Of course, the success rate of this kind of sales is highly related to the quality of the sales strategy applied by the marketing director.
Because if the door is closed at last, few customers can be obtained, and the profit recovered is too small, then the sales pressure will be very great.
In order not to waste your initial cost and manpower, the success rate of these sales psychological companies will be greatly improved as long as you can integrate them into your sales strategy.
First, commitment: the unconscious "contract spirit" makes you return home with a full load.
As a matter of fact, the promises we made when we were raised must be kept. For example, parents will educate their children: you promised your mother to eat first and then eat snacks yesterday. If children don't keep their promises, they will be criticized by their mothers for re-education.
When we grow up, fulfilling our promises has almost become a subtle behavior that we need to abide by.
This commitment can also be translated into sales skills:
For example, invite potential customers to a tasting meeting, where high-quality goods are provided free of charge. At the meeting, the sales staff should be arranged to mobilize the atmosphere, and then the time for skill display.
A) First, the host of the meeting will introduce the purpose and arrangement of this tasting. This is to eliminate the defensive psychology of customers. When customers are familiar with the environment and know the process arrangement, consumers' sense of security can be established.
B) Sales staff will perform a talent show at the meeting. To liven up the atmosphere. You know, making customers happy is the premise that customers are willing to pay the bill.
C) After tasting, consumers are required to fill in the tasting score sheet and comments. This is an obedient behavior setting. Let consumers follow your instructions. So let's start with a small explanation.
The host of the meeting should flexibly arrange parenthesis according to the situation on the spot: don't pay if you feel bad, but pay if you feel good. This bracket needs to be mentioned many times.
Then the after-product evaluation in the link 1 is equivalent to the consumption promise of "pay if you feel good".
Customer service here refers not only to the attitude of receiving customers, but also to creating opportunities to provide services to customers.
For example, on rainy days, customers' shoes get wet when they enter the store. You can get napkins for your customers, or even take out the extra shoes left in the office and change them for your customers, and then blow dry your customers' shoes with a hair dryer. What should be embodied here is the reciprocal mechanism. You helped me, and I naturally want to repay you.
Therefore, few consumers can "escape" under the pressure of commitment, reciprocity and return. So in the first game, you can get trading volume.
After the first activity makes customers make consumption commitments, you must arrange the follow-up marketing links. Then, after the opening of the second product promotion meeting, what the sales staff should do is to make the customers respond politely.
How do you feel today? Aunt, how have you been recently?
Customers usually have two reactions:
1. Polite reply: quite good.
2. Talk to you specifically: I went to the hospital recently and the doctor said that my blood pressure was high.
If you are in sales, you must see that the probability of replying to customers for the second time is obviously higher than that for the first time. Because the other person starts to think of you as someone to talk to.
But don't be discouraged if you get the first response.
Because even if it is a courtesy response, we will find through some data comparison that the probability of paying the bill for people who make a courtesy response is 30% higher than that for those who don't respond. Because in our subconscious, it is difficult to say "no" to people who care about us. Because we will be afraid, once we say "no", the other party will take back my concern and I will lose my love.
The second activity mainly relies on the interaction between sales staff and customers to push orders. Because customers have already had consumer awareness of goods through the first activity. For sales staff, this is a good opportunity to apply the push-order technology. The book "Sales Depends on Emotional Intelligence, Success Depends on Skills" specifically explains the skills of pushing orders.
What is the "redefinition" of customer identity? Is to change the customer's own perception, from an ordinary consumer to a propagandist of your product.
For example, awarding prizes, initiating essay writing or speech contest are all good ways. This effect is no less than micro-media advertising.
In order to participate in the competition and win awards, ordinary consumers will take the initiative to understand the products and make positive descriptions and publicity in their behavior. At this point, the identity of the participants has changed from ordinary people to your product logo.
Let consumers all over the country write advertisements for you, and you can drive the sales of your products by cultivating a large number of potential consumers.
Therefore, there are many ways to do sales. Whether it is face-to-face sales, face-to-face sales or marketing, sales psychology is widely used and effective.
The book "Sales Depends on Emotional Intelligence, Success Depends on Skills" covers sales psychology, high emotional intelligence, practical sales skills and case analysis.
Its contents include:
1. "Play with" customer care and make the performance grow geometrically.
2. Emotional feedback to awaken customers' positive emotions.
3. Quickly close the psychological distance with customers and handle objections in three steps.
4. Psychological management methods of sales experts
5. How to deal with your potential customers quickly in 30 seconds?
6. Apply psychological principles to catch customers who hesitate to pay the bill.
7. The deep psychology behind customer rejection and its transformation methods.
8. Grasp the customer's attention and use psychological knowledge to build sales awareness.
9. Sales promotion: practical skills from "novice" to expert
For salespeople who are new to the workplace and want to challenge high salaries, this book provides time-saving and convenient methods for customer development, order attack and customer maintenance;
This book provides experienced sales experts with psychological knowledge that can be applied to sales behavior.