Chapter 14 Section 3 Five-step marketing method in vertical and horizontal shopping malls

Is Lin Chong really a fool? Maybe, maybe not. To say that he is stupid, he really has a sense of stupidity, he insisted on opening up a large market with his persistence and hard work.It is said that he is not stupid because he is good at learning, so he got a sales cheat book called "Five-Step Sales Method" from somewhere, and hid in the dormitory to study it over and over again.Lin Chong was originally a master of martial arts. He knew that the five-step marketing method was like boxing routines.Such understanding and application in practice have led to a steady increase in sales.

What is the five-step sales method? Say a push passion.Husband's passion is the idea of ​​a salesman's victory.Boxing emphasizes that the intention is first, calligraphy emphasizes that the intention is first, and the salesmanship method is the same.Selling is a job that is easy to be rejected. If you don't have such a winning idea, you will be full of uncomfortable frustration after being rejected again and again.In this way, it is impossible to have a calm state of mind, and it is impossible to have warm and thoughtful service. It is said that every time a salesman visits 30 customers, it is possible to achieve a deal.Therefore, persistence and patience are particularly important.When the customer says "no", never give up lightly, but understand the real intention of the customer to say "no", and adjust the countermeasures in time.After going through one client after another, one rejection after another, you will gain extremely rich work experience and the ability to sell with ease.And in this process, you must consistently maintain your passion—you must use your passion to stimulate customers' desire to buy.

Said two push feelings.Just like a relationship between a man and a woman, the passion of unrequited love is not enough, you have to pay attention to the other person's feelings.All products and services are people-oriented and must meet the needs of customers.In other words, you should work with the philosophy of "emotions over products".There is a proverb in shopping malls: "Good feelings, good business; cold feelings, bad business." Next, you have to try to get customers to accept you and your product.This is a process from "talking about feelings" to "talking about business", experienced salesmen call it "building a bridge". If the "bridge" is done well, the embarrassment of "diving" can be avoided.

There is a Tang poem "Happy Rain on a Spring Night" that is well written. "Good rain knows the season"-Although the product is good, we must seize the opportunity to sell it. "When spring happens" - only when two people are in love, will there be a business sprout. "Sneaking into the night with the wind" - ingeniously introduce sales between words and intentions. "Moisturizing things silently" - like a spring dream, the transaction is realized naturally, allowing customers to enjoy the benefits of the product. Ask yourself: Are you Chunyu?If so, you also need to design a process to achieve the purpose of moistening things with spring rain, which is "building a bridge".

Said three push products.After the "bridge" is completed, it will proceed to the third step, which is the stage of product promotion.You need to understand the customer's needs, and then convincingly explain how your product will meet his needs. To be precise, what the customer needs is not your product, but the benefit that your product can provide him and what he wants.For example, customers are not buying clothes, but beautiful, chic, fashionable, charm and demeanor; customers are not buying furniture, but luxury and comfortable home life; customers are not buying medicines, but health; Customers are not buying wine, but the pride of life.You can let customers find that urgent need in the experience through demonstration and verification.

It is said that the price is pushed four times.Price always seems to be a sensitive issue.With customers, price equals consideration.Everyone hopes to obtain the maximum benefit at the minimum cost.A wise salesman knows how to use suggestive language to give customers a sense of high quality and low price. Decimal quoting is a good way to go.The so-called decimal quotation refers to the quotation in the smallest unit.Because the price is not high, it will give customers a feeling of "I can afford it".Of course, there are many customers who will compare your product with similar products. At this time, you have to try to redirect the customer's attention to your product, and at the same time make a convincing argument for the difference between the product and the product. illustrate.You need to let customers know that although your product is more expensive, it is more cost-effective compared to its value.

It is said to push the number of five.The trick to sell the quantity is: "Report the quantity in large numbers".The so-called large quantity reporting refers to the quantity reporting in large packages and large units.A large quantity means a large transaction volume.Even with some price concessions, larger quantities can often bring more lucrative profits. This is exactly: "The first push requires self-encouragement, the second push is full of good words, the third push has to demonstrate the product, the fourth push has a beautiful and low price, and the fifth push has a large quantity of packaging, and the transaction is easy to achieve." Lin Chong sells with these five steps. The law is a treasure book, which not only allows me to achieve extraordinary performance, but is also often used to train new employees of the company.With the continuous development of human resources, the third business department has rapidly developed into a strong sales force.