How to successfully the examiner picked up the goods to sell him?

"Editor's note" This article collated the self-knowledge netizen question "Today's interview may ask how to sell a pen, tomorrow may be other things." I know this is a sales must pass, but also hope that Daniel will not hesitate to enlighten, grateful! ".

Question content:

RT. Today to interview a domestic classified information site, advertising sales position, because I am a fresh student, has not done sales work before, so the examiner did not ask me too much in-depth questions. But one of the questions: he would have a pen on the table (ordinary black needle pen, above even the sign can not see.) Give it to me and let me sell it to him. Halfway through the painstaking effort of the process will not say, he only returned me two words I was speechless. 1. I do not need to use a pen, in the company I use the computer, outside I use the mobile phone, these are very convenient. 2. I have so many pens, why should I buy you this one?

Today's interview may be asking how to sell a pen, and tomorrow may be something else. I know this is a sales must pass, but also hope that Daniel will not hesitate to enlighten, grateful!

@Peter answers:

For the interviewer to the pen to sell him, the comb sold to the monk, 1 yuan to sell the pen to 1000 yuan and other cases.

All you need to know is that these hr things are just nonsense, and then all you have to do is just keep her in the pink.

The answer to the interview question I met with this kind of skull was to give a smile, then said we first analyze how we should sell this pen, in fact, you analysis to analyze it is impossible to do this kind of brain by the door folder, but this kind of problem is not only the assessment of your thinking ability, expression and determination, Especially in the fresh student interview. If you can analyze the problem methodically, he will basically shut up, because, he, ya,, also, do not know, Tao, you, in, say, what, Mody!

More importantly, as a sales, HR department interviewer is the easiest person to fix in your future.

@ Cao Mengdi answers:

No sales, just heard some sales training, on this paper once.

The problem may not be how you sell to him, but something deeper.

I don't know if you know a word "implies start to sell unreported you establish the rapport.", the essence of sales is not how good you sell products, how sharp the mind, how tongue can be lotus, but to let customers trust you. The key to letting customers trust you is that you have to build relationships before you can sell them. There are a variety of ways to establish relationships, but they are inseparable from:

1. Understand the background of the customer company and individual.

2. Understand the customer's personality.

3. There is a suitable exchange trend, can create a harmonious atmosphere of communication.

4. Have a keen insight into customer concerns, a deep memory and timely response.

Therefore, I personally understand that if the interviewer is a sales expert, he is investigating your following:

1. Are you prepared for the interview:

For example: Did you know the background of the company before the interview? Do you know what position you are applying for? What is your boss going to do?

2. Your ability to observe the person and the environment of the interview:

For example: interviewer appearance how (is pampered or a face vicissitudes)? How about dressing (dressy or casual)? What decorations on the desk (model, golf, books, pictures of children)?

3. Your understanding and absorptive capacity for your previous conversation:

For example: What are the interviewers interested in the issues you talked about earlier? What points do you distrust or even criticize? What are some of the issues that he went around with? How did he end and change the subject?

4. Have you noticed anything unusual happening during the interview?

For example: The interviewer hands on the temple, said the headache? During the interview, the interviewer's cellphone suddenly rang, and he answered the phone? When you think, the interviewer clicks on the desktop and seems to be playing with a piece of music? The secretary suddenly came to let the interviewer sign?

These are the kinds of things that you can use, the more you prepare, the more careful you look, the more you think, the easier it is to harmonize your relationship with your customers.

As far as selling something is not very important--anyway, the performance you can make up in a reasonable range. If you pay attention to 1234, you can easily organize a very effective marketing mix, such as:

Mr. Wang, you see, our company is a large company, sales, profits are the country's top 50 (citing 1 of the answer), you are graduating from Peking University is still high, representing the company's image. You see you wear the suit brand I do not know, but the special fit, certainly is custom-made, your belt is Hermès (quote 2 of the answer), then your pen must also have a sufficient grade, in line with our company and your status. And we this pen, is specially for you this kind of demand design, he and Montblanc Pen is a company production, from workmanship to shape design are the world's top. Functionally speaking, our pen has the advantage of integrating the mouse and the laser pen--Did you just say that our company's sales are often performed in roadshow and display (citing the 3 answer), in this way, the roadshow and display you can do with this pen, eliminating the hassle of preparing the mouse and laser pens. In addition, our pen is also good in terms of the function of the pen, writing is particularly fluent, there will be no adverse situation, I see a moment ago the secretary of our company to send materials to you to sign your pen seems to be not very good, you two times (citing the 4 answer), so why not change this pen now?

Or：

Manager Wang, I know you are a sales manager, our company in North China's business is all your responsibility (citing the 1 answer), you must work very busy, you see your eyes still bloodshot, yesterday must work overtime did not rest well (quoted 2 of the answer). But I advise you, work again busy family is also important, you see your daughter, I look at the photos are estimated in high school (again cited 2 of the answer), high school schoolwork heavy, if the pen is difficult to write can delay things. You see me this pen, write particularly fluent, the shape is now the popular cartoon style among teenagers, if you buy back to your daughter as a small gift, even if you continue to add a week class, she can know you miss her! I just said that we should have an investment perspective in sales, we should strive for small cost to contact the big feelings, I think you agree ( Quote 3 of the answer), I this is for your sake, you see, let you and your daughter's relationship more intimate, I will buy a tube pen on the line, is not very worthwhile investment?

Another possibility is that he wants to see how you react to rejection. Sales of a very important lesson is to overcome the "fear of rejection" mentality, a lot of sales dry for a period of time do not go on, not because of the other, is himself defeated, was rejected a few times, afraid of customers continue to refuse, so simply do not contact customers, and finally had to resign. The biggest fear of sales executives is the person who won't be able to contact customers in any way, and may look at your reaction to rejection in the interview. The face of rejection is a skill that says, learn more, do not let people say a word to you blocked, we should pay attention to cite the information collected just now, on the other hand to collect new information (using the method of questioning), there is thinking to be able to diverge, do not limit themselves.

Example：

I do not need a pen, in the company I use the computer, outside the mobile phone, very convenient.

Manager Wang You are right, the information age, mobile phone is very commonly used, but to tell the truth now the mobile phone is very easy, ah, the last time I drove people to rub a bit of the person directly ran, the phone is just no electricity, then did not bring a pen, even his car number did not write down, ate grievances. Do you think you should also consider a spare in the car? (Divergent thinking)

I already have a pen, you see, there are so many.

Mr. Wang, you can see a lot of your pen, but I just saw, you have red ballpoint pen, blue ballpoint pen, black ballpoint pen, green ballpoint pen, as well as pens, pens, markers, each one is different (citing the information collected above), then you are not every pen has a special purpose? Do you sometimes feel that the focus of color is not enough? If you buy me this one, this pen is khaki, and your color is not the same.

--I also have the khaki, in the desk.

Manager Wang, may I ask you a question: Where did you get your pen? (It is necessary to ask questions, collect new information)

XX Shopping malls Ah, there are manufacturers to send.

--Well, yes, Mr. Wang, you see a manufacturer sent to you, then you must occasionally give the customer a pen to it, we this one can also be a gift pen, beautifully packaged ... (200 words omitted below), would you like to consider buying us?

--Gift Pens We have a fixed supplier.

-Oh, it doesn't matter, do you use a pen at home? Like signing The Courier always need?

-then use your son's pen.

Your son, is this his photo? Junior high? (citation of collected information)

--The Junior

-Ah, the junior, immediately go to school, homework review questions most, pen consumption is big, you or buy him a root?

He bought a basket for him at home.

......

There are ways to continue to sell, no way to ask questions, chat, asked to talk about the point of sale came out, in short, show perseverance and constantly digging new information, is a successful answer.

(Again, no experience, all training come, welcome to Pat Bricks.) )

Know the original link: http://www.zhihu.com/question/20579386