Use sales promotion to explain all kinds of remarks made by supermarket waiters.

Pushing passion needs self-restraint, pushing feelings needs more praise, pushing products needs demonstration, pushing prices needs low prices, pushing mass packaging, and paying attention to transactions.

Sales promotion is to conclude and expand transactions. "clinch a deal" is the minimum condition for being a salesman; Whether you can "expand the transaction" can reflect whether you are a first-class salesman.

In many years of promotion practice, I summed up the "five-step promotion method", which made me achieve outstanding results. Now, I will contribute the five-step sales promotion method to everyone, hoping that everyone can achieve greater results.

Promote passion

If a salesperson doesn't have a successful attitude, even if he has good marketing skills, he can't succeed.

Salesmen are like matches, and customers are like candles. If you don't light yourself first, how can you light others?

How can a person without passion infect a stranger with grace? If you don't have the passion for success, please give up the sales work that deals with "failure" every day! Because you are doomed to be "unbearable".

Enthusiastic salespeople must achieve "three persistences":

1. Persist 100 days. Goldman Sachs, the world sales guru, said: "Sales begin with being rejected." You must not worry about setbacks. Anyway, do your best to finish it 100 days before saying "do it or not"?

2. Adhere to the principle of "four no concessions". According to one statistic, during the negotiation within 30 minutes, the Japanese have to say "no" twice; Americans have to say "no" five times; Koreans have to say "no" seven times; Brazilians will say "no" 42 times.

Therefore, the salesman must not give up the attack when he hears the customer say "no" once. At least when you hear "no" four times, you should make a little concession.

3. Adhere to the L/3 principle.

There are only two things in the salesman's soul: "Diligence!"

It is generally believed in the sales field that every time a salesman visits 30 customers, 1 person may close the deal.

No wonder Japan's marketing god, Ichihara, said, "There is no secret to selling, only to walk a few more steps than others and run more chivalrously than others."

It can be seen that a salesman without passion is even worse. So, how to make yourself full of passion for struggle?

First of all, write out your own advantages and read them once a day; You should give a spiritual speech at least once a day. If you have a motto, you might as well read it aloud several times.

Secondly, it is necessary to read an inspirational book every week. I remember in Roosevelt's biography that he would wake up every morning and say to himself, "Today is the most brilliant day of his life!" " "

Second, push feelings

Joe Candleford, an American marketing magnate, thinks: "Marketing work is 98% emotional work and 2% product knowledge."

From this perspective, nothing is more important than "pulling" feelings in actual sales promotion.

After the salesman meets the customer, "10 minutes without business negotiation".

So what are we talking about?

Talk about feelings. This is the first step in the substantive promotion process.

General Motors once called it "warming up" to do emotional work (such as giving a small gift). It means "hot".

If a salesperson can't "warm up" with customers and shorten the psychological distance, the door to success will be far away.

"The feelings are beautiful and the business is beautiful; Feelings are cold and business is yellow. "

To this end, three methods should be adopted:

1. British style: talking about family.

2. American: always praise.

3. Chinese style: have a light meal.

Novices in sales promotion often make two mistakes: first, they don't "push their feelings" at first, but they coldly ask "buy or not" and "do you want it" when they meet. Second, they learned this step later, but they always "jumped off the cliff". Even when it is "hot", it is not to the point. So I had to "hahaha, hey, Manager Wang, now let's talk about business?" -This is almost "suicide".

Customers will immediately be alert: "Oh, I should buy something!" "

In fact, there should be a subtle transition from "talking about feelings" to "talking about business". This transition is "bridge building".

"Be a bridge" and you won't "jump off a cliff" and fall to your death.

There is a well-written Tang poem that leads us to romance:

"Good rain knows the season"-you should seize the promotion opportunity; "When Spring Comes"-There is business when you are passionate; "Sneak into the night with the wind"-push the boat with the current and guide people to sell with emotion; "Moisten things quietly"-unconsciously complete the sale.

Wonderful! This is a vivid portrayal of a first-class salesman in the process of sales promotion.

Therefore, excellent salespeople can show real advantages in "building bridges".

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To "build a bridge", you have to design several "lines" or conform to the situation; Or make up an interesting story to connect the preceding with the following.

For example, you are a salesman in a fertilizer plant. You can say, "I just noticed that you said we had a scene here the other day." Spring rain is as expensive as oil! Good rain, good fat, is a bumper harvest. It's time for spring sowing. Is the fertilizer market here good? "

This is naturally coherent and cleverly "bridged". Ask customers to come over from the "bridge" and the sales will be logical.

Three push products

After "building a bridge", the sales promotion will go to the third step, that is, the product sales promotion stage.

A salesman should always remember that customers buy your products, which is the benefits and benefits brought to him by buying products. Instead of buying the price, the novelty and the product itself.

And these are just the mistakes that novice salespeople are most likely to make.

To promote products, it is necessary to promote the benefits generated by product functions.

In addition to profit promotion, in actual promotion, "demonstration+suggestion" is the magic weapon to win promotion.

"Demonstration" makes people see what they believe.

Anli company in America sells cleaning agents, and puts shoe polish on hands or handkerchiefs, and then "washes them off". It's like "selling a knife by a mute", which can make people twice as relaxed as you. During the presentation, the salesperson must hint and guide the customer to follow your ideas.

Psychology shows that when a person comes into contact with a new thing, his mind is prone to radioactive thinking. And hints will make people think in a directional way.

For example, a customer tasted a new drink. If you ask stupidly, "How does it taste?" Customers will immediately think of "disorder". Good or bad, too sour, too sweet and so on. Once the first concept comes into being, it is difficult to erase, which is very unfavorable for negotiations.

You really should hint: "This drink is sour first and then sweet, with a faint fragrance." Ask him "right" after drinking?

Facts have proved that if you say "sour before sweet", he will nod "good"; If you say "sweet before sour", he nods to say "absolutely right".

Language stimulation is always one step ahead. Smart salesmen always use words to hint at the good side.

Four push prices

Price has always been a sensitive issue of commodities.

A clever salesman should use the language that implies that the price is "not expensive" to make clever quotations to customers.

Once a vegetable farmer really taught me a lesson on this point. I once bought coriander and asked, "How much is it?" Answer: "The old price was 80 cents." I bought five taels. I didn't know until I got home that this coriander was originally 8 yuan a catty, which was more expensive than the price of meat! Fooled! Fooled! But at that time, in my hazy consciousness, "old price" was equal to "cheap". Come to think of it, there is no connection between the two.

Strangely, when dealing with vegetable farmers, I don't think it's expensive at all.

I finally learned to push the price.

If the customer has the psychology of "refusing to buy at a high price", I will solve the problem from "one point for one price". Show the efficacy of the product and you can prove it.

However, I think "fractional quotation"-this is the real secret of "four push prices". Decimal quotation is quoted in the smallest unit.

You must never say, "This product L has 10, and it costs * * * 2000." Say, "200 yuan can only make 1 piece for such a good product."

It's just a trick.

However, because the price is too high, salesmen hit a wall everywhere. You have to play some tricks.

At present, there are two kinds of health products on the market called "love soothing liquid", and the price is 98.60 yuan/box. And the same kind of well-known brand "Taitai Oral Liquid" only needs 38 yuan/box. How much is it?

I think many salespeople have faced this headache.

When training the sales manager of the production team, my method is to find out the difference between the two products and then make a "detailed quotation".

For example, customers ask, "Why is it so expensive?"

Sales Manager: Good question. As the saying goes, "You get what you pay for". You see, similar beauty products are all herbal preparations, but in fact they are just some Chinese herbal medicines. This product is a biological agent. Deer fetus, silky fowl and female silkworm moth are all valuable raw materials. Eating grass is certainly different from eating meat. In addition, if you drink other products, you need 6 boxes for a course of treatment, which is close to 230 yuan. And two boxes of love products are a course of treatment, which is not enough for 200 yuan. You are still cost-effective! "

After such an instruction, the account is calculated for the customer. Isn't giving money the best of both worlds?

Five push momentum

For a product, the price is usually dead. But the supply is alive. The customer's purchase is also alive.

Why do some people's performance has been sluggish? The key is that they can't sell enough to make customers "buy more".

The secret of selling quantity is: "report quantity in large numbers". The quantity quoted in big numbers refers to the quantity quoted in big package, complete set, one service life and one delivery unit.

You must never say, "How many boxes of products do you want?"

Or: "Please buy more boxes?"

Said: "This healthy crystal has 5 boxes for a course of treatment. Do you want' one course' or two courses? "

In this way, with "one" to "five" and "two" to "ten", the performance will be good.

If your product has 100 kg and 200 kg packaging. When reporting specifications, you should grasp the customer's psychology of always wanting to "try less" and let the customer feel that you told him the smallest package.

In order not to "cheat" customers, I often use the word "general" to answer implicitly. For example:

Customer: "What are the specifications of the product?"

A: "Our customers generally want 200 kilograms a barrel. You might as well try less. "

-I call this method "fictional reporting".

Explain that persuading customers with other customers' behaviors has reached 70% in my sales promotion work.

If the customer decides to try less, I will say, "We have at least three barrels in a delivery unit. Do you want one outbound unit or two? "

-I call this method "outbound reporting".

If it is to be shipped to other places, I will say, "5-ton containers are not easy to send, and 10-ton containers go fast."

This is to tell customers to buy at least 10 tons.

-I call this method "limited report".

In a word, mastering the skill of "pushing" quantity is the most important means to improve the performance of sales staff.

Well, I hope that the "five-step sales promotion method" I have developed in my practical work will help the sales staff. In order to facilitate memory, a ballad is attached: the ballad "Five-step Selling Method" needs self-satisfaction when it is pushed passionately; Second, push feelings and praise; Three push products for demonstration; Four push prices are low; Fifth, a large number of push packages; Deal. Pay attention.