Sales are sometimes more than one sentence (explore demand)

Sales, sometimes is more than a sentence (explore the need)2016-05-29 Sales Director

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There is a classic case in the marketing community:

An old lady went to buy vegetables and passed four fruit stalls. The four apples were close, but the old lady did not buy the apples in the first and second homes, but in the third one, and more strangely in the fourth house and bought two pounds.

1, the stall one

The old lady went to buy vegetables, passed the fruit stand, saw the vendor selling apples, asked: How is the apple?

The stall owner replied: My apples are very tasty, big and sweet!

The old lady shook her head and walked away. (Only the selling point of the product does not seek demand, are invalid introduction, do not single)

2, stall two

The old lady went to a stall and asked, "What's Your Apple flavor?"

Stall owner unprepared: In the morning just arrived goods, did not have time to taste, see this rosy skin should be very sweet.

The Old lady without further ado away. (To understand the product must be personally experienced, personally experience to feel is the selling point.) Only training to hear the knowledge, can not deal with the customer)

3, the stall three

Next to the stall asked: "Old lady, you want what Apple, I here kind is full!"

Old lady: I want to buy a sour apple.

Stall owner: I this kind of Apple taste is more sour, how many pounds do you want?

Old lady: Let's have a pound. (Customer demand is grasped, but what is the motive behind the demand?) Loss of further excavation opportunities, belong to the customer's own purchase, natural sales can not be single-valued amplification)

4, Stall four

Then she saw a stall apple and asked: How is your Apple?

Vendor: My Apple is very good, what kind of apple would you like? (Quest for demand)
Old lady: I want some sour.

Vendor: The average person buys apples is big, sweet, why do you want sour apples? (Digging deeper needs)

Old lady: daughter-in-law is pregnant, want to eat some sour apples

Vendor: Old lady you are really considerate to your daughter-in-law son, in the future your daughter-in-law will be able to give you a big fat grandson. (moderate compliment, close distance) a few months ago, there were also two children in the vicinity, and they came to me to buy apples, (case studies, third-party corroboration) What do you think? The two families have a son, (build a scene, cause a vision) how much do you want? (Closed questions, the default deal, timely forced orders, the shot will be shot)

Old lady: I'll have another two pounds.

The old lady was so pleased with the stall (the customer felt that everything was there). The stall owner also introduced other fruits to the old lady.

Vendor: Oranges are also suitable for pregnant women to eat, sour and sweet and a variety of vitamins, especially nutrition (even single, maximize the purchase, do not give the opponent a chance), if you give a daughter-in-law to some oranges, she must be happy! (Vision-led)

Old lady: Yes! OK, let's get three pounds of oranges.

Stall holder: You are very good, daughter-in-law if you are such a grandmother, it is very fortunate! (Moderate and accurate flattery, do not shoot the horse's Hoof) Attention: Xiaoshouxue See more career, sales knowledge.

The stall owner praised the old lady, and said that his fruit every day is a time to buy, every day to sell light, to ensure that fresh (will be single-hit, so that customers steadfast), if eaten well, let the Old lady come back (build customer stickiness).

The old lady was praised by the stall owner, saying that if it was good to eat, let friends buy it. Carrying fruit, satisfied to go home.

So, what does the sale sell?

Stranger sells courtesy.

The regulars sell the passion.

The rush is selling efficiency.

Slow-selling is patience.

The money sells is honorable

No money to sell is affordable

The Hawker sells the righteousness.

Fashionable to sell is fashion

Petty selling is a benefit.

Enjoy the type of sale is the service

The picky type sells the details.

The hesitation type sells is to protect

Easy-going selling is a sense of identity

That's what we call sales!

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Sales are sometimes more than one sentence (explore demand)