What Are the Best Tips for Merchandising?
Salesman is undoubtedly a career with great opportunities, but at the same time full of hardships and challenges. If a salesman wants to be successful in his career, he must benefit from the sales details! The skill of paying attention to and using sales details has become a superb marketing art. This book will hone your sales skills and improve your practical skills!
Details of Sales: 128 Tips for a Gold Salesman
- Salesman is undoubtedly a career with great opportunities, but at the same time full of hardships and challenges. If a salesman wants to be successful in his career, he must benefit from the sales details! The skill of paying attention to and using sales details has become a superb marketing art. This book will hone your sales skills and improve your practical skills!
- Book review God marvels at the details!
Hegel's every detail of the service process is the key to creating value for ourselves and our customers. A detail in our service, even an expression and a look, will affect the customer's psychological feeling and affect the effect of our service.
Wal-Mart, the global retail chain empire If you are a salesperson, you can find yourself in this book. Treat it like your map. In this way, you will become a gold medal salesman.
-Willis Turner, President of an International Sales and Marketing Company
- 1. Establish a modern marketing concept / 1
2.Sensitivity to sales figures / 4
3.Make most people's money / 6
4.Be a client's fortune tree / 7
5. Satisfy Yourself / 8
6.Build the right view of money / 10
7, 80: Application of the rule of 20/12
8. Selling needs thinking / 14
9, see through the customer's purchasing psychology / 16
10. Thinking strategy for contrarian sales / 21
11. Turn crisis into opportunity / 22
12. Turn "problems" to zero / 23
13.I am a salesman / 25
14. Courage to decide the success or failure of sales / 27
15. Believe that you will win / 29
16. Have a strong sales conviction / 34
17. Sales require enthusiasm / 36
18. Love Your Work / 41
19. Confidence creates success / 43
20.If you want to succeed, you must act / 45
21. The harder you are, the more successful / 49
22. Salesmen should learn psychological cues / 51
23. Be prepared to be rejected / 52
24. No longer flinch from rejection / 53
25.Continue to find new sales opportunities / 57
26. Beat yourself / 59
27, overcome fear / 60
28. Overcoming Field Fright
29. Cure the weakness before sales / 64
30. Must be "diligent" / 66
3 l. Personality traits necessary for a successful person / 68
32.Sales ability comes from experience / 70
33. Sales etiquette must be familiar
34. The professional qualities of a salesman / 75
35. "Refresh" your marketing ability / 80
36.Efficiently manage time / 82
37. Do good self-planning / 84
38. Integrity is the Basis of Sales / 88
39. Salesmen should be caring / 92
40.Eliminate yourself annoying factors / 94
4l, develop a good style / 97
42. Luring Your Customers / 99
43.The psychology of catching customers
44.Seize Humanity / 104
45 Let's Go For It / 106
46.Advance to advance / 108
47.Segment your sales plan / 110
48. Humanity is a weapon for salesmen / 111
49.Concentrate on listening to customers' complaints / 112
50. Promote image with "reward" / 114
51.Merge yourself into sales / 115
52, sales need means / 118
53.Flexible display of your products / 122
54. "Four Two Dialogues" at the Critical Time / 124
55.AIDMA rule in sales / 125
56. Shorten the talk time and increase the number of meetings / 128
57. From the heart, "Thank you" / 129
58. Know the boss and please his confidant / 130
59.Best of Your Product / 132
60. Let product emotion communicate customer emotion / 134
6l. Find out the customer's "cherry tree" / 135
62. Leverage your satisfied customer base / 138
63.Everyone I met when selling
64. Understand and make good use of customer preferences / 141
65. Twenty Excuses for Revisiting Customers / 142
66 Think of the question from the answer / 146
67.Big Scenes / 148
68. Tips for approaching customers / 150
69.How to design creative opening remarks / 154
70. Techniques to break the heart wall / 7l. Methods to deal with the negotiating opponents who win the battle
72 Successful deal strategy / 158
73. Convincing customers with "data" / 161
74. Grasp the six stages of sales / 163
75.Virtual tactics to promote transactions / 166
76. Bluff and create tension / 168
77.Flexibly improve pricing strategy / 171
78.Setting Proper Goals / 176
79. Try to maintain a good physical and mental state / 177
80.Master the charm of language / 180
8l The power of praise / 181
82. Learn to lift and compliment / 185
83. How to please different types of customers / 187
84. Use of Emotion to Sell / 189
85.Using quotes to persuade customers / 191
86. Persuading customers through examples / 193
87.Finding Common Topics / 195
88. The main points of successful talk / 198
89. From "No" to "Yes" / 200
90.Using Acceptable Statements / 201
91.Charming Your Customers / 203
92. Avoid using language that is prone to negotiation failure / 205
93, chat can also create performance / 207
94. Choosing the right place to negotiate / 209
95.Create a Harmonious Atmosphere / 212
96 Praise to be proportionate / 214
97. Refining Abstract Benefits / 215
98. Prevent customers from making cocoons / 216
99.Standing at the same height with customers / 218
100 What does "think about" mean / 220
101. The best promotion is service / 222
102. Excellent service is excellent sales / 223
103 Can't just open the door without service / 225
104.Combination of sales and service / 226
105.Provide quality service / 228
106. Perfect after-sales service / 230
i07, the specific content of after-sales service / 232
108 Think what customers want / 236
109 Services also have to do something / 239
110.Service, service, re-service / 241
111. Don't miss the opportunity to help customers / 244
112 Welcome customer complaints / 246
113, find the reason for customer returns / 249
114.Satisfying Customers for Life
l15. Intimate service makes customers wish for success / 253
116. Caring for Your Customers / 254
117, Responsible to the customer / 256
118.Create a detailed customer profile / 258
119 Stabilize Your Old Clients / 259
120. "Goods returned" win goodwill / 269
121 Widely accept the opinions of customers / 263
122.Tracking services / 265
123 Convenient to others, convenient for you / 266
124. Let customers buy records to help you / 267
125 Acknowledgement Letter for the Future / 268
126, a greeting card, a tender / 270
127 Details determine success / 271
128, sales is selling emotions / 273
- Book Summary Makes Most People's Money A successful salesman said: "If you want to make money, the sales target is not just the rich. Because the number of rich people is limited, relying on a limited number of people will not make high profits. Therefore The sales target should be most ordinary consumers. They have the largest number and have the potential for sales. "
He meant selling to meet the needs of most people, not a few rich people. As far as cars are concerned, although high-end cars such as Rolls-Royce and Mercedes-Benz can be sold to rich people, the number is too small. Ordinary people can afford ordinary cars by borrowing money and paying by installments. Japan's Toyota, Honda, and other cars made in Japan can target the average American in the US and earn $ 130 billion a year.
Ting Hsin Group, which has invested across the sea to the Chinese mainland, produces Master Kong Instant Noodles in the Mainland, with a daily production volume of 14.3 million bales and a market share of 231%. The future production volume will reach 17.3 million bales. Essential goods that ordinary people can afford. Most of the 1.2 billion people on the mainland have a poor income. Instant noodles are the ones that best meet their needs. The amount is so huge that as long as each package earns 5 cents NT, it can earn 7 million yuan a day. Earn at least 200 million a month.
In terms of baseball, whether it's the United States, Japan or Taiwan, the standard of professional baseball is very high. Why? The main reason is that there are many people who love baseball, and baseball is a sport for ordinary people. Unlike golf and polo, only rich people can afford it. So professional baseball can earn billions of dollars every year, because baseball is the sport that can "meet most people's needs."
Guided by this view and trend, Acer's launch of "National Computer" should be a product that meets the needs of most people.
It has been 20 years since the founding of Acer. During the process of internationalization, it has suffered severe setbacks due to investment errors and poor management. However, under the special management philosophy of the operators and the steady helm, they finally got through the difficulties. Today, it has become a global company, and its status in the international information industry is even more important. Recently, in the industry's questioning and discussion, "National Computer" was launched.
The main marketing concept of "National Computer" is to make computers more affordable for more consumers. Therefore, it is characterized by simple structure and low price. At the same time, the product's market target is for developing countries or regions with low computer penetration. Although the future sales must adapt to the niche market of "tailor tailoring and large number of varieties", it must also respect the "special needs" of the niche market. But in terms of overall trends, "serving the needs of the greatest number of people" should still be the primary goal. P6-7