Zhang Chao: Customers Like Consultants And Expert Salesmen.

The customer asked, what alloy was made? You said, I don't know. Anyway, this knife is very sharp.

Think about how the customer will evaluate you.

When you go to a hospital to see a doctor, do you want to receive an old doctor or a graduate student from a medical university? Nonsense, of course, experienced doctors are more trustworthy, not the poor level of college students, but that people tend to converge on those who are older and have more experience.

One of the most important concepts in modern marketing is consultancy and expert marketing.

Customers often emphasize their own needs, including products, products and other products associated with products.

The starting point of consultant marketing is also derived from the needs of customers. The ultimate goal is to study, feedback and deal with customer information.

In the sales process, being a consultant salesperson can better help customers gather information, evaluate options and reduce purchases.

At the same time, it can also give customers a good post purchase reaction.

As a salesperson, we should not only focus on one purchase behavior, but also maintain long-term cooperation with our customers through our own professional knowledge and positive attitude.

Taking the interests of customers as the center, we should stick to emotional input and make sure that we can benefit customers and achieve win-win results.

Sales are more than just one kind.

How can we do it? Generally speaking, we have the following requirements.

The first requirement is that you do not know what customers do not know, and customers know that you know more details than customers.

For example, you are a sales staff of German knives.

The second requirement: besides knowing your main business, you should know many other common sense.

If you visit Beijing for the first time, take a taxi.

You point to a building on the road, ask the driver, but the driver says he doesn't know.

The driver only drives, knows only the way, and doesn't know much about the culture and history of Beijing.

What do you think of the driver? Do you think the driver is very incompetent?

Therefore, a qualified salesperson should not only have a deep understanding of the professional knowledge of his own industry, but also have some common sense understanding of knowledge around the product, not only professional but also diversified.

The third requirement: you are buying things for your customers, not selling things to customers.

Mr. Yu often travels abroad. He has said such a thing, and I believe it will enlighten salesmen.

Coffee in Europe, coffee shop staff taught him a lot of coffee drinking knowledge, such as coffee is coffee, can not drink at a drained; coffee can not be blown, no matter how hot can not drink and blow.

But in many cafes in the country, the service staff see their guests making a fool of themselves, and they are still gloating over the "gloating", "do not drink, don't you drink? What garlic?" do you say this is what a salesperson should say? Let the guests hear who will come. A salesperson must have the mentality of helping customers, instead of saying, "would you like to drink? That's your business. My goal is to sell the coffee to you."

The fourth requirement: your customers are permanent customers, not just once.

Taipei's sincere goods Bookstore ranks first in Asia.

It is open 24 hours a day. The floor is pure solid wood. It is very clean. Customers can sit on the floor and read books.

There are oil paintings, flowers, coffee and elegant music in the bookstore, and there are celebrity lectures every Monday, three, five p.m. to five p.m.

The most rare thing is that if a customer can tell any book that has been published in the world, the staff will try their best to help you find it.

So many high level people come here whenever they have leisure.

Because the operator knows that customers are not only done once, but always.

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