Collection ---- eight five-step marketing
widely read marketing industry sales worth Barbara Collection - the world's greatest salesman summary of the most classic handed down down is now called the classic .
III. introduced products (the product on the customer hand)
IV. transaction, assuming (rapid, responsible for the customer make a decision)
five. then traded (and more even more)
Experience: hello is a good start, if not let strangers greet each other baffled and the other was very rude, and the next is the beginning of self-confidence, without confidence in this step to be beaten down, again is the third step in a movement to do is Suppose the last step has been traded, then this step is a prepare IV. spare five hours. maintaining regional VI. to maintain the attitude VII. know what they are doing, and why? VIII. Control
experience: in this point is these criteria is not easy!
the so-called ), but generally mean: the ugly words at the head, and then one by one, then open to analysis, re-establish confidence in each other.
example: the performance of today's work you are good, although work on time, but Some work has wasted time, and if you can put in the breakfast before going to work, refueling and other things ready, I believe you will be more a lot of their time.
successful sales, the average method and the five-step eight
A: Five Steps to Take the World
first step: say hello to promote the sales staff to do the customer must first be done to close the course is to greet customers.
greeting should pay attention to three things: enthusiasm, eyes, smile. < br> Why did the first step of the first Passion: must be filled with enthusiasm. I wonder if you noticed not, greet others in the initiative and will definitely happen is: the people are very warm greeting, along with his passion for each other; cold person say hello to others will be indifferent response. so we must greet the customer enthusiasm for the first. your enthusiasm will affect the customer's mood.
This will give customers a certain shock effect. let your customers generated close. Some people think that this does not seem polite,
especially the men when the salesperson face of female clients. I can only tell you that you kind of thinking is wrong. so that the truth is very simple, One warm hello to you and you found him in God's eyes staring at you as if to speak, what would you do mental activities?
First curious, how people look at me like that ;
Second, there is a trace of tension, but also a little scared (nervous fear this will allow others to be controlled within a few minutes of your mind), produces a sense of urgency (a sense of urgency to make you nervous panic, overwhelmed.) At this point you may accept his arranged;
third is really excited, and began to feel good about this person (which is usually easily be bold and beautiful people short happen, no matter the reason). but dull, scattered eyes will give you the opposite effect. In this I will not say if you just find someone to test to see.
first step of the third point: there must be a sincere smile. sincere smile will widen Near the distance between you and the customer,
will look to each other due to causes that touch of tension and fear to make you respect and psychological rely on. (as a sales person, if trained baby's smile, and you necessarily the best)
second step: introduce yourself
whether the customer is on the strange dealings with customers, you do not forget to say hello, the customers by introducing themselves to strengthen the memory system. Introduction also pay attention to when their three points: simple, clear, self-confidence.
One is to simple. a brief introduction will not only let customers know you all of a sudden,
below you will leave enough time for sales, There is simply the easiest to remember is the customer. a customer to remember you,
he could give introduce you to more customers, but also conducive to the establishment of future transactions with customers.
The second is to clear. Why should we know? I think we all know do not speak. (think about yourself)
Third, self-confidence. Confidence is the most important, not only can affect your self-confidence, but also control the customer.
third Step: Products
1, try to get products into customers hands. for customers to experience the products involved, which would make him feel that he's a product has,
hands and then suddenly back from the product to the customer Customers have a sense of loss. good use of sense of loss: the appropriate sense of loss to each other, make each other lost and can not be reconciled, so that your sales activities more successfully.
2, concise introduction to products. Try to understand language to introduce the customer products, better not let the customer did not understand the jargon.
3. fried prices. fried hot from the prices demanded, in good faith. with eyes fixed on the customer, understand each other's mental activity. Compare the price difference, do not do activities more expensive product with similar products to compare; if their products, the trade is the most expensive to fried products, the difference between value and price,
All in all, a sense of accomplishment for customers to make money on the line.
Step four: closing
1, when the action requested transaction and the right professional, professional make the decision to buy the other that he is right.
2, make customers want to know the problems and quick answers Treatment problem, do not let customers think they have too many opportunities, or else too many questions not only make you rush to break the sales process. also concerns more and more customers, so that you can not control and shake the determination of the customer to buy .
3, to multi-hypothesis - assuming the transaction, assuming, for example, and so on. so that customers feel the products have been his (next door to the boss had already purchased the 200, the use of effect is very beautiful. or else you ask asked him).
Step five: then closing up the victory, seizing the other's purchase motivation, again to stimulate their desire to buy. good use of ownership: each will have a sense of infinite satisfaction, and thus forget his contribution. do customers that can strengthen the faith, will not regret buying your products.
II: successful sales of the eight points
first point: there are many ready
marketing counterparts in sales process , always feel very difficult and often than people from the early, no one has done well to pull the heart of the issue. sometimes obviously feeling well good, can always be inexplicably in the middle of unexpected, Faced with this situation can only be acute heart Huogong heart. why our marketing staff who happen then? The main reason is we have not prepared before you do something big to do the program we will carefully pre-planning, As a routine, always from the heart did not feel the importance of preparation, that does not make sense, so the above situation to occur.
prepared to say it is simple to start with is not difficult, The challenge is both to do anything to do every day to do so. Take a basic terminal operations staff to do it, he has to do their job, you have to work the night before in all the preparatory work to do such as the selected area, good route planning, prepare product information, assisted marketing tools. But in fact most of the junior officers are not willing to do these things. Even many senior marketing people think that for some sometimes superfluous things, which is between us and where the foreign-funded enterprises have. There was no risk of equipment before, ready to let us in sales will not rush. cornerstone.
second point: time
in a sense, are not allowed to be late when it was a waste of time is a waste of their money, career and life.
core sales to deal with different people . time and who will make others think you are an honest person; a person will only be allowed to do when you leave the impression that no credit. No matter what the customer is always willing to have faith in human beings. punctual is also a habits. Some people will always complain about success Why do not come in his head. The reason is very simple and successful come to you, you always do not like about the region. time is to act according to plan we should be What not to do it will help us manage. time is for us to start on time, end on time.
third point: have a good attitude
to do with a good attitude to everything, to market themselves and sell products. a good attitude is a prerequisite for success. A person is only the right state of mind, and in order to do the right thing. no one can complain to count on the guy every day, can make big achievements. Everybody wants to find a shortcut to success, both wings of the eagle want to do, but do not want to do snail crawling on the ground. However, the ultimate success of the snail has reached the top, and we still did not actually grow wings to. < br> to do with the greatest passion in front of every little thing, to repeat the success of small, in the end you will reap great success.
fourth point: Keep the area
lot of people want to do sales the bigger the better your site, indeed the final site of a total
market is limited, and the greater region starting point for the higher input costs, the corresponding benefits will be lower. All we advocate keeping areas, see feet of every customer in the region to achieve average.
fifth point: to keep a sales attitude
is a very dull, very tedious thing. In most cases the same process is repeated . Over time, people inevitably get bored, we need at this time to maintain a good attitude, adhere to impress others with the passion touched themselves, do not complain and positive side to bear fruit. to a simple thing to do is easy, but to repeat this simple thing has been going
not so simple, it will require us to succeed. there are many cases of failure is not that they did not make a good start, but in the end did not insist in the end. a simple matter to repeat to do and stick to it, to do more, like a successful immune.
sixth point: spare 8 hours
the surface, this is a very simple thing, however. Which companies which were work is not done when the 8 small
? Some have said, do not speak about this stuff all the same. facts really do so? within eight hours of work, we really never had deserted? particular We do sales people on the outside. As long as we think carefully, we can not waste a lot of work time, people used to talk gossip with nothing to do, to do unnecessary things, and wander the fun. really not much to do at least eight hours, more Do not talk about is the efficiency
8 hours. because sometimes we do not succeed and a waste of time are related. adhere to the spare 8 hours, keep the passion, excitement and impulse,
to continue to grow.
s seven: What is the situation under control
customer? most people would say it is God. many of the marketing education is the education of our marketing people that
trade him. God wants us to unconditionally obey his will, to the customers we unconditional obedience to the bird also will have a result, we can only let Gu
eighth point: know what you do, why do
why we engaged in their present job? may ask a hundred people there will be a hundred different answers. but really know the direction and prospects are not many. a proper aim in life, a career plan in place will make people understand that products are only tools, to learn this business is more important. clearly the ultimate direction of their own, we will know what things should be done, which is unnecessary to do things, what is right, what is wrong.
Take in sales terms. a region Sales can not do? sales can be? rely on? Most people would say: Look how much capacity. So from where our ability to? My answer is that ability to come from inside our planning. How many plan to How many of the mind, with mind you will follow your plan to work on. Only in this way we will not be getting lost in the trivial little things.
a qualified dealer, you must first learn to successfully marketing themselves. focus on their own the conduct and quality improvement training, correct attitude, refused to have the courage to face challenges, overcome inferiority complex, to get success in life. regardless of speech, manner, instrument, morale is very important. a cool head, superior instrument, plus a clear ability to express our warm, sincere, excited attitude. in our industry, there is no concept of the so-called products, sell products and not sell does not matter. Most customers are not buying our products but our attitude and prices. The key point is that we have to create a customer on our own sense of identity. because customers are buying our excitement, it does not matter what products to buy, only the tube most of the customers and do not understand this truth.
average method is to teach you throughout the day to sell to 300 people, this is a numbers game, but also the success of which we winning magic. even if you're not completely done, but as long as efforts to advance this goal, efforts to implement the averaging method, you must be very hard work, your performance will certainly leaps and bounds. average power is quite considerable. in the promotion level, we can keep the size of the company, shopping malls, hotels, shops, homes, pedestrians, McDonald's, the office market, etc.; in contact with people, we will encounter all sorts of various people, most of those who refused to give us excellent growth opportunities, our rejection from their constantly upgrading our language skills, organizational skills, ability and resourcefulness ability to withstand heart. If customers see less, will be less opportunity to exercise, growth will slow, and you'll get it for much longer time to reach a goal, even worse, growing too slow, you will become lazy full becomes Oil Stick, until the stragglers outliers. going all out efforts to implement effective average it. Finally, we must understand that people change on their own success, not by changes in others. And success is a price to pay, but have to pay to succeed. but if it fails, will pay a lifetime price. success is not defined, a person can say : own decomposition process of selling products, repeated practice, I believe that marketers will be able to do a terminal. just to do most sales staff nervous, very afraid of the customer, this time only sale of magic is to practice more, Ignore sales targets, and recite five-step sales marketing
eight, was fluent in the back, and establish their confidence, are likely to achieve sales. When you know a successful five-step sales after eight, there should be self- showmanship. know how to use the other psychological and sales techniques, it has to start using their own subjective thinking create an atmosphere to make their own arrangements for each other to achieve sales objectives. have a very strong self-expression ability, the desire to understand each other. to each other in their implementation of sales under strong infection. (This article written by me, though not entirely, but I thought between he of the consistent recognition can be said, because the five-step eight 8 years of sales in my career there has always been with me, not to mention he brought me a simple marketing world)
eight five-step method to help a lot of the average entrepreneur, for marketers, the ability to operate on real handy, and that really need an extraordinary time. come here so long, saw a lot of friends around me have become enthusiastic star, because they come up with their actual experiences, for the majority of his selfless dedication Ali, one by one start the difficult process tonight I sum up their sales over the past few years, history and experience, and we
out the exchange, I hope we can bring some help, but can lay the foundation for our common future.
good five-step sales :
first step: hello.
do to promote the sales staff to close the customer must first be done, of course, say hello to customers.
greeting should pay attention to three points, enthusiasm, eyes, smile.
The first enthusiasm, I wonder if everyone noticed No, greet others in the initiative and will definitely happen is that people greet each other along with his passion for passion, indifferent to the people every response will be to get cold, so we say hello to customers must be dedicated for the first time. Your enthusiasm will affect the customer's mood.
points of the second eye, with the focus eyes on each other's eyes, this will give the customer a certain shock effect will generate customers for your heart close, some people feel that this man does not seem polite, especially when the salesman face of female customers, I can only tell you, you think it is wrong. This is simple truth that a man of passion You say hello and you find his eyes staring at you as if God's talking, what would you do mental activities? First, curious, how this man looked at me. Second, there is a trace of nervous and a little scared (This will allow others to be afraid of tension within a few minutes to control your mind), produces a sense of urgency, a sense of urgency to make you nervous side chaos, what to do, then you may accept his arrangements. Third, really excited and started to feel good about this person (which is usually easily be bold and beautiful people short happen, no matter the reason). but dull, scattered eyes will give you the opposite effect. I am not saying this As long as you just find someone to test to see.
third point must have a sincere smile, sincere smile will narrow the distance between you and the customer, will look to each other due to a trace of tension and that caused afraid to make you rely on the respect and psychological.
Step two: introduce yourself.
either unfamiliar dealings with customers or clients for you do not forget to introduce yourself after the greeting to reinforce the memory of the customer system. introduce themselves should pay attention to three points, simple, clear and confident. One should be simple, brief introduction to not only let customers know you will immediately following the sale of the work for you leave enough time, there is a simple is most likely to remember the customer, a customer remember you, he could give introduce you to more customers, but also conducive to the establishment of future transactions with customers. The second is to clear, why do not speak clearly I think we all understand . Third, self-confidence, self-confidence is the most important, confidence can not only control of your own customers.
third step: introduce products. Introduction 1 product, the product into the hands of customers, so customers experience involved products, which would make him feel that his product has, and then suddenly holding back products from customers so that customers have a sense of loss. good use of sense of loss: the appropriate sense of loss to each other, make each other lost and can not be reconciled, so that your sales .2 activities more smoothly, introducing products to clean and clear. Try to understand language to introduce products, customers, better not let the customer did not understand the terminology .3, fried hot from the price requested, in good faith, with eyes fixed on the customer to understand other mental activities. fried products that do the price comparison with the usual activities of the price difference, did not do the activities and similar products to compare products more expensive, if your product is the industry's most expensive products on the value and price speculation the difference between, in short, a sense of accomplishment for customers to make money on the line.
Step four: deal.
a turnover of professional and just right when the action requirements, professional make the other feel that he's buying decision right.
Second, customers want to know the issues proposed, and quick answers deal with the problem, do not let customers think they have too many opportunities, otherwise too many different makes you question not only will rush to break the sales process customer concerns more and more so that you can not control and shake the determination of the customer to buy.
Third, the assumptions used to more - assuming the transaction, assuming, for example, and so on. so that customers feel the products have been his.
fifth Step: Re transaction.
up the victory, seizing the other's purchase motivation, again to stimulate their desire to buy. good use of ownership: each will have a sense of infinite satisfaction, and thus forget his contribution. do that can strengthen customer conviction will not regret buying your products.
as long as you press the above steps will own the process of selling products decompose repeated practice I believe that marketers will be able to make a terminal.
sales staff just do Most of nervous, very afraid of the customer, this time the only magic is to practice more sales, ignoring sales targets, sales to recite five steps, get back the confidence to create their own fluency are likely to achieve sales.
When you understand sales after five steps of self-expression desire to have, know how to use each other after psychological and sales skills to begin to use their own subjective thinking create an atmosphere to make each other under their own arrangements for sales purposes.
have a very strong self-expression ability, the desire to understand each other. to each other in their implementation of sales under strong infection.
Finally, the sale of five-step exercises into their own instincts, sales jump in sales. to do this you will not only be good terminal marketers, you can already qualified for the position of any marketing.
conducted business success to the staff every day at eight, on the outside who want to succeed in marketing announced, hoping to effect better ideas.
first point: prepare for a small marketing
fellow doing the sales process is always the feeling that beyond their grasp, often from early than people who do not pull the heart of the issue well. sometimes feel well obviously good The incident, in the middle always unexpected and inexplicably, the face of this situation can only be acute heart Huogong heart. why our marketing staff by the body in this case, the main reason is that we do things not done before prepare, we will carefully plan a big to do advance planning, but as a routine, always from the heart did not feel the importance of preparation, that does not make sense so it was a case of the above.
prepared This sounds a simple, not difficult to start, difficult to do anything difficult, both in doing so, every day to do so.
took a terminal to do grass-roots business people, he should do own work, you have to work the night before to do all the preparatory work, such as the selected area, good route planning, prepare product information, assisted marketing tools. But in fact most of the junior officers are reluctant to do these things. with many senior people, some believe that the marketing is more than ready to do sometimes, which is a gap between us and where the foreign-funded enterprises. there be no risk of preparation, ready to let us do not rush the time of sale. The core of this with different people. time people let others think you are an honest person, a person will only be allowed to do when you leave the impression that no credit.
does not matter what the customers are always willing to associate with people with a faith.
time is a habit. Some people will always complain about success Why do not want to come in his own head, the reason is very simple and successful come to you, you about and to always do not like.
time is to act according to plan we should do, what not to do it will help us manage. time is for us to start on time, end on time.
third point:
have a good attitude to do with a good attitude in everything, to market themselves and sell products. a good attitude is a prerequisite to success. A person has the right attitude can we only do the right thing, and who can count on the guy complaining every day to make big achievements. Many people have to find a shortcut to success, both wings of the eagle want to do, not want to crawl on the floor of the snail, the snail has reached the ultimate success of the top sometimes we have not wings to.
do with the greatest passion in front of every little thing, repeating the success of small, in the end you will reap great achievement.
fourth point: Keep the area < br> Many people do want to sell the site the bigger the better, and in fact a market for the final site of the limits, and engage the larger region from the high cost of entry, the corresponding benefits will be lower. all of us advocates maintain the area, see the feet of every customer in the region to achieve average.
fifth point: to keep the attitude
in sales is a very monotonous very cumbersome thing, in most cases are constantly Repeat the same process over time will inevitably make people feel bored, we need at this time to maintain a good attitude and adhere to impress others with the passion to touch yourself, do not complain and positive side to bear fruit.
to a simple thing to do is easy, but to repeat this simple thing has been going on is not so simple, it will require us to succeed. there are many cases of failure is not that they did not make a good start, but in the end did not stick to the end.
sixth point: 8 hours
done enough on the surface this is a very simple thing, there are the companies that do not work 8 hours. So some people say that this stuff does not speak do not speak the same .
facts so you really?
within eight hours at work, we really never had deserted, especially our sales people out to do, as long as we think carefully, we can not waste a lot of working hours, to talk gossip with unrelated people, doing unnecessary things, and desertion, watch full eight hours really is not much to do, not to be efficient about 8 hours. because sometimes we do not succeed and a waste of time is related to The. adhere to the spare 8 hours, keep the passion, excitement and impulse can continue to grow.
seventh point: What is the situation under control
customers, most people would say it is God. many of the marketing education is that education I have our marketing people.
customers really God? customer is not God, God can feed us the selfless, the customer will not, he wants us to use his interests and his need to deal. God wants us to obey his will unconditionally , unconditional customer we would only have to obey a result, we can allow customers to get unlimited greed, desire is never filled pit. so we want to know how to control transactions with customers.
the world control and be controlled only two options, some companies choose to be consumers to control all day long so busy with all the requirements of customers that will be able to retain customers so that customers know that a requirement to meet the new demands he will be there; Some companies have chosen to control, they only know how to deal with consumers, they can always create one consumer trends for customers to transfer holding in after him. to control their own people under control before, control themselves, customers and the presence of people, but also is to control their own future. Even if you can not control other people, but the total can hold their own; you can not predict tomorrow, but you can try your best;
you can not extend the length of life, but you can determine the width of life, you < br>
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