In fact, we just need to find the selling point of the product. The selling point of the product is that we give customers the best answer, is the best reason for customers to choose us.
We must do sales to explore the depth of the product's selling points and then combined with the customer pain point theme to hammer out a set of sales talk out, open to attract the attention of customers.
The depth of the discovery of product selling points can be divided into three parts:
1: We must say to the customer the advantages of a product, so that the customer understands that the purchase of our products can be obtained what specific benefits.
2: The advantages emphasized must be the competitors' disadvantages or competitors can not do, must say that we are differentiated from competitors.
3: The advantages emphasized must be strong and powerful focus on a point that can impress, move and attract consumers to buy the corresponding product.
In our salesman's practice, the product selling point can be any kind of thing, can be the product price, technology, positioning, and even color. Advantage can be tangible, can also be intangible, I visited a customer, found that the customer is very believe in feng shui, so I handwrote a copy of the sutra to the customer, from feng shui, handwritten scripture, the role of the "promote wealth", "to protect the peace of mind", "ZhenZhou", "the house", "the house", "the house", "the house", "the house", "the house", "the house". "ZhenZhou" effect. I first warmed up to copy once, in a serious writing once a day, pious copying 1000 words, which lasted more than 2 months, copying during the period did not eat half a bit of meat and fish. When I gave the gift to the customer, and then the copying process and scripture placement of the scripture notes to the customer, the customer was very surprised and touched. Without a doubt, it set me apart from my competitors. I gained the client's trust and recognition.
You will find that the spread of thinking, the advantages of sales is almost infinite, such as everyone in the sale of furniture, are emphasizing the quality of the technical performance of the furniture itself, you are selling furniture at the same time promise to help customers free installation, debugging. Then there is no doubt that you have more chips in the competition, the same, there are engaged in the sale of medical equipment salesman, in the sale of medical equipment to customers at the same time, he also helped customers to seize the morning parking space and buy a warm heart to the customer earlier, so that they also make themselves and competitors to produce a clear differentiation from the posture has been ahead of peers.
Customers always listen to the voice he likes to hear, do what he likes to do, so we put forward the selling point of the product, we must be in the customer's point of view, the customer as their own family members to look at, from the point of view of his needs, for his needs to provide the best quality products, rather than our products to find a reason to sell to him.
In my sales career engaged in a few years, I feel that the refinement of the product "unique selling point" when to focus on three aspects:
1: to provide customers with a competitor can not exceed the selling point of the product;
2: the product selling point is the salesman to provide customers with the greatest benefits, so that we are the best choice for customers;
2: product selling point is the biggest benefits, let us be the best choice for the customer;
3: The product selling point must be the benefit or result that the customer wants most.
Under the guidance of the Matthew effect, the stronger the stronger, the weaker the weaker,, the selling point of the product is that we get customers, win money, honor, it is the success of the "trigger", the process of sales is to find the main needs of the customer to meet the main needs of the customer process.
Conclusion: from the "meet the main needs of customers" point of view: the selling point of the product is the main needs of our customers from the salesman to start, the forging of the "temptation of the strongest" a sharp edge, can poke the customer psychological "pain point". "Pain point", it is the most effective weapon to break through the customer's psychological defense.