Successful salesperson case 1:
Cai Yi Jewelry Store, located in Shenzhen, specializes in hand-made jewelry of ethnic minorities. Located in OCT, there are many tourists and beautiful scenery (there are famous tourist attractions around: Window of the World, Ethnic Culture Village, Happy Valley, etc. ), the business has been relatively stable. Customers mainly come from two parts: tourists and residents of OCT community (OCT community is a high-end community in Shenzhen with a high standard of living).
A few months ago, Yimaite (Uygur), the owner of the jewelry store, bought some bracelets, earrings and necklaces made of pearls and precious stones and silver. Different from the turquoise tone in the typical turquoise modeling, the pearl gem is pink with a slight marble pattern. Judging from the size and style, this series of jewelry includes many kinds. Some jewels are small, round and simple in style, while others are large and unique and bold in style. Not only that, the series also includes various traditional silk ties decorated with jewels.
Compared with previous purchases, Immelt thinks that the purchase price of this batch of pearl gemstone jewelry is quite reasonable. He is satisfied with this batch of goods because it is unique and may sell better. On the basis of the purchase price, plus other related expenses and average profit, he set a price, which he thought should be reasonable and would definitely make customers feel value for money.
After these jewels have been in the store for a month, the sales statistics report shows that their sales are very bad. Immelt is disappointed, but he thinks that the reason of the problem is not the jewelry itself, but a certain link in marketing is not done well. So, he decided to try several sales strategies he learned on China Marketing Communication Network. For example, making the position of goods in the store tangible can often make customers more interested. Therefore, he put these pearls in a glass showcase and placed them on the right hand side of the entrance to the shop. However, when he found that the location had changed, the sales of these jewels still did not improve.
She thinks it's time to have a good talk with the staff at the weekly meeting. He suggested that the sales girl should spend more energy to promote this unique product line, and arranged for a sales girl to promote this batch of jewelry. He not only introduced pearls and gems to employees in detail, but also sent them a short introduction article so that they could remember and tell customers. Unfortunately, this method also failed.
Just then, Immelt was preparing to go out and buy products. Disappointed by the decline in sales of pearl and gem jewelry, he was eager to reduce his inventory in order to make room for storing newer jewelry. He is determined to take great action and choose to sell this series of jewels at half price. When he left, he left a note to the assistant manager in a hurry. Tell her: adjust the price of those pearl jewelry, all of them? 1/2? .
When he came back, Immelt was pleasantly surprised to find that all the jewels in this series had been sold out. ? I really don't understand, why is this? He told the assistant manager that it seemed that the jewels were not to the taste of the customers. We must be cautious when adding new GEM varieties next time. ? The assistant manager told Yimaite that although she didn't understand why the price of unsalable goods increased, she was surprised at the amazing sales speed of the goods after the price increase. Mike asked, puzzled. What price increase? The note I left said that the price would be halved. ? Half? The assistant manager asked in surprise. I think what you wrote on the note is that the price of all the goods in this series will double. ? As a result, the assistant manager doubled the price instead of halving it.
Successful salesperson case 2:
One day, it suddenly rained heavily in Jinan. The rain was heavy and urgent, and many passers-by tried to hide from it.
Some passers-by ran to the awning at the entrance of Jingya, Shandong Province to take shelter from the rain. At this time, passers-by were all wet by the heavy rain. Some old people and young children even shivered with cold, and some people fought with their teeth.
Seeing this situation, Zhang Haiyan, the general manager, asked employees to greet passers-by to take shelter from the rain. At the same time, Zhang Haiyan hurriedly asked the kitchen to cook a big barrel of ginger soup and distributed it to every passerby who took shelter from the rain.
Some passers-by were puzzled and asked: Do you want money? All the waiters laughed. No, we just want to protect you from the cold. ?
Such simple language makes passers-by feel warm. Many passers-by said after receiving steaming ginger soup: I have heard that Jing Ya is good for a long time, but I really feel it today. ?
This is how word of mouth is made. Whether treating customers or ordinary people, Jing Ya takes practical actions to cultivate potential customers and expand potential markets.
Operation service is to operate people's hearts, which is the highest realm of enterprise management. And the human heart, like all of us, is not scarce. It depends on whether we simplify the complex and return to the original, and then the idea of differentiation will naturally come.
Successful salesperson case 3:
Many business people add QQ to me, write me emails, send me short messages, call me for advice, ask me how to find business, ask me how to get customers quickly and so on. Most of them are novices in business, or old businessmen who have never done business.
I think this is a very serious problem. Why are so many salesmen eager for success now? Why do so many business people want to find skills, methods and the secret of quick success online? I wonder, can you really find it online? Their mood is understandable. I am also a salesman from the grass-roots level. According to my experience, what can be found on the internet is generally very theoretical, and it can be said that there are not many practical and practical things. Because many so-called famous artists, Montana? They have never done business, and their things can be used for reference, but they are not practical. Even an expert with a business background can't put his real wisdom online for you to read for free. Modern society is an economic society, and wisdom is wealth, so it is natural to pay for the wisdom of celebrities. Well, based on my personal experience, I'd like to say a few words to the novice business.
Why are business novices confused? Personally, I think there are several reasons:
First, give it a try.
I think the main reason is that he didn't set himself a goal, didn't position himself, and just blindly engaged in business with a try mentality, thinking that it was just a try anyway, and it didn't matter if he didn't do well, and then changed to something else. In fact, this mentality is wrong. Business is also a science. You must take it seriously and devote yourself wholeheartedly. Don't use it as a springboard for your career. Once you choose, you should devote yourself wholeheartedly, strengthen your faith, regard entrepreneurship as a career in life, resolutely hold on when you encounter difficulties, and find ways to solve them instead of retreating.
Second, eager to succeed.
Many business novices just want to produce results quickly, place orders, and be eager to show themselves and get commissions. In fact, this is not desirable. Doing business is a long-term undertaking, and you can't rush for success. It has a process. Novices must go through many hardships, suffer many hardships, encounter many difficulties and suffer many blows.
That's it? See the rainbow after the storm? In order to grow and progress, it is impossible to eat a fat man in one bite. It is also impossible to find a quick and successful method and a quick signing method on the Internet. Be sure to be down-to-earth, one step at a time, there is no sweetness without bitterness.
Third, it is easy to retreat when encountering difficulties.
Because they have no business experience and are not very professional in many aspects, many business novices are often rejected by customers when they first start to do business, and even make things difficult for customers, so they feel very uncomfortable and want to back down and don't know what to do. In fact, this is an inevitable process of doing business. After being rejected again and again, business is success. When the customer rejects you for the fifth time, you are completely desperate, but you may succeed after going to the sixth time. Just stick to it, but many novices can't. There is also the need to think more about difficulties, find ways to solve them, learn to think and summarize, learn to analyze reasons, why customers refuse, find ways and how to solve this problem of customers. If you often think and sum up like this, think of ways and try many times, then you are actually making progress and moving towards success.
So what should be done to improve these puzzles quickly?
First, be good at learning.
As a business person, learning ability is the first. You must learn from people who are more successful than you and copy the successful methods of others. Of course, you may say that some teachers are unwilling to pass on their experience to you, but in fact, there are many people around you who can learn, such as your colleagues and your leaders. Other professional books are also learning materials. Of course, if you want to consult some practical experts with marketing background online, it is of course best if the experts are willing to share their successful experiences with you. If you don't, you can also spend some money to buy experts' information and plans, because their things are very practical and it is also useful to serve customers with some plans, so don't care about some investment in learning. As the saying goes, you have to pay before you get a return. This is very important.
Second, can endure hardship, will endure hardship, will persist.
It has become a rule that you can endure hardships in business. It's really hard to visit customers day after day, but it's not only hard, but also hard. What do you mean by suffering? In other words, we should have a clear goal, not do useless work, and spend our physical strength and energy in the right direction. For example, in doing business, you must first know who your customers are and which units they are.
Then you need to know where your target customers are before you can visit them. If you sweep the street blindly, you are doing useless and thankless work.
Go to the market more often, when it is hottest in summer, coldest in winter, and when it rains heavily. Because this is the time for other salesmen to rest, first of all, you have another chance. Secondly, if you can persist in doing business in such a difficult time, your customers will recognize you more and appreciate you more, and your boss will appreciate you more, so your chances of success will be greater.
Learning to endure hardship is also a test and tempering of life, but it is more important to learn not only to endure hardship, but also to persist. Stick to it for a while, and the chances of success will increase.
When I started my business in a cosmetics company in Anhui, I also ran the market outside all day. At that time, I was mainly in northern Anhui, mainly engaged in specialty stores. In some counties in northern Anhui, such as Mengcheng, Lingbi and Sixian, I go to at least two counties a day, and each county has at least one customer. We took our suitcases and sample bags, rested on the bus to the county seat, got off to work, dragged our suitcases in one hand and carried our bags in the other, and then went to places where cosmetics stores were concentrated to visit customers one by one. We go to work at 8 o'clock in the morning and are still visiting customers at 9 o'clock in the evening. We have to drag our luggage and drive to two counties in one day. The degree of effort can be imagined. Hard work is not important. If you can talk about customers, at least lying in bed at night can give you some comfort.
Some customers can't cooperate with each other once, and some need to visit and follow up continuously.
I remember two clients in Huoqiu and Shucheng, Lu 'an, and I finally worked with them for more than a month. Through the first visit, I felt very interested, and the customers were very smart. They are all comparing, without giving a clear meaning to say whether to do it or not. I think we must keep up. So I often call to visit. When you visit, you don't talk about cooperation directly, but care about my customers, their business and life, and make him feel that you are a friend who can make friends. Then the first step is successful. So you texted me next? Attack? I used to send messages of blessing and greeting. If you want to keep you in the customer's mind every day, you are very close to success. Finally, with greetings and blessings from phone calls and messages, a month later, the list was taken down. Huoqiu's boss said he was willing to make our products because he thought I was a good person.