Second, needs: (1) physiological needs (2), safety needs (3), respect needs (4), social needs (5), knowledge needs (6), pursuit of beauty (pursuit of beauty is the greatest sentiment of human beings) (7) and self-realization.
Third, what to sell: cultural purpose, concept and spirit.
4. Love style: (1) Concern (2) Interest (3) Desire (4) Deal (5) After-sales service.
Five or ten meetings: (1) Smile (2), nod (3), shake hands (4), applaud (5), answer (6), praise (7), care (8), apologize (9), build momentum (10), and communicate.
Six, the golden rule (A, B, C) with the help of A (leaders, colleagues, friends, old customers) customer B I C
7. Disadvantages of marketers: (1) Self-centeredness (talking about companies, products and oneself); (2) Don't listen (convince customers not to win, but to win verbally and lose the market); (3) lack of persistence; (4) Unrealistic.
Eight, usually the customer's characteristics (1), disapproval: first accept the customer's opinions, listen to them, find out where the customer's needs are, and explain our advantages and what the customer doesn't know (2), intentional: "attack the order" at the first time (3), difficult (refusal): find other topics to guide, there are many ways to sell, and the customer's needs are diverse. (4) layman intervention (pretending not to understand): using the phone to create momentum, business cards to build shelves, temporarily snubbed, and the topic starts with the customer. (5) Uncertainty (attitude): Let's help him make up his mind and use the alternative method (6). We have no confidence in ourselves: we should learn to tell stories, tell our own experiences, tell other people's success stories, and cheer others up at the same time.
9. Overcome emotional problems (1), analyze other people's hobbies, have targeted communication (2), constantly change greetings (3), and communicate with family members when the host is away. Everyone has a kind side, and can introduce their friends to us, so as to understand their inner things. (4) Honesty, such as meeting at eight o'clock, gives people a sense of trust three times in a row. (5) Be resolute and clean, make people pay attention to you, make a good impression on each other, make people remember you (6), make people feel happy and unprepared, show affinity (7), give people advice (such as: don't smoke, drink less) (8), communicate like family (9) Send some warm messages. This is negotiation and communication. Tell him to improve his quality of life (12), do some practical things, such as cooking, cooking (13), enter his life circle (14), create a non-negotiable life atmosphere, * * * create a new life atmosphere, * * create a new life atmosphere. Arouse his sympathy (XVII), ask people to help with small things, get immediate feedback, make people feel exquisite (XVII), directly send some hometown specialties (XIX), and take photos with them to enhance the commemorative significance.
20. Love is the greatest. Others won't give alms because we are cheap, but they will say that we can't refuse because of our love! Ten, clinch a deal eight steps (1) market research to collect information (2) determine the goal (3) invitation (4) negotiation (5) clear cooperation conditions (6) the first stage of cooperation conditions and cooperation methods to achieve * * * knowledge (7) signing promotion (8) payment eleven, refused to clinch a deal (1), the reason for refusal in actual operation/kloc-0. The reason of the salesman's own customer needs to be dealt with. The essence of refusal needs to be improved: refusal is a habitual action of customers. Rejection can know what the customer really thinks. Dealing with rejection is the best time to introduce the next promotion link.
(2) Common reasons for the failure of promotion: 1, lack of self-management ability 2, determination of target market based on one's own characteristics 3, inattention to the conflict between personal image and environment 4, ignorance in controlling interviews on numerous issues 5, talking to oneself 5, reckless recommendation of goods before the final purchase point of prospective customers 6, lack of confidence in goods 7, narrow knowledge and superficial and boring conversation 3, promotion opportunity:/kloc- 3. Open your knees and relax naturally; 4. Actively talk, be friendly and smile; 5. Look through the display materials and ask questions; 6. Pay attention to the product description; 7. Listen carefully to your explanation and nod; 8. Take a deep breath. Make a decision. 9. Draw a chair, lean forward 10, objects, and gradually decrease 1 1. When appreciating your professionalism, (4) the ways to improve: 1, action method 2, substitution method 3, inducement method 4, and the formula of provocation method = strong desire+skilled technology+good attitude: 48% of the salespeople retreat after the first setback, and 25% of the salespeople retreat after the second setback, but12.
First-class talents: humble and knowledgeable.
Two suits: well dressed, generous and decent.
Three glasses of wine: You can drink ten glasses, but only three glasses, so as not to lose your temper.
Four tables of mahjong: stop at once and don't get carried away.
Five-party outing: there are many outings. Reading thousands of books is not as good as reading Wan Li Road, and reading Wan Li Road is not as good as reading countless people.
Six out of Qishan: strong persistence, not discouraged by setbacks
Seven skills of playing horse: adequate plan, several sets of playing methods, and one set can't be replaced.
Eight-mouth boast: it comes from life is higher than life, and the language should be vivid and flesh-and-blood, but it can't be boasted indiscriminately.
Patience at nine o'clock: be calm, not arbitrary, not blind, not impulsive, and speak with your head.
Work hard: if you don't know what you can't do, don't ask for a solution. Be modest, be a low-key person and do things with a high profile.
Beauty is in the eye of the beholder: treat the people we meet every day as lovers and cherish each other. The attitude of others towards you will always depend on you.
Swordsman's Sword: Do things resolutely and don't drag your feet.
Heroic courage: bold and cautious, dare to face.
Poet's heart: if you have a good attitude, talk about it when you are in good times, and be calm when you are in adversity.