Sales skills and vocabulary of household appliances I:
Asia is the fastest-growing region in the global household appliance sales, and China is a large-scale manufacturing base and a huge potential consumer market. In this dual role, China's home appliance sales are staged a China legend.
With the rapid growth of household appliances sales, three factors constitute the driving force of market growth and promote the upgrading of household appliances. First of all, with the improvement of living standards, consumers want to choose bigger products, such as bigger refrigerators and washing machines. Secondly, consumers like to use more convenient products, and new technologies, new concepts and newly designed products attract consumers. In addition, with the enhancement of consumers' awareness of energy conservation and environmental protection, energy-saving household appliances are more popular.
Household appliances competitive sales market
Under the overall growth trend of the global home appliance sales market, China's home appliance sales are improving and expanding this market in a competitive way.
Competition of channel participation
The competition of general products is basically the competition between product enterprises, such as brand, technology, price and so on. However, in this home appliance sales market, the circulation channels have also participated in the competitive industries. It is increasingly obvious that Suning, Gome, large shopping malls, professional home appliance stores, single home appliance stores and wholesale markets are presented together and compete with each other, providing a good platform for home appliance enterprises. However, in the home appliance sales channel,
Differentiated competition
Price war has always been the main means of domestic household appliances sales, with great power. Price competition has effectively promoted the development and expansion of the home appliance sales market, and many enterprises have been eliminated from the market in the brutal price competition. However, price competition has not withdrawn from the market, but has further prompted many brands to seek differentiated competitive means to break through under the pressure of price. This idea of differentiated competition has enabled the market to be continuously subdivided and enriched, and also enabled some home appliance enterprises to find their own market advantages and get rid of low-level competition.
Packaging sales
Complete set sales of household appliances is a new trend in recent years. It is the inevitable product of brand, price, service and quality consumption, which puts forward higher requirements for the design innovation ability of home appliance enterprises and gradually becomes the weight for both production enterprises and circulation enterprises to gain competitive advantage. The rapid growth of home appliance supermarkets in recent years has actually proved the new trend and strong development potential of complete set sales of home appliances.
Technology and innovation
In the big market of home appliance sales, technology and innovation ability are still the basis and important factors for enterprises to win products. Because of the obvious product characteristics, the sales situation is far better than other enterprises that use price as a means. This ability, coupled with the brand effect, makes the strong stronger and the weak weaker, accelerating the survival of the fittest in the market.
Sales principles of home appliance sales staff
(1) principle of meeting demand.
The modern concept of sales promotion is that salesmen should help customers meet their needs. Salespeople should be prepared to find customers' needs in the process of sales promotion, but try to avoid "forced" sales promotion, so that customers feel that you have failed in forcing them to accept something. The best way is to use your sales promotion to let customers find their own needs, and your products can just meet this demand.
(2) Inductive principle.
Marketing is to make customers who don't know or don't want to buy this kind of goods have interest and desire, let customers with this interest and desire take practical actions, and let customers who have used this kind of goods buy again. Of course, it will be more successful to let customers speak for us. The realization of each stage requires the salesman to master the inductive principle, so that customers can keep up with the salesman's ideas step by step.
(3) the principle of taking care of the interests of customers.
A fundamental difference between modern promotion and traditional promotion is that traditional promotion is very deceptive, while modern promotion takes "sincerity" as the center and considers the customer interests of salesmen. Enterprises can only beat their peers, but they will never beat their customers. In today's market-centered, customers have become the object of competition among enterprises. Only by making customers feel that the enterprise really considers the problem from the consumer's point of view, and its own interests are met and protected in the whole purchase process, can the enterprise profit from the customer.
(4) create charm.
A salesman is actually selling himself before selling his goods. A disheveled salesman, no matter how attractive the goods he brings, customers will say, "I'm sorry, I'm not going to buy these things now." A salesman's appearance doesn't have to be beautiful, charming or handsome, but it must make people feel comfortable. Then what you can do in the preparation stage is to prepare a clean and decent suit, eliminate any image-damaging and annoying filth, have a full rest, and prepare to appear in front of customers with abundant physical strength and the best mental outlook.
Language is an effective weapon for salesmen, and salesmen should carefully examine their daily language habits. Are there some unpleasant buzzwords? Is it easy to talk too much? Have the habit of interrupting others, and so on. If you reflect on yourself more, it is not difficult to find your own shortcomings.
Salesmen should also choose their clothes according to their customers. Generally speaking, your clients are white-collar workers in suits and ties, so you should wear a suit, too. And when your customers are buyers of mechanical parts, you'd better put on work clothes. Erjiandao, a famous Japanese marketing expert, never lets salesmen wear blue overalls, and the effect is very good. His suggestion is based on the fact that the decision-maker who makes the purchase decision wears blue overalls instead of the usual suit in the workplace. It can be seen that avoiding disharmony should be a principle of dress.
Sales Skills and Vocabulary of Household Appliances II:
Targeted? The problem of electrical appliance sales skills and speech skills, the old rookie here to talk about some old rookie sales skills experience.
1. The basis of all effective communication is mutual respect. Really caring for others or customers sincerely is the true meaning of marketing. Be good at analyzing and judging customers' personality and psychological changes, as Carnegie said: People who know what others are thinking will never have to worry about the future. Writing an article must have a title, and communication also has a starting point, and finding this starting point is a question of marketing level.
2. Be good at praising others. Lincoln said. Everyone likes to be praised. ? We should form the habit of praising others, let others know when praising others, seek truth from facts from the heart, and learn the true meaning of Li Zongwu from the people who study larded. People are short-lived. What's more? .
3. The information people get: 55%% comes from the other person's body language, 38% comes from the other person's pronunciation and intonation, and 7%% comes from the other person's words and sentences. Repeated battles and defeats? And then what? Repeated defeats and battles? Far from it)
Don't say anything before you want to say something!
5. The customer is not the object of our bluff, and the argument is a lose-lose strategy.
6. Always take the initiative!
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