"Five Law" contributed to the terminal master

First, to help determine the method


In the terminal stores, especially in medicine and health products store where a large terminal, terminal manufacturers are selling have followed each other in the investigation or what kind of moves the opponent, such as: end-use packaging, promotional materials use, Standees laying, and to promote the use of sales promotion and so on.


Between the different competitors will produce different results, they focus on the competitors, while also constantly improving their methods of work of the terminal. If a factory on the poster, B is bound on a light box manufacturers, if B manufacturers to implement "buy two get one free" campaign, then a manufacturer may also adopt a "bundled" sales. So now end war intensified, the "smoke" filled to the end of the corner.


At a time when sales are on the shopping guide, or the approach of many companies competing one. Differences between similar products is not great, who fight to the end customer who is the winner. And this depends on good marketing skills and resourcefulness as a shopping guide of the gift of the gab and a magic weapon to win.


Many customers in the implementation of purchase, very hesitant in the face variety, faceless sales staff, they do not know Which to buy products, but in this case you have to grasp the customer's psychology, can not know No case of a purchase, the customer will determine a slight hesitation, and then you take the initiative in their own hands in order to persuade each other of course, buy the way to force customers to trade with you, such transactions the probability of turnover is very high, and customers may also become the next buyer, because you kind of attitude and a good professional quality impressed him, help her make a purchase decision is supported by customers like and appreciate. This method is particularly focusing on the introduction and in the end product of the kind of agitation when the driving force, although the determination of the customer sooner or later, but if there is no such driving force, he may desire to purchase to be weaker, slower to get ideas point, or do not want to buy.


Precisely on this issue, but many end sales because customers do not easily give up the possibility to buy the underlying product market, the implementation of this method has been robbed of opportunities, which help the customer decides to purchase the most suitable method is not strong-minded customers, which requires a good wind blows sales staff, customer psychology of learning and understanding.


Second, the law implies certain


A good promotion shopping guide, is a very good "medical products" to their products overripe in the chest, can be done in time for the customer to explain, head into the third, informative, but also the customer raised about the accuracy of product issues to be answered. Selling out a number of products in order to obtain the customer agreed. If you say at 3:00 on January 2, the customer agrees, then build on the progress of the let down customers are set to buy your idea and extended down to do business successfully. If for these points, you can get the customer's consent, and then to synthesize the various views may be, that he agreed the main points for high thinking along the customer's thinking and orderly progression, which will make the customer to enter to the situation you are selling products to go into, it also is half the battle.


You selling process, step by step so that the customer agrees with some points, but not too many delays in obtaining a few customers that the product is so consent, and then suggest the customer product is suitable for him, and the price performance, it is more than similar products, customers now are in favor of themselves, and certainly the product is good, if not to buy naturally unreasonable. Customers have this feeling, will naturally be driven by purchase.


This is the marketing skills to help determine the method more difficult than the large, because these customers will be able to determine in the end product itself is not what he needs, ideas and attitudes are relatively strong, but slightly in the wrong place when selling, may customers will go with a competitor's products shopping guide, but everywhere as his own plan for a customer is very effective. This method describes the language used when the relationship is particularly important to try to avoid any unpleasant enough to cause the customer's words, to be sincere attitude, attention to language use is reasonable. Therefore, this method unlike other methods, can be used, but if it is used in place, but it is very effective.


A mature grasp of the promotional shopping guide staff in the customer buying motives, you can use freely to use this method to be skilled, better able to impress clients and inspire impulse purchases from customers and the desire to buy.


Third, the two-item selection method


Tend to have times like this, promotional or shopping guide in the introduction to the customer for a long time after the product's merits, but never complete the transaction, then they may be very anxious that their labor in vain. And facing this type of customer is very rational to buy the product, or simply to watch is not real buyers. Results, introducing a lot, does not fall well, but these are different products before customers stop asking, just do not buy. Customers are making the comparison between products, both from the price, but also bring their own benefits from the real terms and the length of time in and so on. They value and use value to find the best combination of what we call the "cheap" products.


If this happens, do not come up with more products to compare and marketing, so that customers do not know themselves at a loss for how to choose, because there are many products is a series of several categories, if the sales staff about each of the reflected the absence of any unique selling points of a product.


Then take the customer's vision and decided to concentrate on the two points, then forced the customers to select from two in a way. The use of restrictive questions "you want to this or that, to this or that? We talked for so long, I consider this more suitable for you, this product is more in harmony with your ... ... the final selection from the double-entry allow customers to do a multiple choice, will naturally focus their attention to a product, and then a short introduction which would highlight the product features to impress customers, contribute to the procurement.


Fourth, the synthesis method


This approach is focused on product features, selling and marketing techniques to derive a fully integrated approach, which is totally on selling products to the customer's point of view a way to sell product, not only to the customer to Classification and analysis of customer's purchasing power to be good at what. This requires that terminal sales staff have a good psychological quality, and marketing skills. And is now on the promotion does not end in a different, large-scale buy the field, how many sales or shopping guide on the number of results is not the same, leading to end war is inevitable.


Terminal sales of the category's sales skills is relatively high, because her customers are facing some of you think the object is to understand all the marketing know-how of the customer to deal with them difficult. Such customers are often some way or know how to do shopping distinguish very clearly the product of potential customers. That is, once they believe that manufacturers or brand of product which suits them, would choose this product has been difficult to easily replace. However, if the marketing of the use of properly integrated, it will change the type of customers, but this method is more effective.


Because these people do not like the NPC imposed on him by any sales pressure, do not like to boast of being surrounded by sales personnel, so the terminal sales personnel must maintain "reasonable, beneficial, and Festival" to sell, or would be losing business , failed to reach sales. Of course, if other methods can be used properly, then in addition to some particularly sensitive to outside customers, and should not be suspected of containing excessive pressure. This approach is that when you end a sale, you can provide a simple to sum up the argument, and then allowed to him to purchase requirements. Intention is to focus on the product caused the attention of your customers, and strong words, explain why the product that best meets his needs, he must take you to him for these reasons not forget to recommend to him when the customer will be pleased to answer, sell complete.


V. Preference Act


Preference Act is mainly devoted less attention to the manufacturers to engage in certain activities on this part of the customer for products to sell. For example: Some companies implement a "buy two get one free, buy five get three" activities, or lottery sales, or purchase a product with a surprise gift and so on.


Sometimes some of the larger terminals such publicity would buy the market very much, many customers did not know, the beginning of the customer need not purchase their products, they do not know, but once into the terminal to buy the actual games, I heard there will be gifts or discounts, it is possible to buy, not for anything else, because this product I can be, but I can also be other manufacturers, to buy you is because you have something to gift, or prizes can be pumped, addition is the ability to have off to play. There is a contrast to psychology, his acquaintances how much money to buy somewhere, but they are buying the same thing lower than her price, that is, show off their "Kanjia" capability, it is still a certain degree of vanity at play.


Many consumers have heard that when the purchase offer, they will herd, regardless of their own in the end really do not need or lack of, at a time if you seize the customer's purchase of such psychological, some manufacturers offer their own activity is more conducive to sales. If not, where the sales office or shopping guide and consult a good head on their own to carry out some of these activities are not a bad idea, it will naturally promote product sales, effective to enhance product sales.


Terminal promotion There are many ways, the difference between homogeneous goods from these sales methods and skilled use of the terminal, and you need to make good use of master terminal constant observation, analysis and summary, as far as possible accurate grasp of psychology and the customer's purchase purchase requirements, in the case of popular terminal information for sales promotion and then burn a fire.