Halo effect: Halo refers to the aperture that sometimes appears around the sun. Seen from a distance, the sun seems to have expanded a lot. Halo effect means that people's perception of something or someone will extend to other aspects. According to the statistics of new york Sales Association, 7 1% people buy products from salesmen because they like and trust them.
Doing a good job in marketing, on the one hand, can accumulate capital and make material preparations for starting a business. On the other hand, you can exercise your ability to do business. Whether you are working for someone or starting your own company, sales promotion is one of the most important contents. I think promotion is the core part of marketing. If you learn to sell, you learn to do business. Therefore, for some people, to start a business, they might as well start with sales promotion.
So how do you become a successful salesman? Salespeople need certain qualities. Some of these qualities are innate, but more are acquired efforts. Marketing ability is also the basis for a person to start a business.
Be familiar with the characteristics of the products you sell. Advantages, disadvantages, price strategy, technology, varieties, specifications, promotion, competitive products, substitute products. Especially in front of customers, we should pay attention to showing that we are very familiar with the products.
Familiar with the target customers who sell their products. These target customers should be divided into core customers, non-core customers, key customers and non-key customers.
Familiar with product market. How to subdivide the market, competitors, market capacity, geographical distribution of customers and time distribution of products, and short-term development trend of product market (development trend in the next 2-3 years).
◆ When selling products, arrange the time reasonably. Generally, it is difficult to sell at first, and there is no way to start. As time goes on, it will gradually get better. Through this activity, the interpersonal network will be greatly expanded and the amount of information will be greatly increased. These interpersonal networks and market information will provide a lot of opportunities for further entrepreneurship.
Formula 1: success = knowledge+contacts.
Formula 2: Success = good attitude+good execution.
◆ Selling products means selling yourself and introducing yourself. Selling yourself is more important than selling products.
◆ Keep issuing business cards.
No matter when and where, words and deeds should be consistent, which is the guarantee of customer confidence.
◆ Customers not only buy your products, but also buy your service spirit and service attitude.
◆ Cooperate with customers' language and actions in terms of body movements and speech speed.
Make a good plan, make a good plan first, so as to improve the efficiency of time utilization and the effect of promotion, and make adjustments at any time with the changes of environment and conditions.
Keep a sales diary every day, check the details of each sales record at any time, and keep abreast of customers' trends.
◆ Study customer psychology.
Learn the skills of negotiation. Be good at smiling and listening to achieve a win-win situation. We should consider the problem from the customer's point of view and guide the customer. Customers sometimes value your service spirit more than your products.
◆ In reality, sales promotion is not completed at one time, and it is often necessary to communicate with customers many times.
◆ Know the world. Some unreasonable demands on customers should also be tolerated and considered.
◆ Understand the importance of old customers. Considering the cost and effect of marketing, it is much more useful to keep old customers than to find new ones. At the same time, the old customer himself has social relations, and his social relations can also be used by you.
According to the characteristics of the products being promoted and the company's situation, what kind of promotion method should be chosen.
In another sense, sales promotion is also a way of interpersonal communication, so in a sense, learning to sell is actually learning to be a person.