1. What is promotion? Customer: Discover Requirements to Meet Requirements (Elementary) Create Requirements to Meet Requirements (Advanced) 2. Needs: (1), physiological needs (2), safety needs (3), respect needs (4), social needs (5), knowledge needs (6), pursuit of beauty (pursuit of beauty is the greatest sentiment of human beings) (7), and self. Interest (3), desire (4), clinch a deal (5), after-sales service (5) and (10): (1), smile (2), nod (3), shake hands (4), applaud (5), answer (6). The shortcomings of marketers (1), self-centeredness (about the company, products and oneself) (2), inability to listen (convincing customers not to win, but to win orally and lose the market) (3), lack of persistence (4), unrealistic personality (1), are usually the characteristics of customers. At the same time, explain our advantages and what customers don't know. (2) Intention: the first time to "attack the order". (3) Difficulty (refusal): Find other topics to guide, there are various sales methods and diverse customer needs. Look for opportunities to contact. (4) layman intervention (pretending not to understand): using the phone to create momentum, business cards to build shelves, temporarily snubbed, and the topic starts with the customer. (5) Uncertainty (attitude): Let's help him make up his mind and use the alternative method (6). We have no confidence in ourselves: we should learn to tell stories, tell our own experiences, tell other people's success stories, and cheer others up at the same time. 9. Overcome emotional problems (1), analyze other people's hobbies, have targeted communication (2), constantly change greetings (3), and communicate with family members when the host is away. Everyone has a kind side, and can introduce their friends to us, so as to understand their inner things. (4) Honesty, such as meeting at eight o'clock, gives people a sense of trust three times in a row. (5) be resolute and clean, make people pay attention to you, leave a good impression on each other, make people remember you (6), make people feel happy and defenseless, show affinity (7), give people advice (such as: don't smoke, drink less) (8), communicate like family members (9), and send some warm short messages, which is beyond the reach of negotiation and communication. Women talk about common sense of life to increase their feelings (1 1), and suggest that they go fishing and play ball games, and tell them to improve their quality of life (12), and do something by themselves, such as cooking, cooking (13), and bring them into their life circle (14). Satisfy the customer's empty mind (16), find the right emotional point, compare with a person who resonates with him in a foreign land (17), find someone to help him do something small, get feedback immediately, and make people feel exquisite (18), and send some hometown specialties directly (19). Love is the greatest, others will not be cheap because of us.

Ten, clinch a deal eight steps

(A) market research, collecting information

(2) Determine the goal

(3) Invitation

(4) negotiation

(5) Clarify the conditions of cooperation.

(six) reached an understanding on the conditions and methods of cooperation in the first stage.

(vii) Sign a bill to promote

(8) Payment back

Eleven, refused to deal with

(a), refused to the actual operation reason

1, customers themselves

2. The salesman himself

The customer's reasons need to be handled, and the salesman's reasons need to be improved.

The essence of refusal:

Rejection is a habitual action of customers.

Refuse to know what the customer really thinks.

Dealing with rejection is the best time to introduce the next promotion link (2). Common reasons for sales failure:

1, lack of self-management ability

2. Determine the target market according to its own characteristics.

3. Do not pay attention to the conflict between personal image and environment.

4, 4, don't know how to control the interview with questions, just talking to yourself.

5. Recommend products rashly before deciding the purchase point of prospective customers.

6. Have no confidence in commodities.

7, narrow knowledge, superficial and boring.

(3) Promotion opportunity:

1. Choose a quiet room or turn down the TV volume.

2. Take the initiative to pour water or pass cigarettes

3, knees open, the body naturally relaxes.

4, positive conversation, friendly attitude, with a smile.

5. Browse the presentation materials and ask questions.

6. Keep your eyes on the product description and gently rub your chin with your fingers.

7. Listen carefully to your explanation and nod your head in agreement.

8. Take a deep breath and make a decision.

9. Pull the chair over and lean forward.

10, objection, decreasing gradually.

1 1. When appreciating your professionalism,

(4) Promotion methods:

1, action method 2, substitution method 3, inducement method 4, provocation method

Submission formula = strong desire+skilled technology+good attitude.

Contribution attitude:

48% of the sales staff shrank back after the first setback.

25% of the sales staff were frustrated in the second promotion.

12% of the sales staff gave up after the third setback.

5% of salespeople give up after the fourth setback.

1% of the sales staff are unwilling to give up: continue to work hard, accumulate successful experience and eventually become winners. A class of talents: neither humble nor humble, rich in knowledge. Two suits: well-dressed, generous and suitable for occasions. Three glasses of wine: You can drink ten glasses but only three glasses, so as not to lose your cool. Four tables of mahjong: Just don't forget the five-party outing: the outing is extensive, so it's better to take Wan Li Road to read thousands of books. Wan Li Road is not as good as reading countless six trips to Qishan: persistence is strong, although frustrated, not discouraged. Seven tricks to beat the horse: adequate planning, several sets of play, one set is not good, and the other is boasting: live from life, the language should be vivid, with flesh and blood, but don't brag. Patience: calm, not arbitrary, not blind, not impulsive, make great efforts to speak with your brain: don't ask for trouble if you don't understand. Beauty is in the eye of the beholder in high-profile works: treat the people we meet every day as lovers and cherish each other. The attitude others give you will always depend on your own knight's sword: do things resolutely, do not drag your feet, be brave and cautious, dare to face the poet's heart, have a good attitude, talk about prosperity and face adversity.