Any terminal sales behavior can be decomposed into three steps, just like the "argument, argument, argument" of an argumentative paper. Of course, some sales activities are completed in the second step or even the first step, but this is a minority after all. Conventional sales are divided into the following three steps:

1. Introduce the name, specification, material, selling price and refined selling point of the product, which is equivalent to the argument of an argumentative paper, that is, show the identity and viewpoint of the product to customers;

2. Putting facts, reasoning and proving the correctness of the argument are equivalent to arguments. In other words, you said that cherry blossom products are of high quality and low price. Why did you tell me? Otherwise, some customers will be ungrateful and think that cheap goods are not good, so argument is very important. But where is the argument? In fact, people who know our company will find a lot: listed companies, the top ten textile companies in China, 65,438+000% use Xinjiang high-quality cotton and Egyptian long-staple cotton, textile bedding (low cost), not blindly showing off, investing in high-quality fabrics and excellent workmanship. It is a powerful argument to prove that cherry blossoms are of high quality and low price. The seventh point and the introduction of our company's strength are all arguments that can be used in the sales process.

3. Put personal feelings into sales. This is equivalent to the "argument" part. After entering the store, some customers have already learned about the price, specifications, materials and other information of the products through the introduction of the salesperson, and agree with your statement, but they still don't make a decision whether to buy or not. At this time, if the salesperson is eager to sell, directly signal him to buy it quickly, which may cause customers' resentment. So at this time, it is best to guide customers to sit down and make a cup of tea with the help of the conditions in the store, and find a topic to talk about things other than products from the customer's point of view, instead of just emphasizing products, you can talk about gas, life, occupation, clothes, hobbies, children and other topics. And then guide them from irrelevant topics to products. For example, you can give an example: "A customer was in the same situation as you the day before yesterday and chose this one. Further guide them to buy. " "Playing hard to get" can guide customers to achieve the purpose of buying by "moistening things quietly".