I heard that sales can train people

1. What is promotion? Customers: Discover needs and meet needs (elementary) Create needs and meet needs (advanced) 2. Needs: (1), physiological needs (2), safety needs (3), esteem needs (4), social needs (5), The need for knowledge (6), the pursuit of beauty (the pursuit of beauty is the greatest human sentiment) (7), self-realization 3, what to promote: cultural purpose, concept and spirit 4, Ada method: (1), attention (2), Interest (3), desire (4), deal (5), after-sales service 5, 10. Ability: (1), know how to smile (2), know how to nod (3), know how to shake hands (4), know how to applaud (5), Know how to answer (6), know how to praise (7), know how to care (8), know how to apologize (9), know how to build momentum (10), know how to communicate 6, golden rule (A, B, C) with the help of A (leader, colleague, Friends, old customers) Customer B I C 7. Disadvantages of marketers (1): Self-centered (talk about the company, products, and yourself) (2) Not listening (persuading customers is not about winning, winning is not about winning) Lost the market verbally) (3) Insufficient persistence (4) Unrealistic behavior 8. Characteristics of common customers (1) Disapproval: first accept the customer’s opinions, listen to what they have to say, and find out the customer’s needs location, and at the same time explain our advantages and what customers don’t know (2). Interested: “Acquisition” as soon as possible (3) Difficult (rejection): Find other topics to guide, there are many ways to sell , the needs of customers dare to be diverse, look for opportunities to contact them. (4) Layman intervention (pretending to understand if you don’t understand): Use phone calls to create momentum, business cards to create a pretense, temporarily stay in the cold, and the topic is started by the customer. (5) Uncertainty (attitude): Let’s help him make up his mind, using an alternative method. (6) Not confident in ourselves: We must learn to tell stories, tell our own experiences, tell other people’s success stories, and at the same time Give it some encouragement. 9. Emotional research (1) Analyze other people’s hobbies and interact with each other in a targeted manner (2) Constantly change the way of greeting (3) Communicate more with the owner’s family when he is away. Everyone has a kind side and can introduce his friends to us. , so that we can also understand its inner things. (4) Be honest. For example, when you meet at eight o'clock, you should be truthful three times in a row to give people a sense of trust.

(5) Act resolutely and neatly, make people take you seriously, leave a good impression on others, and let others remember you (6) Make people feel happy, be undefensive and show affinity (7) Give advice to others (For example: don’t smoke, drink less) (8). Communicate as a family (9). Send some warm text messages, which is in addition to negotiation and communication (10). Chat between women about life knowledge to increase feelings (11) ), suggest the other person to fish and play ball, tell him to improve the quality of life (12), do some practical things, such as cooking, cooking (13), include him in his life circle (14), create a break away Negotiate the living atmosphere, create a new living atmosphere together, create a unique life circle together (15), constantly wear high hats to satisfy the customers' humility (16), Find the emotional resonance point, metaphor a person in a foreign country, arouse his sympathy (seventeen), ask for help with small things, there will be immediate feedback, making people feel particular (eighteen), directly send some hometown specialties (seventeen) 19). Take a photo with them to enhance the commemorative significance (20). Love is the greatest. Others will not give alms because of our cheapness, but they will express their love and cannot refuse it because of us!

10. Eight steps to close a deal

(1) Market research to collect information

(2) Determine goals

(3) Invitation

(4) Negotiation

(5) Clarify the cooperation conditions

(6) Reach a clear understanding of the first-phase cooperation conditions and cooperation model

(7) Facilitating order signing

(8) Repayment

11. Rejection processing

(1) Reasons for rejection in actual operations

1. The customer itself

2. The salesperson himself

The customer’s reasons need to be dealt with and the salesperson’s reasons need to be improved

Reject The essence of:

Rejection is a habitual action of the customer

Rejection can understand the customer’s true thoughts

Handling the rejection problem is the best way to lead to the next sales link. Time (2), common reasons for sales failure:

1. Lack of self-management ability

2. Determining the target market based on own characteristics

3. Not paying attention to the conflict between personal image and the environment

4. 4. Not knowing how to use questions to control the interview, and only talking to himself

5. The prospective customer has not been finalized yet Recommend products rashly at the point of purchase

6. Have no confidence in the product

7. Narrow knowledge, superficial and boring conversation content

(3) Timing to facilitate:

1. Choose a quiet room or turn down the TV volume

2. Take the initiative to pour water or pass cigarettes

3. Open your knees, The body relaxes naturally

4. Talk positively, have a friendly attitude, and smile

5. Look through the display materials and ask questions

6. Pay attention to the product description. Gently rub your chin with your fingers

7. Listen carefully to your explanation and nod in approval

8. Take a deep breath and act as if you want to make a decision

9. Pull the chair closer and keep your body in good shape. Lean forward

10. Opposition gradually decreases

11. When you appreciate your professionalism

(4) Methods of promotion:

1. Action method 2. Alternative method 3. Incentive method 4. Incentive method

The formula for promotion = strong desire + skilled technology + good mentality

Facilitating attitude:

48% of salespeople retreated after being frustrated in the first promotion

25% of salespeople retreated after being frustrated in the second promotion

12% of salespeople give up after being frustrated in the third promotion

5% of salespeople give up after being frustrated in the fourth promotion

1% of salespeople Perseverance: Keep working hard and accumulate successful experience, and eventually become a winner. First-class talent: neither immodest nor humble, nor arrogant, rich in knowledge. Two suits: well-dressed, generous, suitable for the occasion. Three drinks: can drink ten drinks but Just drink three cups and stay cool. Four tables of mahjong: stop when you click. Don’t forget about it. Outing in five directions: outing is extensive. Reading thousands of books is not as good as traveling thousands of miles. Traveling thousands of miles is not as good as reading countless people.

Count six out of Qishan: Persistence is strong, and you will not be discouraged despite setbacks. Seven skills to fight a horse: sufficient plans, several sets of fighting methods, if one does not work, change to another. Eight mouths of bragging: it comes from life above life, and the language must be vivid and flesh-and-blood. , but don’t brag about nine points of patience: be calm when things happen, not arbitrary, not blind, not impulsive, use your brain to speak very hard: don’t ask for explanations when you encounter something you don’t understand, be humble in doing things, behave in a low-key manner, and do things in a high-key manner