Home >

How Can Marketers Successfully Sell Products In 59 Seconds?

2014/2/27 13:14:00 27

??? 日本語 Fran?ais English 中文

a friend who has punched 10 times a second and has never practiced fighting, you may never believe it, as I did before.

I did not know until my own eyes that Honggang had fought the performance of teacher Liu Honggang and his apprentice.

some people may have to question that Bruce Lee is only 1 seconds and 7-10 times.

Yes, Bruce Lee's every fist is very powerful.

Generally speaking, in boxing, strength and speed are inversely proportional to strength, and speed will slow down, so the 1 second 10 punch I mentioned before is in the case of less consideration of strength.

what can you do in one minute? Or just say what 59 seconds can do? CCTV's host can say 180 words in a minute, 40 words more than a micro-blog.

In sales, it is almost impossible to reach 59 seconds.

, so I would like to explain to you that the so-called 59 seconds < a href= "http://www.91se91.com/news/index_s.asp" > /a > does not mean that your sales process takes only 59 seconds, but that no matter how much time you use to promote sales, the final decision is only 59 seconds.

In less than a minute, it will affect you 1 hours, 1 days, 10 days and a half months, or even longer.

please recall at least 3 or more cases that you need to think carefully before making important purchase decisions, such as buying a computer, buying a set of household appliances, buying a house, buying a car, etc.

Buying a breakfast, filling a phone fee, and so on, you don't need to consider buying things directly, of course not in this case.

you can recall that no matter how much you know, compare or even refuse sales staff before you buy, once you have to make a purchase decision, in fact, it is a matter of seconds or tens of seconds.

the act of influencing customers' purchase decisions between "one idea" can be called the sales code.

That is, in the last 59 seconds, it will affect the psychological password of the paction, and can sell the product in the last 59 seconds.

To illustrate this point more specifically, I will give an example below.

for example, I recently developed the book "out of stock - smart phone sales password".

This book is the essence of a practical theory.

We all know that customers will not buy a cell phone without looking at it, but after understanding, comparing, testing, and finally buying.

customer is the process of knowing goods, experiencing commodities, thinking commodities and ultimately buying them. In fact, it is the process of product introduction, sales experience, thinking and purchase that we have to sell.

and the final sales decision is the sales code, which is like the key to opening the hearts of customers, like a long drought.

What is more specific is what key words are traded. It is a paction technique, which is able to understand the inner thoughts of customers, and then put forward solutions.

It is the success of the book "sell out - smart phone sales password" to pform sales passwords into sales skills and pform sales skills into practice.

to illustrate it better, I will use one example in my book to illustrate it.

The following is part of the first chapter, section second, from "out of stock - smart phone sales password".

generally speaking, when customers understand a cell phone and ask the price again.

This is a suggestive signal of positive turnover.

So when a customer asks, "how much is the minimum price of this mobile phone?"

It shows that customers have already had the idea of buying.

and the idea of selling because of price reasons can be understood as the password of primary phone price and sales paction.

Whoever sells this sales principle will seize this opportunity to make the paction possible.

even if there is no room for price, if trained salesmen will persuade customers to buy it tactfully.

{page_break}

for example, "Sir, this mobile phone is really suitable for you. You can see that you are also very sincere in buying it.

To tell you the truth, it is not the price that this mobile phone just went public.

It should be at least 200 yuan higher than now.

You are already overvalued now, and I would like to give you such a wise and discerning friend.

So you can rest assured that the price is the lowest price. "

After that, we only need to pass the cell phone to our customers and let the customers think about it.

The probability of turnover can reach more than 85%.

but at the same time, the sales password of the price is also a double-edged sword.

If used properly, it will be concluded.

If used improperly, the customer may turn around and leave.

What are the sales codes in terms of price? What price recognition will affect customer's purchase decisions?

price sales code 1: beyond budget, that is, the factors that affect customers can not immediately buy, is the price of mobile phone is higher than its own budget, for example, customers want to buy a mobile phone before the price of 1000-1500 yuan, after the shop, after sales staff's recommendation, like a mobile phone priced at 2200 yuan, 700 yuan higher than the highest budget.

At this time, customers are very entangled, whether to buy or not.

price sale pin two: it is considered worthless. Salesperson recommends a mobile phone. Customers think it is not worth so much money and should be cheaper.

So I want to buy it at a lower price.

price sales password three: take advantage of the mentality. Customers obviously like a mobile phone, that is, they want to get more benefits through price negotiation.

sales skill VS exceeds budget: when consumers encounter goods beyond budget, salespeople first determine whether the customers really like the merchandise.

If you don't like it, you will buy it even if you do not exceed the customer's budget.

If you like it or you like it very much, it's just a matter of exceeding the budget. That's another matter.

If P exceeds budget and likes goods, customers will be entangled in buying or not buying.

Buying, there is indeed pressure on the economy.

Do not buy, but unwilling heart! So customer psychology is hesitant wandering.

At this point, the most important need for customers is encouragement and encourage him to make an extraordinary decision.

At P, salesmen can suggest to customers: "sometimes paying more for our favorite products is also worth it. Today, you save the money and will use other aspects tomorrow.

Do you think it is? ".

can also continue to say: "this mobile phone is really good, it is also very suitable for your use, and also very good value for money.

You should be rewarded for your work! "

in this case, in addition to encouraging a href= "http://www.91se91.com/news/index_f.asp" > Customer > /a > brave determination to buy, it is also emphasized that his overpaid money is actually a small part, thereby reducing the psychological burden of customers over budget.

For example, if a mobile phone exceeds the customer's budget by 600 yuan, you can say, "that is 600 more than your budget. What can be done at 600 yuan? Less smoking a pack of cigarettes a day, less into a beauty salon, less playing a mahjong..."

sales skills VS is not worth: customers do not recognize the value of goods.

For example, once we went to buy Shirts, and when I saw the price tag on the tag 598, I began to wonder if the shirt was worth so much money.

At P, the salesperson seemed to see my mind and quickly added, "over 60% of our customers are old customers, many of whom are senior white-collar workers and bosses.

The reason why they are loyal to our shop is that our shirts are fashionable in style and design because we have the top design team. Two, because every shirt is genuine material and Seiko.

59 second paction: how to sell the goods less than 59 seconds in 59 seconds.

a needle is not many, a needle is quite many.

Then you look at the material... "

the salesman quickly molded the value of the product. I immediately thought that 598 was not expensive at all.

this is what I want to say. When customers think your recommended cell phone is not worth that much money, you should start with the factors such as customers, brands, products and so on, and analyze to the customers why the cell phone is worth so much money.

I once went to a high-end mobile phone store in Luohu, a mobile phone priced at 170 thousand yuan.

Just as I looked, the salesman explained to me: "our mobile phone only looks at the price, and many people may be too expensive. Actually, it is not expensive at all.

This cell phone is made by hand. The shell is made of 18 karat gold and genuine leather. Do you look at the calf skin on the back of your mobile phone? It's a piece of cattle that you've never seen before.

When this salesperson commentate, I will not feel that this phone is expensive, but I feel very good at it.

this is what I want to say. When customers think the product is not worth the price, you only go pale to explain that the mobile phone is not expensive.

It is necessary to make a clear explanation of the story behind product development, such as its workmanship, such as its material.

Let the customer realize that the price of the product is inseparable from the value of the product itself.

selling skills VS takes advantage of the psychological: in the mobile phone shop sales site, often hear customers say "cheaper, and then cheaper, I will buy."

The minimum is how much money can be sold.

Is there any preferential policy? Send another gift. "

This type of customer is a standard quasi customer who only wants to earn more personal benefits for himself before buying.

after understanding the psychology of such customers, as mobile phone salesmen, they should learn to make good use of them.

Don't mistake the customer for "making trouble with you".

At the same time, if such customers are properly handled, they will soon be able to close the deal.

Improper operation is also possible.

the strategy I give you is that if you can compromise, you must not give in easily.

Especially in terms of price, we must be reserved and make a small embarrassing concession so that the customers' satisfaction will be high if the price is paid by customers.

This is detailed in my book "mobile phones should be sold like this".

if the price is to be sold, the price can not be compromised.

And what should customers do when they insist on giving up? First, do not veto customers at once. This will make customers lose face.

You can say: "we also want to increase such a quality customer. Why don't you wait for me to apply for a valuable gift for you?"

Thank you for your support for our store. "

Customers can be indirectly rejected.

some customers may be very stubborn: "no gifts, I just have to pay 100 yuan for me."

At this time, the salesperson can say, "there is no gift, and it is our intention to apply for a gift."

After that, I don't need to speak, waiting to hear the customer say how to deal with it again.

if you read through the above two sections of sales, you will find that I have never mentioned the question of price.

This is what I want to tell you. Sometimes, when facing a very sensitive price issue, if it is only a rational answer to the customer, it is likely that the customer will still not be satisfied. Then it is better not to mention this sensitive topic and use other solutions to avoid the focus of the customer problem.

take an extreme example to help you understand the sales skills above. For example, two people are scolding. If a group criticize something, B also uses the same malicious response. It is estimated that the result will be more and more vicious, and even the last thing to do is to beat people.

And if it's another case, a scolding B, but B always responds to a compliment. Do you think it can be scolded?

"P >" therefore, in the a href= "http://www.91se91.com/news/index_s.asp" > Sales < /a > negotiation process, do not think that the only talk can be persuaded to persuade customers.

Sometimes we understand the psychology of the customers, and adopt some sales roundabout strategies, but it is easier to deal with them.