Marketing Knowledge That Must Be Sold At The Grassroots Level

< p > with the development of modern society and the deepening of commercialization, the sense of sales has extended to every aspect of social life.

A person sells well, not in normal 8 hours of work hours, more often outside working hours.

There is one sentence that can be summed up very well: "within 8 hours, we want to live; 8 hours away, we want to grow and win."

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< p > what is the sales in the sales process? < /p >

< p > answer: oneself < /p >.

< p > 1, Jo Gilad, the first automobile sales person in the world, said, "I am not selling cars, I am selling myself"; < /p >

< p > 2, before selling any product, you sell yourself first; < /p >

< p > 3, the bridge between the product and the customer is the salesperson itself; < /p >

< p > 4, if the customer does not accept you, will he give you the opportunity to introduce products? < /p >

< p > 5, no matter how you tell the customer that your company is first-class, the product is first-class, the service is first-class, but if the customer looks at your people, like three flow, you listen to what you say is more like an amateur, then the customer will not talk with you, will your performance be good? < /p >

< p > 6, make yourself look like a good product.

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< p > face to face: < /p >

< p > dress up for success and dress for victory.

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< p > salesmen's investment in image is the most important investment for salesmen.

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< p > what is sold in the sales process? < /p >

< p > answer: idea < /p >.

< p > View values are important or unimportant demands for customers.

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< p > belief - the fact that customers think.

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< p > 1, is it easier to sell yourself, or is it easier to sell the customers? < /p >

< p > 2, is it easy to change the customer's concept, or is it easy to fit in with the customer's concept? < /p >

< p > 3, so before you sell your products to customers, try to find out their ideas and cooperate with them.

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< p > 4, if the customer's purchase concept conflicts with the concept of products or services we sell, we should first change the customer's concept and then sell it.

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< p > remember: < /p >

< p > is the customer who pays for what he wants to buy rather than the money you pay; < /p >

< p > our job is to help customers buy what he thinks is most suitable.

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< p > what was bought in the buying and selling process? < /p >

< p > answer: feeling < /p >.

< p > 1, people usually have a decisive force in buying or buying something, that is, feeling; < /p >

< p > 2, feeling is a key factor affecting people's behavior which can not be seen or touched; < /p >

< p > 3, it is a comprehensive interaction between man and man, man and environment.

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< p > 4, if you see a suit of high-grade suit, you will be satisfied with the price, the style and the cloth.

But when a salesperson talks with you, he doesn't respect you and makes you feel uncomfortable. Will you buy it? If the same suit is on the stall next to the butcher in the market, will you buy it? No, because you don't feel right; < /p >

< p > 5, enterprises, products, people, environment, language, intonation, body movements will affect the feeling of customers.

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< p > in order to create a good feeling for customers in the whole sales process, you can find the key to open the customer wallet.

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< p > What do you think is the best way to build a sense of the whole process of meeting with customers? < /p >

< p > what is sold in the buying and selling process? < /p >

< p > answer: the advantage is < /p >.

The advantage of P is to bring happiness and benefits to the other person, and help him to reduce or avoid any trouble or pain.

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< p > 1, customers will never buy because of the product itself. Customers can buy the benefits that can be brought to him through this product or service; < /p >

Salespersons selling less than P, 2 and three sell products (ingredients), first-class salesmen sell results (benefits); < /p >

< p > 3, for customers, customers only have to understand what benefits the products will bring to themselves and avoid any trouble before buying them.

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"P >" so, first - class salespeople don't focus on how many benefits they can gain, but on the benefits of customers, when customers get real benefits through our products or services, customers will put money in our pockets and say thank you to us.

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< p > what is the customer thinking in the process of face-to-face sales? < /p >

Answer: six major questions in the face to face sales process, which are the same in the minds of customers? < /p > p

< p > 1, who are you? < /p >

< p > 2, what do you want to talk to me about? < /p >

< p > 3, what good will you do to me? < /p >

< p > 4, how can you prove that you are telling the truth? < /p >

< p > 5, why do I want to buy it with you? < /p >

< p > 6, why do I buy it now? < /p >

Customers do not necessarily ask questions about these six big questions, but he subconsciously thinks so. P

Let's take an example: when a customer sees you, he feels like this: I haven't seen this person. Why did he come to me with a smile? His subconscious mind is wondering who this person is. When you come to him and open your mouth, what do you think you want to talk to me? When you speak, he is thinking, what is it to me? If he is not good, he does not want to listen to it, because everyone has limited time, and he will choose to do something good for him.

When he feels that your product is really good for him, he will think, have you cheated me? How can you prove that you are telling the truth? When you can prove that the benefits are really true, he will surely think that this product is really good, and whether there is better or else it will be cheaper in other places. When you can give him enough information to let him know that it is the most cost-effective way to buy it, he will surely think, can I buy it tomorrow and buy it next month? Can I buy it next month? Can I buy it next year?

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< p > therefore, before visiting your customers, you should take yourself as a client, ask these questions, answer these questions once again, design the answers, and give sufficient reasons, and customers will buy the best and most suitable one he thinks is best for you.

How to compare with competitors after introducing products? < /p >

< p > < strong > 1, do not belittle opponents, < /strong > /p >

< p > 1, if you want to belittle your opponent, you may have some origins from your opponent. For example, if you are using your opponent's product now, his friend is using it, or he thinks the opponent's product is good, you depreciate it means that he has no vision and is making mistakes, and he will immediately resent it.

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< p > 2, do not arbitrarily belittle your competitors, especially when your opponent's market share or sales are good, how can you become your a href= "http://pop.sjfzxm.com/popimg/xm/index.aspx" and "competitor /a" because of how the other party really fails? Your unrealistic demeaning of competitors will only make customers feel that you can not trust them.

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< p > 3. When it comes to opponents, you say others are bad. Customers will think you are guilty or have quality problems.

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< p > < strong > two, taking three advantages and three major weaknesses of the competitors to compare with customers, < /strong > < /p >

< p > > as the saying goes, goods are better than three. Any product has its own merits and demerits. When making product introductions, you should compare the three strong points of the past with the other three weaknesses. Even if the same grade products are objectively compared with you, they will appear immediately.

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< p > < strong > three, USP unique selling point < /strong > /p >

The unique selling point of "P" is that we only have the unique advantage that we do not have. But just like everyone has their own unique personality, any product will have its own unique selling points. When introducing products, it highlights and emphasizes the importance of these unique selling points, which can increase the chances of success in marketing.

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Although P service is at the end of the paction, it is related to the success of the next paction and the introduction. How can you make your after-sales service satisfactory to customers? < /p >

Answer: P, your service can move customers to < /p >.

< p > Service = care, care is service < /p >

< p > some people may say that the salesperson's concern is false and purposeful. If he wants to, if he is willing to take care of you for a lifetime with a false purpose, is he willing? < /p >

< p > < strong > 1, let the customer move three kinds of services: < /strong > < /p >

< p > 1, take the initiative to help customers develop his career: no one is willing to be promoted, and no one refuses to help others to expand his career.

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< p > 2, sincere concern for customers and their families: no one is willing to be promoted, and few people refuse to care about him and his family.

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< p > 3, do not have a service that is not related to < a href= "http://pop.sjfzxm.com/popimg/fz/index.aspx > > Product: /a: if your service is related to your product, the customer will think it should be. If you have nothing to do with your product, then he will think that you really care about him, it is easier for him to move, and moving customers is the most effective.

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< p > < strong > two, the three levels of service: < /strong > < /p >

< p > 1, service in your part: you and your company should do it, and customers think you and your company can do it.

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< p > 2, edge services (do not do services): you have done it. Customers think you and your company are very good.

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< p > 3, no sales related services: you have done it. Customers think you and your company are not only partners in the mall, but customers also regard you as a friend.

This kind of human relationship can not be grabbed by competitors. Is this the result you want? {page_break} < /p >

< p > < strong > three, the important belief of service: < /strong > < /p >

< p > 1, I am a service provider. I provide a href= < http://www.91se91.com/news/index_z.asp > Quality < /a >, which is directly proportional to my life quality and personal achievement.

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< p > 2, if you do not care about customers, customers and your competitors, you will be happy to do so.

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< p > four, conclusion: < /p >

< p > a map, no matter how detailed and proportionally accurate, it will never move its owner on the ground.

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< p > a country's laws, no matter how fair, can never prevent evil.

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< p > any treasure, even if I have martial arts secrets, I will never be able to create wealth. Only action can make maps, laws, iodine, dreams, plans and goals have practical significance! < /p >