burberry-​​Sell

Chapter

sales principles and key

a the sales process selling what? The answer: he

1, the world's first car sales person Joe Girard said:

2, the first sale before selling any product is your own;

3, products and customers is an important bridge between: the sales staff themselves;

4, face to face sales process, customers do not accept you if this person, he will give you the opportunity to introduce the product do?

5, with customers no matter how you introduce your company is excellent, product is superb, the service is first class, but burberry, if customers see you in person asics running shoes, as five streams, one more if you speak like an outsider, then, in general, customers do not want to talk to you on the go, your performance will be good?

6, so that his face looks like a good product, one dressed for success, dress for the win. Sales in the image on the investment, is the most important investment sales

;

; Second, the sales process in selling what? The answer: the concept; concept: values, that is, the customer, it is important or not important needs. Read: belief, the customer that fact.

First, they want to sell is easier to sell, buy or sell customers the more easy?

Second, the concept is easy to change the customer, or to meet the customer's idea of ​​easy?

three, so in selling your product to customers before they try to figure out the concept, go with it;

Fourth, if the concept with the customer to buy products or services we sell the concept of conflict, it would be to change the customer's ideas, and then sales. Remember that the customer wanted to buy him out and buy something, not your money; Our job is to help customers buy his view that the most appropriate.

; Third, the sale process to buy what? Answer: feeling

1, buying a thing that people often have a decisive force in the control, it is felt;

2, feel is an invisible, intangible, the key factors affecting people's behavior;

3, it is a human person, human and environmental interaction of the complex;

4, if you see a high-end suits, price, style, fabrics are good in all aspects, you are very satisfied. But when talking with your sales do not respect you, makes you feel uncomfortable, you will buy it? If the same set of clothes next to the butcher stall in the markets, you will buy it? No, because you did not feel right;

5, companies, products, people, environment, language, tone, body movements will affect the customer's feeling. Throughout the sales process for the customer to create a good feeling, then you open the client wallet to find the 'key' the. Do you think, how can the whole process to meet with customers to create a good feeling?

; Fourth, the trading process of selling what? Answer: good

what advantage is to give each other pleasure with the interest, help him to reduce or avoid any trouble and pain.

1, customers will never buy because the product itself, customers buy products or services through this give him the benefit;

2, third-rate sales staff selling the product (ingredients), first-class sales force to sell the results (benefits);

3, the customer is concerned, the customer only understand what the product will bring their own benefits, to avoid any trouble before buying. Therefore, first-class sales force to focus on their own can not benefit much, but rather will be placed on the customer will benefit, when the customer through our products or services to obtain the exact benefits, the customer will put the money into our pockets, but, also told us thank you! Your products can bring customers the greatest benefits?

five, in the sales process, why customers buy, why not buy, why the money, why not pay? decision to sell to the success of what motivates human behavior? answer: the pursuit of happiness to avoid trouble with balance two pain two Fuxiang value whichever is lesser weight

1, ask: Do you think that the pursuit of happiness is the driving force is relatively large, the driving force to avoid pain or larger?

2, you think the customer to take the temperature of the money from his pocket to be painful, or happy?

3, human behavior, scientists tell us: to avoid the painful pursuit of happiness is the driving force of four times.

4, when the pain and pleasure simultaneously, selected by the customer, unless it is four times that he would choose a painful joy, pain and suffering while simultaneously, selected by the customer, he will choose the less painful. Of course, the pain more effectively. Happy together with the pain better. Your products can bring customers what joy, what allows him to avoid the pain? ... ... ... ... ... ; ;

six, the pain you have not used the driving force to promote sales?

Answer: Happy to increase the pain increased law and law

painful step method: a lot of sales staff in the sales process does not understand the customer's pain.

First, customers in the trading process, there will always be a pain, that is, the temperature of the money he took from his pocket to, in order to avoid the pain, so he refused to buy your product. So how do you allow customers to automatically pay it? He found the pain points. When his pain when the pain enough, he will care about paying for those little pain? Therefore burberry outlets, all sales are selling painkillers. When the customer's wound pain, the kind of pain than the pain caused much money. Therefore, all sales staff, invite you to use the power of pain.

happy to increase the law: There are ten insects, 10 yuan a let you eat you may not eat, because the worms eat them uncomfortable, to escape the pain, so you refused to eat. So I put ten dollars into one hundred yuan a a, $ 1,000 a, $ 10,000 one? Sure some people eat. So, when your customers do not buy your product, you should consider whether your customers happy enough, if not, increase the degree of happiness. The ancient saying goes, Some customers, especially women, to sell their products when they are not necessarily to buy, but if you want her to give her children, husband or other people to buy the home, she may not hesitate to dig money to buy. Some people, how much money to him, he does not eat insects. However, if eaten, can he loved from the pain, in this case, he will eat, although eating insects in his view is a very painful thing. Therefore, in the pursuit of pleasure and avoid pain behavior of these two activities, remember

two things:

1, the power of pain than pleasure is power;

2, one of his favorite people are willing to pay more than for himself, should be good to borrow to a third party to achieve the benefits of the transaction; you have not had the benefits of borrowing to a third party to a deal experience? ... ... ... ...

; seven, face to face sales process in the minds of customers thinking about what? Answer: face to face sales process in the minds of customers of the six constant questions

1: Who are you?

2: You talk to me about what?

3: You talk about what good things for me?

4: how to prove what you say is true?

5: Why did I tell you to buy?

6: Why should I buy now with you?

asked the six questions the customer may not come out, but he will subconsciously think so. For example, said: customers see you at the moment, he's feeling is: I have not seen this person, why did he smile was up to me? his subconscious thinking, is this guy? you walked over to him, mouth to speak, he thought about what you talk to me? when you speak, he thought, what I have benefits? not good for him if he did not want to down listening, because each individual's time is limited, he would choose to do something good for him when he really think your product is good for him when He will think you have lied to me? how to prove what you say is true? you can prove you really really good time, his heart will think that this product does well, other places have more good, or else will sell cheaper, when you give him enough information to let him know now when you buy the most cost-effective, his mind would think, can I buy tomorrow, next month to buy ? me next year to buy work? So, you must give him enough reason to let him know the benefits of buying now, the loss of so do not buy now, before your customers in to visit, they put their own when a customer, ask these questions, Then answer these questions again, design a good answer, and gives sufficient reason, he thinks customers will buy the best and most suitable for their own