There are two Lamian Noodles stalls in the street, which are not far apart and taste similar, but the turnover of the East stall is one or two hundred yuan higher than that of the West stall every day. The stall owner in the west is very depressed. My Lamian Noodles does better than him, so why doesn't he earn more money?
So I asked a friend and observed for a few days, and found that the number of Lamian Noodles sold by the two stalls was not much different every day, but the East stall sold one or two hundred more eggs every day.
Before Lamian Noodles went to the table, the boss of the East stall asked, "One egg or two eggs?" Many people will choose to add one, others choose to add two, and few people choose not to add eggs.
However, the boss of Xitan ignored this detail and always casually asked, "Do you want eggs?" Some people casually say no, some people say to add one, and few people choose to add two.
The reason was finally found. ...
Experience 1: This is an important "alternative rule" in product marketing. That is, let customers choose from their own options, rather than asking open questions, so that customers have other choices or create the possibility of rejection.
Lesson 2: What is "alternative"? In other words, when selling, don't ask "Do you want to buy it?" Instead, ask "Do you like A or B?" "One egg or two?" If you ask whether to add eggs, the answer may be: yes or no, if you ask "one or two?" At least one will be added!
Lesson 3: When to Use Substitution Rules? Remember, don't abuse this rule before entering the final stage. The other party doesn't know you and is not interested in the product. If you suddenly let him make a choice, it will be counterproductive. Therefore, we should pay attention to the timing and order when using substitution rules.
Lesson 4: When using the "two-choice-one rule", the salesman should ask questions from the perspective of the third party, and the goods must be selected by the customer. It is best not to use the word "buy" when asking, so that customers will feel that they chose it themselves. At the same time, be careful not to put forward too many choices, two are the most suitable.