Better understand distributors than manufacturers, and better understand internal management than distributors. ---------------------------- Skill 1: Learn to ask closed-ended questions. During the sales process, design and ask closed-ended questions around each of our selling points, i.e., questions that require the customer to answer "yes" or "no." For example: Teacher, German industrial technology and the rigor of their workers are better than China's, aren't they? Teacher, you can compare imported faucet parts with domestic ones; clearly, imported ones are better in terms of rigor, aren't they? Teacher, no product dares to guarantee six years of use, does it? Interpretation: When designing closed-ended questions, try to get the customer to answer "yes." If the customer answers "yes" to all, our sales goal is basically achieved. Skill 2: Try to get customers involved in our sales interaction. Sales is an interactive process, not a one-person show. Good interaction is the best way to increase the credibility of our product and keep customers focused on our presentation. Skill 3: Use storytelling or subconscious hints to guide consumers into the scenario. We face various terminal customers; we need to help them understand our product and strengthen their impression of it. Using storytelling or subconscious hints can effectively bring consumers into our topic. (For example: Boss, Mr. Tan two streets away stocked our goods and called to reorder within two days. When delivering, he said he didn't expect the product to sell so well; many people said it worked great and brought their friends and relatives to buy. He kept praising our product.) Skill 4: Distinguish who is the buyer and who is the decision-maker. During sales, try to attract the decision-maker's attention, but also treat influencers well, as they may affect the entire sales process. For example: Young couples shopping together: the wife often has the final say. Middle-aged couples buying high-end items: the husband often has the final say. When a family buys goods, parents are usually the payers and decision-makers, while children are the users and influencers. Skill 5: Pay attention to closing the deal: help customers make choices. Sales requires efficiency. When the product explanation reaches a certain point, it's time to close. For example: Boss, would you like strawberry or orange flavor? Or would you like one set or two? When customers are hesitant, we should help them decide, especially when multiple consumers are discussing whether to buy. Help them make a decision and close the deal. Skill 6: Learn to handle haggling customers. Customers haggle mainly for two reasons:

  1. They object to the price.
  2. They seek a sense of achievement. Our countermeasures: First, be confident, highlight brand strength, and build unquestionable trust. Second, give moderate compliments and praise to give customers a sense of satisfaction. Finally, use persistence to touch customers' sympathy. Skill 7: Learn to appeal and praise. Praising customers can boost their vanity, create goodwill, make them excited, encourage impulse buying, increase their time in the store, and improve the chance of a successful sale. For example: Use touching words to make customers decide, such as "You are such a diligent and capable boss lady." Use certain actions to work on hesitant customers and help them decide, such as opening the product packaging and saying, "Take another look, try it." Skill 8: Learn to use sales props. Picture reading was the most direct way we learned in elementary school. So when communicating with customers, always use text and images to prove your product introduction. When customers see your evidence, they are more likely to believe you, making subsequent conversation easier. Skill 9: Learn to observe and use metaphors. In terminal sales, observe competitors' selling points and be able to attack them effectively. Also, use metaphors to explain what you want to convey in a simple way, deepening customers' understanding. For example: Teacher, just as you learned about a certain brand of mineral water, it hides some things from you. Our product is pure natural weakly alkaline mineral water; we don't create water. Use language or sales props to inform customers, reducing the credibility of that brand to highlight our brand's authority. Skill 10: Be good at comparing with top brands. As a terminal salesperson, you must thoroughly understand competitors' products to better explain our own. During sales, try to align our product quality, function, and performance with the top brand, narrowing the gap. Then compare our product with theirs, building our advantages on their weaknesses. Skill 11: Learn to sell corporate culture. During sales, think and adapt to resolve consumer doubts. We are not just selling our product; we are also selling our corporate culture. --------------------------------------

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