Seek opportunity from inside demand
Opportunity from why and come, it is to originate actually the client's demand, as long as can the discovers a client demand of acumen, thinking next with why be being planted means informs a client, and invite a client have good experience, the thing that makes money then is met follow a rational line to do some work well.
Make a sale, a lot of people think complex, you need to remember 3 words only: Pain spot, urticant dot, bit more excited.
1, pain spot: The client is put in what problem, ta sleeps to be not worn become aware, ta affliction, these are painful it is the problem that the client is badly in need of wanting to solve;
2, urticant dot: On the job some at odds element, gutty and lack of power feeling, need somebody side flinchs crawly;
3, excited dot: Can bring to the client namely " Wow " the sort of stimulation of effect, produce pleasure instantly! Capture this at 3 o'clock, knock sheet instantly!
Below from small Duan Zi of a few sale, deepen everybody's understanding:
1, essence of life permits a client
Because the taxi driver is long sit, and easy unripe haemorrhoid. In a traffic flourishing a sector of an area, if use taxi software, term sound or the character pushs the message that sends to sell haemorrhoid drug, it is absolutely most the sale with accurate essence. Allegedly, a message can have 5 individual returns. This idea is simply too absolutely! When you look not to understand, people been actinging!
[enlightenment] pass through essence, see the anguish on taxi master body, for instance the problem such as haemorrhoid, lumbar, dig the client's demand deep, clinch a deal easily thereby client.
2, increase profit
Two caboodle dish sees before one vegetable stall.
The client asks: "Here how many money a jin? "Here how many money a jin??
Answer: "1. "1..
Ask again: "There? "There??
Answer: "1 5. "1 5..
Ask: "Why there sell 1 5? "Why there sell 1 5??
Answer: "There better. "There better..
Bought 1 then of 5.
Discovery spreads out later advocate turn a minute 1 into two lot quickly. Very fast, 1 a jin 5 sell light again!
[enlightenment] this is bit more excited, when you have a kind of price only, the client's choice is bought only with do not buy, when you have two kinds of prices, the client's choice became " of try to win sb's favor " or " those who buy difference " . And more clients chose try to win sb's favor on every day object, this is aeriform increased profit for you.
3, stimulative client repeats buy
One sells high-grade man business affairs the clothing store of outfit, the member service that roll out is: Every month is the clothes that this inn buys your dry-clean freely. Common member 1, silver gets stuck 2 times, gold gets stuck 3 times.
So this inn sells the clothes that go out, their member comes to dress recapture again dry-clean, come when waiting to take the clothes every time, want to see the new fund dress of this inn, look long, be bought more also. Inn of outfit of business affairs of this high-grade man serves through free dry cleaning, the lock was decided enough much client is consumed over. Your look, gift is so fierce!
[enlightenment] with little rise in value serves, let client be most willing to repeat the ground to come in inn, lock up calm client easily thereby.
4, the relation should give guest affection power
Believe a lot of people have experience personally, after the member that sell wants the client's QQ, small letter, either everyday clever chicken broth of be of one mind, it is a few dull greetings are mixed annoy.
Remember be in this year in March, I go inn of JEEP car 4S sees a car, like that one to be cut greatly very much originally, after looked, the member that be sold added small letter. My nightmare is later, every morning clever chicken broth of be of one mind, in the evening a good night, it is to lie between next trident the phone of 5, be in very busy when, blacklist was pulled under one anger!
So a lot of sales are doing useless work all the time, waste time! Self-righteous still think the client can remember you? Do you know yearly salary how is the sale of 1 million to do those who decide a client? With respect to a word- - abandon!
[enlightenment] be willing to part with or use, means has abandon ability to have, dashedade, small abandon small! The very much member that sell is not stridden namely give this one condition;
1, big to having savoured woman client, can choose to send fine flower, do not send a bundle big, the client can feel grand, at odds. The practice of ace is weekly one fasciculus, not grand, all show regard however. Say to fasten spend money on her mouth, be melted to become very happy however in the heart. When talking about collaboration with you again, the heart is soft, get twice the result with half the effort of it may be said.
2, old to male client, company leadership, can choose to send a few high-grade wine, this can be bought in winebibber net, must high-grade, quality goods, if buy false wine to be able to give dry ration not to say surely, the business is done hard also.
3, when recieving a client, did not let a client call a taxi; The client needs exalted feeling, sense be attentioned, what recommend to everybody is to compare popular special to order now make, need a phone only, 1 hour books model of corresponding, high end, major to deserve to drive, expend by chronometer, relaxed help client gets on a good car easily about, nobility is not expensive, sit special feeling affirmation is different.
4, additional, when congratulate, send a delicate small cake, also be right choice.
Of course above say yes of corporeal level, of mental respect also not allow to ignore, if care, heavy to the client visual range is spent, having common interest or language with the client, visit every time can the client brings constructive guidance and proposal, accomplish these to invite a client by apathetic, turn into the heart is crawly; Of course, carry out hind also should maintain the same attention before carry out, accomplish these you leave a success not far.
It is good that outstanding achievement of adjoining that goods always compares me, later his fuddle I just know a reason. It is he paid close attention to to cry first than me unexpectedly " the sale is surprise seek " public date! Feel life was full of a road.
5, lend a promotion figure
Some commodity manufacturer garrisons China after the market, did a business that allows a lot of person of the same trades to look not to understand, open oneself straight battalion store in chummage namely very tall, the urban center square with very high cost, its are left an inn, it is well-known top class trademark: Sweet Nai.
A lot of people do not understand at the beginning, just understood slowly later. Original, think in client heart: Can with sweet Nai the product that makes neighbour, also be high-end product certainly. Clever manufacturer, with the cost of an image store, improved a product directly the position in client heart.
[enlightenment] borrow, namely clever lend force the position at other trademark, establish oneself the position in client heart. Your position in client heart, depend on on certain level you and who is together.
6, sell psywar
The couple rambles bazaar, take a fancy to a high-grade tableware femaly, insist to want to buy, the husband is disrelished expensive, do not agree to draw out money. Guide buy look, said a word to the husband stealthily, he listens to draw out money immediately. Be what lets him transform immediately? Guide the member that buy says to the husband: "So valuable dinner service, your madam is won't be willing to part with or use lets you wash a bowl. Your madam is won't be willing to part with or use lets you wash a bowl..
[enlightenment] this divides a hospital namely outside, the client's biggest pain spot? The client is not to be not bought, however not quite painful! Without what the person's idea is not changeable, the key is angle, want to be good at fathomming client psychology, be good at creating pain spot.
