Computer sales techniques and words
Computer sales techniques and words
A welcome sentence: The whole line of Great Wall household products upgraded discounts are on sale, now buy can also participate in a variety of promotional activities! Two, demand 5 ask demand: 1, a ask who to use, positioning the main user 1", the main is your own use? For close to 40 or 50 years of age of middle-aged people, usually with children 2, the second question will do what, mastery of proficiency 1, you are now using the computer what configuration? What do you want to do with your computer? "2", in addition to children's learning, you have any other aspects of the use of demand? 4, four price orientation, enough or more <1>You want the computer configuration function to be able to use on good, or more advanced? "2", the same price, you pay more attention to the computer's which: function, configuration, or appearance? 5, five good summary, the user to confirm "1", you in addition to? A few points in addition to what other needs? Three, P4 LCD recommend a sentence: Now buy P4 LCD computer is the most value, LCD computer radiation is low, the health benefits, now we are more and more attention to health, or buy a LCD computer cost-effective. Great Wall computer full line of A-level screen LCD, now many brands are using B or C level, B and C level is A level of elimination after the inferior, in the display effect and life expectancy have problems, now with the price of B can enjoy the quality of the A level, LCD computer in big cities, the popularity of the city is also very high. And, P4 is the mainstream configuration of the computer. Four, 64-bit CPU promotion a sentence: Computer immediately all 64-bit, the speed of the theoretical 32-bit 2 times, the performance is greatly enhanced. It's like the engine of a car, with a 16-cylinder engine car is certainly much stronger than the 8-cylinder engine car power! The same can be used to compare the 64-bit technology with the traffic, 8-lane highway and 4-lane ordinary highway to compare, 8 lanes of the width of a large, once through the traffic flow is large, so the speed of the car is also accelerated, saving a lot of time. And right away a lot of hardware and software will be developed for 64-bit technology, so if you buy 64-bit now, your computer will last at least 3 more years. So it's still a great value. Five, energy-saving certification to promote a sentence: Now that the power shortage is so strong, the price of electricity is estimated to go up, you buy household appliances are selected energy-saving right? In fact, the computer is the same, according to statistics, a computer every hour to consume 0.25 degrees of electricity, a day in accordance with the 8-hour calculation down to 2 degrees of electricity, more than the general refrigerator, TV, etc., the Great Wall products are now the entire line of the national energy-saving products through the authentication of the same function and price, why not buy a energy-saving it, but also for their own money. Sixth, the Great Wall rescue center to promote a sentence: Use of the computer you must be the most annoyed by viruses and other reasons caused by the crash, file loss, driver loss, system crash and other issues, it does not matter, the Great Wall of the home computer is pre-installed in the entire line of the Great Wall rescue center, with a backup of the data and system recovery, intelligent drive, troubleshooting, virus detection and killing, and other powerful utility. The company's newest product, the Great Wall Resource Center (GWRC), is a powerful, practical tool for creating a superb maintenance platform that makes it easy to take care of all your problems. VII, Jiaxiang V new product promotion a sentence: Jiaxiang V is this year's just launched a new product, the product appearance is beautiful, stylish, to provide a variety of practical functions, such as: to provide the Great Wall audio and video center, the rescue center, antivirus software, intelligent drive, and so on, there is also an innovative design of the keyboard function keys, is a broadband TV LCD computer. . By purchasing Jiaxiang V now, it is a warranty purchase that allows you to use your computer for 2-3 more years, which is certainly a great deal. Eight, drop the order 3 style, the deal finalized Recommended to buy a computer do not buy branded machines, buy assembly machine good!!!! Computer sales techniques exposed 1: misrepresentation of the high price Doing this line of work to be able to observe, and it is best to be able to buy a few words of communication with the buyer, to see whether the buyer is a connoisseur, and then to take specific action. This is crucial and the easiest source of profit. But the chances of meeting a pure rookie are very slim, and if you accidentally do meet one, you will never let it go. Listen to a typical rookie consumer this JS met: ? Welcome, see what you need, I can help you introduce? ? I want to buy a Centrino CPU laptop, what machine is lighter ah? (This sentence has exposed it is not a master, everyone knows, Centrino technology is included in the three core components of the integrated technology, and he even want to buy Centrino CPU models) ? The first is the X10, the T40, the T40, the T40, the T40, the T40, the T40, the T40, the T40, the T40, the T40, the T40, the T40, the T40 and the T40, the T40 and the T40. I'd like to take a look at it first. (This statement shows that the buyer did not come prepared, or at least did not know much about the machine model) ? Okay, do you want to buy today? If you do, I'll send someone to the warehouse to get you a new one? (This sentence is to test the buyer in the absence of a very good understanding of the market situation whether to buy, no intention to buy, then no longer and he wasted more time) After this paragraph of the conversation, how? You feel the JS of Hongyun speak, every sentence has a trap situation. The fact is that, if after this conversation to understand that the buyer will buy a machine today, then it will pack a higher price, in order to second to profit, although this money is easy to earn, but really encountered such a rookie possibility is very small. 2, low price The low price is mainly for those who know the market very well buyers commonly used methods, JS usually talk to the way to buyers already know the market price, and then on the basis of such a low selling price. Don't think it's a very unwise JS behavior to undercut the price. In fact, as Sun Tzu's Art of War says, "In is out, out is in, and undercutting the price has a few obvious benefits: 1) Compete on price with other sellers, who will surely have a price floor under the premise of guaranteeing a reasonable profit, but the price JS quoted is just below their price floor, which makes it impossible to ship the product to the customer. JS will usually tell the buyers some perfunctory words, let them come back in two days to pick up the goods, in this way, there is a time lag, allowing JS from Guangzhou, Shenzhen side directly to get a first-hand source of goods, without having to take goods from Hongyun's superiors. The profit side is still basically maintained to the original standard, which is very similar to the difference between spot and futures in real estate. 2) There is another advantage, even if the business is not successful, but the buyer will learn that the market has such a low price, give a business card, and so on, when the buyer has turned around Hong Luck, the buyer will be good enough to call JS. Take a look at the following conversation: ? I want to buy a T40 I2H with an offshore invoice, how much do you quote me? (Such a buyer is usually prepared, or has understood a circle of market conditions, be cautious) ? Brother, see you are a connoisseur, come on, first drink a cup of water, make a friend ? (First use sweet words to charm him, and then the next step) ? OK, thanks, or give me a quote first ? (This time to ensure that the water is served up, he has already drank into his mouth) ? See you are a connoisseur, you first tell me the lowest price you seek, I see dare to give you a quote? (First understand the other side of the price to understand the situation) ? I found the price in the XXX number is 14600, with the bag with foreign invoice? No way, really unfair competition, they reported this price but our take price, (is not feel this is very familiar) brother, are doing this business, I do not hide you, I can give you is this price, but I can give you to do the Chinese operating system, but also can guarantee that the foreign invoice is true, to give you to the blue car registration, to ensure that you use the cool later, how about it? (In fact, 14600 is indeed the price of Hongyun's shipment, JS reported this price if you want to implement my above mentioned means of delivery in the field, and now the price of Shenzhen's last is 14380, one day to the goods) See the buyer's face colorful? I'm not going to be able to do that, but I'm going to be able to do it. I'll take a look at the prototype first, right? The first thing you need to do is to give the buyer a prototype, and then you will be able to see it. Then let's make a deal, you give me the machine right? I'm sorry, I'm sorry. When he finished, he picked up the phone, dialed a number (I don't know if it was 110), and said: "We don't have anything in the warehouse?". Ah, the warehouse is out of stock? No way! What's wrong with you guys? What? What? Too many sales? When can we get a shipment? Tomorrow morning? Okay, how many? 50. Okay, I'll talk to the customer. How am I supposed to explain this? I hung up the phone after that. Turning his head, he apologized to the customer and said: "I'm sorry, all the accounts in the warehouse have been withdrawn. I'm sorry, the warehouse of the household are lifted up, so, we return to a batch of goods tomorrow morning, once to 50 units, you can come over tomorrow to pick up goods, OK, so you also have the pick of the head, today you only pay a few hundred dollars deposit on the line? This is the inner workings of the false low price, generally prepared for those who understand the market buyers, the effect is very significant. 3, messy boast function These means is to assist to the customer's mask, with many is not a distinctive feature of the publicity used to paralyze the consumer, so that consumers think that this is a very powerful function very powerful model (they often set to buy a TV set of the purchase of the method of purchase, thought that the function of the more is good), the JS recommended model! The models recommended by JS are generally high profit models, such as water goods SONY, water goods Samsung, etc., or use this to attract consumers, is an auxiliary means. 4, to water line This way JS is now not used, or infrequently used, JS will generally water products said to have international warranty products, after-sales service by the manufacturer is responsible for, and so on. With a lower than licensed goods, water goods much higher selling price to sell a pure water goods notebook. There is no doubt that such a profit is very high, but at present, the major websites, newspapers and magazines similar to the distinction between licensed goods and parallel imports of too many articles, so that such a means has been basically eliminated, only some of the level of the poor JS will be used. The above mentioned some of the means of deception in the face of customers. Such a means is to use the perception of the JS experience to achieve, the risk is slightly higher. The user who is very aware of the market is not applicable, but JS has a set of some means for the computer itself, To analyze: Water goods brushed into the line (brush the number of machines) Such a way of the major sites have not yet been exposed,
The major sites have not yet been exposed, and the way of the world. The first is to make sure that you have the right tools for the job, and the second is to make sure that you have the right tools for the job. The first is that it is not a good idea to use the same technology, but it is a good idea to use the same technology, and it is a good idea to use the same technology, and it is a good idea to use the same technology. The specific realization of the method is this: first find the technicians through the special equipment will be the BIOS in the body model number, serial number brushing and writing with the same type of licensed goods. This step is very technically difficult, generally need to have a large factory of professional engineers to complete, the general small JS is not the strength to complete. After the completion of the serial number label on the back of the fuselage with a hot hair dryer to blow off, and then use their own production (general business card stores or small printing presses can do this work) serial number labels affixed to the same way the serial number on the box is also replaced with a plastic plastic bag to re-package can be. Finally, through the blue fast inside the mole to the serial number brush into the blue fast database. So the machine will look exactly the same as the licensed goods. However, due to the problem of the serial number itself, when the user has a problem with the machine to the blue fast to receive after-sales service. Due to the duplication of the serial number printed by JS, it can not get the effective warranty of BlueSpeed, and the ultimate victim is the user. This kind of brush number machine is generally for IBM to do, other models such as SONY, it is not very applicable. For one thing, the difference in price between SONY and water goods is not large enough to justify such a big effort, and for another, SONY's machines are of different origins and models, and the possibility of counterfeiting is very small.
After pretending to be a licensed machine, it is sold at a slightly lower price than licensed goods, which is very popular, but this approach can not be too arrogant, generally speaking, do not do more than 10 units in January, otherwise it is easy to be detected.
Replacement parts
This approach is also more common, and is something that we all do. JS usually replaces the original parts that can be replaced with generic parts that can be purchased on the market, and then sells the original parts that have been deducted at a higher price to make the difference. If a notebook is too much for JS to deduct, JS will even sell it at a lower price than the purchase price, so that the buyer can feel the sweetness and relax his/her vigilance.
Generally speaking, the parts that often go under the hammer are: memory stick (which is very simple), JS usually will be such as a single 512M memory for two 256M, to know that a single 512M on the market is very rare, and at the same time is to buy the sky-high price. Hard disk, JS will be a high-speed hard disk into a general low-speed hard disk, which the difference in price of about 200 yuan, which is generally not easy to be found by the buyer, found that if you use the machine for each batch of goods accessories are different to excuse. Optical drive, replaceable optical drive is also often down to parts, JS from the market to buy used optical drive accessories, inserted into the replaceable optical drive box, re-stickers, inserted into the machine, generally will not be found, you can tell the buyer a point, respectively, the new and old optical drive is to see if there is a number of insertion and removal of traces of the slot, there is a good chance that it has been replaced.
Deductions
Accessories and accessories are different, accessories are such as the original laptop bag, with a mouse, with a USB flash drive and things like that, the market price of these original accessories is very high, the JS will usually take these things out of the separate, if the customer found that less of these attachments, the JS will be taken out of the separate inventory as the reason for the customer to bring it. If the customer finds that these accessories are missing, JS will use the reason that they have been taken out separately and counted as a reason to bring them to the customer subsequently. If the customer simply did not find these small details, JS earned, an IBM original red dot package JS can be sold to the price of 150 yuan, almost the same profit as a laptop.
Well, having said that, we should all appreciate the bad tactics of the industry's secrets, and hope that those who are new to buying machines will no longer be cheated.
A few personal observations!
1. First of all, when you negotiate with the customer, do not have a brain to say the advantages of the product! You first need to figure out the main purpose of the customer to buy a computer and what grade of computer he wants to buy! Then you follow his needs to recommend a suitable computer for him! This at least shows that you are more professional! Not just want to earn his money, to let the customer experience your service!
2. When the customer does not object to your `suggestions, you can be recommended by you to the relevant advantages of the product little by little to say out (remember: must speak clearly enough, because some customers are computer novice, you do not say clearly he will not understand. And, do not finish once, leave a little and then find another opportunity to add. This customer will feel that you recommend the product does have a lot of advantages). Then you say again why you recommend this product to him!
3. Finally, emphasize your service and your features!
This is basically to leave a good impression on the customer! If the other side really need, and your price is not higher than others, basically can be dealt with!
First of all, it depends on what kind of crowd the customer is, what kind of consumer, the more fashionable must have nothing to do with the money, you can say that this machine is the best so far, and then, to meet the public form, the main thing to say is that the cost-effective ~ a lot of people with this machine are not a problem ~ ~ to meet the more insiders, the main thing to say is that the service! The next machine has a problem ah you can come to me wow ~ ~ met the layman, you want to say what you say on what to say ~ ~ anyway, the above you want to talk about the price of it ~ ~ the main thing is still to enthusiasm based on it ~ ~ ~ Oh ~ ~ hope that your level of sales straight up ha ~ ~ ~
Computer sales skills and techniques two:
Computer sales The market is more and more difficult, homogenized products more and more, and the computer is a technology-led products, want to have a profound difference in technological innovation, and is not very realistic, therefore, the computer sales model, the gumbo status quo more and more gumbo, I guess the businessmen are always thinking about how to break out of the sales of the heavy siege.
With the development of science and technology and the economy, computers are not the exclusive property of a few families, it has become a part of the majority of ordinary families, and therefore, the computer sales market to take this opportunity to set off a boom, but the competition is getting more and more intense, and the situation is more and more difficult. As stated above, when China's computer sales market after the opening of this piece, a variety of brands, a variety of ways to enter, so that the majority of consumers have more opportunities to choose, the stack of homogenized products, and finally had to take the market in the way of concessions, and concessions to the launch of the means of sale, in exchange for another round of price concessions, promotional giveaways. One after another, also formed a vicious circle of computer sales.
To get out of this predicament, we have to be different, how can we be different, the product due to technology-led, it is difficult to be too different, conceptualization of marketing and often do not last long. Then you can only start from the periphery. It may be worthwhile to make some adjustments from the customer's point of view.
Nowadays, consumers know how to consume on their own, but for this high-tech products, professional or worse, buyers and sellers information asymmetry, the business issued a new card, which is the service.
First , consumers buy home computers, and most consumers who buy home brand computers do not know much about computers.
Therefore, the focus of computer sales is to help consumers buy a computer to meet their needs, suitable for their situation, so that all promotional activities should be centered on the focus of this sales to start, the core of the sales is to allow consumers to buy computers can really understand what they need what kind of computer, what kind of computers should be purchased, this work is handed over to the terminal by the sales staff to solve the problem. This work is left to the sales terminal to be solved by the sales staff. Through one-on-one face-to-face communication, sales staff to help consumers further clarify their needs, and then provide consumers with the ability to meet their needs to buy advice.
Secondly, most of the current home brand computer manufacturer's promotional activities to pursue the audio-visual experience of the novelty of the effect of the sales talk is also focused on the performance of the product and the number of gifts sent on the good or bad, and does not really understand the needs of consumers.
Therefore, do a good job of terminal sales work in the short term is to establish a competitive advantage of a shortcut (although this competitive advantage is easy to be imitated), this is because a good job of terminal computer sales work that is easy to quickly, but also can quickly increase sales. Training for terminal sales staff, the main content of the training is consultative sales, basic sales skills and sales techniques. Consultant-style sales is more to solve the conceptual problem, so that sales staff from the consumer's point of view to consider the issue, clear not to sell computers, but to help consumers buy a computer to meet their needs. Basic sales skills is more to solve the problem of skills, especially face-to-face communication skills, so that salespeople through saying, listening, asking, answering and other ways to y understand the needs of consumers, eliminating consumers in the communication process put forward a variety of sales disputes, and finally reach a sale. Remember, execution is important here.
Through the above adjustments, at least a short period of time to improve the sales of computers, the next, computers will become the main educational tool for many families and an important recreational tool, in the popularization of home computers today, computer peripherals, computer repair, computer education and training market will continue to grow and expand, therefore, the service as a link to the sales terminals are responsible for providing consumers with more computer peripheral products and services. Provide more computer peripheral products and more services will undoubtedly become a new source of profit growth, not only in line with the domestic household brand computer manufacturers product diversification reality, but also to improve the household brand computer a way out.
Like computer knowledge training, computer operation training and other educational training consumers are very important, but this is now many businesses do not do enough places. At the same time, the home brand computer after-sales service pressure is relatively heavy, but the main reason for the current after-sales service is that consumers will not, at a loss caused by this point of view, education and training is to reduce the cost of after-sales service effective means.
Computer sales, with their own sales characteristics, the establishment of the brand effect, that there is still worry about not selling out?
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