Before we begin this article, allow us to recommend to you a super salesman, Joe Girard, who has been named the world's number one retailer by the Gisney Book of World Records for 12 consecutive years, sells an average of 6 cars per day for 12 consecutive years, and is the only salesman to be inducted into the Automotive Hall of Fame to date.
He summed up 7 lessons for his super sales:
1, the law of 250: do not offend a customer, behind each customer, there are 250 potential customers, you only need to drive away one customer, it is equivalent to driving away the potential 250 customers.
2, business cards flying everywhere: to sell himself to everyone - when eating at a restaurant to pay the bill, he has to clip the business card in the bill; on the sports field, he throws the business card into the air... Use every opportunity to spread the word for yourself, look for everything that is possible to advertise for yourself, and get more sales opportunities for yourself.
3, establish customer demand files: learn more about customer needs - if you want to sell something to someone, you should do your best to collect intelligence about his business, as long as you have a way to make customers feel comfortable, they will not disappoint you. ”
4, hound dog plan: let the customer help you find customers, after the business deal, he always gives a stack of business cards and the instructions of the hound dog plan to the customer. The instruction manual tells the customer that if he introduces someone else to buy a car, he will be paid $25 per car after the deal is sold.
5, the "taste" of the product: let the product attract customers, people like to try, contact, operate, let the customer personally participate, if you can attract their senses, then you can grasp their feelings, so in contact with customers always try to let customers first "smell" the smell of the new car. He asked the customer to sit in the cab, grasp the steering wheel, and touch it himself.
6. Honesty: The best strategy for selling, and the only strategy.
7, the real sales begin after the sale: "I believe that the real start of the sales activity is after the deal, not before. "The sale is a continuous process, and the closing is both the end of this sales campaign and the beginning of the next sales campaign, and Joe sends a greeting card to his more than 10,000 customers every month. Congratulations on the New Year in January, March to celebrate Washington's Birthday, March to celebrate St. Patrick's Day... Everyone who bought a car from Joe received Joe's greeting card and remembered Joe.
The reason why super salespeople are always so successful is that they can always see the conflicts of consumers and meet their needs.
There will always be companies asking: What kind of products are best sold?
Answer: It is the product that consumers need to sell best. And the needs of consumers lie in conflict.
If companies want to have the ability of "super salesmen", they must become masters of understanding consumer needs and being good at resolving human conflicts.
People are the entrance to business, and conflict is the key to opening the door.
From Joe Girard to today's Via and Li Jiaqi – the way of selling, the sales channels, the sales content is constantly evolving, but the core of the super salesman has never changed - studying conflicts, insight into needs.
Whether it is traditional business or intelligent business, talent is always the entrance to business and goods, although the channel has changed, the demand has expanded, the conflict has escalated, the appeal has become more precise, and the communication method has changed...
But for marketing, for enterprises, insight into human conflicts can find the entrance; resolving conflicts can successfully open the door; creating conflicts is to create new doors.
From the earliest paper sales technique to today's live streaming with goods, in the view of Teacher Ye Maozhong, the essence is the same, and powerful masters can find the shortest path between products and consumer pockets.
The super salesman is a master of insight into human nature, understands greed and anger, understands truth, goodness and beauty; understands joy and sorrow, listens to seven emotions and six desires, and can find the "want" in the consumer's heart, rather than just staying on the surface of the "need".
They understand that people are the entrance to business, conflict is the key key, and only by finding this key can they press the shutter of sales and enter the fast track of sales.
I have also summarized for you where the conflict switch may be lurking (for details, please refer to Conflict 2, or consult the editor)
