Three-character classics for good sales

time is like running water, and the son said in Sichuan: the deceased is like a husband. This visit to Huangshan gave me the greatest feeling-people are not things anymore. I came to Huangshan for the first time in 28 and led more than 3 top sales elites of the company to travel to Huangshan. The second time was to open an open class in Huangshan in 213; This time, it's a course on "Decomposition of Store Sales Action" for the clerks in East China of Martians.

since it's my third visit to Huangshan, I naturally have some different feelings and experiences about this city, so at the beginning of yesterday's course, I changed my usual opening habit and didn't talk about the essence of sales, but talked about a little thing we experienced when we visited Huangshan in 28.

We arranged a four-day trip at that time. When the fourth day ended at noon, everyone suggested to me, "Manager Li, we won't play this afternoon. Please arrange for us to buy some special products in the old street. When we come out for such a long time, we must always bring some gifts to our colleagues." So, we went to a local old street. Who knows that as soon as we entered this street, our shopping guides were murderous and killed all the merchants in the old street. Why? Because they are particularly fond of bargaining, and they are all first-class sales experts, vendors selling specialty products have never seen this battle, and they are suffering from losing ground.

In other words, among all the female Xia, there is only one woman who has a unique skeleton and practiced martial arts. This woman is two years older than Lao Li, and her surname is Chen Mingchun, a native of Wenzhou, Zhejiang. This woman talks about the price with the owner of a pastry shop, and the vendor bids 3 dollars. The woman in the spring breeze pays back three dollars directly with a clean knife. After several rounds, the vendor owner repeatedly pleads for mercy. "Woman gives you a box, so don't bother me any more, and don't delay me from doing other people's business." Xia Chunfeng laughed and said, "There's no need to send cakes. I'll go."

Lao Li was still Xiao Li at that time, and asked her, "Sister Chen, we are all in sales, and we are all degraded in the world. Why do you have to torture a small bakery owner?" The Spring Breeze Woman explained it to Lao Li, and finally knew how the sales experts practiced it. The past of this trip to Huangshan came to mind, so I wrote this article, saying that the sales of the three-character classics.

Chunfeng said: All the sales skills I have learned from the lectures are small tricks, and customers are getting smarter and harder to handle. What should I do? I have a big diary, and every night before I go to bed, I will write down my experience of working that day. For example, today, the customer said that the price was too expensive. I replied, but the customer was not satisfied. What should I do? When I went to the clothing store to buy clothes the next day, I was a customer. Obviously, this dress was very fond of preparing to pay the bill. Suddenly, a psychological voice said, "Wait a minute! I'll throw the problem I met yesterday to the shop assistant who sells clothes and see how she replies. The master is in the folk! I recognized her answer very much. When I got home, I quickly opened my notebook and wrote it down. Over time, I collected seventeen or eighteen answers about the problem that the price was too expensive. There were answers from the shop assistant who sold clothes, the uncle who sold cakes, and the little sister in the beauty shop ... So, the next time a guest officer told me that it was too expensive, I would take out the moves of these masters and give it a try. After five or six years, the dripping stone has broken through the rope and sawed the wood. My notebook has collected dozens of common problems in the process of store sales, and each problem is dozens or even dozens of martial arts masters of various schools. After that, the woman stretched herself out and took out a large red diary from her backpack, and turned it over, dense enough for more than 1, words.

Seeing such a treasure, I was overjoyed as a teacher who gave first-line training, and I was willing to ask, "Sister Chen, can I borrow it?" The woman fuels her fist. "Lao Li, this is my unique secret book, and Marie will keep it secret. Please ask Lao Li to give me a word to encourage me to keep improving every day." My heart was burning, so I started to write and sent four big words "Sunflower Collection". That night, tossing and turning, I finally realized a little training method for sales experts from Chen Nvxia.

1. Observe more

If you want to do a good job in sales, observing more is the basic skill. Whether you can quickly judge other people's personality characteristics and hobbies through their makeup, every move, words and deeds, so as to build a trust relationship with their liking requires both our ability to observe more and our habit to observe more.

Yesterday, in the training class of Martian integrated stove, a gay man sitting in the first row said, "Miss Li, are you from the northeast?" I couldn't help secretly giving him a thumbs-up sign, awesome. I'm from Chifeng, Inner Mongolia, and I have a little western Liaoning accent near the northeast, but after so many years of twists and turns, few people can recognize my northern accent. In addition, Lao Li is not tall, does not smoke or drink, and many people think that I am from the south. I can judge that I am from the north only by three or two sentences, so I have two brushes.

The most classic case of observing more is the story of a shop assistant in Sun Yat-sen Mausoleum in Nanjing who can tell that my friend is from Hunan only by a pack of cigarettes. Considering that some students have read my book, I won't repeat it here.

2. The "multi-summary" of the three-character classic

is not only a sales job, but also a very good work habit in any job. By summing up, you can find out the problems and deficiencies in your work, so that you can keep improving, which problems are caused by the external environment and which problems are caused by your lack of ability or hard work. According to Deming's PDCA management rules, any job needs four steps: planning, execution, inspection and improvement, and summary is just a part of inspection.

we often say not to fall in the same place, but many people in sales often fall in the same place. The customer said, "I'll think it over." If you don't sum it up, you may like to handle it in a way that you are used to. You will say, "Forget it, there will be no store after this village, and there will be no such discount after this time", that is, Robert? In the book Influence, Theodini said "creating scarcity", but in the era when consumers are becoming more and more rational, this method of coercion and inducement is slowly failing.

The above is still a summary of our working methods. There is also a crucial summary, which is a summary of ourselves. That is to say, how to know yourself. Lao Tzu said, "Knowing others is wise, knowing yourself is clear". It is very difficult to know yourself. We rarely calm down and analyze ourselves and talk to ourselves when we are busy every day. There are some problems in sales, so what are the reasons? To find out more from yourself, is your will not strong enough and your ambition not strong enough? Is your professional ability not enough to win the trust of customers? It's the communication method. Can't you get closer to your customers quickly? ..... Moreover, the characteristics and styles of each salesperson are not the same. Some people are better at closing transactions quickly, while others are better at long-term follow-up. Finding their own advantages and positioning accurately can get twice the result with half the effort, and introspection needs to be summarized.

3. Think more

After observing and summarizing, the third step is to learn to think more. What do you think? The way to think about us is what to do.

there is a 271 rule in the team, 2% of the sales elites, 7% of them go with the flow, and 1% of them will be eliminated. So these 2% sales elites and 7% go with the flow, is their performance difference really caused by the difference in ability? I found that the biggest difference between top sales and ordinary sales is actually the difference in sales cognition and thinking. For the same question, ordinary sales will think about what to do with this question and how to answer it to satisfy customers, while top experts will think about why customers ask this question. What are his real reasons and concerns? Only by grasping the essence of the problem can we grasp the hearts of customers.

"observe more", "summarize more" and "think more" is a kind of sales habit. Whether it's running, fitness, reading, writing or ability improvement, it's the fundamental way to cultivate habits. Listening to two classes and reading two books is not the core. Keeping a sales diary every day is bound to achieve great results over time.