Terminal sales of fast -moving consumer goods sales are not necessarily selling goods. The goal of this visit may be the display improvement, or it may be the signing of the agreement ... No matter what the goal is, the fast -moving consumer goods business personnel must learn to master certain skills, and they can clearly introduce to the introduction. This time, "comes", and highlights the interests of customers, and win the interest and identity of customers.
In first analyzing a few failed work objectives Introduction Case:
Cases 1: "Boss, you see you sell my beer, but there is no place on the bar on the bar. Wine, let me go in. "
Analysis: At this time, you should analyze what the boss will think. The boss thought: "Lao Tzu's shop, Lao Tzu's bar, what kind of product I love to close your fart! Why should you put your beer! Besides, my bar is small, I definitely want to set up white wine with high value and high profits, … "
The suggestion of improvement: When you enter the store, you will change the dilapidated poster, organize the empty beer bottle, wipe the shelves, and let the boss feel that you are really coming to serve, and then see the machine, and then see the machine. Talking: "Boss, the bar is the face in our shop, which represents the image in our shop.
I have wiped the shelves clean, and then help you to rectify the bar. If you are neat, you can make a few more varieties in the place. " Sold it on the counter. "
" Boss, it's almost New Year, our company has printed posters for the New Year with New Year calendar, and "Congratulations on getting rich", I will give you the store again Hanging a few lanterns, we are also festive and festive in the New Year. " - You are helping the boss, the boss will accept it, and then you will have the opportunity to" do ". The bigger display site.
Note: Graving the position of the display at a time can easily cause the owner's dislike, and it is necessary to execute step by step and gradually eat.
Cases 2: "Boss, our company requires visiting customers to check the inventory. You are invading his territory and interests.
The suggestion of improvement: "Hello boss, I looked at your goods last time, I have more than half of the shelf life of three boxes, I will help you out and put it at the door for you to sell it first. Why is it missing? , Or have you moved back? I will go to the warehouse to help you see it. "" It's okay, this is my duty work. I must help you watch the production date. If you find that the situation is not right Otherwise, it is difficult for us to do it at the end! "
Right, I recommend a real -combat book" I tell you everything ", the protagonist Lan Xiaoyu, a grassroots, and liabilities, there is a liabilities, there is a debt, there is a liabilities, and there is a debt. 1.5 million painful entrepreneurial experience, but he worked hard and cleared the debt within three years, but also rose with a spiral trajectory in his personal career. Therefore, CCTV is nicknamed "one of the most sensitive men in the circle."
The can be used in the afternoon in the morning in the morning. Do not talk about origin, academic qualifications, connections, luck, and fraud. Seeing blood, seeing meat, and the real war of commercial war with the target of arrows. According to legend, the author often answers all kinds of sales and entrepreneurial questions online. This is one of the groups 337616507. The verification code is 5582. No verification code is not given. If you have the opportunity, you can get the rain and answer them. Intersection
Cases 3: "Boss, let's show you the display of our drinks, how do you put the meat
? Come out! Please cooperate with my job. "
Analysis: This not only makes the boss feel that you are invading his territory and interests, but the salesman is very bad, he is so daring to ask The owner "cooperates with your work", really takes himself as a leader! Think about it in other places. If you are the owner of the shop, what will it react to hear such a sales language? I am afraid it is a word -rolling!
The suggestion: "Brother, my God, how do you put your meat and vegetables for your beverage cooling display cabinet? I must deduct my salary when I see it. Even if you are not pitiful, you have to care about our own wallet. You have paid the deposit in this refrigerator display cabinet, and you put the meat now. One is that the water vapor galvanized pipe is easy to rust rust. The second is easy to block the pores. After two days, I asked the company to repair it. The company's test is not the scope of warranty, and you need to deduct your deposit. What should we do? Besides Put it in a cabinet, who wants to take out a piece of meat from the drink? "
Case 4:" Hello boss, I am a salesman of a certain company. First of all, thank you very much for our company to our company It has always been supported. You have operated our products for many years and are our outstanding customers. On the occasion of the New Year, in order to give back to all outstanding customers, our company has launched a new product purchase package. I do n’t know if it can be disturbed for a few minutes ... "
Analysis: At this point, people who have not done the first -line sales of the first -line sales cars will be written in the sales of cars. The karma chatted for two minutes to polite words, and had not mentioned the topic. Which VIP customer has time to listen to your nonsense? As a result, the owner yelled directly. "What do you want to do directly? What are the discounts?" Either the owner will be bombed directly -obviously comes to sell the goods, what grandson is installed!
to improve Suggestion: It's better to say "Hello boss, you lack a product in your store ...", or "The first round of the new product listing, the promotion is limited ..."
Cases 5: "Boss, you, you, you Okay, I recommend you to the new natural formula of the company that we huge money to develop and develop a new product ... We are the listed company ISO9000 ... N Analysis: The boss is not used by the product. How, how your products, the company, and even how the market investment is not necessarily interested. It is likely to answer the phrase "this product is too expensive, I am not interested."
This Suggestions: Remember that the boss bought a product, and he is most concerned about commercial interests. He said that he was not interested, and you joked to him, "I am not interested in this anti -hair loss shampoo. I do n’t believe that you look at my hair (hair) very well. Is it interested in making money? It doesn't matter if the price of the product is expensive is not expensive. You buy high -selling and selling, the key you see what it brings you. "Then start telling the profit story ...
In above the above Cases, you can learn about the introduction of the marketing goals. You must abide by the following two principles:
First, short, clear, and skilled. The ice -breaking method talked a lot. It is definitely not the politeness of 啰 啰 啰
language and standard words. No one is a fool. The owner has no patience to listen to your circle.
The second, to review from the perspective of customers, what benefits your work goals can bring to him. That is, "I give you good benefits, help you solve problems, and help you improve business", not "what you want to sell to you", you must not say "please cooperate with my work."
Finally, I recommend a real -combat sales book "I tell you everything". Within three years, the debt was paid, and his personal career rose with a spiral trajectory. He had controlled 4 major doors in a domestic food giant and held a 100 million advertising fee. Essence
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