In terminal sales, besides vivid and engaging explanations, mastering certain sales techniques is essential to make the entire sales presentation more perfect and more appealing to consumers. Technique 1: Learn to ask closed-ended questions During the sales process, design and ask closed-ended questions for each of our selling points, that is, questions that require customers to answer 'yes' or 'no'. For example: Boss, isn't our product packaging very bright in appearance? Boss, isn't our product the largest in grams among similar products? When designing closed-ended questions, try to get customers to answer 'yes'. If customers answer 'yes' to all questions, our sales will basically be successful. Technique 2: Try to get customers involved in our sales interaction Sales is an interactive process, not a one-person stage. Good interaction is the best way to increase the credibility of our products and make customers pay attention to our explanations. For example: When explaining product selling points, let customers taste or experience the product themselves. Technique 3: Use storytelling or subconscious hints to guide consumers into the scenario We face various customers, and we need to help them understand the features of our products and strengthen their impression. Using storytelling or subconscious hints can effectively bring consumers into our topic. Technique 4: Distinguish who is the purchaser and who is the decision-maker During the sales process, try to attract the attention of the decision-maker, but also treat influencers well, as they may affect the entire sales process. For example: In a small shop, the purchaser is often the female boss, but major decisions are often made by the male boss; Salesclerks can also have a key influence on the boss's purchasing decisions. Technique 5: Pay attention to closing the sale during the process Sales requires efficiency. When the product explanation reaches a certain point, close the sale. For example: Boss, don't worry, I'll place an order for you first. If it doesn't sell, I'll exchange it for old products. When customers are hesitant, we should help them make decisions, especially when multiple decision-makers are discussing whether to stock up; we need to help them decide and close the sale. Technique 6: Learn to handle bargaining customers Customers bargain when purchasing products mainly for two reasons: first, to lower the purchase price as much as possible; second, to get more promotional benefits. Our countermeasures: First, be confident, emphasize that the policy is already maximized, and establish an unquestionable sense of integrity. Second, give customers appropriate compliments and praise to give them a certain degree of satisfaction. Finally, use persistence to touch customers' sympathy. Technique 7: Learn to appeal and praise Praising customers can boost their vanity, give them a good impression, make them impulsive, and increase the chance of purchase. It also increases the time customers stay in the store, giving more opportunities for successful sales. For example: Use the FFC praise rule to help customers make up their minds. FFC rule: Feeling, Fact, Compare. Let's look at a simple example: Your service is great! This only has one F: Feeling. If we say: "Your service is great. Every time the water in the cup is not much left, you refill it. Others usually come only when I ask for water." This sentence includes: Feeling: Your service is great. Fact: Every time the water is not much left, you refill it. Compare: Someone else would usually wait until I ask for water to come. How is it? Doesn't it feel more real and specific? If you ignore any of these three elements, your praise effect will be greatly reduced. Technique 8: Learn to use sales props We need evidence for argumentative essays, and for math proofs we need 'because... therefore...'. Similarly, in our actual sales process, we should learn to use favorable aspects from similar stores, competitors, and other markets as strong evidence in our sales process. For example: When responding to 'Your products don't sell well', you should say: Boss, the XX supermarket across the street has already stocked twice this week, and their business is not as good as yours. If you stock up, you will definitely sell better than them. Technique 9: Learn to observe and use metaphors In terminal sales, we should observe competitors' selling points and be able to attack them effectively. In the actual sales process, we should also learn to use metaphors to introduce what we want to express to customers in a simple way, deepening their understanding. For example: Your product only earns 5 mao per bag, while XXX's earns 1 yuan per bag! Answer: Boss, I believe many consumers come to your store only for our products. Our daily sales are many times more than XXX's. If you only sell their products, although you make money, you will make many consumers stop choosing this type of product in your store. In addition, profit depends on unit price and daily sales volume. Overall, we make more money than their products. Technique 10: Be good at comparing with first-line brands As terminal sales personnel, we need to have a thorough understanding of competitors' products to better explain our products. At the same time, during the sales process, try to align our product quality, function, and performance with the first brand, narrowing the gap between us and the first brand. For example: I still prefer selling XX famous brand; their products don't need promotion! Answer: Boss, you're right, but the quality of our product is the same as theirs, yet the price is only half. While you sell their products, place our products next to theirs. I believe consumers will choose our products. As long as there is a choice, you will make more money. Am I right? Technique 11: Learn to sell the company In the sales process, we should learn to think and adapt, resolve customers' doubts, and remember that we are not only selling our products but also our company and ourselves. For example: You say your raw materials are the same as XXX's, why is your price much lower than XXX's? Answer: Boss, you don't understand this. Let me tell you, the selling price is determined by production cost and sales cost. Our production cost is the same as XXX's. But XXX's marketing expenses are much higher than ours. We are different. Although we don't advertise, we save a lot of marketing expenses, so our sales cost is much lower than XXX's. Therefore, our price is naturally lower than theirs. And this way, you will also make more money. Am I right? 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