Facing 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 salesmen 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," "No need," "We already have this," "I'm not interested"... If you simply turn around and leave because of the owner's refusal, you won't be able to stock many stores in a day. At this time, you must be firm: what is your purpose in entering the store? You want to secure this outlet, fill the blank channel, expand display area, 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, because at least he doesn't dislike you. His allowing you to talk there 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 a "punk" style person suddenly appeared, would it be a surprise or a shock? Or if you were wearing a vest and shorts, shuffling in slippers, how would you react? 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 and opening gently, 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." And can you guarantee that all store owners like smoking? Rain. Developing blank stores is the hardest work, and you won't stop in the rain. 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 certificates Every store has various certificates. After entering, look at them first. Because these certificates generally reveal two pieces of information: the owner's name and the opening date. 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" and 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.), and quickly organize your language to 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 some useful information from it, which will help you. When entering the store, speak the key points Generally, when entering a store, the main points are: who I am, my product and brand advantages, price, policy, investment and support. After talking for a long time, many owners will appear indifferent. Why? You talk so much, do you want the owner to calculate profits with simultaneous interpretation thinking? 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 that store owners often ask in detail: Question 1: We already have products at this price point. Corresponding strategy: Compare advantages with competitors. First, check whether such products are in the store; If the price is the same, compare profit. Generally, best-selling products have transparent prices and low profits; If profit is the same, compare selling price. Our product price is closer to consumers and easier to sell; If selling price is the same, compare packaging. Our packaging is more upscale; If packaging is the same, compare brand. Our brand has high awareness and quality assurance. Question 2: The product doesn't sell, doesn't make money. Response strategy: Brand + product + support + example. 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: Take the initiative. Introduce the big policy; Limited authority, need to fight for it from superiors (indicating that you are considering his interests); Amplify the policy, such as one box free with one box, can be amplified to two boxes free with three boxes (to make the terminal order more); Use other gifts or gifts to replace the policy. Show your value everywhere in the store 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 steal your resources while you are "stealing a moment of leisure"! Excellent product recommendation reasons:
  2. Category innovation: The first DHA brain gold beverage in China, which helps adolescent brain development and opens a new blue ocean in the beverage market.
  3. Unique and eye-catching packaging: The patented dragon claw bottle design is the first sci-fi and fashionable beverage bottle internationally, and it is extremely outstanding in terminal display. The advanced imported sports cap, the first introduced in China, is fashionable and cool, with a very high technical threshold.
  4. Distinct selling points: China's first brain gold beverage, a brain-health drink, with fun and fashionable bottle design, etc., are guarantees of product popularity.
  5. Weak competition: Shuanglong is a completely original category and appearance, with few competitors.
  6. Huge consumer group: Targeting students and teenagers, channels with concentrated young groups such as schools and internet cafes can explode rapidly.
  7. Small investment, huge profit. Can be tried in small quantities, terminal retail price 5 yuan, huge profit. (Please ignore if you have no advertising experience or no channels) National blank market hot recruitment, don't miss it again Long press the QR code below to directly add Manager Lin's WeChat: Guangdong Heyuan Fengsheng Food and Beverage Co., Ltd. Website: WWW.FOODSUN.CN -END- The best FMCG distributor learning platform in China Focusing on providing professional, practical, and down-to-earth tutorials for enterprises and distributors Committed to helping Chinese FMCG distributors grow rapidly The most professional and practical knowledge base in the FMCG industry Reply with the red number below to get the corresponding content Reply with number 1 to view the complete knowledge base | 001 Excellent article selection | 002 Distributor market operation | 003 Terminal visit management | 004 Sales supervisor skills | 005 Sales improvement skills | 006 Channel expansion | 007 Managing distributors | 008 Distributor development | 009 Distributor internal operation management | 010 Team management | 011 Efficient distribution skills | 012 Sales manager's eighteen skills | 013 KA operation methods and strategies | 014 First lesson for new salespeople | 015 Internet, brand | [Long press QR code to follow] Join QQ/WeChat group, please click: Read the original text