Home >

Comb To Sell "Monk" Management Philosophy

2008/7/11 9:55:00 41773

??? 日本語 Fran?ais English 中文

Selling the comb to the monk is like selling ice to the Eskimos and selling the gas masks to the wapiti in the forest, selling products that customers do not need. It seems like an impossible task. For most salesmen, it is impossible to produce results.

However, for the salesmen and the sales elite, more acceptance is just like impossible tasks and challenges that pcend themselves. What they want to accomplish is to turn fantasies into ideals, to turn ideals into reality, and to make every effort impossible and skillful to become a real possibility.

Let's take a look at a brilliant example of sales promotion.

Once upon a time, there were two salesmen who sold combs, and they were called Zhang San and Li four. They ran around the streets every day and sold combs everywhere.

One day, two people went out together, passing by a monastery and watching the monasteries coming and going. Zhang three was disappointed. "Oh, how come to this ghost place? There are a bunch of...

Where can a monk buy a comb? "

So he went back to his home.

Comment: it is a common mistake for ordinary salesmen to give up marketing opportunities easily.

Just saw the sign of the temple, Li Si was originally a cool heart, very disappointed, but for a long time, the habit of occupation and the spirit of constantly challenging himself told himself, "come and go, be safe."

Everything is human. "

(comment: similarly, it is a flower of roses. The joys and sorrows see thorns. The optimists see flowers. Different mindsets and mental models lead to different outcomes and destinies. The essential mindset of a salesperson is a positive attitude. Even if there is only a ray of hope, we must go all the way to win it. So we went straight into the temple, and when we met the abbot, we had thought of the breakthrough point in communication.

(comment: quick response, quick action)

After meeting the salute, Li Sixian asked, "is the abbot, a monastery host, done a thing that is not respectful to the Buddha?"

(comment: touch the psychological characteristics of the communication object, you can find the entry point as soon as possible, and quickly arouse the attention and curiosity of the other party).

When the abbot listened, his face was surprised, and he asked in a fearful manner: "dare to ask the benefactor, what's wrong with Lao na?"

"Every day, so many men and women are servants and servants, who travel long and hard, and only come to pray for Buddhists.

But most of them are covered with dirt and hair, so they are so rude to Buddha, but you are a temple host, but you can't see this. Is it not rude?

(comment: for the quality of tolerance and benevolence of the old monk, the tone of speech is slightly heavy, and it is not improper, but it will cause the other party to give full attention to it.)

When the abbot heard it, he felt very ashamed. "Amitabha, what is the opinion of the benefactor?"

(commented: when customers actively ask for solutions, they have been well involved in the sales link, which is a good opportunity for sale).

"Don't worry about the abbot. This is a trivial matter. For the pilgrims to rush to your courtyard, you only need to arrange one bathroom room and prepare a few combs, so that the pilgrims can clean up and clean up.

Li Si replied.

(comment: a reasonable solution can relax the tension of the other party and enhance the desire to buy).

"Thank you, sir."

(commented: successful marketing should enable customers to feel that the purchase decision is made by themselves rather than imposed by others).

"No need to be so troublesome, the abbot, we have prepared a batch of combs for you below the District, and I'll give you a little price."

(comment: the green light of the deal is on the way.

After discussion, Li Si sold the 10 comb to the old monk at the price of 3 yuan each.

Lee four returned to his home with sweat. He happened to let Zhang San see, "Hey, Lee four, did the monks buy combs?"

Zhang three quipped.

"Bought, but not much, only ten."

"What!

Ten comb?

Sold to the monk? "

Zhang three goggled his eyes and opened his mouth for a long time. "How can it be?"

Do monks buy combs?

To sell the comb to the monk is not beating Amitabha. How can it be successful?

(winners find ways, failures make excuses)

Then Li told Zhang San about the promotion process, and after listening to it, Zhang three suddenly felt a sense of urgency. "So I am ashamed of myself."

He said, "why do I give up this good opportunity?"

The old monk is generous enough to buy ten combs at once. Is there any chance for him to sell more expensive combs?

(comment: falling down to climb up to catch sand, salesmen are not afraid of making mistakes, as long as they can learn from their failures and learn something), they turn their heads around and take their minds up. (comments: more active thinking and less detours), they consulted with the owner of the comb shop that evening, and they made 100 combs all night, and painted a monk in every comb, and the name of the monastery was served.

(comment: personalized new products will cause more customers' demand and bring more sales opportunities).

On the morning of the second day, Zhang San came to the temple with these 100 special combs. After finding the abbot, he took a deep ceremony. "Abbot, did you ever want to revive Buddhism and let our monasteries have a reputation and a better fire?"

(comment: the new breakthrough point still focuses on the psychology of customers).

"Of course, Amitabha, I don't know what the donor thinks."

"According to the survey, there are five temples within 100 miles, and every temple has good service and fierce competition.

Like the toilet service that you arranged yesterday, other temples have been there two months ago. If we want to make the aroma more prosperous, we will have more fame for the pilgrims.

(comment: from the point of view of competition, it is easier to make customers more interested.)

"What can we do for our pilgrims?"

"The abbot, the pilgrims are coming and rushing too quickly. If we can let them come empty handed, can we get away?"

"Amitabha, what is there to be given in this temple?"

"The abbot has made 100 exquisite crafts combs for your courtyard, each of which has your own shop name and painted a cute little monk. There are many dignitaries and gentry celebrities in the pilgrims, and they are presented with combs as gifts. First, the monks give combs, and there is no deep meaning. Secondly, they get this highly valued craft comb, and feel the service of the temple more finely. So word of mouth will soon spread the fame of your courtyard.

When the abbot listened, he nodded repeatedly. Zhang San sold 100 copies of the comb to the abbot at the price of 5 yuan each.

(comments: more products, higher prices, intentions can do better things).

Zhang three finished with great success, and rushed back to Li four to show off his successful marketing. After listening to Li Si, he quietly left.

(comments: inspiring, thinking, better ending).

That night, Li four had a close talk with the owner of the comb shop. One month later, one morning, he came to see the abbot with 1000 combs. After the two sides presented their gifts, Li Si first asked the abbot to give the gift of Zhang three comb, and saw that the abbot was very satisfied with the past cooperation. Then he turned around and made a deep ceremony.

(comment: cut in point to upgrade, in order to arouse more interest of the other party).

When asked why the abbot asked why, Li Si portrayed his grand blueprint to the abbot: the temple was out of repair for many years, many Buddhist statues were dilapidated, rebuilt the monasteries, and reshaping the statue of Buddha has become a lifelong ambition of the abbot, but no money is hard to remember. How can the Temple get a large amount of subsidy in the lifetime of the abbot? Li Si took out his own 1000 combs and divided them into two groups. One group of combs wrote "merit comb", the other group had "smart comb", which was more elegant and elegant than the comb used by the abbot.

Wisdom comb, every day Combs Hair, wisdom keeps flowing. If you donate 20 yuan of good money, you can get the merit of the abbot personally applying the law. Once you have it, you can get the merits and virtues of your life. "Since then, according to the 3000 pilgrims per day, if 1000 people buy wisdom comb, 1000 people can purchase a merit comb, and they can get about 30 thousand yuan a day, and deduct the cost of my comb. Every 8 yuan can get her 14 thousand yuan of good money. In this way, it can raise $10 a month. Li Si suggested to the abbot that the following notices should be posted in the temple hall, that is, if the pilgrims came to our hospital, if they donated 10 yuan, they could be granted the monks.

Li four said with great interest, the abbot listened with great joy, and the two people chime in with each other. They immediately bought 1000 combs and signed a long-term supply agreement. Since then, the temple has become Li Si's super store.

Guided by customer needs, we should firmly grasp the consumer psychology of customers, boldly imagine, carefully verify, gradually guide, and finally achieve the goal.