An old lady used five sales techniques to promote umbrellas. Do you know them all?

A tour group was waiting for the bus in the morning, and an old lady was selling umbrellas to tourists. The old lady said, "Children, it often rains at the top of Huangshan Mountain, so take an umbrella when you go to Huangshan City!" " "Then she took out the local map, and the travel instructions on the map reminded her to bring rain gear. Then the old lady said, "You will leave soon. You can't buy anything on the road. It's expensive on the top of the mountain! ""As soon as the voice fell, everyone jumped on it. 15 yuan sold one, and nearly 20 pieces were sold.

A seemingly simple sales, which contains five sales skills:

The first step is to build affinity and trust. We all think that old people don't cheat, and old ladies can easily use their age to gain trust. She called her customers "children" and her affinity came out in an instant.

Step two, find the wound. In this link, the old lady is more powerful, directly creating wounds for customers, telling customers that they need a rain bucket, and solving the problem of values in three sets of software; Then she took out the map, solved the problem of faith, and made everyone believe that what she said was true.

The third step is to tear the wound. The old lady didn't understand this link and didn't tear the wound, otherwise the price of an umbrella would at least double. For example, the temperature on the mountain is low, if it rains and gets wet, you will catch a cold, and you will not be able to play happily, and so on. Once the wound is torn, the customer will pay a high price.

The fourth step is to remove the resistance. ? The old lady has never learned "response", but she happens to use a little. "If you don't buy it now, you will save 5 yuan money, but you may have to pay several times the price when you go to the mountain." Take advantage of your belief that things in tourist areas are definitely more expensive than those outside, and relieve customers' resistance in one sentence.

Step five, value exchange? . She makes everyone feel that this is a value exchange. Finally, she wisely limited the angle of time and space-"You are about to start, there is no time to buy" and closed the net.

The old lady doesn't understand these truths, but she must have done something right to complete the sale in a short time. In fact, it is very simple to convince a person, and it is also very simple to let customers pay the bill. It is a matter of course to deduct three sets of subconscious software to make money!

It can be seen that the quality that a top salesperson actually needs is very simple. He only needs two qualities, namely, empathy (consulting and helping customers solve problems) and self-motivation (enterprising and pressure-resistant). You should stand in the customer's position to solve problems for customers, analyze the customer's situation, and adjust communication strategies in a targeted manner.

Before each speech in the sales process, we might as well ask ourselves: "How to build trust quickly by speaking? What is the purpose of my speech? " Why should I say it? Or "why do people want me to say it?" ? "Why do I say it will achieve my goal?

Only when the purpose is clear, can we know what style and skills to use our own advantages, and can we be targeted and improvise. If the purpose is unclear, regardless of the occasion, the other party will feel confused and at a loss.