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Chapter 877 Our direction

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    ¡ª¡ª"At that time, even if the probability of a deal over the phone was only 50%, as long as we delivered the goods to the door, after a detailed introduction and demonstration, the probability would increase to more than 90%.

    It's different now, people can see us and our products intuitively from the video; the development of society has greatly reduced the cost.

    Does that mean that this method is completely effective?  Gladwell also cited a negative example.

    In the 1970s and 1980s, VCRs were very popular in the United States, but everyone just used VCRs to play video tapes, and few people used them to record TV programs.

    why?  Because the manufacturer lacks the spirit of a salesman, it has not taken the trouble to show everyone the functions of the product and tell everyone how to do it.

    There is another reason that is also very important, that is, in this repeated display process, it can be done to make the product a star and the focus of attention, rather than the seller himself becoming a star and the focus of attention.

    This is also the difference between a salesman and an actor.  A salesman knows that what he wants to sell is the star.  And actors themselves are stars.  Big-name celebrities attract the attention of the audience, but unfortunately they steal the attention of the product itself.

    Speaking of this, I believe you can understand why actors go to live broadcasts to sell goods, and they really may not be able to sell those anchors.

    Well, when you hear this, you may think that this is still a trick to buy things.  However, to become a real ace salesman, you need to master the third method.  This mentality is: only things that are easy to sell in themselves will be easy to sell.

    (Hehe laughing) You must want to say, isn't this nonsense.  But it is actually very difficult to achieve this. Either we can pick out products that can be sold well, or we can make such products ourselves.

    In the early stage, we did not have the capital to negotiate with manufacturers, so we could only slowly study what we made ourselves.  Let's talk about specific products later on.  Let's learn the core stuff first.

    One important reason why the Popper family was very successful in the American kitchen product industry at that time was that they would develop the products they sold by themselves.

    This is because they believe that it is wrong to separate product development from product marketing.  The two should be combined into one.  Only when the two are combined into one can it be done, and what is sold is something that is easy to sell in itself.

    Why does product development require 'salesmen' to intervene?  Because salesmen often sell things and contact customers, they know what kind of products customers like, or what kind of products can be sold.

    The word "sell appearance" is a bit empty, here is an example.  There is a man named Ron in this family, and he has a star product - an electric rotisserie, which is a very common kind of machine that threads meat and puts it in the oven to roast.

    When Ron sold this product on TV, he faithfully used the first two methods.

    There is a performance, and Ron will knock on the door of the grill with a hammer to show that it is sturdy and made of real materials; it will also be compared with traditional barbecues. You think, if you use a stove in the kitchen to grill meat, it must be  It is easy to get oily smoke everywhere, messy and messy, but using an electric grill, it must be convenient, tidy and easy to clean.

    After the show, Ron deftly guides clients through buying inflection points.  He also takes care to go out of his way to show how to use the rotisserie, making the product itself the star.

    In addition, the design of this barbecue grill is very 'good looking'.  Specifically in this case, the door of the grill is made of transparent glass; in this way, you can see how the roasted chicken and ribs are turning, becoming cooked, and sizzling when you are cooking meat.  I have a special appetite.

    This is not over yet, Ron will repeatedly study the speed at which the barbecue rotates inside.  He experimented many times and roasted one chicken after another at different speeds; finally he concluded that the best rotation speed of the meat broiler should be 6 revolutions per minute.

    Why is this speed the best?  Because of the grilled chicken baked at this speed, the outer layer of the grilled skin has a more uniform golden yellow color, which is more attractive and attractive.

    He gave a definition of presentation, which refers to 'every design of a product must enable it to fully and effectively demonstrate the superior performance of the product when it is displayed'.

    The better the product looks, the easier it is for the salesman to cross the turning point from performance to order.

    A good product can speak for itself, just like Li Ziqi, who is very popular now, because her episodes are real In fact, they are also videos carefully edited by the team behind to show the production process of her various products; thus, she  All the things that have been made have become commodities, and the sales are particularly hot.

    & nbsp; Now there are many imitators of her well, the topic has gone off track, let's continue to finish the sales mentality just now.

    (Everyone laughs happily)

    After understanding this set of sales mentality, let's take the video recorder as a negative example and talk about it.

    If it was a salesman like Ron who designed the VCR.  What changes will he make?

    First, one side of the video recorder must be designed to be transparent, so that the video tape can be seen rotating inside;

    Second, each button on the machine will become larger, and there will be a click when pressed or popped up;

    Thirdly, the whole machine should not be an inconspicuous black box, but should be made of red and white plastic casing, or made of aluminum alloy, in short, it should be beautiful and eye-catching;

    Finally, the VCR cannot be placed under the TV, but on top of it, turning it into a beautiful display object.  That's what it looks like.

    When we choose to display our products, it must be that the food will make people have an appetite at a glance; the supplies will make people feel that they must use it at a glance.

    Having said that, I think you should understand why both Wei Ya and Li Jiaqi have to say that they will spend a lot of time in the selection meeting when they are interviewed.

    Because they may also be aware of this: Only those things that can sell well can sell well.  "

    This time, the applause forced Chu Lihua to stop.

    Waiting for the applause to gradually weaken, Chu Lihua made a final summary.

    ¡ª¡ª"To sum up, the three methods of ace salesmen are:

    First, when selling, you must not only be able to perform, but also be able to use means to guide everyone to buy things and pass the turning point;

    Second, show the product tirelessly and make the product itself a star;

    Third, the product must have a good appearance, and it must sell a product that is easy to sell.

    So, next, it's time for us to carefully screen the main products of our big team.  "(Remember this site URL: www.hlnovel.com
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