Mining Hidden Demand And Promoting Quick Turnover

On a business trip to Chongqing, a friend from Guangzhou was taken to the mall in the evening. In order to get a more comprehensive picture of the whole story, it is necessary to introduce the background of this friend: my friend is a lady, 2 years older than I, Guizhou Guiyang people, now settled in Guangzhou, and has a 2 year old daughter. This time business trip to Chongqing. Now that she is in Chongqing, she wants to go back to Guiyang.

I certainly wouldn't be wandering around without a purpose. Originally, my friend wanted to buy two children's clothes, and the budget was about three hundred yuan. However, after more than two hours of shopping, we could not get what we wanted. For the simple reason, the clothing prices of shopping malls in Chongqing are very high. As the shopping guide said, not to mention three hundred yuan to buy two sets of clothing, that is, three hundred yuan to buy a set is also very difficult. But my friend was very determined that he would never stop buying anything. At this point, I had a little bit of a retreat, and I said to my friend, "elder sister, let me forget it. I guess you can't buy two suits with these three hundred yuan, or you can go to the clothing wholesale market tomorrow." My friend shook his head obstinately, and suddenly he said, "let's go to the house." Look up, a bright light in front of a store, three big words on the door 'Disney'.

The following is my real restoration based on the situation at that time. Disney's Guide salesman made my friend's business in ten minutes by simply asking and recommending products.

Shopping guide: Hello, sir and madam, what do you need to order?

Friend: I want to buy two sets of children's clothes.

Shopping guide: Miss, how many children's clothes do you want to see, and what price do you want to see?

Friend: Oh, look at the age of one or two, I want three hundred yuan to buy two sets.

Shopping guide (surprised expression): Miss, you mean three hundred yuan to buy two children's clothes, right? I'm really sorry, you know, children's clothes are generally expensive now, because children's clothing material requirements are very high, the skin needs no stimulation. In our mall, you don't say three hundred yuan to buy two sets, three hundred yuan to buy a set is very difficult. May I venture to ask you why you want to buy three hundred units for two yuan? Is there any room for your budget to go up?

(the author commented: the excellent salesperson asked a key question, "why do you want to buy three hundred sets of two sets?" this is exactly the problem that accurately excavated the real needs of my friends, which not only contributed to the sale, but also accelerated the turnover time. )

Friend: Yes, my own child is in Guangzhou. This time I was transferred from Chongqing to Guiyang. My family had two little sisters and I was the same age. Each of them had a child, about one or two years old. I want to bring a suit for each family's children to do the interview, and the clothes should not be too expensive. It's enough for about 150 yuan.

Shopping guide: Miss, I see, you are not buying clothes. You want to bring a gift to your friend's child, do you?

Friend: Yes, two friends, one for each.

Shopping guide: Miss, then I would like to make a suggestion for you. Would you like to see if it is appropriate? I think it is not the best choice for you to send clothes to other children's homes for the sake of seeing each other. First, the clothes are too small for the hands and are not enough for the atmosphere. Two, the clothes are to be worn by children, even if the clothes you spend on one thousand yuan are hard to wear on the body, 100% of them do not hurt the skin, or even if it is not for your clothes. If your child puts on your clothes and tickles, what your red friends will be, your friend will blame you. Three, to be honest, you can't buy clothes for your three hundred yuan budget. Do you say so?

Friend: Well, what you say is reasonable. What should I do?

Shopping guide: Miss, we Disney not only sell clothes, but also we are specialized in making doll toys. I think you can buy two toys to your friends instead of buying two sets of clothes. This doll is big enough and big enough for us to wear. We Disney is a big brand and your friends must know it. The important thing is that doll toys are not held in your arms every day, and do not cause damage to the skin of children. How do you feel about them?

Shopping guide at this time, my friend was somewhat moved and took the big doll off the shelf voluntarily.

Shopping guide: Miss, our doll is doing activities today. It costs 98 yuan, 2 yuan and 196 yuan, which is 104 yuan cheaper than your budget.

Friend: OK, OK, the order is two.

When she stepped out of the store, the excitement of her friend was already overflowing. She kept on saying, "this gift is a good choice. The little girl really sells things. How come I didn't expect to send a doll?" Later, my friend called me and said that her little sister was very happy to receive her gift. She thought the guide had done her a big favor.

Friends originally wanted to spend three hundred yuan on two sets of children's clothing, and it didn't take 2 hours to buy them. Disney's guide only took ten minutes to sell 2 doll toys to my friends. Why?

So, as an excellent salesperson, we need to remember three sentences:

1, what customers want is not his real needs. I must be able to quickly find out what his needs are.

In this sales case, my friend wanted to buy two children's costumes as gifts. But in the sales staff's enquiry, the salesmen discovered that my friend's real demand was not to buy clothes, but to buy two gifts for others' children, so as to recommend the doll for her to find the most suitable reason.

2, asking customers why "buy" is more important than asking customers what to buy. It is also important to ask customers why they do not buy.

The key to deciding the deal is that the salesperson asked, "why do you want to buy three hundred units for two sets?" it's precisely this "why" that helps salesmen to quickly tap into the implicit needs of customers. How to avoid this embarrassing situation? In the sales case of "Hu Minxia selling lights", Hu Minxia recommended a child's eye protection lamp to her customers according to the needs of customers, and the customer refused her with "I don't like it." as a sales manager, Hu Minxia did not let this opportunity pass. She asked, "why don't you like it? Do you like the color or the style?" asking customers why not to buy is also important, but if you ask "why don't you buy it", you often irritate customers. Customers will be very annoyed to answer you, "why do you mind me?"

3, customers do not know, I know, and can use their own words to accurately say.

As a salesperson, we often say that we need to be professional and what is professional. In your field, you know more than the layman, and the advice you give can be accepted and accepted by the other party. And it is also important to understand things in the language that the other person is listening to. In this case, the advice given by the salesperson is very convincing and persuasive. My friend obviously has no professional guide in choosing the gift, so she finally accepted the advice of the shopping guide.

Many salespeople asked me what kind of sales skills I could help improve their sales performance. Unfortunately, I have no answer. Each person's sales style is different and the sales situation is different. If the sales method can be copied simply, then the sales work will not be as challenging and fun as it is now. I have to say that the sales method can not be duplicated simply, but as long as you learn to understand the customers' purchasing psychology and dig out the implicit demand of customers, it is a matter of time.