Step 1: Clarify the rules
The simple “sell me this pen” is a very simple sentence, but the amount of information and imaginable space contained in this sentence is too large, so we might as well clarify the rules by asking questions, test and judge the interviewer What is the desired result, so that the final result will not go wrong, although the interviewer in front of you has transformed into a customer, but don’t forget, he finally decides whether you can enter the next round of interviews Officer, so try asking the following questions:
Before selling this pen, may I ask you a few small questions?
Voiceover: It’s just a small question, mainly to use “small” to reduce the vigilance of the interviewer. If the interviewer says No, then you will return to the swooshing picture of “the arrogant dare to blow, and see death as home”, and at the same time, during the recommendation process, you will continue to ask questions of the other party and test the bottom line of the other party.
Can I sell this pen for any price?
Voiceover: Judge whether the interviewer cares about the market price of the pen, whether the interviewer can sell the pen at a lower price, whether the pen can be sold at a high premium, and if the interviewer says you can sell the pen at a high price , then you have to sell your feelings like Fatty Luo. For details, see Step 4. If you can sell pens at a low price, then you need to make a deal at a low price. You can make a deal at 0 yuan. For the specific strategy, see Section 1. Step two.
Can I plan to develop other features of this pen?
Voiceover: In fact, this question means whether I can brag without limit. For example, this pen is actually a concept pen. In the later stage, this pen will develop the automatic writing function without holding a pen. In 2017, the pencil will be released. It will be exhibited at the Pen Expo, and there will also be pen models wearing bikini. If the interviewer says NO! NO! No, you are selling pencils for 5 cents a piece, don’t make it like a Ferrari, then start quickly, don’t pretend to be an old Chinese doctor and brag.
Step 2: Get to know the customer
If the first step is to understand the interviewer, then the second step is to understand your customer. Only by knowing his needs and meeting the needs of the customer can you achieve sales! Most of the fresh graduates or interview recruits who are determined to enter the sales industry will definitely understand this truth. Open, it is used to describe how high-end the product is, as for the needs of users! User needs? Do you have users? For example, if you recommend Mandiminoxidil tincture solution to Swish, Ah, many people don’t seem to know this, but it’s actually a topical hair tonic, no matter how remarkable the effect of this thing is or how technologically advanced it is. If it’s too high, you won’t even buy it, because there’s no such demand. But when you know that Swish’s colleague and best friend, Fatty Li, is bald early, and at the same time is suffering from not being able to get her sister, then you should know how to recommend it to me. So you need to know what kind of person your client is and what his preferences are. E.g:
You’re in charge of manpower-related work at the Grape No Spit Grape Skin Company, right?
Voiceover: Confirm his identity and see what he does, so as to think about the relationship between the work he does and the pens he sells, and to pave the way for the later stage. If he says that he is in charge of human work, then this pen is more reflected in daily office (meeting minutes, document signing, etc.), if the “customer” says he is in charge of purchasing, it is interesting, you have to think Well, you don’t just sell “one” pen to him, or like the first question in the first step, you can complete the deal at 0 yuan, and then say that this is a trial, if you think it’s good, you can buy it in bulk, then you Children’s shoes have a bright future.
Step 3: Build Relationships
After you have completed the first two steps, the rules are clear and the customer understands, in fact, the relationship building in the third part will come naturally, because the interviewer arranges that the things you sell will not be very complicated technologies or products that you are not familiar with. On the contrary, Then you know a lot about the product you want to sell, so the rules, customers, products, building relationships is pretty simple. Once you have captured this “need” and “product” relationship from the mouth of the “customer”, your sales job is almost done. See below for specific questions:
Have you used a similar pen before, how was it?
Voiceover: In fact, replace “this pen” with “similar”, and let the other party express their views on this pen, especially the advantages and disadvantages, so that you will know how to make further recommendations in the future. The “customer” may say that the pen was used this morning, but because of the low price, no one cares, and it is easy to lose. Then the “customer” has already expressed the recognition of this pen and the disadvantages of this pen. At this time, you can think about how to make some breakthroughs in “anti-lost”.
If you want to try this pen, you can take it and try to write a few words.
Voiceover: Show the trial strategy, reflect your sales strategy, and guide the “customer” to give back information. In fact, it is essentially the same as 1.
Step 4: Play the emotional card
If you can basically get the “customer” in the third step, you may not need the fourth step, you can skip directly to the fifth step, but what if the third step is not very successful, then use the fourth step—— Play emotional cards. Using emotions to impress the other party is also the same as the emotional strategy in sales. Maybe it was the push of the glass on the wine table that moved the other party, maybe it was the usual intentions that moved the other party, maybe it was… So at this time, you can write two Make up a beautiful story, use the story to give this pen a special meaning, and use this added value to impress “customers”. Of course, it’s best not to write “Gou Li’s life and death”, of course, you can write: If you never leave me, I will be in life and death. You said that you used such a 2B pencil to write such a sentence for your English class representative. Later, this English class representative became my current girlfriend, so I hope the interviewer will buy this pen. A pen represents happiness and contentment. Of course, if the above note written in 2B can also be changed to: The teacher is here. You said that you were naughty back then. When you read pornographic novels in self-study, you received a note from the representative of the English class: Teacher coming! This saved me from being beaten by the teacher at the time, and later this representative of the English class became my current girlfriend.
Step 5: Facilitate the transaction
All that needs to be said, don’t go on and on. If the interviewer is already very excited in the third step, then it is time to say, 1 yuan to make a deal! WeChat, Alipay can be! You can also use him to write an IOU to you! Receivables are also considered as income from financial reports anyway.
Of course, it is also possible that the other party was in tears during the fourth step, thinking of the homework book when he was a child, or the model in the studio, or…
At this time, make a deal quickly and end the battle! It’s not that the more you talk, the better. Everyone is a socialist, so the meaning is enough. Life is like a drama, and it all depends on your acting skills. Don’t get too involved in the drama!
