[China Glass Network] Small and medium-sized enterprises that are mainly manufacturing. There are no professional sales personnel who have systematically studied theoretical knowledge. The corporate orders are mostly from the personal relationship of upstream customers or business owners. Once there is a change in cooperation with customers, they will face tremendous pressure from sales. Companies are eager to learn faster and better practical sales techniques to open up new markets.
"What is sales?" Some people say that "sales is selling things, what else can be". Indeed, sales are selling things. Sales can be divided into three levels:
Primary sales: sipping!
"Do you want an invoice?" "Banana for a pound of money!" "Apparel bloodletting big sale!" This way is to drink, can be seen anytime, anywhere, and even sitting at home, you can see such a variety of sipping. This kind of sales is tangible, it directly yells to sell things.
Secondary sales: lure!
“Nongfushan Spring is a bit sweet!†“It’s good to be a woman!†This way is to lure customers to buy goods. It can invisibly deepen the customer's impression of the product. Most of the company's product advertisements belong to this category and can be seen almost anywhere. It is said that there is a big tank in front of a restaurant in Bangkok, and a sign on the lid reads: "No peek!" Passers-by are curious, always ran over and opened the lid to see what it was. There was a beer and another quick sign inside, which read: "The beer in this store is refreshing and pleasant, 5 yuan a cup, welcome to the store to taste!" This can be said to be a typical seduce. American marketing guru Emma Heila said: "Do not sell steaks, you want to sell them."
Three-level sales: make a game!
Experts remind us that sales are not selling things at all, but always customer-centric, step by step to inspire and guide customers to discover. Discover new value and even discover customer self. If sales are selling things, why do so many customers in the world really need to sell them? There were two southern companies that used to embroider quilts. The quality and color of the products were very similar. The two companies were engaged in export processing and the remaining products were sold domestically. However, among the B companies, there is always no A company. B company CEO is very puzzled, why do foreign businessmen always go straight to the A company? Foreign customers who have spent a long time on their own work have always been taken away by A companies? After internal investigation and investigation, we finally found the root cause: A company has hired foreign students from local language colleges to be their own business receptionists, and specially prepared an exotic conference reception room. When foreign customers who come to company A see their hometown, feel the atmosphere of their hometown, and hear familiar hometown, how can they not get close? Customers feel more comfortable in A company, as relaxed in their own home, and smoother in negotiations. In fact, such an example is not complicated, but it is to be more detailed and finer, but it is the accumulation of this detail that makes the company win the trust of customers.
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