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Like Sales Girls.

2008/12/18 15:56:00 41930

No matter what product it makes.

Sale

There are six key factors: intelligence, customer demand, product value, customer relationship, price and customer experience.

Sale

It's just like fighting. What do you want to do in the first step of war?

"The first step in a war is to push the team forward."

"Pulling the team forward is the bandit's fight, which is a death.

Do you know what the terrain is?

Is it a forest or a mountain?

Is there any enemy encirclement in front of us?

How many enemies?

What weapons? "

"If we cannot know ourselves, we must not go to war.

No matter what product it makes.

Sale

There are six key factors: intelligence, customer demand, product value, customer relationship, price and customer experience.

Sale

First of all, a person must establish a relationship before he can tap the demand, then introduce the value in a targeted way, and negotiate the price after the customer accepts, and finally satisfy the customers through service.

This is the most basic form of sales.

As long as we master these six styles, our general rivals will be all right.

To be real

Sale

A master must practice his inner strength.

This method of internal strength can not be said so much.

Let's start with the six way.

Let's start with the first formula: gathering intelligence.

There are many ways, such as checking the Internet and checking the magazines inside the customers.

Gathering information is like gathering intelligence in combat. Don't neglect this step.

This is the basic skill. If this link is out of order, the consequences will be unthinkable.

In the first step, it is divided into four steps.

"There are many ways to collect data on the battlefield, sending scouts to the battlefield to detect or check maps, etc., but these methods can only get information about fur, and the most important and important way is to get information from the enemy."

If we capture a prisoner, we must first torture and extort confession.

Is to capture captives.

Collecting data is the first form of sales.

The first step is to develop the inner line.

The inside line is the customer who recognise our value and is willing to help us.

Without the inside line, you don't know how to start.

With the inside line, he collected information from his mouth in a comprehensive and clear way: the use of related products, the organizational structure of customers, the personal data of key customers, the activities of competitors in this client, and so on.

Developing inner lines is also like talking about girlfriends.

When you are not completely close to her.

First try to win her good friends.

Let her good friends provide you with information and information about operations.

You can always take the initiative.

Several internal lines have been developed inside the customer, which can be engineers who have just graduated from universities, cleaning nurses, and temporary workers who are responsible for booking tickets.

These people are not very high or important, so no factory is willing to pay attention to them. This makes you look different in their eyes, and soon gained their trust. They are your light cavalry. They began to provide intelligence before the war started.

The second step: fully understand the personal data of customers.

"Personal data is the most important part, including hobbies and interests, family situations, favorite sports and eating habits, itinerary, everything needs to be clear, and even a few mice at home must count."

When you figure out how many mice there are in the customer's house.

For example, "there are five birds in one nest, one male, one mother, two big ones, and three small ones.

Only then do you fully master the personal data of your customers.

"The collection and analysis of personal data is often the key to developing an action plan.

Do you know when Normandy landed in World War II?

"June 6, 1944."

"Do you know why it's on this day?"

"Because the Allies promised the Soviet Union to open up the second battleground as soon as possible, there are also reasons for the climate."

But why must it be on this day? "

"Because it's a woman's birthday. Do you know who this woman is?"

Rommel's wife's birthday, and Rommel is commander in chief of the German defense line in the Atlantic.

The Allied investigation authorities found that Rommel and his wife had a good relationship and would return to their home in Germany for their birthday.

So they combined the above factors to choose landing in June 6th.

On the day of landing in Normandy, Rommel was attending his wife's birthday banquet 800 kilometers away from home. The German army had no head, and the best armored division had no command of Marshal, and the Allied forces had successfully landed the bridgehead, so we can see how important it is to collect personal data.

The third step is to analyze digestive data.

"Collecting data is for digestion and analysis, otherwise it will ruin the data.

The third step is to analyze the organizational structure of the customer, from the customer's level, function and the role played in the procurement, will pick out the customers related to procurement, and find the clues to start.

I saw Wei nodded thoughtfully and continued: "many inexperienced salesmen see customers go ahead, but not clear about the relationship between customers. Failure is just around the corner.

The fourth step is to

Sale

Opportunity analysis.

"What is the analysis of sales opportunities?"

"Just like getting married in love, for example, what are the conditions for you to find a girlfriend?"

"First of all, you need to find a lady instead of a man unless you have a special hobby."

"Secondly, the best people do not marry, I do not say that marriage is not good, but the possibility is much smaller, the difficulty is much bigger.

The next age should be the same as you. You don't need to go to the kindergarten and the primary school, right?

For the same reason, salesmen have limited time and resources, so they must not see rabbits without hawks.

The fourth step is the key step, which determines whether sales can enter the next stage.

If there is no sales opportunity, do not enter the next step, so as not to spend time and resources on customers who do not produce orders.

So, you have to ask yourself four questions: "is there a sales opportunity within this customer?

Do we have products and programs?

Can we win?

Is it worth winning?

Sale

The second step is to establish relationships.

This is like a platoon of soldiers in combat. Who is responsible for attacking whom?

How to attack?

We have to make sure.

We all know when we do sales.

How do we get involved?

The knowledge is great.

If found

Sale

After the opportunity, we should immediately promote the relationship with customers.

But how can we rapidly promote customer relationship at the lowest possible cost?

I have to compare with chasing girls.

When you get the girl's phone through the inner line, the next stage is the agreement.

Customer relationship is also the same, but also experience the stage of cognition and appointment.

Now that I'm in the dating stage, what's going on is that the relationship has escalated from the dating relationship to a higher stage.

Go to the bar and get her drunk? "

That's wicked.

The next stage is to have intimate contact with her, such as holding hands or hugging, and the relationship develops from dating to girlfriend.

Is it possible for you to reach a hand in hand that night? "

You can ask her to watch the horror movie first, then go dancing, and then help her to read the palm fortune telling, really not to take her to skating. "

Then you can take her to the haunted house, and then take her to play some exciting games, then you can take the opportunity to reach the purpose of pulling hands, right?

In fact, the same is true of customer relations.