Once upon a time, there are two salesmen to sell combs, let's call them Zhang San and Li Si it, every day on the streets, everywhere to sell combs. One day, the two went out in company, inadvertently passed a monastery, looking at the people coming and going to the monastery, Zhang San was greatly disappointed, "Alas, how can I run to this ghost place, here are all a bunch of ......, which monks will buy combs it?" , and so hit the road back home. (Comments: easily give up sales opportunities is the common salesman often make mistakes)
Just saw the signboard of the monastery, Li Si would have been a cold heart, very disappointed, but the long-established professional habits and the spirit of constant challenge to themselves and tell themselves "both to come to, it is at peace, not action how will be the result of it? It's all in the eye of the beholder!" (Comments: the same is a branch of Jiu Cui flowers, sad and happy to see the thorns, optimists see the flowers, different mindsets and mental models will lead to different results and destiny, and the basic mindset necessary to sell masters is a positive mindset, even if there is only a ray of hope, but also to go all out to fight for), then, walked straight into the monastery, to see the abbot's heart when he had already thought about a good point of entry for the communication. (Comments: quick reaction, quick action)
Meet the salute, Li Si preemptively asked "Abbot, you as a temple host, you know do a great disrespect to the Buddha thing?" (Comment: The psychological characteristics of the communication object, you can find the entry point as soon as possible, quickly attract the attention of the other side and curiosity)
The abbot heard, full of surprise, asked in fear and trepidation, "Dare to ask the master, what is the fault of the old man"
"Every day, so many good men and women come on long journeys just to worship the Buddha and ask for wishes. But most of them are full of dirt, cloaked hair, so worship Buddha, really to the Buddha's great disrespect, and you as the temple presided over, but turn a blind eye to this, is not rude?" (Comment: For the quality of the old monk's tolerance and benevolence, a slightly heavier tone of voice is not inappropriate, but will cause the other side to pay full attention to)
The abbot was ashamed to hear, "Amitabha Buddha, may I ask what is the advice of the monk?" (Comments: customers take the initiative to ask for solutions, has been a good intervention in the sales process, this is a good opportunity to sell)
"Abbot do not be anxious, this is a small matter, to be rushed to your hospital, only you need to arrange for a washroom, prepare a few combs, so that the guests to wash up, clean and sharp to worship the Buddha can be! " Li Si replied. (Comment: Reasonable solutions can make the other party's nervousness relaxed, the desire to buy can be enhanced)
"Thank you for your insights, I will arrange for someone to go down to the mountain to buy combs tomorrow." (Comment: Successful sales promotion should make customers feel that the purchase decision is made by themselves, rather than imposed by outsiders)
"No need to be so troublesome, Abbot, the district in the next has prepared a number of combs for you, a low price to you, but also be considered that I am doing some of the feelings of the Buddha it!" (Comment: The green light to close the deal flashed, and immediately went with the flow, quickly entering the topic of cooperation and signing)
After discussion, Li Si sold 10 combs to the old monk at a price of 3 yuan each.
Li Si returned to his residence sweating profusely, coincidentally for Zhang San to see, "Hey Li Si, did the monks buy the combs?" Zhang San teased.
"Bought them, but not many, just ten."
"What! Ten combs? Sold to a monk?" Zhang San's eyes widened and his open mouth could not close for a long time "How is this possible? Monks will also buy combs? How can selling combs to monks be successful if you don't get beaten up?" (Successful people find ways, failures find excuses.)
So Li told Zhang San about the sales process, and after listening to him, Zhang San realized, "I see, I'm not as good as I thought, I'm impressed!" While he was talking, he was thinking in his heart, "Why did I give up this good opportunity? The old monk is really generous, buying ten combs at once, is there any chance for him to sell more combs at a higher price?" (Comments: fall down and get up to catch the sand, salesmen are not afraid to make mistakes, as long as they can learn from the failure to learn from the lessons, learn something) brain turn, the plan came, (Comments: more brains, less detours) that night will discuss with the comb store owner, overnight rush to produce 100 combs, and in each comb are painted a naive little monk, and signed the name of the monastery. (Comment: Personalized new products will arouse more demand from customers and bring more sales opportunities)
Early the next morning, Zhang San brought these 100 special combs to the monastery, found the abbot and then gave a deep bow, "Abbot, have you ever thought of revitalizing the Buddha's sect, so that our monastery's fame will spread far and wide, and the incense will be more prosperous? " (Comment: a new entry point, still centered around the customer's psychology to do the article)
"Amitabha Buddha, of course I would like to, I do not know what you have the best advice?"
"According to the above survey, the local within a radius of 100 miles **** there are five temples, each temple has good service, competition is fierce ah! Like you arranged yesterday's incense freshening service, other temples as early as two months ago, in order to make the incense more prosperous, more famous, we have to do more for the incense for others did not do ah!" (Comment: Starting from a competitive angle, it is easier to make customers more interested)
"May I ask the monk, what else can our hospital do more for the incense burners?"
"Abbot, incense visitors come and go in a hurry, wouldn't it be wonderful if we could let them come empty-handed and leave with something to show for it?"
"Amitabha Buddha, what does this temple have to offer?"
"Abbot, I tailor-made for your hospital 100 exquisite craft comb, each comb has your hospital's name, and painted a lovely little monk, worship Buddha in many of the guests of the dignitaries, gentry and celebrities, parting with a comb a gift, a monk to gift comb, a deep meaning, and secondly, they get a very memorable value of this craft combs, the more sense of the temple's service, so that word of mouth spreads! The word of mouth will soon spread the fame of the temple, and some people will seek the comb, so the temple will become more and more popular."
The abbot listened, nodded frequently, Zhang San then sold the abbot 100 combs at a price of 5 yuan each. (Comment: more products, higher prices, the heart can do things better)
Zhang San accomplished a great success, excited to come back to show off his successful sales with Li Si, Li Si heard, silent, quietly left. (Comment: There is inspiration, there is thinking, there is a better ending)
That night, Li Si and comb store owner secret talks, a month later, one day early in the morning, with 1,000 combs to pay a visit to the abbot, the two sides salute, Li Si first asked the abbot originally purchased Zhang San comb gift, see the abbot of the past cooperation is very satisfied, then the conversation turned, deep salute, " Abbot, I am going to help you do a great deed of immeasurable merit today!" (Comment: the entry point upgrade, in order to cause each other higher interest)
When the abbot asked the reason, Li Si will be his own grand blueprint to the abbot to depict: the temple is in disrepair, many statues have been dilapidated, the abbot has become a long-time wish of the temple, remodeling the statue of the Buddha's golden body, but there is no money difficult to remember, how to make the temple in the abbot's lifetime to obtain a large sum of money to fund it? Li Si took out his 1000 combs, divided into two groups, one group of combs written "merit comb", the other group written "wisdom comb", compared to the previous abbot bought combs, more delicate and generous. Li suggested to the abbot, in the temple lobby posted the following notice "Where to the hospital guests, such as donations of 10 yuan of charity, you can get the wisdom of the monks cast spells of a comb, combing hair every day, the wisdom of the constant flow; such as donations of 20 yuan of charity, the abbot can be given personally cast spells of the merit of the comb a, once owned, the merit of the ever-present, a lifetime of peace, and so on, so that, according to the daily 3,000 In this way, according to the calculation of 3,000 customers per day, if 1,000 people buy wisdom comb, 1,000 people buy merit comb, every day can be about 30,000 yuan of charity, deducting the cost of my comb, 8 yuan per comb, can be a net of 14,000 yuan of charity, in this way, every month can be raised more than 400,000 yuan of charity, not a year, the dream can be realized, is not it not a lot of merit and virtue? (Numbers and logic, if necessary, will be more persuasive)
Li Si spoke with great interest, the abbot listened to the heart of the happy, the two hit it off, and immediately purchased 1,000 combs, and signed a long-term supply agreement, so that since, the temple has become a super specialty store Li Si. (Customer demand-oriented, grasp the customer's consumer psychology, bold ideas, careful proof, and gradually guide, and ultimately achieve the goal)
Enterprises are looking for such sales promotion experts and sales elite? According to the Talent Exchange Center released data, almost every job fair is more porridge less, especially this year for the first year after the expansion of university graduates allocation, employment competition is more intense, but, strangely, on the one hand, many people are unemployed, can not find a suitable job, on the other hand, the enterprise can not be recruited for the appropriate personnel, especially sales, business personnel and distress, which is the reason for a lot of different, but there are A very important reason, that is, the various shortcomings of the domestic education model, resulting in the so-called talent, especially just graduated college students, its knowledge of what they have learned can not meet the actual needs of the market, especially business sales staff, the university curriculum, teachers are too out of touch with society. To solve this problem, on the one hand, as a candidate for their own correct positioning, and actively seek opportunities to recharge the training, and constantly enrich and improve themselves, just as no one is born a champion, and no one is born a master salesman, master salesman is also after specialized training out of the training. On the other hand, the employer to recruit employees to carry out formal pre-employment training, especially business personnel, whose work involves public relations, etiquette, communication, negotiation, psychology, and many other areas, not training can create excellent performance, is tantamount to a fish out of water. And training, not only for you to develop a well-trained front-line marketing force, but also to improve team morale, stabilize the workforce, improve sales performance have an inestimable role.