Computer sales skills and vocabulary I:

First of all, welcome a word:

Great Wall home products are upgraded and discounted across the board, and they are promoted at a discount. Now you can participate in various preferential activities, and 100% wins the prize. You can also go to Hong Kong Disneyland. I'll help you choose any one.

Second, the demand 5 asks the demand:

1. Ask who can use it and locate the main users.

1, mainly for your own use? For young people in their twenties and thirties

"2", mainly for children? For middle-aged people who are close to their 40 s and 50 s, they usually lead their children.

2, two questions will do, master the proficiency.

"1", what is the configuration of your computer now? For some customers who seem to have a high level of knowledge.

"2", is he (child) having a computer class at school now? For 1? Middle-aged customers in level 4 cities

3. Has he or you touched the computer before? For middle-aged customers in 5-6 cities or customers who seem to have low academic qualifications.

3. I want to do three questions and grasp the main application.

"1", what do you mainly want to do with the computer? For example, apart from basic usage such as surfing the Internet and word processing, do you have any higher usage needs, such as work, playing large 3D games, recording TV programs, editing digital photos, music, videos and so on?

"2", do you have any other needs besides children's study?

4, four questions about price orientation, is it enough or ahead of schedule?

"1", do you want enough computer configuration functions, or are you ahead of schedule?

Which do you value more, the same price, function, configuration and appearance?

5. Summarize at five o'clock and confirm by the user.

"1", except you? . Do you have any other needs after when?

Third, P4 LCD promotion:

It's the best deal to buy a P4 LCD computer now. LCD computers have low radiation and are good for health. Now people pay more and more attention to health, so it is cost-effective to buy an LCD computer. Great Wall Computer adopts A-level LCD screen, and now many brands adopt B-level or C-level. Grade B and C are grade A wastes, which have problems in display effect and service life. Now you can enjoy the quality of Grade A at the price of Grade B, and the penetration rate of LCD computers in big cities is also very high. Moreover, P4 is the mainstream configuration of computers.

Fourth, 64-bit CPU recommends one sentence:

Computers will soon be all 64-bit, twice as fast as 32-bit in theory, and their performance will be greatly enhanced. Just like the engine of a car, the car with 16 cylinder engine is definitely much more powerful than the car with 8 cylinder engine! Similarly, 64-bit technology can be compared with traffic. Compared with the ordinary highway with four lanes, the expressway with eight lanes has a large width and a large traffic volume, so the speed is also accelerated, saving a lot of time. In addition, a lot of hardware and software will be developed for 64-bit technology immediately. If you buy 64 bits now, the computer will last at least 3 years. So it is still very valuable.

Five, energy-saving certification promotion in a word:

Now that the power shortage is so serious, it is estimated that the electricity price will rise. Do you choose energy-saving appliances? In fact, computers are the same. According to statistics, a computer consumes 0.25 degrees of electricity per hour, and according to the calculation of 8 hours, it also consumes 2 degrees of electricity every day, which is more than ordinary refrigerators and televisions. Great Wall products have passed the national energy-saving product certification, and their functions and prices are consistent. Why not buy energy-saving ones and save yourself money?

Six, the Great Wall ambulance center to promote a word:

When you use a computer, you must be most annoyed by the problems caused by viruses, such as crash, file loss, driver loss, system crash and so on. It doesn't matter. Now the Great Wall Home Computer is pre-installed with the Great Wall Rescue Center, which has super practical functions such as data and system backup and recovery, intelligent drive, fault diagnosis, virus killing and so on. It can create a super maintenance platform for you, and all problems can be easily solved. What are you afraid of?

Seven, Jiaxiang V new product promotion words:

Jiaxiang V is a new product just launched this year. It has a beautiful and fashionable appearance and provides a variety of practical functions, such as providing the Great Wall audio-visual center, ambulance center, anti-virus software, intelligent driver, innovative keyboard function key design and so on. This is a broadband TV LCD computer. Buying Jiaxiang V now is equivalent to buying at a premium, so that your computer can last for 2-3 years. Of course, it is very cost-effective.

Eight, single type 3, deal.

It is recommended to buy a computer not a brand machine, but an assembly machine! !

Computer sales skills are exposed.

1: falsely reported high price.

In this line of work, you should be able to observe words and deeds, and it is best to see whether the buyer is an expert in a few conversations with the buyer, and then take concrete actions. This is very important and the easiest source of profit. But the chance of meeting a pure rookie is very small. If you accidentally touch it, you can't let it go.

Listen to a typical rookie consumer Ben JS met:

? Welcome to see what you need. I can introduce you.

? I want to buy a notebook computer with Centrino CPU. What machine is lighter? This sentence has been exposed, not a master. As we all know, Centrino technology is an integrated technology including three core components. He actually wants to buy a Centrino CPU model.

? If you buy Centrino, can you consider X 10 or T40? This sentence is very insidious, which can fully show whether the buyers we are facing are familiar with the market and notebook brands.

? What is X 10 like? T40 Do you have a performance here? I want to see it first? This sentence shows that the buyer is not prepared, at least not very familiar with the machine model.

? Ok, do you want to buy it today? If you buy it, I'll send someone to the warehouse to get you a new one? This sentence is to test whether the buyer wants to buy if he doesn't know much about the market. If he doesn't want to buy, he won't waste time with him again.

How about after this conversation? You feel that there is a trap in every sentence of JS. That's the truth. If we know from this conversation that the buyer will buy the machine today, he will pack it at a higher price and make a profit next time. Although this kind of money is easy to earn, it is unlikely that he will really meet such a rookie. So we need to combine the next step:

Step 2 lower the price

The price reduction is mainly aimed at those buyers who know the market very well. JS usually understands the market price that the buyer already knows through conversation, and then lowers the price on this basis. Don't think that lowering the price is very unwise JS behavior. In fact, as Sun Tzu said in the Art of War, if you advance, you will retreat, and if you retreat, you will advance. Reducing the price has several obvious advantages:

1) In order to compete with other manufacturers in price, they must have a bottom line on the premise of ensuring a reasonable profit, but the price quoted by JS is just below their upper limit of low price, which makes them unable to ship. JS usually says something perfunctory to buyers and asks them to pick up the goods in a couple of days. In this way, there is a time difference, which allows JS to get the first-hand goods directly from Guangzhou and Shenzhen, instead of getting the goods from Lucky's home. Profits are basically maintained to the original standard, similar to the difference between spot and futures of real estate.

2) There is another advantage. Even if the business is unsuccessful, the buyer will know that there is such a low price in the market. Give a business card and the buyer will call JS as soon as he turns around.

Look at the following dialogue:

? I want to buy T40 I2H, and I want an overseas invoice. How much will you quote me? (Such buyers are generally prepared, or have already understood a circle of market conditions, so be careful. )

? Dude, you're an expert. Come on, have a glass of water first and make friends? Confuse him with sweet words before going on to the next step.

? Ok, thank you. Why don't you give me an offer first? At this time, it is certain that the water is served, and he has already drunk it in his mouth. )

? Seeing that you are an expert, tell me the lowest price you are looking for first, and I'll see if I can quote you. (Understand the other party's understanding of the price first)

? The price I found on XXX is 14600, with packaging and overseas invoices? (Smart consumers usually tell merchants by subtracting a part from the found price, and the estimated found price is 14800).

? No way, this is unfair competition. The price they quoted is our delivery price. Do you think this looks familiar? ) Brothers are all in this line of work, so I won't tell you the truth. This is the price I can give you, but I can make you a Chinese operating system, and I can also guarantee that the overseas invoices are true. How about registering for the Blue Express and ensuring that it can be used in the future? (In fact, 14600 is really a good delivery price. If JS quotes this price, it is to implement the overseas delivery method I mentioned above. Now the price of Shangjia in Shenzhen is 14380, which will arrive in one day. )

See the buyer's face lit up? Is it? May I see the prototype first? Give the buyer a prototype. Then let's make a deal. Why don't you give me the machine? Okay？ Then pick up the phone and dial a random number (I don't know whether to dial 1 10) and say to the phone:? Ah, the warehouse is out of stock? No What's the matter with you? What? Too much sales? When will a batch arrive? Tomorrow morning? Ok, how many channels are there? 50 sets, ok, ok, let me talk to the customer. How do you want me to explain it? Really? , and then hang up. I turned my head and said sorry to the customer. Sorry, all the tenants in the warehouse have been emptied. Tell you what, we'll return a batch of goods tomorrow morning, 50 sets at a time. You can come and get the goods tomorrow, ok, so you can take the lead. Today, you only need to pay a deposit of several hundred yuan. This is the inside story of falsely reporting low prices, which is generally prepared for buyers who know the market, and the effect is very remarkable.

3. Boasting function

These means are used to assist customers, and many publicity that is not distinctive is used to paralyze consumers and make consumers think that this is a very powerful model (they often apply the purchase method of buying a TV set, thinking that more functions are good). The models recommended by JS are generally high-profit models, such as Sony in parallel imports and Samsung in parallel imports. Or use this to attract consumers, which is an auxiliary means.

Step 4 fill it with water

This way JS is not used now, or it is not often used. JS generally says that parallel imports are products with international warranty, and after-sales service is the responsibility of manufacturers. Sell a pure parallel notebook at a price lower than the licensed goods and much higher than the parallel goods. There is no doubt that this kind of profit is very high, but at present, there are too many articles in major websites and newspapers that distinguish between licensed parallel imports, so this method has been basically eliminated, and only some poor JS will be used.

It says something about cheating in front of customers. This method is realized by JS experience, and the risk is slightly higher. Not suitable for users who know the market very well, but JS has a set of means for the computer itself.

Let me analyze it for you:

Parallel imports are brushed into licensed goods (numbering machine)

At present, this method has not been exposed in major websites, but it is just a way circulating within JS. It is achieved purely by technical means and internal and external collusion: it requires technicians with certain strength and the mole in Lankuai Company, plus channels to complete the project to assist in the completion. The specific implementation method is as follows: first, find a technician to brush the body model and serial number in BIOS into the same model as the licensed one through special equipment. This step is technically difficult. Generally, it needs professional engineers from large factories to complete it. Generally, small JS has no strength to complete. After completion, you need to blow off the serial number label on the back of the fuselage with a hot hair dryer, and then attach your own serial number label (general business card shops or small printing houses can do it). Replace the serial number on the box in the same way and repackage it in plastic bags. Finally, the serial number is swiped into the Lankuai database through the mole inside Lankuai. In this way, this machine looks exactly like a licensed product. But this kind of machine, because of the serial number itself, when the user's machine has problems, goes to Lankuai to receive after-sales service. Because the serial number printed by JS is duplicate, you can't get the effective warranty of Lankuai at all, and the user will be the ultimate victim. This kind of numbering machine is generally made for IBM, but other models, such as Sony, are not suitable. On the one hand, the price difference between Sony licensed goods and parallel goods is not big, and it is not worth fighting. Secondly, the origin and model of Sony's licensed and parallel goods are different, so the possibility of counterfeiting is very small.

It is very popular to dress up as licensed goods and sell them at a slightly lower price than licensed goods, but this method should not be too arrogant. Generally speaking, don't do more than 10 in January, otherwise it will be easily found.

Replacement parts

This method is also very common and is something that everyone is doing. JS generally replaces the original parts that can be exchanged with ordinary parts bought in the general market, and then sells the original parts that have been deducted at a high price to earn the difference. If too many things are deducted from a notebook by JS, JS will even sell it below the purchase price, which will make the buyer feel that he has eaten the sweetness and will relax his vigilance.

Generally speaking, the accessories that are often used are: memory chips (this is very simple). JS usually uses two 256M instead of a single memory, such as 5 12M. You know, a single memory, such as 5 12M, is rare and expensive in the market. Hard disk, JS will replace high-speed hard disk with ordinary low-speed hard disk, and the price difference is around 200 yuan, which is generally not easy to be found by buyers. If you find it, use the different accessories of each batch of machines to prevaricate. CD-ROM drive and removable CD-ROM drive are also the parts we often start with. JS buys second-hand CD-ROM accessories from the market, inserts the detachable CD-ROM box, re-affixes the sticker and inserts it into the machine. Generally will not be found. You can tell the buyer that the way to distinguish between the old and new optical drives is to see if there are any traces of more insertion in the slot. If so, it is likely to be replaced.

Deduction attachment

Accessories are different from accessories. Accessories refer to the original packaging of the notebook, the attached mouse, the attached USB flash drive and other things. The market price of these original accessories is very high. JS usually takes these things out separately. If the customer finds that these attachments are missing, JS will take them out separately and take them to the customer. If the customer doesn't find these small details at all, JS will make a profit. An original IBM red dot package JS can be sold to 150 yuan, which is similar to the profit of a notebook.

Well, having said that, everyone should realize the bad means of industry secrets. I hope that novices will not be cheated again.

Personal opinion!

1. First of all, when you negotiate with customers, don't say all the advantages of the product at once! You must first find out the main purpose of customers buying computers and what kind of computers they want to buy! Then you can recommend him a suitable computer according to his needs! At least it means that you are more professional! Don't just want to earn his money, let customers experience your service!

When customers don't object to your suggestion, you can tell the relevant advantages of the product you recommend bit by bit (remember: be sure to make it clear enough, because some customers are computer users, and they won't understand unless you make it clear. Moreover, don't eat it all at once, leave a little and find another opportunity to supplement it. In this way, customers will feel that the products you recommend do have many advantages. Then you can say why you recommend this product to him!

Finally, emphasize your service and your characteristics!

At this time, you can basically leave a good impression on your customers! If the other party really needs it, and your price is not higher than others', you can basically close the deal!

First of all, it depends on what kind of people the customers are. What kind of consumers they belong to, the more fashionable ones must have nothing to do with money. You can say that this machine is by far the best. Then when it comes to popularity, it mainly means high cost performance. Many people have no problem with this machine. Speaking of experts, the main thing is service! You can come to me if you have any problems with the machine in the future ~ ~ If you meet a layman, you can say whatever you want ~ ~ Anyway, the price mentioned above will be discussed later ~ ~ The main thing is to focus on enthusiasm ~ ~ Hehe ~ ~ I hope your sales level will rise linearly ~ ~

Computer Sales Skills and Vocabulary II:

Computers are becoming more and more difficult to sell, and there are more and more homogeneous products. Computer is a technical product, and it is unrealistic to want profound technological innovation. Therefore, the computer sales model is becoming more and more muddy, and it is estimated that businesses have been thinking about how to get out of the sales encirclement.

With the development of technology and economy, computers are no longer the exclusive property of a few families, but become a part of ordinary families. Therefore, the computer sales market takes this opportunity to set off a boom, but the competition is becoming more and more fierce and the situation is getting more and more difficult. As mentioned earlier, when the computer sales market in China was opened, various brands and methods entered, giving consumers more choices, and homogeneous products piled up. Finally, they had to seize the market by way of profit-making, and the introduction of profit-making sales methods brought another round of pricing cards and promotional gifts. One to two, it has also formed a vicious circle of computer sales.

To get out of this dilemma, we must be different. How can we be different? It is difficult for products to be very different because of the leading role of science and technology, and conceptual marketing often does not last long. Then we can only start from the periphery. Might as well make some adjustments from the customer's point of view.

Nowadays, consumers know how to consume independently, but for this high-tech product, it is still worse professionally. The information asymmetry between buyers and sellers gives the merchants a new brand, that is, service.

First, consumers buy home computers. Most consumers who buy home brand computers don't know much about computers.

Therefore, the focus of computer sales is to help consumers buy a computer that meets their own needs and suits their own situation. In this way, all promotional activities should be carried out around this sales focus. The core of sales is to let consumers really know what kind of computer they need and what kind of computer they should buy when buying a computer. This job can be handed over to the sales terminal and solved by the sales staff. Through one-on-one face-to-face communication, sales staff help consumers to further clarify their needs, and then provide consumers with purchase suggestions that can meet their needs.

Secondly, at present, most home brand computer manufacturers pursue the new and peculiar effects of audio-visual experience in promotional activities, and the sales speech also focuses on the performance of products and the quality of gifts they send, without really understanding the needs of consumers.

Therefore, doing a good job in terminal sales is a shortcut to establish a competitive advantage in a short period of time (although this competitive advantage is easy to imitate), because doing a good job in terminal computer sales is easy and fast, and it can also quickly increase sales. Training for terminal sales staff, the main contents of training are consulting sales, basic sales skills and sales skills. Consulting sales is more about solving conceptual problems, allowing salespeople to consider problems from the perspective of consumers. Obviously, it is not to sell computers, but to help consumers choose a computer that meets their needs. The basic skills of sales are more about solving technical problems, especially face-to-face communication skills, so that salespeople can deeply understand the needs of consumers through speaking, listening, asking and answering, eliminate all kinds of sales disputes raised by consumers in the communication process, and finally realize sales. Remember, execution is very important here.

Through the above adjustments, it is at least a short-term increase in computer sales. Next, computers will become the main educational tools and important entertainment tools for many families in China. With the increasing popularity of home computers, the market for computer peripherals, computer maintenance and computer education and training will continue to grow. Therefore, taking service as a link to provide consumers with more computer peripheral products and services will undoubtedly become a new profit growth point for all sales terminals, which is not only in line with domestic families.

Computer knowledge training, computer operation training and other education and training are all highly valued by consumers, but this is not enough for many businesses now. At the same time, the after-sales service pressure of household brand computers is relatively heavy, but the main reason for the poor after-sales service at present is that consumers are not at a loss. From this perspective, education and training is an effective means to reduce the cost of after-sales service.

Computer sales have their own sales characteristics and brand effects. Are you still worried about not selling it?

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