Getting trust quickly is the only way to the highest level (customers don't trust you, so it's useless to say anything), but it's not the highest level in itself.
Different products may have different highest levels. I'm in real estate, and I've done both residential and commercial investment promotion. From the perspective of real estate, the high realm I know.
For self-use products (customers' own use), we are not selling products, but dreams. Leading customers to see the house, ordinary sales will say that the garden is a gift, how big and cost-effective. In the high realm, you will add that it is wonderful to make a pot of tea in the garden in summer and watch the stars with your children. At most, ordinary small room sales will say that the total price is low and the price is high. The money saved can go to Europe once a year with my husband. In addition, if the house is small and clean, you will have more time to study and entertain your family, even if your husband is angry, he won't go far. In short, it is not to describe the product, but to let the customer substitute the use state or contact state of the product and give play to the positive and beautiful imagination of the customer.
For commercial products (such as customers investing or renting office buildings), we are not selling products, but solutions and solutions. Take the house as an example, let's talk about the office building first. When customers rent your side, the general sales/investment promotion meeting will tell you how many elevators there are, how many floors there are, how the utilization rate is, and how competitive our rent is. The high realm will carefully screen your requirements and even take care of your future development. Does your enterprise server need backup power? It is estimated that your office space demand will double in three years. How can I help you plan to meet your needs? How many seats and meeting rooms do you need? Let me help you install it. Your main customers are in this area. If you move there, the rent will be saved, the efficiency will be reduced and the rent will be cheap. Let me help you calculate? Your company moved here to file tax returns. I can help you with government formalities and so on. We don't sell products, but work with customers to help them plan their present and future from their perspective.
We only talk about sales here. In fact, the early positioning, strategy, market, image, promotion and so on are more important. Just like a war, it will be very enjoyable for the two armies to confront each other and defeat the enemy, but a real master will use and even create a situation to let the enemy fight with us at the time and place he plans, which is basically equivalent to automatically coming to accept the slaughter and even defeating the enemy without fighting. I can't see any lotus flowers. Unconsciously, the opponent has no way out.
For example, Apple's mobile phone, we have met clerks from Joe Wang to Apple, foaming at the mouth to promote their own things and persuading you to choose between Nokia and them? In fact, you were suddenly discovered by osmosis. One day, it seems that you have no choice but to change your mobile phone.
Actually, I am currently working on a project, right here in this bureau. This is very pleasant. Please don't ask me for details, it's not convenient to say when laying out. I dare not say that I am a high-level player, and I am constantly exploring and learning.
To sum up, low-end sales sell reality (product, performance, price, service, etc.). ), not to say that it is not important, this is the foundation. High-end sales sell the future (sense of substitution, win-win solution, sense of honor, psychological suggestion, planning, dream realization, etc.). ).
There is no highest, only higher. * * * Whatever you want.
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I don't agree with the comment that sales are deceptive or brainwashing. Our life is actually full of sales.
When I was a child, you told dad that I would be good. Why don't you buy me an ice cream first, does that count?
After reading it, you tell your deskmate to let me have a look at the examination paper. I'll tell you my sister's QQ number. Does that count?
After work, you tell the landlord that I love cleaning and have a regular job, so I can reduce the rent a little, ok?
When you are in love, clap your chest at the female ticket and your mother-in-law. Although I have to pay a down payment and a loan to buy a house now, believe me, your daughter and I will have a good and happy life in the future. Does it count?
The headhunting company asks you to jump ship, and you go to the new company to talk to another CEO, Kan Kan. Is there no bug in the good program written in the old paper?
When you become a father, educate your naughty son to study hard. He will be CEO in the future, marry Bai, and buy as many Transformers as he wants. Does that count?
You see, aren't you also selling dreams and futures? Do you think this is brainwashing or fooling?
Yu Xiansheng: Tianya's famous landlord, one of the three most important people in Tianya, a master of sales planning, a pioneer, and the boss of the top ten Internet of Things companies in China.
There are many great people and experienced masters in the group, which is a good circle for exchanging knowledge and experience.
The Group will regularly share the actual sales and entrepreneurial cases and experiences of various industries:
& gt& gt& gt& gt Entrepreneurship: beauty shops, stalls, storefronts, restaurants, art schools, building materials, advertisements, home improvement, etc.
& gt& gt& gt& gt Sales: FMCG, cosmetics, industrial products, auto parts, equipment, engineering, medicine, real estate, e-commerce and so on.