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| this is a five-step marketing method add time：2012.06.29 views：498 |
| this is a five-step marketing method in the years of sales practice, a successful person has summed up the five-step sales method, which made him achieve superhuman performance. we are now going to contribute to the five-step sales process, and we hope that you can achieve even greater results. push the passion if a salesperson doesn't have a successful mindset, even good salesmanship won't succeed. a salesman is like a match, the customer is like a candle. if you don't light yourself first, how can you light up others? how could a man without passion be infected with a stranger? if you don't have the passion for success, please give up every day and the "failure" to deal with the sales pitch! because you're meant to be "unbearable". passionate salesmen must do "three things" : 1. stick to 100 days. "sales is from being rejected," says world sales guru goldman. you must not fret about setbacks, and do your best to say "no" after 100 days. 2. adhere to the principle of "4 do not retreat". according to one piece of information, in the course of 30 minutes of negotiations, the japanese will say "no" twice; americans say "no" five times; south koreans say "no" seven times; and brazilians say "no" 42 times. therefore, the salesman should not hear the customer say "no" to give up the offensive. at the very least, when you hear "no" four times, make a slight retreat. 3. adhere to the l / 30 principle. in the sales world, it is generally believed that one person can make a deal if the sales person visits 30 customers. it's no wonder that the god of sales in japan says: "there is no secret to selling, only walking more than others and running longer than others." there are only two souls of the salesman: "hard work!" a salesman with no passion is worse. so how do you make yourself passionate? first, write down your strengths and see them every day. you must have at least one mental speech every day, and you will drink: "i will succeed!" if you have a motto, read it out loud. second, it is necessary to read an inspirational book every week. remembering roosevelt's biography, he told himself every morning: "today is the brightest day of my life!" 2 push feelings american marketing baron joe? "ninety-eight per cent of sales work is emotional work, and 2 per cent is about products," says mr candor. in this case, there is nothing more important than "pull" in actual sales. a salesperson "doesn't talk business for 10 minutes" after meeting with a customer. what does that mean? "talking about feelings" is the first step in the real marketing process. general motors, a u.s. automaker, used to call "warmup," meaning "warm up," as a gift. if a salesman can't "warm" the customer, reduce the psychological distance, the door of success is set far away. "love is good, business is good; love is cold, business is yellow." here are three ways to do this: 1. english: talk about family. 2. american style: always compliments. 3. chinese style: eat a potluck. salesmen often make two mistakes: first, they don't "push the feelings" at first, but when they meet, they ask "don't buy" or "want". 2 it is later, they learned to this step, but always "cliff", which is "hot", can't turn the topic under discussion, so had to "ha, ha, ha, ah, manager wang, let's talk about business now?" -- it's almost suicide. the client will immediately be on alert: "oh, it's time for me to buy something!" in fact, from "talking about feelings" to "talking business", there should be a clever transition. this transition is "making bridges". "to be a bridge" would not kill. there is a good tang poem, and we invite interpretation: "good rain awareness season" -- you must seize the promotion opportunity; "when spring is happening" -- when it's hot, it's business; "sneak into the night" -- push the boat, as the emotional guide sells; "moistening things" -- unknowingly completing sales. wonderful! this is a vivid portrayal of a first-class salesman in the sales process. so, good salesmen can show real work in "making bridges". to make a bridge, you have to design several lines, or see the scene of the scene. or make up a funny little story to help you. this way, natural coherence, clever "make the bridge", ask the client to come from "bridge", the sale makes a logical chapter. three push products after "making the bridge", the sales pitch went to the third step, the product promotion stage. marketing products must promote the benefits arising from the function of the product. a salesperson should always remember that a customer buys your product for the benefit and benefit of the product, not the price, the novelty, the product itself. and that, in turn, is the easiest thing for a newbie to make. in addition to the promotion of profit, in actual sales, "demonstration hinting" is also a key to the promotion of success, "demonstration" makes people see and see. psychology shows that when a person is exposed to a new thing, the mind is prone to radiological thinking, and the implication is that it can lead to a person's thinking orientation. for example, if a client tastes a new drink, you ask foolishly, "how's the taste?" customer will immediately thinking "disorder", or good or bad, or too sour, or too sweet, and so on, once the first concept, it is difficult to erase, in the negotiations was bad, you should really suggests: "the drink after the first acid sweet, a faint fragrance." ask him if he's "right"? it turns out that if you say "sour before sweet", he'll nod "yes"; if you say "sweet back sour", he will nod "yes". language stimulation is always "preconceived". a good salesman always implies a good side to the good. four push prices price is always the commodity's sensitive problem, the clever salesman should take the language that implied price "not expensive" to the customer clever quotation. there was once a vegetable farmer who really gave me a lesson on this. once i buy cilantro, ask: "how to sell?" a: "the old price, eight cents." i bought five or two. only after coming home to realize, this coriander originally 8 yuan qian yijin, more expensive than the meat price! fall in the trap! oddly enough, when i deal with vegetable farmers, it is very expensive. because at that time in my misty consciousness, "old price" is equal to "cheap", think for a moment, the two are not connected. i finally learned to "push" price, if the customer refuse to buy "price" psychological, i will from the "one point price one point goods" misgivings, demonstrate product efficacy, can give evidence, i think, however, offer "decimal" - this is the real key to "four push prices". the small price is quoted by the smallest unit. you must not say: "this product has 10 pieces, 2000 yuan." say: "such a good product 1 is only 200 yuan." it's just a little trick. however, because the price is too high, you have to play a little bit of a trick. many salesmen have faced this type of headache problem by finding the difference between the two products and then making a "breakdown offer". push five number for a product, usually the price is dead, but the quantity of supply is alive, and the customer's purchase quantity is also alive. the key to why some people are struggling is that he doesn't sell numbers so that customers "buy more". the trick to selling numbers is: "volume". large number of the quantity, is to use the big package, the whole set, one use period, one outlet unit newspaper quantity. this is called "false reporting". if the customer decides to try less, say, "we have a minimum of three barrels per unit. do you want a library unit or two? this is called "outbound volume". if you want to send out, say, "five tons of containers are bad, 10 tons of containers will go fast." that's telling the customer to buy at least 10 tons. this is called "limiting the amount of reported". in conclusion, mastering the "push" technique is the most important way to improve the performance of salesmen. the five-step sales method, which is expected to be developed in practice, is helpful to sales staff. in order to be able to remember, song rhymes with a song: "the five-step sell method" ballad passion needs to be self-propelled; the second push emotion much praise; three push products to be demonstrated; 4 push prices lower; 5. large packaging of the number of tweets; the deal was all in mind. |
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