How to use marketing knowledge to sell combs to monks?

Selling combs to monks, like selling ice cubes to Eskimos and gas masks to red deer in the forest, sells products that customers don't need, which seems to be an impossible task and will be the result that most salesmen can't complete. However, for sales experts and sales elites, they accept more similar impossible tasks and challenges beyond themselves, and what they require is the possibility of turning fantasy into ideal, ideal into reality and everything impossible into reality through efforts and skills! Let's look at a wonderful case of a sales master's sales practice: \ x0d \ x0d \ Once upon a time, there were two salesmen who sold combs. Let's call them Zhang San and Li Si. They walk around the street every day, selling combs everywhere. One day, they went out together and happened to pass by a temple and looked at the busy temple. Zhang San was greatly disappointed. "Well, how can they run to this terrible place, where there are all a group of people? Which monk will buy a comb? " So I went home. (Comment: It is a common problem for ordinary salespeople to give up sales opportunities easily) \ x0d \ x0d \ Just seeing the signboard of the temple, Li Si was already cold and disappointed, but his long-term professional habits and the spirit of constantly challenging himself told himself that "it will be safe to come." How can there be results without action? " Everything depends on people! "(Comment: It's also a rose. People who are sad and happy see thorns, while optimists see flowers. Different mentality and mental model will lead to different results and fate. The basic mentality necessary for a salesman is a positive mentality, even if there is only a glimmer of hope, we should go all out to fight for it. So, he went straight into the temple and thought about the starting point of communication when he met the abbot. (Comment: quick response and quick action) \ x0d \ x0d \ After meeting and giving gifts, Li Si took the lead in asking, "Abbot, as the abbot of the temple, do you know what you have done to disrespect the Buddha?" (Comment: If we can find the psychological characteristics of the communication object, we can find the breakthrough point as soon as possible, and quickly arouse the attention and curiosity of the other party) \x0d\ x0d \ The abbot was shocked and asked with trepidation, "What's wrong with asking the donor? "\ x0d \" Every day, so many good men and women come all the way to worship Buddha. But most of them are covered in dirt and have long hair. Such worship is really disrespectful to the Buddha. As the abbot of the temple, you turn a blind eye to this. Is it rude? " (Comment: In view of the tolerant and kind nature of the old monk, his tone of voice is not wrong, but it will attract the full attention of the other party. ) \ x0d \ x0d \ The abbot suddenly felt ashamed. "Amitabha, what do you think of the benefactor? (Comment: When the customer asks for the solution actively, it has been well involved in the sales link, which is a good opportunity for sales. ) \ x0d \ x0d \ "Don't worry, abbot, it's a piece of cake. When the pilgrims arrive at your hospital, you only need to arrange a bathroom and prepare some combs for the pilgrims to freshen up, and then you can worship the Buddha! "Li Si replied. (Comment: A reasonable solution can relax each other's nervousness and enhance their desire to buy) \ x0d \ x0d \ "Thank you for your advice. Lao Na will arrange for someone to go down the mountain to buy a comb tomorrow. (Comment: Successful promotion should make customers feel that the purchase decision is made by themselves, not imposed by outsiders) \ x0d \ x0d \ "Don't bother, abbot, I have just prepared a batch of combs for you, and I will give them to you at a low price as a token of my appreciation to the Buddha! (Comment: When the green light flashed, we immediately pushed the boat forward and quickly entered the theme of cooperation signing) \ x0d \ x0d \ After discussion, Li Siba 10 sold the combs to the old monk at the price of each 3 yuan. \ x0d \ x0d \ Lisi went back to her residence sweating, just as Zhang San saw, "Hey, Lisi, did the monk buy a comb?" Zhang San joked. \ x0d \ x0d \ "Yes, but not many, only ten." \ x0d \ x0d \ "What! Ten combs? Sell it to a monk? "Zhang San stare big eyes, mouth for a long time can't close" how is that possible? Monks also buy combs? Selling combs to monks means that Amitabha will not be beaten. How is it possible to succeed? "(Winners try their best, losers make excuses) \ x0d \ x0d \ So Li Si 15 10 told Zhang San about the sales promotion process. After listening to it, Zhang San suddenly realized, "I see, I am ashamed, I admire you!" " While speaking, I thought to myself, "Why should I give up this good opportunity? The old monk is really generous. He bought ten combs at once. Does he still have a chance to sell more combs with higher prices? " (Comment: A salesman is not afraid of making mistakes, as long as he can learn from his failures and learn something). A plan came to his mind. (Comment: Think more, take fewer detours) That night, he discussed with the owner of the comb shop and made 100 combs overnight, and drew a cute little monk on each comb and signed the name of the temple. (Comment: Personalized new products will cause more demand from customers and bring more sales opportunities) \x0d\ The next morning, Zhang San came to the monastery with a special comb of 100. After finding the abbot, give a deep ceremony. "Abbot, have you ever thought about revitalizing Buddhism and making our temple famous and incense more prosperous? "(Comment: The new breakthrough is still around the customer's psychology) \ x0d \ x0d \" Amitabha, of course. I wonder what the donor thinks? " \x0d\\x0d\ "According to the last survey, there are five temples within a hundred miles of Fiona Fang, Fiona Fang, each with good service and fierce competition! Like the pilgrim grooming service you arranged yesterday, other temples had it as early as two months ago. If we want to make incense more prosperous and famous, we have to do more things for pilgrims that no one else has done! "(Comment: from the point of view of competition, it is easier to make customers more interested) \x0d\\x0d\" Excuse me, benefactor, what else can our institute do for pilgrims? " \ x0d \ x0d \ "Abbot, pilgrims come and go in a hurry. Wouldn't it be wonderful if they could come empty-handed and leave with something? " \ x0d \ x0d \ "Amitabha, what can this temple give?" \ x0d \ x0d \ "Abbot, I made 100 exquisite craft combs for your college, each with the name of your college on it, and drew a cute little monk. There are many dignitaries, gentry and celebrities among pilgrims. When they left, they gave each other a comb, which was meaningful. Secondly, they got this very unforgettable. \ x0d \ x0d \ The abbot nodded frequently after hearing this, and Zhang Sansui sold the abbot 100 combs at the price of each 5 yuan. (Comments: There are more products and higher prices, so you can do things better with your heart) \ x0d \ x0d \ Zhang San came back with great interest to show off his and Li Si's successful promotion. After listening, Li Si was silent and left quietly. (Comment: If you are inspired and thoughtful, there will be a better ending) \x0d\ In the evening, Li Si had a secret talk with the owner of the comb shop. One morning a month later, he took 1000 comb to visit the abbot. After the two sides exchanged gifts, Li Si first asked the abbot about the gift of Zhang Sanyuan's comb. Seeing that the abbot was satisfied with the previous cooperation, he changed the subject and gave a deep gift. (Comment: The breakthrough point of upgrading is to arouse the other party's higher interest) \ x0d \ x0d \ When the abbot asked why, Li Si described his grand blueprint to the abbot: the temples were in disrepair for a long time, and many Buddha statues were in disrepair for a long time. Rebuilding the temple and reshaping the Buddha's golden body has become the abbot's lifelong wish, but it is difficult to make a name for himself without money. How did the monastery get a lot of funding during the abbot's lifetime? Li Si took out his own 1000 comb and divided it into two groups. One group said "Merit Comb" and the other said "Wisdom Comb", which was more exquisite and generous than the comb the abbot bought before. Li Si suggested to the abbot that the following notice should be posted in the lobby of the temple: "Anyone who comes to our hospital as a pilgrim and donates 10 yuan will get a monk's wisdom comb to comb his hair every day, and his wisdom will continue; Donate to 20 yuan, and the abbot can get a comb for his personal magic merit. Once you have it, your merits will last forever and your life will be safe. " Therefore, according to the calculation of 3,000 pilgrims per day, if 1000 people buy wisdom teeth combs and 1000 people buy merit combs, they can get about 30,000 yuan in donations per day. After deducting the cost of my comb, each 8 yuan can (if necessary, numbers and logic will be more convincing) \ x0d \ x0d \ Lisi was in high spirits, and the abbot was elated. They hit it off immediately, immediately bought 1000 combs and signed a long-term supply agreement. Since then, the temple has become Li Si's super specialty store. (Guided by customer demand, firmly grasp the customer's consumption psychology, boldly imagine, carefully verify, and gradually guide, and finally achieve the goal) \x0d\ Isn't this kind of sales expert and sales elite that enterprises are looking for? According to the data released by the talent exchange center, almost every job fair is short of food, especially for the first-year graduates after the expansion of university enrollment this year, the employment competition is more intense. Strangely, however, on the one hand, many people are unemployed and can't find suitable jobs, on the other hand, enterprises are worried about not recruiting suitable personnel, especially sales and business personnel. There are many reasons, but one is very important. That is to say, the shortcomings of the domestic education model have led to the so-called talents, especially the newly graduated college students, whose knowledge and study can't meet the actual needs of the market at all, especially the salespeople, courses and teachers in universities are too divorced from society. To solve this problem, on the one hand, as candidates, we should correctly position ourselves, actively look for opportunities to recharge training, and constantly enrich and improve ourselves. Just as no one is born a champion and no one is born a sales expert, sales experts are also trained through professional training. On the other hand, employers should also conduct formal pre-job training for employees after recruitment, especially business personnel, whose work involves public relations, etiquette, communication, negotiation, psychology and other fields. Without training, they can create excellent results, which is tantamount to seeking fish from a tree. Moreover, training will not only cultivate a well-trained first-line marketing team for you, but also play an invaluable role in improving team morale, stabilizing employees and improving sales performance.