? Yesterday, although I got up at 6: 30 in the morning to catch the bus to the sales department of Lee Wing-tat Dongguan, I didn't feel early at all because I wanted to study. On the bus to Shenzhen, I heard Lee Wing-tat chatting in the back seat, talking about history and China traditional culture. These are all topics that I am very interested in. I think there should be some like-minded friends here. ?
? Arriving at Nanshan Sales Department around 8: 30, Director Lai greeted us and said that we could have breakfast. We hurried downstairs to have breakfast. I didn't expect the price of breakfast to be similar to that of Dongguan, which made me feel very comfortable. At first, I thought that the consumption in Shenzhen customs would be very high, but now I feel similar to Dongguan where I live. I bought only one fried rice noodle for 6 yuan, and the taste was ok. I only bought a bowl of 2 yuan soybean milk, which was cheaper than the breakfast in Zhuhai before. After breakfast, I quickly took the elevator to class. This course invited Mr. Zhao, also known as Mr. GY. After listening to his course, I understand that sales is logical, and the core of logic is seven key words, starting point _ goal _ purpose _ turning point _ practice _ step _ end point. Think about the sales process I have done before. I have reached the next step before the turning point, so as the teacher said, the probability of clinching a deal will be greatly reduced! The teacher also taught us to set some questions in order to have this turning point. For example, if you want to sell old-age insurance, you should ask how much you give your parents every month. You will answer a number, and then you will continue to ask questions. If parents are seriously ill, do they need 200,000 or 300,000? At this time, most people don't have this ability, so you can launch your old-age insurance conveniently. The teacher also talked about how to tap demand and other issues, telling us that demand comes from comparison, which will produce pressure, and pressure will create demand. It is quite reasonable to think about it. Including talking about how to close the distance when meeting customers for the first time to generate trust. Distance is divided into physical distance and psychological distance. The physical distance teacher also taught us how to do it. Psychological distance is to treat customers as friends and put yourself in their shoes. Customers will naturally treat you as a friend, bravely and sincerely express their concerns, and then propose solutions to reassure customers.
? The course also talks about two principles of sales EQ: don't deny customers; Don't ask questions that embarrass customers, such as don't ask, such as do you have any questions about our agreement? Then tell us there are several types of sales, such as question-and-answer sales, chat sales and expert sales. I think this should be sold according to the type that individuals are good at, and several sales methods can also be combined and applied to customers.
Then in the afternoon, Teacher Mei Jing talked about how to improve the transaction rate, saying that there should be no utilitarian intention in trading, but ambition in trading. To understand what value customers want to get by paying, in fact, I think the logic of making friends is the same as making friends first and then talking about business. Including the teacher said not to sell your products when we meet for the first time. The first two meetings were to make friends and pave the way for future transactions. You should also learn to communicate. Say what the other person wants to hear first, then what the other person can hear, what you should say and what you want to say. I think my usual chat sales are random, totally not following this logic, and the effect of aimless chat can be imagined. Teacher Mei Jing also talked about the path of sales: finding risks _ paying attention to risks (customers should see risks and recognize them) _ creating demands _ solutions. As long as there is a problem in any link, there is a great possibility of sales failure!
Yesterday's class was really full of dry goods. I think I need to apply what I learned yesterday to the sales process, try more and practice more. It's not terrible to encounter problems. You can ask experienced seniors for sales questions! Finally, thank you very much for giving me the opportunity to listen to so many helpful dry goods! I am also very grateful to my good friend Qin for his warm recommendation!