Secondly, if you are in sales, you need to know the model naming, product classification, product lineup and functional selling points of each model of Gree air conditioner. And you can't only know the advantages of Gree, but also know the advantages of Gree's competitors (such as Midea and Haier) and the difference between Gree and Gree. What are the advantages of Gree, and what are its advantages compared with its competitors?
Although I personally don't recommend verbally attacking my opponent, we can also be realistic and say that it is good. Fortunately, in terms of sales, we will say: the enemy does not have me, and the enemy has me.
Finally, the improvement of sales skills. It can be done according to "understanding user needs, creating user needs and solving user needs". For example, do you want to know why users buy this product? What are his needs? What are our products that customers didn't expect, but we have this function. Fundamentally solve the needs of users. There is also a FABE principle.
Tell you a short story, hoping to inspire you:
The last time we met was in Zhengzhou. I plan to bring some local specialties of Zhengzhou to my family and friends when I go home. What should I bring? I think I'd better bring some Xinzheng dates, but I think the airport ones are definitely more expensive, so I decided to buy them in the city. When I was riding in the Civil Aviation Hotel, I saw two jujube shops opposite, so I walked over and saw that one owner was a young man and the other was an old lady. I think the old lady must have walked into the old lady's shop directly than the young man, and then the old lady successfully sold my advanced FABE Raiders (characteristics, advantages, benefits and evidence).
I walked into the shop and asked, "How much are your dates here?"
The old lady greeted warmly: "Girl, I have authentic Xinzheng jujubes here. Do you eat it yourself or give it away? "
"Give someone away."
"Is it an ordinary guest or an important guest?"
"To the parents of a good friend of mine," I replied.
"This is an important guest, regardless of the price of dates, we must deliver the real goods," said the old lady. "Is the jujube still true?"
"Of course, you know Xinzheng jujube is the most famous and delicious. Be sure to give Xinzheng jujube as a gift. Now there are Shanxi jujube, Hebei jujube and Xinjiang jujube pretending to be Xinzheng jujube on the market. If you are not careful, you may buy fake Xinzheng jujube. You are an important guest, and you are definitely not willing to buy fake Xinzheng jujube. What do you say? "
I said, "That's for sure. Is Xinzheng jujube different from other jujubes? "
"This is a big difference. There is a saying that Lingbao Apple Tongguan Pear, Xinzheng Jujube is as sweet as honey. Xinzheng jujube is said to have a history of more than 8000 years. Xinzheng jujube is an excellent variety of Jixin jujube. The unique planting technology (F: characteristics) makes Xinzheng jujube have the greatest advantages of thin skin, thick meat, small stone and sweet taste (A: advantages). I don't believe you try. " I was infected by the sincerity of the old lady, so I ate this jujube. The old lady asked faintly, "Isn't the skin very thin?" It tastes short and sweet. Do you think the core is small? "I repeatedly said," there is nothing wrong, yes. ""Is it appropriate for you to visit your elders with such an appointment? "Of course," I replied. (b) welfare)
"Girl, do you know? Two Xi people bought dates from me last time. It was after 9 o'clock last night, and I went back to the store. After seeing my phone number on the sign outside my shop, I asked to call me at home and buy 40 Jin of dates. "(e: witness)
"Then you must have Xinzheng jujube here?" I asked.
"Girl, I'm from Xinzheng. My home is in the village where the Millennium King Zaozhuang is located. Look at my ID card. It says. " The old lady conveniently took out an old ID card from the table next to me, and I saw that it did say what village the old lady's address was in xinzheng city. (e: witness)
At this time, I was very tempted by the old lady's dates and asked, "How much is a catty of your dates?"
The old lady said, "Do you know how much a kilo of dates are at the airport? Dates at the airport are at least more expensive than those at my place 10 yuan, but not necessarily more delicious than those at my place. My dates are from 25 yuan, 30 yuan and 35 yuan according to their sizes. I suggest you buy them from 30 yuan. If you buy my dates for more than 100 yuan, I will give you a box for free, which is no worse than the packaging at the airport. Look at my packaging. " (b) welfare)
"Well, I'll take one kilo in 30 yuan and one kilo in 200 yuan." I blurted it out.
"Well, I'll send you a big box of jujube slices for free. If it is retail, a box of 20 yuan. " The old lady happily arranged to help me weigh the dates and pack them. After I paid the money, the old lady said, "Girl, since you are looking after the old man, why don't you bring two bottles of jujube honey?" This is very good for the old man's health and will definitely give him a surprise. I will buy so many dates at once. You want me to send you a bottle of 20 yuan, the original price is 40 yuan, which is equivalent to buying one and getting one free. " The old lady showed me a bottle of jujube honey from the shelf. I hesitated, thinking that what the old lady said was reasonable, and paid forty yuan for two bottles of jujube honey. (b) welfare. After I paid the bill, the old lady sent me out happily. Because the plane arrived at the airport late, I strolled around the airport shopping mall. When you see a jujube seller, go and see if the jujube you bought is a catty more expensive than the old lady 10. As a result, I was surprised to find that the date of the airport was basically the same as that of the old lady! I sat in a chair in the waiting room, remembering the old lady's sales process. I was surprised to find that the old lady used FABE strategy in the sales process.