Aunt Zhang buys oranges?

Aunt Zhang gets up in the morning to buy fruit. She passed four fruit stalls. Instead of buying the first two, she bought a catty of oranges at the third fruit stall and a catty of kiwifruit at the fourth fruit stall.

Q 1 fruit stand.

"How about oranges?"

"My orange is big and sweet."

Aunt Zhang shook her head and left.

It is an invalid introduction to talk about the selling point of the product without asking the customer's demand point.

Ask the second fruit stand

"What's the taste of your orange?"

Caught off guard, the stall owner replied, "The goods that just arrived in the morning look good. They should be very sweet before tasting. "

Aunt Zhang shook her head and left.

You must experience the product yourself. Only after personal experience can we know the selling point of the product.

Come to the third fruit stand

Without waiting for the aunt to speak, the stall owner asked, "What kind of fruit does the old lady need? My variety is very complete. "

"I want some oranges, preferably sour."

"I have two kinds of oranges here. This kind of orange tastes sour and that kind of orange tastes sweet. How much do you want? "

"Help me weigh a catty."

The stall owner accurately grasped the motivation of customer demand.

Pass by the fourth fruit stand

At this time, Aunt Zhang had already bought oranges, but the stall owner took the initiative to ask, "Most people buy big and sweet oranges. Why should they turn sour? " (actively explore customer needs)

"My daughter-in-law is pregnant and wants to eat something sour."

"You are so considerate to your daughter-in-law. You are really blessed. You will definitely have a big fat grandson in the future. " (trying to narrow the distance by flattery)

The stall owner continued: "A few months ago, two old people came to buy oranges for their children, and they also bought sour oranges from me." (Proved by third-party evidence) "Guess what? Both families gave birth to sons. " (Build a successful scene and expect it to come true)

"How much more can you have?" (Ask closed-ended questions and construct the appearance after the transaction)

Aunt Zhang said, "Have another catty and taste your home." (customers think that if they have it, they will have everything and can continue to sell it. )

After weighing a catty, the stall owner said, "Why do pregnant women eat sour now? Just because I want to eat fruit containing vitamin C, my kiwi fruit tastes very sour, and the vitamin C content is very high. Your wife will definitely like it. Would you like some? " (Linked orders, vision launch, maximum promotion)

Aunt Zhang immediately agreed and bought another catty of kiwifruit.

The stall owner continued: "Your daughter-in-law is really lucky to have a mother-in-law like you! My fruit sells well, the delivery is timely and the freshness is guaranteed. Come and buy it from me if you eat well! " Flatter up in time, then establish customer relationship and develop customer stickiness.

Aunt Zhang replied: "The food is good, and I asked my friend to buy it." (customer fission)

The first two stall owners always instill their own truth into customers, even without knowing the real needs of customers. This practice is the most offensive to customers and the worst effect.

As a salesperson, you should first learn to listen, not instill. The third stall owner knew how to listen, so he succeeded in getting the customer's demand. The defect is that he only stays in the state of perfecting information and meeting customer needs. It is often difficult to get rid of the dilemma of letting customers lead by the nose.

The fourth stall owner really achieved consulting marketing, not only successfully obtained the customer's needs, but also successfully guided and tapped the new needs of customers. Successful marketers will say enough benefits and pains.