I. What is the ABC rule?

The so-called ABC law refers to the new salesman in the retail, development process, because of the product, system, the company is not yet familiar with the need for experienced business guidance counseling, and to achieve the purpose of retail and development. Therefore, the ABC law counseling method is a kind of borrowing method. The use of the four two pounds way to make the new salesman is no longer alone.

A: consultants - including the company, system, superiors, information, etc.

B: bridge - their own

C: customers - new friends (need to be guided by the object)

Two, why use the ABC law

In order to achieve twice the result with half the effort, copy.

1, B is not familiar with the company's background system, products, marketing concepts, through the experienced business guide to explain can achieve twice the result with half the effort.

2, B through A to the third party's point of view to explain the more objective (borrowing power to make effortless)

3, B can be on the side of the study, so that later to become the role of A to do the foundation.

4, A to communicate with B mentality, not every time you can recommend success. The point is to give B a learning model.

Three, the successful use of the ABC law of the key points

1, blowing the whistle beforehand

For example: the party, B should take the initiative to collect information on the friend C. The information will be used as the basis for the successful use of the ABC law. Its personality, education, family status, economic status, hobbies, and reasons for attending the party and so on to do a communication with A, so that A in communication with C, can be effective in the loss of put, to the point, to seize the other side of the demand point. At the same time, the advantages of A preview introduced to their friends C, in order to stimulate his interest in wanting to meet A and psychological respect for A.

2, the matter of flattery

At the meeting, when B introduced C to A, B to stand on the side of your friend C to accompany him. Know how to push A. Listen to A's explanation, when A and C do communication, B just need to nod, smile and take notes on the side.

3, after the supplement

When A and C finished explaining, B should be appropriate to make additional explanations to strengthen the confidence of C, to make the action of facilitating, when C is to leave, you can borrow the information, arrange the next time to see A.

Four, the role of B is the key

1, the time of the arrangement

The person who plays the role of B must be the first to arrive at the place of the party. Because sometimes A and C don't know each other at all, and the introducer is late, then the atmosphere will feel awkward. It's better for B and C to meet first and have a chat, so that C can get to know A beforehand.

2, sitting arrangements

The best A and BC are diagonal sitting, and C facing the shelter, so as to reduce the C by the outside world interference rate. And B facing the channel or the door when the most appropriate sitting position, so that he will be able to notice the outside world. Correct sitting position, so that your sales success. The "meeting success rate" is: 50% for yourself, 30% for the seat, and 20% for the consultant.

3, exclude interference

In A and C to do communication, do not interrupt their topics, at this time B both to exclude all interference. If the waiter came to pour water, signaling that the service is suspended, or a phone call to find A, B went to answer and tell the other side later to call over and so on. So that A and C can fully communicate, not to cause the atmosphere of the meeting was interrupted in the middle, and missed some important topics.

4, to help the scene without interrupting

When A witness to share, B as long as the appropriate time to nod in favor of the outside, do not express too much opinion. Otherwise, it will

affect the atmosphere that A is trying to guide C, and even take the conversation away from the topic.

5, the preparation of auxiliary tools

such as products, information, notes, recording equipment, etc., which can be used to create a rather discreet scene and more persuasive

atmosphere. Such as cosmetics sales, on the spot demonstration operation, so that customers can experience the effect of use. 6, the aftermath

When the party is over, B must be responsible for some of the aftermath of the work, such as packing up tables and chairs, after the meeting summarized, etc., do not leave on their own, or the next party will not have someone to support.

In addition to the above, the mindset that B has to maintain is: "Give everyone a chance, but not everyone will necessarily attend". And proceed in an orderly fashion with a good plan so that the frustration doesn't run too deep.

Fifth, the ABC law of counseling in the meeting.

1, before the meeting:

(1) B for the invitation, and determine the object, time and place.

(2) B to collect the new friend's personal information, hobbies, family environment. financial health, personal ambitions and reasoning

Wants.

(3) B contacts the business director support and tells the business director about the new friend's personal data. The business coach must be familiar with the company,

products, systems, marketing concepts, have experience, and have good communication skills.

(4) Build up your image, dress neatly, and arrive early.

(5) Choose A to consider the same points of C and A, choose A to consider the same points of C and A, in order to bring them

this relationship.

(6) B introduces A to C to recognize and elevate the push A, increase the push power, shape the image of A, so that A has the power

volume.

2, the meeting

(1) seating arrangements: B and C to sit on the same side, so that C has a greater sense of security, A and C sit diagonally across from each other. C is more

No sense of pressure, and C's seat as far as possible to face the wall, to avoid interference from the outside world, when the communication between A and C

explained, B should be in the next to the C of the quiet and concentrate on listening to the A description, and constantly nodding. Identify, record, do pen

notes, to highlight the importance of the meeting, to maintain a good atmosphere (never interrupt) do not smoke in the middle of the

disruptive speech, pouring tea and so on.

(2) A must pay attention to seek the same points with C, open the topic to draw closer to each other, and properly cut into the subject. (3) B must lead to ask questions (you are not saying that there is any problem) B directly help C to speak out, so that A for C to unravel the knot.

(4) B can make this addition, but to listen to take notes, can not arbitrarily interrupt the topic.

(5) B is encouraged from the side (determined, not forced)

3, after the meeting

(1) A and B to study the results of the day to explore the lack of, as the next improvement with.

(2) If C decides to buy, B must do a good job of product after-sales service.

(3) If C decides to participate, B must encourage C to participate in the company's various trainings.

(4) When C hesitates. Must not force, introduce relevant information for him to take home, the information should not be too much. (5)

If the decision to buy has not yet been made, B must keep in touch with C within 48 hours to understand C's thoughts and solve his

doubts.

(6) If C is not on board, take precautions so as not to spoil the market or have cold water thrown on it by others.