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Invincible Sales Is Not Enough By Discount Alone.

2008/9/8 15:27:00 41809

1. discount is not enough.

In today's highly developed commodity economy, "customer is God" has become the motto of many commodity producers and distributors.

However, to really please the "God" joy, to squeeze the gold and silver treasure of God, dig it out, and pay attention to mastering and applying humor.

All the same, I only know that I have posted postcards like "5% off" and "15% off" everywhere, and the trick of greeting customers to buy bargains is out of date.

Look at what Americans do:

A gentleman walked into the ticket office of the Western Airlines and said to the ticket seller:

"I want two tickets for San Francisco."

"Yes, sir, but there are many discount rates for this kind of ticket. I wonder which one you prefer."

Replied the young lady.

"Oh, discount?"

I said carelessly, "I have heard of it before. Do you have any idea?"

"Are you an American Indian?"

"No.

Do you ask this?

"That's too bad, sir, because if you are an Indian and start at 4 in the morning and return in the morning, we can give you a 30% discount, but only 8% now."

"Oh, my God, do you have any other preferential terms?"

"Well, if you have been married for more than 50 years without divorce, and go to your wedding anniversary, we will reduce the price by 20%."

"It doesn't suit me, does it?"

"Yes, there is a ticket here. If you are a member of the embassy abroad, you can give a 15% discount."

"Then I missed it again. I am traveling with my wife."

"Why, sir, why didn't you say so earlier?

Your wife is under 60 years old.

If he is less than 60 years old and you do not travel on weekends, you can enjoy a 20% discount price.

"But we have to be free at the end of the week."

"Well, don't lose heart, do you have any students in your or your wife?

If you have a university, and on Friday (Friday is in the United States on the weekend, but because Jesus was killed on Friday, it's considered an unlucky day), we can give you a 45% discount on the plane.

"My God, almost half the price!"

Unfortunately, I finished college two years ago.

Well, miss, you may as well give me the 8% preferential treatment. Thank you for your introduction.

You see, in the face of so many different and humorous preferential terms, the passenger didn't get much discount at last, but he was satisfied to buy the ticket. Needless to say, as long as I had the chance, I would patronize this airline more.

2., with great confidence, we can satisfy our customers' appetite.

In the promotion process, the salesman's words and the way of speaking and the attitude of speaking are very important to customers.

Customers can see the confidence of salesmen in selling their goods and selling goods through the confidence, firmness and way of speaking of salesmen.

If the salesman is very determined, his goods will be good. His sincerity is real. His merits are 90% correct, so the customers who are hesitant will be more determined.

For those who are easy-going, good at speaking and not too stubborn, salesmen should talk with them in a sincere tone. As long as words are in their hearts, they feel that there is no big problem for them to meet their needs.

For those stubborn customers, they should pretend to be careless and indifferent to explain the sales pitch with them.

After the explanation, customers do not take the initiative to talk about other interesting things in business without mentioning the purpose of the promotion.

Customers will be attracted to you in this way, creating a sense of curiosity, so you can say that there are special conditions for your merchandising customers. Your indifference indicates that customers are not qualified.

Customers will insist on buying your products in order to show that they meet this requirement.

In addition, when customers are tired of marketing or show bad mood, you should carefully consider what you want to say, try to make customers interested, so that they can be positive about your sales promotion and get excited.

3. first admit, then find reasons to decline.

In the negotiation, we must notice that no matter what the other person says, we should admit it first. Even if the other person is not telling the truth, or his personal misunderstanding, there is no need to deny it one by one.

Acknowledging the other side is a kind of courtesy. After recognition, a "but" can turn the topic and put forward your own standpoint, so there is no need to worry that "recognition" will really be as recognized as you are, which is the beauty of "recognition".

If the other party asks for a price reduction, you can say, "your mind is understandable, but..."

The introduction of a series of reasons that you have applied to your chest means the same position as you say, "no, it's absolutely not possible", but it sounds pleasant to the ear.

Smiling, that is, the attitude of negotiation, will also play an important role.

At the time of speaking, we should pay attention to the same situation and avoid the situation of monopolistic hegemony. We should be frank and create a sense of coherence with the other party. We should try to satisfy each other's reasonable demands, avoid confrontations, speak simply and clearly, listen attentively, avoid exaggerating, delay time, be relaxed and humorous, and have the best sense of humor.

4. give each other a reason to benefit others.

A person may have two kinds of mindset that he wants to be confident but not really confident.

Prudent and stubborn people tend to hold the attitude of distrust and take their actions in this way.

He did not believe in other people's ideas, but he had more strong hopes that others could trust him.

For such a person, you must design a set of reasons for him in advance: "you do this, not only for yourself, but also for others," so as to convince him.

For example, a salesman selling jewels or fur said to a wavering housewife.

"You can use these things to make you perfect, and your husband will like you better."

The meaning of this sentence is that you are not doing it for yourself, but also for your husband.

She must be happy to buy it, if further,

"Even if you buy it, if you want to sell it, you can sell it at a high price."

When they heard about it, they would think that she bought this thing not for him, but for family and so on.

5. let customers have an immediate desire to buy.

In your marketing process, it sometimes gives customers a bit of suspense, giving customers a sense of urgency, creating a sense of the best time to buy, prompting him to do business with you immediately.

For example, when talking with customers, provide him with some moderately exaggerated market information or commodity related quotes, etc., so that customers can follow the information you provide, so that you can say: "the raw materials of your goods are ready to raise prices, so this commodity will also rise in price" or "our company may start to reduce the supply of this commodity due to insufficient manpower from the beginning of the next quarter". Br>

This method is to stimulate customers actively and mobilize customers' desire to buy.

This is very important in the promotion process.

If you just wait for customers to negotiate with you and let the initiative take place in the hands of customers, your sales promotion will not be successful.

It should also be emphasized here that you should not exaggerate when you bluff, only to make a little bit of it and let the customers think it over.

Otherwise, customers will think you are cheating them, which is very bad for your sales promotion.

6. customers who are repeatedly persuaded will not be effective.

Some customers are basically satisfied with all aspects of the commodity, and they can afford to pay for it. They do not know why. They always feel uncertain about what will happen in the future and hesitate to decide.

Aggressive tactics are especially effective for such customers.

So you can say something like this: "Sir, this is the case in the world.

The more interested a person is, the more he likes things, the more he dare not bravely pursue and strive to own it.

I think this is a sad situation. "