Products

After "building the bridge," marketing moves on to the third step, product JIANG Yuwei marketing. Marketing products must be done because of the features and benefits of the product. A salesperson should always remember that customers buy your products to bring him benefits and benefits, rather than to buy the price, novelty, or the product itself. These, in turn, are the most likely to make the rookie salesman mistake. In addition to the benefits of marketing, "demonstration + hint" is a major magic formula for winning sales in actual marketing. "Demonstration" so that others can see what is true. According to psychology, when a person comes into contact with something new, the mind is prone to radioactive thinking. And the role of suggestion will direct people's thoughts. A customer, for example, tries a new drink. If you ask foolishly, "How does it taste?" The customer's mind immediately goes into "disarray." It could be good or bad, too sour or too sweet, and so on. It is difficult to erase the first concept once it has been created. Once the first idea is formed, it is extremely difficult to undo, which is extremely detrimental to the negotiation. "This drink is sour and then sweet, with a slight aroma," you should really imply. "Is it right?" he asks after drinking it. He nods "yes" when you say "sour then sweet," and "exactly" when you say "sweet then sour." The stimulation of language is always "preconceived." The astute salesperson always employs verbal cues to elicit a favorable response.

Price

For goods, price is always a sensitive issue. A clever salesperson should use language that suggests the price is "not expensive" to the customer. A vegetable farmer once taught me a valuable lesson in this regard. I once purchased cilantro and inquired, "How do you sell it?" "The old price marketing technique of five-step sales pitch, 80 cents per tael," says the answer. I purchased 5 taels. When I got home, I discovered that the cilantro was 8 yuan per catty, which was more expensive than the meat! Duped, duped! Surprisingly, in my transaction with the vegetable farmer, I did not consider the price to be prohibitively high. Because "old price" was equal to "cheap" in my hazy consciousness at the time; think about it, the two have no connection. I finally figured out how to "push" the price. If the customer exhibits the "high price refuses to buy" psychology, I will explain the doubts using the "one price, one goods" model. Can be supported by demonstrating the efficacy of the product. However, I believe that the "fractional offer" is the real "push the price" trick. A fractional offer is one in which the smallest unit is offered. You must not say: "This product l 10 pieces, a total of 2000 yuan." "Such a good product for only 200 yuan," they say. This is merely a gimmick. However, because the price is too high, so that the salesman around the wall. You have to play a little trick. Many salesmen have faced this kind of headache. The method is to find the difference between the two products, and then "split the offer".

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