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Chapter 876 Selling Skills

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    ?¡ª¡ª

    "Sell yourself?"

    Chu Lihua nodded, "Yes, it is to sell yourself. Everyone should have a position for themselves and then sell themselves according to the position. The so-called self-selling is to let the audience accept us, recognize us, and then follow us and promote us."

    ¡ª¡ª"However, the current fan effect does not have much effect. Many celebrities sell goods live, and the effect is not good. Their popularity is not something we can compare."

    Chu Lihua was very excited, "Yes, that's true. You can have such a summary, which shows that you really pay attention to this aspect.

    I believe that everyone must know Wei Ya, Li Mouqi, including Simba who is very popular in a certain hand.  What these people have in common is that they were not popular stars or celebrities before this.

    But it is because many people watch their live broadcasts and sell well that they gradually break through the circle and become celebrities.

    However, in the first half of the year, there have been some new changes in the field of live streaming, that is, many celebrities have also begun to try live streaming.

    As a result, as the partner said just now, many celebrities' live broadcasts brought goods, and there was a so-called overturning situation, that is, the real viewing data and delivery data were not very good.

    Everyone will ask, why does this happen?  There are many interpretations in the major media.

    Because I was also curious about this matter, I paid attention to it.  Now, I just want to share with you what I learned from others and my own insights.

    I am reminded of an article Gladwell wrote.  In this article, he interviewed a family of American salesmen, the Ron Popper family.

    The people in this family, at the beginning, sold products on the street with people, and later included sales promotion on TV. Corresponding to our China, they are people like Mr. Hou who sold eight stars and eight diamonds on TV a few years ago.

    What is this family selling?  Kitchenware.  Many meat cutters and vegetable cutters used in American homes are sold by this family.

    How good is this family's ability to sell things?  There is a little story that goes like this. There was a salesman in this family who once sold a lot of things to a man in one afternoon.

    Later, when the salesman was about to leave after work, he ran into this man who was shopping again on the road.  The man who bought things hesitated for a moment, and then threw all the things he bought into the trash can on the side of the road.

    So, you see, this is equivalent to selling a bunch of things that people don't need at all through sales promotion.  This ability is really equivalent to selling a comb to a monk.

    A salesman of this family said a word, and he answered the question we mentioned at the beginning very straightforwardly, that is, why celebrities overturn their cars when they bring goods.

    Here's what he said: 'A salesman can make a great actor, but an actor doesn't necessarily make a great salesman.

    ?Because the salesman has to do it at the same time, making people applaud and make people willing to pay for it.  Actors are not good at doing the latter point, which is a matter of interlacing.  '

    Why did the salesman say that?  Because of a complete sales process, the first half must be a performance, to show how good the product is.

    For example, a salesman wants to sell a fruit and vegetable cutter, that is, a machine that can cut both vegetables and fruits.  What is he going to do?

    What I say below is Gladwell's own description.  He picked up the machine as if displaying a Tiffany vase, speaking in a rhythmic voice that sounded like he was singing.

    He described how cleanly the machine sliced ??potatoes, tomatoes, and onions.  As a comparison, he also imitated his mother-in-law's way of chopping vegetables in the past, flying the knife up and down, which made people jump in fear.

    Then he said humorously that he had been praying silently, hoping that the mother-in-law would not miss it.  By the way, he also explained, 'Please don't get me wrong, I love my mother-in-law very much, but her daughter is bothering me.  '

    Everyone found out, the first half is basically a performance, with contrasts, conflicts, and humor.  There is no problem with such an excellent actor.

    The key lies in the second half. You must be able to switch from the performance state to the sales state at a key node, and you must give instructions to let everyone pay for things.  The jargon calls this point the 'turning point'.

    How to take everyone through the turning point smoothly and pay for the deal?  The salesman gave an example.  Suppose there are 50 people around you to watch you perform and sell products; at this time, 25 people say, oh, this thing is so good, I want to buy it!

    However, the salesman will only sell to 20 of them.  then toThe next 5 people who wanted to pay said, don¡¯t worry, don¡¯t worry, wait for me to tell you about other features of this product.

    At this time, the 20 people who bought things had already left, and then a new group of people gathered around to watch.  The salesman continued to introduce products, continue to perform, and then said, is there anything to buy?

    There is a high probability that the five people who didn't buy anything in the last group will have to pay if they can't wait.  The newcomers see it, this thing is good, everyone is buying it, buy it!  The turning point from acting to selling was easily passed.

    This is the first mentality, that is, the difference between a salesman and an actor is that a salesman knows how to get through the turning point from acting to getting people to pay for it.

    ?Look at Li Mouqi, she always says ¡®buy it!  ¡¯ to show how good the product he¡¯s selling is!

    There is also a second mentality, the salesman will introduce all aspects of how to use the product to the audience through various display methods.

    Do you want to say, what kind of mentality is this?  Really count.  If you don¡¯t believe me, go and watch different live broadcasts selling goods. Those who don¡¯t sell well must be obsessed with showing their appearance or humor.

    There are actually two reasons for doing this.  One reason is that the products sold by salesmen at that time were most likely to be relatively new products or new brands.

    At this time, the person bringing the goods is actually not only persuading others to buy something, but the most important thing is to persuade others to change a certain living habit before.

    Just emphasizing that this product is a famous brand, the manufacturer is powerful, or even innovative is not enough.  What a good salesman has to do is to repeat the product once, twice, three times and four times;

    Moreover, it is best to add new points every time, to demonstrate how the product works and why it is worth buying.  In short, I want to tell everyone that although this product has various benefits, it is not troublesome to use at all, so don't worry about any inconvenience.

    Just like when I was selling modern porcelain art, even if it is actually worthless, or not worth that price at all.  However, we salespeople don't know it, we think it is good from the bottom of our hearts.  "(Remember this site URL: www.hlnovel.com
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