Liquor sales skills and vocabulary 1:
Sales pitch is actually a persuasion skill, and it is a process in which a salesman makes the other party change his point of view through information transmission. How can we make the other person change his attitude? The most effective way is to grasp the psychological needs of the other person and use these needs to formulate persuasion strategies, thus changing his attitude. Please refer to Maslow's hierarchy of needs theory for human needs and hierarchy of needs.
The task of selling words is actually to sell a symbolic way to satisfy people's psychology, and this demand is often hidden subconscious. Clever sales speech is aimed at the subconscious of the persuasion object and turns the subconscious into a driving force. In this way, we know that selling beer is actually selling culture, selling Coca-Cola is actually selling vitality and authenticity, and selling lottery tickets and insurance is selling future expectations. According to consumer behavior, consumers' behavior depends largely on their psychological needs hidden in their hearts, and combining sales speech with these psychological needs will impress them and make them change their attitudes.
The first sales conversation: security
People always seek advantages and avoid disadvantages, and inner security is the most basic psychological need. Persuading customers with safety is the most commonly used sales language. This kind of persuasion can be seen everywhere, for example, in the insurance sales speech, it is basically persuaded from the starting point of protection. In the field of automobile sales, if this kind of automobile safety system is very effective to protect the traveling family, it is definitely a strong argument for car buyers. For example, selling a house, telling customers that prices are rising, house prices are rising, and funds are shrinking, is not as safe as investing in a house. Another example is selling equipment. Buying this device can make the customer experience better and attract more customers. If you don't buy, your competitors will buy and take away your customers.
The opposite of security is fear. If safety can't impress the customer, you might as well scare him with fear. Selling children's intellectual toys says that it is a kind of scare not to let children lose at the starting line; It is also a scare to let customers observe mites in the skin to promote cosmetics; The salesman of an insurance company in Japan used a tape recorder to simulate the conversation between the deceased and Yan, and told the story of being punished for not buying insurance for his family, which was even more frightening. Scaring may be the most effective selling method.
The second largest sales speech: sense of value
Everyone wants his personal value to be recognized. In the Wenchuan earthquake, some beggars volunteered to donate money to the disaster area. In addition to kindness, I'm afraid there is a subconscious mind that wants to be recognized by society. Grasping the sense of value is also a key point. Advise to buy insurance, you can say: Buying insurance for family members means buying peace, which is the duty of a father and husband. ? 、? After using this equipment, the company's work efficiency will be greatly improved, which shows that you, the director of the equipment department, have a good eye for goods. ? . Selling barbecue machines? When my husband comes back with a tired body, how eager he is to eat a delicious meal, and how happy his heart will be when his wife brings a delicious barbecue. If you say that, I want to despise her if she doesn't buy it.
The third largest sales talk: self-satisfaction
Self-satisfaction is a higher level demand than personal value. I am not only valuable, but also have my own style and characteristics. This is also a common persuasion point in sales promotion. Buy a car: This car not only has good performance, but also has a unique shape and smooth lines, which is very suitable for successful people like you. ? They also sell barbecue machines. You could say that. When your husband and friends come home, you can cook them the same barbecue as the restaurant, which shows the tricks of your housewife.
? You can say to the director of the equipment department: With this equipment, the company can save 20,000 yuan within one year, and the efficiency will be greatly improved. The boss and colleagues will praise you as an excellent equipment director. ?
The fourth selling point: love and affection.
Needless to say, love is the greatest need and desire of human beings, and it should also be the persuasion point of selling words. Do you know who the main audience of boxing matches in the west is? According to the survey, it is an elderly woman. Don't think that you don't need love when you are old. However, taking love as the persuasion point should be strategic, and we can't talk directly, especially if the other party is a woman. Nonsense, either find each other or find each other's boyfriend to smoke. We can't save you. To be good at using words to arouse the imagination of the other person, such as selling or selling barbecue machines, you can say to her: Husband's birthday, create a romantic and warm two-person world with red candles and flowers, serve a plate of barbecue and two glasses of red wine, and two people whisper and drink. What a happy feeling it will be to let your husband taste the mouth-watering barbecue and look at you who is virtuous, beautiful and delicious. ? Ok, stop (to go on is to find a cigarette) and let the wife imagine for herself. If you can make such a sales pitch, she won't buy it. Tell me I despise her with you.
Liquor sales skills and vocabulary II:
1. Wine sales skills and basic skills of speech.
Remember the price, origin, flavor and taste of wine. Prepare and fluently lay a solid foundation for answering guests' questions. Don't use ambiguous language in sales promotion, such as: almost, maybe, as if and other uncertain words. Compliments can be used: Sir, you have a good eye. XXX makes our store one of the best-selling drinks at present.
Two: wine sales skills and words.
1. Objective: After a short contact with the guests, we should be able to judge the consumption level of the guests. Only in this way can we promote satisfactory drinks for our guests.
2. Skills:
A: Appearance and dress. Wear clothes to see through people's hearts. Know the brand.
B: Chat between guests, and understand the essence of consumption through communication and chat between guests. C: Eyes, through the eyes of the guests looking at the menu, identify the guests' intentions.
Three: liquor marketing skills and various skills of speech marketing.
Selling skills: when recommending drinks to guests, choose multiple questions. Hello, sir! Shall we have some white wine, red wine or something tonight? When the guests decide on one of the varieties, they will provide more varieties of this beverage for the guests to choose from. Don't use the method of individual inquiry in promotion. Hello, sir! Let's have a drink tonight! If this way of asking, it will remind guests to consider whether they need a drink, which is lack of guidance. Successful salespeople should learn how to guide customers to spend. Opportunities for promotion are everywhere.
1, Wine Marketing Skills and Pre-meal Marketing Skills: When guests order, they can order drinks directly, and make reasonable marketing by combining the information they have collected (food consumption of guests and information collected through chatting).
For example: hello, sir! Shall we have some white wine, red wine or something tonight?
If guests bring their own drinks, hello, sir! Shall we have some yogurt, fruit vinegar, freshly squeezed juice or something tonight? If the guest hesitates, look for an opportunity to say: You are drinking white wine tonight, how about some sugar-free yogurt! Can protect the stomach.
2, wine sales skills and lunch sales skills: If we fail to sell before meals, can we use it? Wine attracts three rounds, and food attracts five flavors? The banquet will then reach its climax. At this time, waiters often lose no time to successfully promote hotel dishes and drinks.
3, wine sales skills and after-dinner sales skills: after the meal, the guest is drunk, you can remind the guest to say: Sir, you see everyone is very happy, do you want to give you some honey water or fruit vinegar, jujube juice to sober up.
4. Skills of selling drinks and words to children.
Children usually eat in hotels with their parents. For children who don't frequent restaurants, everything in the restaurant will be very fresh. If you want to ask children what they like to eat, they usually don't say, but when choosing drinks, the opposite is true. Because of TV advertisements, children are familiar with the types of drinks. When receiving a child, you should consider what drinks to sell to make him like it. At the same time, we should also care about the opinions of parents, so we suggest promoting healthy drinks.
5. Skills of selling drinks and words to the elderly.
Pay attention to the nutritional structure when selling drinks to the elderly, and recommend low-sugar healthy drinks. For example:? You might as well try our special drink, which is sugary, nutritious and cheap. Why don't you have a try? !
6. Skills of selling drinks and words to couples
Couples sometimes go to restaurants not only to eat, but also to pay attention to the environment and atmosphere of restaurants. Romantic dining atmosphere will attract more couples to patronize. Waiters should pay attention to their work. If it is determined that the dining guests are lovers, the waiter can appropriately promote some drinks with slightly higher prices according to the characteristics that men are proud and willing to show their strength and generosity in front of women.
7. Wine sales skills and verbal sales skills for picky customers.
In daily work, waiters often meet some restaurants? Software? And then what? Hardware? A fastidious guest For a fastidious guest, the waiter should first serve with the greatest patience and enthusiasm and give suggestions to the guest? If there is something, change it, if there is nothing, encourage it, be neither humble nor supercilious, and answer it appropriately? . Try to answer the questions according to the wishes of the guests. When selling drinks, ask the guests for more advice, such as? I don't know what kind of drink you like, sir. Please give me a hint, or I can recommend some drinks that are selling well now. Remember, no matter how picky the guests are, keep smiling.
8. Wine sales skills and skills of hesitating to sell words to customers.
Some guests often hesitate to order drinks and don't know which one to order. Most of these guests belong to? Go with the flow? Type a, no opinion, easily influenced by other people's views. Therefore, for these guests, the waiter should grasp the atmosphere of the scene, accurately recommend the drinks you want to sell for the guests, and explain the recommended drinks. Generally, this kind of guests can easily accept the recommended drinks. Many times, the guests ordered nothing for a long time, and all they ordered were the recommendation of the waiter.
9. Sales skills for low-consumption customers.
Generally speaking, the spending power of working-class guests is relatively weak. They pay more attention to the benefits of food and demand cheap and good consumption. When selling to these guests, we must master the scale and learn to respect them. If we sell too many high-end dishes, they will feel embarrassed, lose face, and even hurt the self-esteem of the guests, making them feel bullied by the store. Therefore, when selling high-grade dishes and drinks, tentative marketing methods should be adopted. If the guests insist on not accepting it, they need to make a fuss about low-end dishes and drinks. Remember, guests with low consumption levels are also distinguished guests of the hotel, and favoritism will make these guests never look back.
Four: words such as wine promotion skills
We: using this title will give the guest a feeling that you are with him, and it is easier to gain the trust of the guest.
Whether or not: this word gives guests more choices, but also gives them a less embarrassing opportunity.
Attitude: Attitude is not innate, but acquired. Attitude is not constant, but changed by yourself.
Self-confidence: Sales staff must have full self-confidence to get twice the result with half the effort.
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