[China Glass Network] In the process of sales, we will always encounter ever-changing situations. As a professional salesman, we must calm down and have a generale of "suddenly not surprised, no reason to add and not angry" Demeanor and ability to be flexible and unfavorable are favorable factors. That is to say, we must be able to adapt to it. How to adapt to it? The following four methods teach you to unlock sales!
1. Use the problem to play the contingency
What we use here to refer to the problem is that the salesman expresses his true claim in the sales process by taking the problems. For example, a salesman sells a tempered glass in front of a large group of customers. After completing the product description, he demonstrates the product to the customer. This demonstration is to throw a tempered glass on the ground without breaking. But he happened to take a cup that didn't pass the quality. I saw him slamming and the glass was broken. Such a thing was unprecedented in his entire sales promotion, which greatly exceeded his expectations. He was very surprised, but did not show it. The customers, however, are stunned, because they have already believed in the salesman's sales instructions, but just want to see a proof of it, but the result is such an embarrassing scene. However, after only 3 seconds, I heard the salesman say, "You see, a cup like this, I won't sell it to you." The customer smiled and the silence became active. Then, the salesman threw five more cups, all of them falling to the ground intact.
The salesman's ability to adapt to the competition has won the customer's goodwill, and five intact wine glasses have won the trust of customers. The salesman quickly sold dozens of glasses. Imagine if the salesman can't solve the problem randomly, the customer will definitely go away.
2. Humorous and humorous strain method
The so-called humorous method is that in the process of marketing, if you encounter unexpected changes, you can use humorous and humorous methods to get rid of the dilemma. For example, there is a big department store in the United States with a billboard on the door, which reads: "There is no goods, if you are out of stock, you will be fined 100,000."
A Frenchman would like to get this 100,000 yuan and go to see the manager. He asked, "Where is the submarine?" The manager led him to the 22nd floor, where there really was a submarine.
The Frenchman added: "I have to look at the spaceship." The manager took him to the ninth floor. I saw a flying boat parked there. The French did not give up and asked, "Can someone with a navel eye born under their feet?"
You think that such a question, the manager must be stumped. Who knows, the manager is quiet, and plainly said to the clerk next to him: "Let's have a handstand for this gentleman!"
The manager knew that the Frenchman had intentionally killed him, but he was able to respond to the customer in a humorous way. In this way, the customer can be left without a loss of 100,000 yuan.
3. Contextual contingency
Context is the language environment, which includes the time, place, social environment and natural environment of marketing negotiations. In the marketing process, if you can use the context skillfully, you will receive unexpected results. E.g:
In the TV series "The Legend of Moutai", there is such a plot: the young Maotai wine Zheng Zheng has gone through all the hardships and brewed the mountain "Zhengjia Maotai." At that time, the Panama National Expo hosted the selection of Chinese exhibits in Shanghai. It is the director of the association, Mr. Betan, the pseudo-town mayor of Li Maozhen, where Zheng Zheng is located, is a deceitful guy. He uses various despicable means to replace the "borrowed" "Zhengjia Maotai" with his own." Wanfu Maotai trademark, and use money to get through the relationship, trying to get into the Panama World Expo to fame. Zheng Hao also produced a better Moutai. But how can I let Mr. Betten know about this wine? Zheng Zheng was in trouble. Later, with the help of the industrialist Xia Ming's brother and sister, he greeted Li Shanglian at the neighbor of Betten and threw the bottle filled with Maotai to the ground. The bottle bursts and the wine tastes scattered. The sound of the bottle was alarmed by four people. The Maotai wine was drunk and drunk, and finally led Mr. Betan. Needless to say? "Zheng Jia Maotai" conquered Betan, also conquered the Panama World Expo, won the grand prize at the fair, and has since become famous.
Here, the key to Zheng Zheng’s victory is that he broke the bottle in a random manner, skillfully used the contextual conditions, resolved the shackles, opened the way for direct contact with Mr. Betten, and opened the way for Moutai to go abroad. So drunk down the world.
4. Coping with the spiral strain method
In the marketing process, if you encounter the following situation, what do you do?
I am negotiating a business with a new customer. Suddenly, an old customer called. He told you to revoke the promise of your purchase before. Needless to say, at this time, you must have a double pressure, both want to recover from the old customers, but also afraid to leak information on sales and losses in the new customers. In the face of this situation, if you are stunned, or yelling at the phone and the old patrons, blaming him for saying, it is too stupid. The result can only be that the old Gu is not able to stay, and the new customers are rushed away. I think, smart, you will never do this. You will definitely politely say to the old patron: "It doesn't matter, but I am talking about a tight matter with a friend. We will meet you tomorrow to talk about how you look at it?" This is indeed a rational and clever approach. We call it "the coping with the law." The sagacity of this approach is: the right and left. Usually, listening to you saying that the old customer will not continue to entangle with you on the phone, he will promise your request, so that you have another negotiation with him in order to maintain the original transaction. On the other hand, new customers will not only be happy for you to value him, but also apologize for rejecting a date because of him. This is very beneficial for you to enter into a deal with him. It is a three-pronged sale. Strategy.
The above are the four ways to unlock the sales ,, I hope to inspire you!
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