Murphy's law-an indispensable psychological law in sales

Murphy's Law, an indispensable psychological law in sales

What is Murphy's Law in sales? You will know and understand it after reading the following.

psychological laws that must be known in sales? Murphy's Law

In 1949, an engineer named Murphy, an Air Force captain, thought one of his colleagues was unlucky and made a casual joke: If a thing is likely to be messed up, let him do it and it will be messed up. ? This sentence spread quickly and spread all over the world. In the process of spreading, this joke gradually lost its original limitations and evolved into various forms, one of which is:? If something bad is possible, no matter how unlikely it is, it will always happen and cause the greatest possible loss. ? This is the famous? Murphy's law? .

thirdly, with people's in-depth understanding of Murphy's law, many subtle inferences have emerged. For example,? Don't try to teach the cat to sing. This will not only lead to no results, but also make the cat unhappy? .

　? Don't quarrel with a fool, or others will not know who the fool is.

　? Don't think you are very important, because without you, the sun will still rise in the east tomorrow. .

　? Smile, tomorrow may not be better than today? .

　? A good beginning may not have a good result; A bad beginning often leads to worse results? .

　? Things can be thrown away if they are useless for a long time; When something is thrown away, it is often necessary to use it? .

　? When you lose something, the first place you look is often the last place you can find? .

　? You often find something that is not what you are looking for? .

　。 ? When you went out to buy popcorn, there happened to be a wonderful scene on the screen? .

　? When queuing, the other row always moves faster; When you move to another row, the row where you were standing starts to move faster; The longer you stand, the more likely you are on the wrong team? .

　? How long is a minute? It depends on whether you are squatting in the toilet or waiting outside. .

whether Murphy's law itself or later inference is based on a view of human nature? Fear of making

mistakes and being rejected is the unified reaction of people before doing something. This is a great inspiration to sales promotion. Salesmen have to deal with refusal almost every day. Some people are disheartened, some people just smile indifferently, and some people will actively communicate with customers to create more opportunities. These three different reactions will eventually achieve different results.

people who are engaged in sales promotion can be said to be people who deal with customers' rejection. He who defeats those who refuse is a successful salesman. From raising your hand and knocking at the door, answering the customer and closing the deal, every level is full of thorns, and there is no smooth road to go. Salesmen should understand these characteristics of sales promotion, establish the sacred concept of work, face difficulties and greet them calmly.

it should be remembered that there cannot be a first time to escape, and the first time is the beginning of the second and third times. It seems that once a baby is held, it will look forward to the comfort of being held again. A psychologist once said:? Hesitant and hesitant psychology is a rebellion against oneself. If you are afraid to try, then this person can never grasp the happiness of his life. ? So it is not so much to avoid difficulties again and again, but to drive away success again and again.

for this reason, the salesman must cut off his retreat, last stand, that is, he is required to overcome spiritually? Self? Eliminate psychological barriers and force yourself to meet customers' rejection and accept challenges.

at work, there are all excellent salesmen? Diligent? For? Diameter? .

related reading?

1 selling skills of drugstore clerk

1. Correct welcoming skills

In the afternoon when there are few customers in the off-season, the clerk clearly knows that being close to customers means that he may bring himself the opportunity to sell medicines. She got it? 5 meters attention, 3 meters gaze, 1 meter conversation? Skills.

When a customer looks at a row of medicines, she begins to pay attention to his movements. Although she was not sure whether the customer needed to buy a certain kind of health care products at that time, she also cherished chatting with the customer and getting closer to the customer. So once the customer stopped at a certain place, she gave it to him enthusiastically and casually? Intercept? Come down!

conclusion: don't give up any chance to get in touch with customers!

Second, take the initiative to estimate the scope of purchase

In order to reduce her blind introduction of products to customers, she casually asks customers what kind of health care products they want to buy, who are there at home and tap their minds.

when the customer said that it was for mom, the clerk speculated that the customer was for menopausal women according to the customer's current age.

conclusion: we must actively narrow the scope of customers' purchase, help ourselves to concentrate our sales behavior and avoid the blindness of introduction!

Third, help customers make choices

When she was sure that customers were going to buy them for menopausal women, she began to change her mind and was not prepared to waste time on health care products that customers were watching. It's natural to help customers become masters and bring customers to the front of health care products that shopkeepers sell and have sales value.

conclusion: many customers don't have much opinion when choosing products, it depends on how we guide them!

Fourth, tell the unique selling point of the product

She not only points out the unique aspects of this brand of health care products, but also grasps the vanity and face-saving psychology of consumers, emphasizes the high-grade and function of this brand, and implies that buying health care products from this manufacturer represents the grade and taste of consumption, giving customers a small condom.

in order to point out the advantages of this brand of health care products, we will sacrifice the health care products of another neighboring manufacturer to set off! Yes, it is true that red flowers need the embellishment of green leaves to look more vivid! But you must never devalue the green leaves!

The clerk skillfully guided the customer: Although the health care products of XX manufacturer are very cost-effective, the health care products I introduced are not only cost-effective, but also have better curative effect than those of XX manufacturer. At the same time, there is another hint for customers: it is worthwhile to choose this health care product.

conclusion: we must grasp the degree of green leaves against safflower! You can't devalue another brand of health care products just because you want to sell this brand of health care products. What if the customer wants to buy that brand?

5. Grasping the most concerned issues of customers

She knows the advantages of recommending this brand of health care products, so she focuses on having a good curative effect, which is also the killer weapon for salespeople. Prove to customers that fair price is a common phenomenon that everyone has, but the curative effect is exclusive! Did it? People have me, but people have me? Sales skills.

conclusion: we must remember to emphasize the differences and advantages between us and others on the issues that customers are most concerned about!

6. Let the customer feel the product

Let's pay attention to a small gesture of the shop assistant. While introducing this health care product, she also took out other health care products for the other party to compare, and put both health care products in the customer's hands for the customer to compare themselves. We must make sure that the customer can take the initiative to pay attention to the details of the two health care products, take the initiative to participate and find some problems. Instead of singing a monologue! Gradually reach an interaction with customers.

conclusion: never sing a solo show alone! Only by fully involving customers can we communicate effectively, analyze in detail and leave a deep impression on customers!

VII. Play the role of an expert sometimes

Analyze products from the perspective of a professional! The key part is to emphasize the differences between the recommended brand and the competitive brand, leaving customers with deep thinking and memory. People are the first thing that impresses them, and they are the most likely to have a good impression. Avoid customers who have a good impression on competitive brands and belittle the products we recommend.

conclusion: it is better to start first, even the shortcomings should be turned into advantages, and be told first.

8. Do you want to talk about all the advantages and selling points?

tell all the selling points of the product, is it appropriate or inappropriate to do so? Are customers tired of listening to this? It depends on the customer's interest and participation. If the customer is still serious and can follow your actions, then continue to state.

if the customer is already absent-minded and wants to leave, then the strategy must be changed quickly. If you take out the customer file registration book and let customers see the sales volume of this health care product we recommend, it is best to tell the community or place where multiple buyers live.

conclusion: when introducing products blindly, we must pay attention to the customer's performance!

IX. Induce customers to make up their minds to buy

She has rich product knowledge and excellent objection handling! The performance was excellent, but later I followed the customer's thinking and entered a misunderstanding. I failed to ask the customer how he felt about this health care product in time. If I buy it now, I would suggest that the customer should make up his mind whether it is necessary or not.

(When customers are concerned about curative effect, gifts and price again and again, they have basically taken a fancy to the product, but they are still a little worried. At this time, through the advantages of gifts, price concessions, sales emphasis and other ways to directly exchange the answers of customers whether to buy or not. )

conclusion: the customer's determination to buy needs others to help him decide!

1. Don't neglect to use the power of the store manager

When talking about gifts and prices, I feel that customers are slightly dissatisfied or it is difficult to make customers shine! At this time, you can use the strength or power of the store manager. Invite the manager, on the surface? Try to take the initiative? Help customers bargain with the store manager effectively. Let the customer feel that he is doing his best to help him. Be on the same side with him, which will further strengthen customers' trust in you.

even if the profit margin is limited, customers will feel that you have done your best to give up bargaining and conclude a deal. At this time, it is particularly important to note that the clerk should cooperate with the store manager in a tacit understanding, so as not to reveal the deficit. ;