1. What is promotion? Customer: Discover Requirements to Meet Requirements (Elementary) Create Requirements to Meet Requirements (Advanced) 2. Needs: (1), physiological needs (2), safety needs (3), respect needs (4), social needs (5), knowledge needs (6), pursuit of beauty (pursuit of beauty is the greatest sentiment of human beings) (7), and self. Interest (3), desire (4), clinch a deal (5), after-sales service (5) and (10): (1), smile (2), nod (3), shake hands (4), applaud (5), answer (6). The shortcomings of marketers (1), self-centeredness (about the company, products and oneself) (2), inability to listen (convincing customers not to win, but to win orally and lose the market) (3), lack of persistence (4), unrealistic personality (1), are usually the characteristics of customers. At the same time, explain our advantages and what customers don't know. (2) Intention: the first time to "attack the order". (3) Difficulty (refusal): Find other topics to guide, there are various sales methods and diverse customer needs. Look for opportunities to contact. (4) layman intervention (pretending not to understand): using the phone to create momentum, business cards to build shelves, temporarily snubbed, and the topic starts with the customer. (5) Uncertainty (attitude): Let's help him make up his mind and use the alternative method (6). We have no confidence in ourselves: we should learn to tell stories, tell our own experiences, tell other people's success stories, and cheer others up at the same time. 9. Overcome emotional problems (1), analyze other people's hobbies, have targeted communication (2), constantly change greetings (3), and communicate with family members when the host is away. Everyone has a kind side, and can introduce their friends to us, so as to understand their inner things. (4) Honesty, such as meeting at eight o'clock, gives people a sense of trust three times in a row. (5) Be resolute and clean, make people pay attention to you, leave a good impression on each other, make people remember you (6), make people feel happy and defenseless, show affinity (7), give people advice (such as: don't smoke, drink less) (8), communicate like family members (9), and send some warm short messages, which is beyond the reach of negotiation and communication. Women talk about common sense of life to increase their feelings (1 1), and suggest that they go fishing and play ball games, and tell them to improve their quality of life (12), and do something by themselves, such as cooking, cooking (13), and bring them into their life circle (14). Satisfy the customer's empty mind (16), find the right emotional point, compare with a person who resonates with him in a foreign land (17), find someone to help him do something small, get feedback immediately, and make people feel exquisite (18), and send some hometown specialties directly (19). Love is the greatest, others will not be cheap because of us.

Ten, clinch a deal eight steps

(A) market research, collecting information

(2) Determine the goal

(3) Invitation

(4) negotiation

(5) Clarify the conditions of cooperation.

(six) reached an understanding on the conditions and methods of cooperation in the first stage.

(vii) Sign a bill to promote

(8) Payment back

Eleven, refused to deal with

(a), refused to the actual operation reason

1, customers themselves

2. The salesman himself

The customer's reasons need to be handled, and the salesman's reasons need to be improved.

The essence of refusal:

Rejection is a habitual action of customers.

Refuse to know what the customer really thinks.

Dealing with rejection is the best time to introduce the next promotion link (2). Common reasons for sales failure:

1, lack of self-management ability

2. Determine the target market according to its own characteristics.

3. Do not pay attention to the conflict between personal image and environment.

4, 4, don't know how to control the interview with questions, just talking to yourself.

5. Recommend products rashly before deciding the purchase point of prospective customers.

6. Have no confidence in commodities.

7, narrow knowledge, superficial and boring.

(3) Promotion opportunity:

1. Choose a quiet room or turn down the TV volume.

2. Take the initiative to pour water or pass cigarettes

3, knees open, the body naturally relaxes.

4, positive conversation, friendly attitude, with a smile.

5. Browse the presentation materials and ask questions.

6. Keep your eyes on the product description and gently rub your chin with your fingers.

7. Listen carefully to your explanation and nod your head in agreement.

8. Take a deep breath and make a decision.

9. Pull the chair over and lean forward.

10, objection, decreasing gradually.

1 1. When appreciating your professionalism,

(4) Promotion methods:

1, action method 2, substitution method 3, inducement method 4, provocation method

Submission formula = strong desire+skilled technology+good attitude.

Contribution attitude:

48% of the sales staff shrank back after the first setback.

25% of the sales staff were frustrated in the second promotion.

12% of the sales staff gave up after the third setback.

5% of salespeople give up after the fourth setback.

1% of the sales staff are unwilling to give up: continue to work hard, accumulate successful experience and eventually become winners. A class of talents: neither humble nor humble, rich in knowledge. Two suits: well-dressed, generous and decent, three glasses of wine suitable for the occasion: you can drink ten glasses but only three glasses, so as not to lose your temper. Four tables of mahjong: Don't forget the five-party outing: the outing is extensive, so it's better to go to Wan Li to study thousands of books. Wan Li Road is not as good as watching countless people's six trips to Qishan: strong persistence, although frustrated, seven skills are used to beat horses: sufficient tactics, several sets of play, one set can't be replaced by another. Eight boasting: life is higher than life, language should be vivid, flesh and blood, but don't brag about nine points of patience: be calm, not arbitrary, not blind, not impulsive, and try your best to speak with your head when you don't understand things. Beauty is in the eye of a high-profile lover: treat the people we meet every day as lovers and cherish each other. Others' attitude towards you will always depend on your own knight's sword: be resolute, bold and cautious, and dare to face the poet's heart; If you have a good attitude, say it when you are in good times, and calm down when you are in bad times. When communicating with analysts, you must be organized, systematic, clear-headed and organized. Answer their questions appropriately, including many details. Don't communicate with them in an exaggerated way, and present evidence, materials and facts as much as possible. Praise them must be specific. They prefer private communication to being the focus of attention. In short, listen more and talk less when communicating, find the needs of the other party, and even find similarities between the two. Let the other person agree with you, accept you and like you. This is the key to one-on-one communication. Communicate more and sum up often, and everyone can become a master of communication!