Three successful experiences in promoting business

[China Glass Network] First, we must determine who is the real boss
As a business person, when selling goods, you must have the power of Sun Wukong’s eyes. Recognize who has the right to make the purchase decision, do not work hard on those who do not have the right to purchase, so as to waste time and energy.

About 20 years ago, Japan’s most famous salesman, Mr. Heiyan Zhengxing, was responsible for completing a transaction.

This is not as simple as expected.

Hei has visited a customer twice, but the conversation is not over. The third visit, he lived in the customer's home. It was night, the night was deep, and the black rock went to the toilet. When I went back to the corridor from the toilet, I heard the hoarse voice of an old woman: "To be honest, I hate it. The day before yesterday, the man came, and today he came again. I don't greet me with a 'hello'. Even if I buy something, I will never spend money on it. I save money, and I can't afford to buy even an electric blanket. I don't have that much money..."

This old lady is the boss who truly grasps the financial power!

Heihara thought that the person who made the decision to purchase should be the head of his family - the 43-year-old master and the eldest son of the old lady. just now. He found the wrong pull. Therefore, he promptly remedy, gave her an electric blanket when the old woman was 70 years old, and successfully reached a deal.

Second, encourage customers to be more good

The salesperson hopes that the customer can buy more things, persuade the customer to buy more things than originally planned, and sometimes it is not a self-help behavior of the salesperson to expand sales, it is a friendly suggestion.

for example.

When the salesman smiles and gives the male customer a handkerchief, he can persuade the customer to buy a handkerchief. Because the male rivals are more casual, they can be discarded at any time, and buy one more spare. If the salesperson's good advice can impress the customer, then the sales volume will increase greatly. Other daily utensils such as shoelaces, shaving, toothpaste, etc. are also true. Suggested ways for customers to buy more: "Mr. Buying a box of instant noodles is more economical." "Would you like to be large? It is actually more economical." (eg toothpaste, etc.)

To this end, some owners always teach salesmen like this:

It should be said: 1. Is it enough to buy 6 pairs? 2. You need to buy 6 pairs so that you can wear new ones every day next week. 3. Why not bring back 6 pairs? Save in the future to buy again.

Should not say: 1. Is it enough to buy a pair? 2. You need to buy two pairs. 3. Why don't you buy half a dozen?

It can be seen that it is also a promotion method to advise customers to buy more. However, such advice must be sincere and reasonable, otherwise it will achieve the opposite effect.

Third, more important to customer enthusiasm

It is said that the way in which high-paying salesmen are recruited in the United States is sometimes surprising. One time, a US auto dealer recruiter took part in the test.

Among them, there is a "big man Jem" wearing a smocked overalls and a pair of canvas sneakers. When he enters the door, he sees the car in the showroom and yells out loudly: I want to put all these cars in my heart. sell away! His enthusiasm was noticed by the testers.

Later, when he was announced, "Big Jim" was chosen. When he heard the news, he was shocked. He had participated in the test and had a lot of fun, and he couldn’t think of being beaten. Since then, "Big Jim" has crossed the high-income car sales position.

This, "Big Jim" started working, and wanted to see the Seattle World Expo from the heart. He sold a lot of money in the first week of the month, enough for him to spend two weeks in Seattle. In the latter week of the month, he made a lot of money, which is equivalent to the full monthly income of other people in the sales department.

His performance proves the eye of the examiner's selection of talents. The skill is that he can learn by doing, and the more important thing is the human potential, which is the passion of people.

"Big Jim" is taking "the enthusiasm of a fire in the desert" and embarked on the road of glory.

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