In this era of ubiquitous marketing, sales are not the professional work of business people, but the basic common sense that everyone must have. Whether it's a idea, a concept, an advantage, or a product, as long as you try to let others accept it, it is a sales behavior. As I said in the "Preface" of this book, no matter what the product is, the real sale is actually your own. I don't know how to sell my own people, it's hard to get ahead. But it's too annoying to sell too much.
How to maintain the middle, not too far, is not easy. Many people know that a successful sales behavior, the focus of sales should be the value of the product, not the price. However, there are very few people who can really do this. The reason is that it is difficult for people to recognize the values ​​of others, so it is difficult to achieve the purpose because they are used to selling according to the direction they value. Think about it, pioneering people, values ​​are actions; cooperative people, values ​​are harmony. Can these two people have serious errors when they want to communicate or sell each other? According to the traditional purple micro-counter number, it is the fate of these two people.
Is it gram? Or do you understand sales? Let's take a look at what might happen.
In the first situation, the pioneering seven kills are salesmen, and the cooperative type Tiantong is the customer:
Seven kills: "Please tell me honestly, do you like my products?
Tiantong: "Your product is very good and I am very impressed.
Seven kills: "Then you don't sign the order quickly, what are you waiting for?
Tiantong: "Well, the product is good, but I have to think about it...
Seven kills: "There is nothing to think about, I like to buy it, you are so hesitant, really not enough friends!
Tiantong: "Oh! You forced me like this, it is not enough friends, I said, I have to think about it! In fact, I don't think the color is worthy...
Seven kills: "Weird, I just asked you when the product is good, how can you not say it directly? Now it is not good color, really not very simple, do not buy pull down, goodbye!
Tiantong: "Don't be angry, I don't mean it, okay! I'll buy a party!"
Seven kills: "No, I am not asking for food! (I also feel the heart of the song.)
For another scene, the cooperative type of Tiantong is a salesperson. The pioneering type of seven kills is the customer: Tiantong: "Please tell me honestly, do you like my product?
Seven kills: "You have a lot of problems with your products. Like this color, I feel that it is not worthy of my family.
Tiantong: "Really! What color do you like?
Seven kills: "I like beige, but you don't have it at all.
Tiantong: "I am really sorry, this color is not out, because the market research said it is not very popular...
Seven kills: "What do you mean by this? Turning around me? Say I have no vision?
Tiantong: "No, you misunderstood, I don't mean this! I... (very nervous about the accident.)
Seven kills: "Even if I don't buy your things, you don't need to swear! The suspicion is the buyer, don't understand? How do you do business like your attitude?
Tiantong: ...? (In the heart of the song, I vowed to stop being a salesperson.)
Have you experienced these conditions? Have you ever been discouraged? After reading this book, you will find that it is only the difference between the two sides, the value difference is too big! When you go out to meet different customers every day, different fates will affect your destiny. No matter which type you are, if you don't solve the contradiction in human nature first, and decide the sales method according to the type of customer, you are doomed to failure.
Therefore, sales are actually 99% human, the importance of products is only 1%.
IDCR sales process
I divided the sales process into four steps called the IDCR sales process. You can find that every step of the process is actually trying to win the customer's value recognition.
I (Information): collect information, know yourself and know
At this stage, you need to collect a wide variety of customer information to determine which sales strategy to use.
At this time, if you can know each other's purple micro-life, you can master the sales method. Moreover, fortune telling itself is a good tool for interpersonal communication. If you tell the customer that you have a purple micro-life tool, you can help him count, and few customers will reject your date.
D (Demo): show products
Displaying products is an important part and a more error-prone part.
It should be noted that selling is the main purpose of your product. The product is not displayed. Therefore, if you observe the customer's purchase signal at any time, you will immediately stop the display and close the case as soon as it appears. If the case is not completed, continue to show. Usually, this process is repeated many times.
Let customers buy
Cleverly let the customer think that it is his own decision, not that you force them to make a decision. This is a more important part of the entire sales process, and you should be ready to go into the case.
According to the experiment, more than 80% of the settlements occurred within 80% of the product flow. So, you don't have to and should not finish the show process every time.
R (Referral): Let customers recommend
It is not easy to date a customer, so whether you buy it or not, you should ask him to recommend at least five people to visit.
Studies have shown that there are several types of lifepans that particularly like recommending friends. No recommendation, indicating that the sales process is not over yet. It should be noted that sales are not successful, not only to see if you can sell the product, but also another key factor: How much time did you spend? The shorter the time, the higher the efficiency. Successful salespeople have many similar qualities, such as cheerfulness, optimism, positiveness, self-confidence, and good interpersonal relationships. These traits have different proportions in different lifepans, indicating that success is not limited to a certain type of life.
The point is, can you know yourself and create your own destiny? Therefore, the basic traits can determine whether you are a natural business talent, but can not make you a successful business talent. Knowing the different traits of life, distinguishing the differences between human nature and mastering human nature, can master the key factors of sales.
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