I saw this scene in a park last Saturday: a young wife, pushing a child who is less than one year old, is walking forward, coming from an old lady, and the young mother Chatted, chatting and laughing and holding the child. "This child is really fat, how long is it like you, how old?" The young mother replied with a smile. Then the old lady put the child on the trolley and took out two small vests from the bag she carried with her. "Hey, my wife is laid off, selling some small things, these two are broken, cotton, you see this child put on a good look." The old lady saw the young mother not willing to sell, and pointed at her The product said: "If you want these two items, each piece is cheaper than five cents, and each piece is four yuan. You can go back and ask about it. If you buy it expensive, I will guarantee you the age of the old lady. I will pay you four more. ". Later, the young mother looked at it and was not very willing to buy two.
Comments: The old lady's sales skills are three steps. (1) Take the praise of the child's "true fat" and communicate with family. (2) Introducing the product, "breaking code" has no quality problems. (3) Price discount, "Every piece is cheaper than five cents."
It seems that the old lady's sales, there is no skill, in fact, these are not skills to make the old lady, and actually when we do business, the sales skills are not the old lady's copy? How many people are able to use it skillfully? I want to discuss it with you here.
Special love for special you
Here, let's not talk about the sales techniques of the old lady, just talk about her spirit. At such a young age, she still does the serious work, the tireless communication, the tireless demonstration, etc.
Why is she? Some people may say that life is forced, but our comrades are not forced by life! Buying a house and repaying a loan, a child paying tuition fees for school, talking about emotional investment, etc., which one does not need money. Maybe the old lady didn't think so much, let us civilized people give her a name: that is the pursuit of the old lady. Moreover, some people do not know what to say about the product, no spirit of the old lady, what is it, so the product is prepared for people like the old lady, they give the product the soul and vitality.
Last year, a dealer gave me a call, his sales have been falling, please ask me for help. I am also very anxious. He is our big family. Recently, we have not sent people to help him manage to reduce costs. The problem is here. I took a visit with such questions. I did not open a training meeting or communicate with my boss. Instead, I personally tracked their salesmen. I found that there were several drivers who drove the goods to more than ten o’clock. The car stopped to the side of the road to sleep, and reported back to the boss at noon, not to say that the following boss is not, that is, people do not wait, a large number of reasons, Zhangkou will come, do you say that sales can improve? Maybe this is the case. The problem lies with my dealer. If the problem really lies with him, what is still doing here? There is no place to stay here, there is a place to stay in the home, and to develop elsewhere, there is steel used in the blade. In fact, I communicated with them a few times privately. This is not the case. It is just too hot. The following orders are small and unwilling to send them. The monthly salary is 500 yuan. This is the real reason why they do not want to leave. Seeing this situation, I am a little sad, 500 yuan to sell their good time! 500 yuan sold his reputation! Why do you have to stare at this 500 yuan? Why don't you earn 1000 yuan and 2000 yuan? I advise the buddies who have this kind of practice and this kind of thinking, don't be a salesman, go home and hold the kids! This stage is built for people who have ideas and pursuits. It is a bit more white. This industry is to make you earn more money, earn more money, let your parents spend more, and let your wife and children eat better. . This may be ugly, but most of us are good comrades, please don't be seated.
Love will win
Now let's talk about the old lady's product problems. Is her product really "broken"? I don't think so. She just puts a product that she can't sell well, finds a reason for selling, as a selling point, paving the way for sales. Her method may be forced out, perhaps inspired by others, we will not go to the study, but she used this method to achieve the purpose, solve her problem, and put the small vest out. Now how many of our young and promising managers can solve the market problems in the market like the old lady? There are problems in the market. The reasons are always sufficient. I started to ask the company for policies. If the policy has not solved the problem, it will shirk its responsibility. This is caused by Zhang San. This is caused by Li Si, but it is not our own fault. . Maybe the market problem is caused by the company, maybe it is caused by other people, but why don't we face it? The company sent us to the market to revolutionize, who is the life? Let's go to the market to solve the problem, instead of letting us put the problem back in my pocket. Here is an example.
A few days ago, our company sent people to Taiyuan to solve the problem twice. They all failed to return. However, the reason for their report was that one after another, the company sent the salesman Xiao Zhang again. Xiao Zhang is not good at the company, but it is relatively advanced. Xiao Zhang went for half a month and did not call the company but solved the problem. In fact, after he went there, there was no positive contact with the dealers. Instead, he went to the market to inspect and found that the products were not right. This market mainly sold 1*6 cans of gift boxes, and ours was 1*8, and the price was higher. Not smooth. So I communicated with the dealer and took back the goods of the main sophomore batch. Two boxes of each box were taken out and repackaged. The price was lowered, and the sticker was pasted on the box. Due to printing errors, 1*8 is now changed. 1*6, if there is a quality problem, we will give a reward of 1:100, call *********". More than a thousand pieces of goods, Xiao Zhang himself unpacked, wrapped, and with the dealers to follow the car to distribute goods, more than 100 pieces left, dealers look at him like the hard work, really can not bear Let him go back first. When he came back, let him introduce the experience. He only said one sentence: Anyone who wants to do well can do well.
You are the only one in my world
Let's talk about the later move of the old lady, the promotion, "two pieces, each piece is fifty cents cheaper." It seems that there is nothing new, we may use it like this, but whether we can use it is another matter. Here I am studying a recording. "Some boss, the hard work pays off, my manager and I said, the promotion has finally been approved, you pay, the goods will arrive tomorrow." It seems that to complete the task, to the customer to ship, I only have you in your eyes --- promotion, the manager seems to be a big bad guy, especially for the difficult dealers, do not give promotions without giving money. We will not discuss the salesman's doing this right or wrong. I just want to communicate with our friends. Can we, like the old lady, "have to be two pieces," is "every piece of cheap five cents"? So many of our friends only know that they want to promote, but they don’t know how to use promotions.
In the first month of this year, the New Year is over, and all the manufacturers are engaged in activities and promotion. The company I am in is no exception. However, although one customer got the promotion, the sales volume has not improved, and later discovered. He put the promotion as a profit and put it in his pocket. According to the company's plan, this activity is mainly used for access, and our salesmen are as unclear as the customers. When the product is not sold, the salesman and the dealer will ask the company for policies. How many policies can we fill the dealer's pocket? The company is not a bank, or the bank will not do so. At that time, the company categorically rejected their request. Under the guidance of the company, the policy was repositioned. The dealer also accepted the sales volume.
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