Many salesmen think that customers should buy his products. But there are many other products and services that are also good. Why did he buy yours? Assuming that you haven't analyzed it carefully, I think you will encounter great difficulties in the process of sales promotion. If you don't do this, it will be hard for you to fall in love with your products and services, because you don't know where your products are better than others. So, how to make customers buy their own products? Here is a sales principle-the heart is the best. To analyze the reasons why customers buy or not, you must carefully analyze your customers, as MacKay, the author of the best-selling book "Being the Best", said: "Knowing your customers is as important as knowing your products." You must ask yourself: Why do customers buy my products? You should find out these reasons. Why don't some potential customers buy it? What do buyers have in common? What do customers who don't buy have in common? As long as you classify these customers, you can understand that the original customers all have this trait, and the customers who don't buy have the same resistance. Knowing this, you can easily know how to improve the way of product introduction and marketing. Give customers 100% sense of security. In the process of sales promotion, you should constantly prove it to the customer so that he can trust you 100%. Everyone has fear when making a decision. He is afraid of making the wrong decision, Hua Cuo money. So you must give him a sense of security. I remember Lincoln said that if I want to go to court to defend a person, I must defend seven items. If the first six items are not as important as the seventh item, I will let you win all the first six items. I only need to defend the last item. This is so reasonable. Repeatedly stimulate customers to buy key points, such as selling a house. If a couple goes to see the house, Mr. Wang will say to his wife who likes the swimming pool, "Don't let the salesman know that you like it, so that we can't bargain." But if the salesman has seen his wife's special preference for swimming pools, then if the husband says, "Ah, this house is leaking." The salesman will say to his wife, "madam, look at such a beautiful swimming pool in the back." If Mr. Wang says, "This house seems to need to be renovated." The salesman only said to his wife, "madam, you can see the swimming pool in the back from this angle." When the shop assistant keeps talking about this swimming pool, the lady will say, "Yes! Yes! Yes! Swimming pool! The most important thing to buy this house is this swimming pool! " In other words, once you find the key, your chances of persuading customers are quite high. Know who has a great influence on customers. Of course, you must know who has a great influence on your customers. Because some people may not be able to make their own decisions, he may have to ask his wife. I used to sell a set of tens of thousands of kitchen knives, and my wife always said, "I dare not buy such expensive things, lest my husband scold me." So usually, when I sell, I will try to keep my husband and wife together. In addition, the husband and wife must listen together, otherwise I won't make a product introduction, because it is invalid. So you must know who has absolute influence on your customers. If you don't understand this, it's hard for him to make a decision on the spot. Always remember that sales is an emotional transfer, so if there is no deal on the spot, there is little chance of a deal afterwards, so make sure all key people are present. Understand and remove three reasons why customers don't buy. You must understand at least three reasons why customers don't buy from you. As I mentioned just now, everyone may have a main resistance point, but generally speaking, there are three main resistance points in the process of selling products. For example, I often tell others that I have to take classes and study. The first reason I know them is that they don't know what to read, the second reason is that they have no money for classes, and the third reason is that they have no time and can't spare time. If I want to convince him, if I don't clear these three obstacles, they can't sign up for classes. Design the impression you want to give your customers in advance. Ordinary salespeople have learned sales skills, but they know nothing about the concept of marketing, so let's share some marketing concepts now. The first marketing idea is "What kind of impression do you want to give customers?" For example, when customers talk about me, they will say, "This person is honest and trustworthy …" or "This person is polite, the products introduced by this person are great, this person has a good attitude, this person is dressed first-class, and this person is very likable …" You should design the impression you want to give your customers in advance, write it down on a piece of white paper, read it repeatedly every day, and ask yourself and answer. So when customers mention you, most of them will say good things, not bad things. Such a good impression may cause customers to introduce each other in large numbers and take the initiative to come to the door. You must know who your customers are. The special idea here is that you must know "Who are your customers?" Many times, not every product is suitable for everyone. It doesn't mean that you will succeed if you sell the best products in the world.