【Sales Communication】How to sell products and promote yourself within 30 seconds during a lift in elevator

TEXT_Irene Hung / PHOTO_Irene Hung

A powerful salesperson, in addition to making good use of skills to professionalize content, also knows to “see through people’s hearts and speak the main points”, and more importantly, have “sincere attitudes of service”, who will truly think about and share the pros and cons for customers. Instead of blindly pursuing a sense of excellence in sales.

This article focuses on the communication skills of “business sales”, and can be combined with the previous article【Interpersonal Communication】to read, learn, and use to integrate!

To promote products, you should first distinguish between customer types! And then cut into different points to convince him：

• For people who value interpersonal relationships: (1) First let the customer like you, so you should let yourself like him or her from the bottom of your heart → to establish a trusting relationship (2) Tell the customer that “other people also buy this product” is an effective way.
• To those who value authority, power, and status: Tell him “this product has obtained a patent”, “has received a lot of awards”, “the royal family’s use”, “many experts participate in research and development” → introduce the background of the product, the secrets of R&D, and to explain from the “reason”.
• For those who value cost-performance ratio: (1) customers who care about price & value → show the data, explain the value for money, compare the advantages and disadvantages (2) customers who lack patience and want to know the conclusion immediately → explain concisely (ex. Say at the beginning “There are 3 key points…”)

Marketing starts with selling yourself.

The person with high energy wins! →Positive, enthusiastic and energetic

Set goals → Actual actions → Produce results

Sales should NOT be exchanged terms or pretended to be pitiful, and should NOT be humbled

• ex. Sometimes I see salesperson communicating with customers saying: You can please make an order for me today, let me do business performance, and then I will buy your products to help each other! → Avoid exchange conditional sales, or you’ll get value loss.

Diligent and unremitting, agree with the value of your own products

• ex. Before selling, you must convince yourself of your products and services, and thus your persuasion will be strong enough to others!

Sales will definitely be refused, but you must insist on selling 6 times, otherwise there is no room to give up!

• ex. Nowadays, customers are getting smarter and smarter, and they are not eager to buy right away. They may make a decision after comparing prices and asking friends for evaluation. Therefore, once the sale is rejected does not mean that there is no chance. You should abandon the pre-set position dominated by subjective consciousness and make another proposal until you have been rejected 6 times before letting go.
• Give more action instructions! (ex. Buy today! Sign up next week!)

30 secs Elevator Sales technique formula: (This is a very famous business challenge case which is to successfully sell yourself in the 30 seconds when taking the elevator with a stranger! → Technique: Use sentences by sentences, quote data and talk about the main points, but also makes people appear to understand something, arousing curiosity to ask questions)

• Time <clear> / Industry <rough>
• Number of customers / Representative customers x2
• Value, selling point / Case — Time & value
• Rhetorical question: Do you want…?

ex. In the past 2 years, I have been engaged in the start-up technology industry.

During our initial promotion, the number of fans group grew to more than 5,000 in 3 months. Overseas workers, international students, and cross-border e-commerce are all our customers.

We can remit money abroad within half an hour. Last month, I visit Singapore to give a fundraising presentation to investors, Cisco, and MayBank.

If you have the needs to send money abroad, do you want to use a better way?

90% of customer needs are discovered by asking! The sales master is not because of his description for product, but the ability to discover the real needs of customers.

Make customers buy

• What is the current situation?
• What are their demands?
• What are the problems and difficulties?
• How to face the problem?
• Reconfirm what are their requirements?
• Make a proposal

Asking with 3 levels of business sales: (Using “Social Penetration Theory” & “Self Disclosure Principle”)

• 1st level. Situational questions that customers can answer “without thinking”：understand the current situation, background information → thoughts, facts, behaviors, situations.
• 2nd level. Inquiry questions that customers can answer “by thinking”：understand opinions, attitudes, and problems → explain or evaluate ideas and facts
• 3rd level. Solving questions that “influence customers’ emotions”：highlighting the feelings and value of purchase motivation → fear of loss, desire to gain.

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