf player, he is not preoccupied with thinking about money, his goal is how I become the best, because as long as the best he must make money, Gains 6 million dollars winner immediately. We see Michael Jordan, the contract said that 3 million dollars a year, immediately get 3 million dollars.


so long as you are the first salesman, I would like to earn some automatic upgrade. So, how to become the first salesman, in addition to those we just mentioned, is that on the customer, to help customers solve problems, to solve customer problems immediately, customers of a problem, he immediately resolved completely resolved him to this a mission-oriented, I think you are very difficult to sell unsuccessful.


What are the key to a successful salesman





Moderator: Will Chen, a successful salesman, which he also has some of the key?
The

CHEN: I think every salesman when he introduced product, he must use the customer identification, my teacher Anthony Robbins tapes in the United States has in the past 7 years, which have been sold more than 2,500 rolls, so he is the best-selling tape of this self-growth.


why it so popular? The reason is very simple in fact, every year there are about 30 minutes of ads on TV there, spending 20 million dollars a year in advertising, every year to advertise that the tape must have money. Starting from the first year will be to the \I recently read Anthony Robbins latest celebrity forensics, above the United States President Bill Clinton, a President Mandela, with Princess Diana, and even a golf player, he had never participated in the U.S. Open golf, he When the first race, get USOpen champion, he later told us that if he did not Anthony Robbins tapes he could not get title.


So this we saw the TV ad has so many celebrity identification, even if they need to buy, let alone us. Another great that even the identification, is a U.S. real estate company called the 21st century, he is the 21st century the world's number one real estate salesperson sell a house every two days a year to sell more than 100 Building. Even his school education should be continued every day to listen to, so when customers saw later, that I must buy.


so every salesperson should use the customer's identification, that identification of these customers, talking about any word you say than 100 hours are also useful. So I always told my salesman say, or my company's partners, I did not use the customer identification of the person, his children will lose weight, and the whole family will become very thin because there is no food to eat. So any to sell to be successful, must be multi-story, do not talk theory, we must talk about the success of forensic clients.


next point I feel that a salesperson must always ask the question, the reason will be successful because of marketing, is to ask, rather than say. So whenever I asked customers: \suit or to buy two suits, \When you ask him if his customers buy, and when he answered yes, he had determined to buy. So to design a number of questions so that customers can take the initiative to buy.


you say when you ask customers not to buy, he said grace, and then I said: \bring him back? \build more trust in, to help you Close More Cass, this is not what you want? so you are prepared to pay by credit card or billing or is it. \So when you asking questions when the customer will take the initiative with your purchase.


also said that inevitably there will be some customer resistance point, for example, we promote our courses, customers usually have two resistance points, one three-day course of time, I got the time to go to class I'm too busy. I do not have the money or that class. I will point prior contact with the resistance, for example, in the course of which we will extend our next course, I told him that our next course in November of 5,6,7,ladies golf bags, if that three-day course is free, , who reported that the day will come, please raise your hands look, wow, where hundreds of people on their hands, I say the time when you raise your hand, tell me that those three days you free woven. Time automatically contact resistance point, I said, three days if you think this class would be helpful to you think please raise their hands, and everyone raised their hands. I said if you did not come to class, you will lose much money? Wow incredible they said. I said as long as you learn this way today, you can not be very fast and beyond your competitors do? He said the right ah. I said if only you that your competitors do not have to, you are not master the competitive advantage. I said if you do not that your competitors are up, how to do that, you have to grasp this information when it is now limited places, only 20, or to alternate,golf cart bags, not in class this year will wait until next year, so To register please raise your hands now. Wow a lot of people began to raise their hands. I said if you consider, remember that boat out again, so keep a lot of humor by way of the resistance point of contact with customers, and your experience to make the transaction a great feeling.


example, our customers, after trying on our tie, I say you have no sense of wearing a tie we have no feel, he said there ah. There do not think she is more handsome? I said look at this handsome spot ladies wearing our tie is not more handsome than before it? Ms. said that right ah, awesome. So I immediately asked him, you still have to pay to credit card is it? Never asked him, in the end you tie it to do this? Do not question the kind of problem. So he would say to credit card, then I would say you have to brush a few do, is to brush six or a dozen, he said, ah so much, I feel that for a tie is not the same, this is not helping you more provinces money? He keeps saying that it is. I said you really take I can not do? If you are convincing as good as me, your performance is not very quick to upgrade it? So you have to learn not to apply my marketing program?


I remember a former dentist, a dental people to see this man get a moment, then dentists say you do not feel dental pain? He said the right ah. The dentist asked him not think you should immediately unplug it? He said, I think, but how much money? Dentist telling him 35 dollars. He said how much time? Five minutes, what he said, ah, five minutes to take up to 35 dollars. Later, a very humorous dentist telling him, sir, if you are willing to spend two hours to tooth extraction if I can do, he said okay, five minutes just fine. So he was very humorous at the same time deal immediately, while the spot extraction, but also very happy to pay the 35 dollars. I think everyone can continue honing his marketing skills, so that customers feel like he is very happy to buy things.