Do the base of distribution: to understand it and constantly excavate you master the value of nothing
What kind of people can do a sale? What kind of people can grow into the TOP sell?
Can someone threw out a pile of: chatty and good at illithid, any insinuations, will order, can drink, can sing and dance, can play CARDS. I'll ask a question: this is the sale or social butterfly? These kung fu is close with people of some distance intraoperative just.
I most despise salesman to sneak said: "I give * * kickbacks, can pull to advertising sales skills".
Give rebate is too easy thing. If you give others 10,000, others will give you thirty thousand, who won't do this business? Kickbacks alexandrine like just a kind of art. Never constitutes the core competitiveness.
The really big sell, (like me such) does not necessarily nagging, see face to trying to ingratiate himself to curry unceasingly. Great support to know what is your hand control things, to the other party have what kind of value; Must be good at digging your hand controlled the value of nothing.
"Prices fluctuating around the value" this is our top junior high school is to recite the text. But until today, most no future sales, it was still can recite the quotation, but not understood his own things have how of value, why the other side wants at this price clinch a deal with you.
Media advertising sales skills THLDL. Org. Cn of value, is to clients through your media by the master of the resources to affect him to influence the market opportunities.
Advertising sales skills salesman selling is not a vacant position, but with edition version bits and other elements that form the resources.
Otherwise, the paper a BANNER a link just, with what sell so much money.
Sales are about points marketing, distribution and the auction.
Media advertising sales skills of basic features include:
1, basically are direct,
2, the customer is limited, don't allow lost customers.
3, 20% of customer support 80% of the turnover,
4, and system integration big project direct selling advertising sales skills, compared to launch is all the company's normal business move, so buy advertising sales skills like buying toothpaste is as very homely thing,
But for advertising and sales skills and sell this kind of relatively simple direct, or into three boundary:
Product sales, marketing and strategic sales plan
Product sales: entry-level sales.
Product sales work, is to memorize: "our media positioning * * *, fashion status * * *, * * *, circulation published specifications * * *, advertising and sales skills version of a * * *, advertising and sales skills price * * *" and then ask: "this month plan put here?"
Customers say: "have no plan"
He politely say: "that I next month and will contact you again."
If he can't even speak his product parameters are not clear or back contacted actively can't do and politely do not out, then doors forfeiture.
Product sales love using the method of selling price and discount is.
Product sales forever in the stressed: "our media how."
Product sales and customer forever can operate the aspect of personnel deal with. Occasionally find eldest brother, old congress said: "you find our zhang xiao li contact it."
Customers the best evaluation on the sales, namely: "people work hard."
This kind of sales for selling products highly mature, customer high recognition of the media advertising sales skills.
But we don't need such sales.
Advertising sales skills scheme sales: intermediate salesman
How in ten minutes judge a sales is an entrance sales or intermediate sales
Product sales and sales representation difference scheme is one: product sales love said, scheme sales asking,
Product sales and sales representation difference scheme is: product sales to second customers in this media represents the market areas ready to do anything unclear, Scheme for customers in this media sales represent market field preparation do better;
Product sales and sales representation difference scheme three is: product sales with customers only responsible for purchasing the media people, passively waiting for the customer the outcome, Plan and sales promotion plans and relevant client companies, advertising sales skills company several rounds of 6, 7 individuals dealing, actively promote customer choice;
Scheme sales staff won't dry ground to ask customer: "you shall surely our version?" (all products sales regardless of how many ere around the front, talk what merely moon, finally certainly this sentence.
Advertising sales skills scheme sales will according to the customer in the market has the influence of ideas, integrated media control of resources, and give customer a solution, possibly including 5, 6 kinds of projects, While clients throughout identity of which 2, 3 kinds of, it is many money less problems rather than YES or NO question.
Customers on the scheme sales judgment is: "this is a idea."
While clients high-level characters against him will also relatively politely.
How to let others for your kind: to be fully reveals your utilization value
As long as willing to understand brains, Ken hard, everyone can be intermediate sales, I have confidence in a drawer take into intermediate sales.
Strategic Sales: TOP sell all of us understand, what has highly profitable - the new and monopoly.
The new product is shuffling and adjusting profit opportunities. The monopoly product have a hard one item longevity, always maintain a highly profitable.
Every media-source are represents a market. (mass media break into different market different edition piece). And every market every year a new growth point.
Why do people willing to pay? In order to get the unknown.
Like all chasing girls because mysterious, when a lot of goods can sell to high prices also because of mysterious... and
For already very clear mature market, no customer willing to cast more advertising sales skills, we guarantee conventional investment, conventional exposure, make a conventional profit; Only the customer attempt to shuffle via new products, attempt to enter new markets, we will have a large issuance.
Product sales or scheme was holding sales or their goods sold for others,
And strategic sales and customer also feel nascent market opportunities. Just like the person of related by blood, as new market does not have the market completely separated and namely. Through the media in both markets do accumulation, certain ability customer contact nascent market making appropriate new products.
Advertising sales skills strategic the role of sales is:
1, make the enterprise products remain vigorous, always have new profit growth point,
2, the cooperation with the customers become more deeply, drive scheme sales and product sales, want to know, the further cooperation, the harder it becomes be replaced,
Strategic sales than intermediate sales difficult is, want to have experience and credit accumulation. Not diligence and shook the clever can do. Product sales, marketing and strategic sales plan for customers to understand is:
Customers will open launch, product sales know, think there may be advertising sales skills sales opportunities;
Customers are prepared to a new product, scheme sales know, the initiative to ask how those can cooperate to place,
Think clients should product, strategic sale going out with each other the high-level advice, one block market your company has an opportunity to build, and what we can offer help
I put the selling advertising sales skills into seven steps:
First step: find the customer interface, transfer product introduction and service plan
Step 2: confirm customer received, meet again
Step 3: to understand customer needs, providing tailor-made service plan
Fourth step: customer recognition scheme, price negotiation
Step 5: signed a contract to provide services
Step 6: ensure customer satisfaction, and then to the client direct interface of superior desire
Step 7: collection and talk about the next cooperation
It is easy and sales unified language, each customer in what steps.
If the selling advertising sales skills than play his way, call, meet, please to have a meal, giving presents all of these is the ball, but let the customer orders is profligate finishing. (of course, a foot after, still have to continue playing) I've seen many dribbling ability strong sales, profligate finishing, but always can't play well.
Actually have two keywords: Burning armed abbreviation BI and one UCV. However Value referred
Responsible for advertising sales skills on is the trust from the company, also want to accept many colleagues inquiries.
For a never launching of the media advertise sales skills, can let a person, compared to 20 floors upstairs to jump from a distance of another a 20CM upstairs 20 layers.
Across a 20CM, this is he fully has the ability to do get, but he stood 20 layers of height, many usually does not consider the question poured into the heart: can I suddenly leg Wallace does not open, will opposite floor slippery, will past stood instability... And although he certainly has the ability to do it, but there is no good reason for, he didn't even necessary adventure (this risk is unwarranted).
But if you for chamberlain said: if you exceed the past, floret and your friends. Chamberlain maybe a teether will exceed past,
But if you to xiao li said: if you Wallace past, your mama cure the money I had. Xiao li maybe a teether will exceed past,
But these things to WangZong no seducement. But if you to WangZong said: your daughter in opposite upstairs. He maybe a teether will exceed the past.
You chase floret, give mom cure, help daughter. Is zhang, xiao li, the WangZong BI. As individuals, always have the BI exist. Also, as companies also always have the BI exist. (in respect of the company, don't put some BI listed here)
So, when you played 20 times on the phone, or even spend help at the door and 3 hours, very not easy to meet customer, you don't know each other individuals and companies BI, never talks about their products. Each other must be thinking of himself, to what you're saying no to hear.
With our own, for example, if you are more trapped, or be leadership batch had a good meal, or face the opponent's attack without counterattack method and frustration, a salesman came in, to introduce you to product, you can hear it?
If is hotties, may face after hearing, most likely to be directly say "I want a meeting right away," so this..., opportunity void next time more difficult.
Talk in shops, however is not what say one Value?
Because there is no absolute matchless value, you can provide unique, the first and customers, the second time and relevant concerned. Only about the man this company has the value, or only for the moment has the value, outdated null and void.
So, if not to walk to the third step, won't know customer BI, if you don't know customer BI, will not be able to provide UCV.
So in the fourth step before, it should not give customer offers. In not put to customer pulse, before the product and price to the somebody else, just gave people a refusal of your reason for it.
When you are able to provide UCV, is many money less problems, not Y/N problems.
Actually, RenTongCiXin, XinTongCiLi, business is equal to humanism, A little attention to sales, according to company norm, the human nature, the company's stage, and that the individual's stage, there will be about similar BI appear.
So, don't take customers have no time to do reason, clients always have time, if he thinks that a value, he can work overtime,
Don't take customers have no money for reasons, clients always rich, have no money to do business? You just did not provide worthy of his pay reason just.
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