In the face of increasingly fierce competition, every product is actively developing new outlets—circulation, special channels, catering, supermarkets... You want to fill this blank outlet, and so do others. Therefore, store owners face many such salespeople every day, and numbness is inevitable. So, in almost every store you enter, the owner will repeat these phrases: "Business is bad," "It doesn't sell," "Not needed," "We already have this," "I'm not interested"... If you simply turn away because of the owner's refusal, you won't cover many stores in a day.

At this moment, you must be firm. What is your purpose in entering the store? You want to secure this outlet, fill blank channels, expand display space, and increase potential sales... With this in mind, you should understand one point: as long as the owner doesn't kick you out, you should keep persisting. At least he hasn't shown aversion to you. If he allows you to talk, it means he might be interested in your product.

What should you pay attention to before entering the store?

1. Your image gives the product personality

In the market, you not only represent the company but also the product. When the owner doesn't know the product, your personality becomes the "product's personality" in the owner's eyes.

As the saying goes, "clothes make the man," and everyone has a pursuit of beauty. If you were a store owner, and suddenly a "punk" style appears, would it be a surprise or a shock? Or if you wear a vest and shorts, dragging slippers, what would your reaction be? Your clean and neat clothing, giving a capable impression, is itself an image of steady work, and your product must be good too!

2. Details determine success or failure

Opening the door. Most stores open their doors to welcome customers, but it's also possible that the store's door is closed. If you enter at this time, besides knocking gently and opening, don't forget to keep the door in its original state. If the owner has requirements, follow them.

Smoking. Remember one thing: don't have a cigarette in your mouth when entering! You are not a customer, and you should also show that you are not a "vagrant." Moreover, can you guarantee that all store owners like smoking?

Rain. Developing blank stores is the hardest, and rain won't stop you. If you go at this time, remember to wipe your feet on the cardboard in front of the door before entering. If there is no cardboard, you can help the owner lay one down. And don't forget your umbrella; it's better to leave it outside the door.

After entering the store, you should "observe all directions and listen to all sides"

1. Look at the certificates

Every store has various certificates. After entering, look at them first. These certificates usually reveal two pieces of information: the owner's name and the opening time. If you call out "Boss Liu" or "Brother Liu," it will invisibly shorten the distance.

The opening time can reflect the store's credibility. The longer the opening time, the higher the credibility. If it's a new product, credit sales are inevitable after launch, so you must have a basic judgment on the terminal's credibility.

2. Observe the owner

After entering, first observe the owner. Why? If it's a woman, don't offer a cigarette, because most women don't like it; if it's a man, offer a cigarette.

Don't just say "Hello" immediately; see what the owner is doing. If he's watching a movie, playing games, or reading a newspaper, think about common topics.

3. Look at competitors

After entering, carefully observe the same-price, same-grade competitors in the store (before the store visit, make sufficient preparations: their prices, policies, market support, distribution status, etc.), quickly organize language, and compare the advantages and disadvantages between us and competitors (brand, packaging, price, profit, awards, policies, etc.).

4. Be silent

If the store owner is talking with others, never interrupt. First, it's polite; second, you can learn useful information from it, which will help you.

When speaking in the store, focus on key points

Generally, the main points when entering a store are: who I am, the advantages of my product and brand, price, policies, investment and support. After talking for a long time, many owners will appear indifferent. Why? Do you want the owner to calculate profits with simultaneous interpretation thinking ability?

What does the owner care about most? Profit. You should directly tell him: what my policy can bring you, how to help you make money, and with evidence and reason, legally and reasonably, he will definitely listen carefully.

Let's sort out the common questions asked by store owners in detail:

Question 1: We already have products at this price point.

Corresponding strategy: Compare advantages with competitors.

First, see if such products are already in the store; If the price is the same, compare profit. Generally, best-selling products have thin margins; If profit is the same, compare selling price. Our product price is closer to consumers, so it sells better; If selling price is the same, compare packaging. Our packaging is more upscale; If packaging is the same, compare brand. Our brand is more well-known, and quality is more guaranteed.

Question 2: The product doesn't sell, doesn't make money.

Response strategy: Brand + product + support + role model.

The brand has high awareness and reputation, and consumers generally recognize it; Good quality, good reputation, and it sells well in XX place not far from here (with similar consumption levels and habits); There is sales support, brand promotion, etc. (elaborate in detail); Set a benchmark: a nearby store (previous core store) sells very well.

Question 3: Can the policy be bigger?

Response strategy: Master the initiative.

Introduce the big policy; Limited authority, need to strive with superiors (indicating that you are considering his interests); Amplify the policy, such as one box free with one box, can be amplified to three bottles free with two boxes (let the terminal order more); Use other gifts or premiums to replace the policy.

In the store, reflect your self-worth everywhere

People are emotional animals. If you think for him, he will also consider for you. The store owner helps you sell goods not only because it can make him money, but also because he approves of you as a person. But you should be clear: relationships are accumulated slowly, and emotions are built gradually. Don't let others snatch your resources while you are "stealing a moment of leisure"!

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[Line Salesperson Practical Operation Guide (with full PPT download attached)]