Just like the opening title "In fact, we are selling and business email list being sold every day, and selling can become a kind of awareness and a kind of thinking".
I think we need to understand some sales theory whether we take sales as a career or not, it is a practical thinking that can be applied to various scenarios of life.which leads to the success of Amway.
The difference between normal sales and top sales
Question: We see that top sales accompany customers to play golf and then sign an order. Can we also accompany customers to play golf and sign an order?
So I think the disadvantage of formulating a sop process is that it will lead to new sales people doing it for the sake of the process, ignoring the essence, not knowing why they do it.Generally, the success rate of winning customers with one visit is very low, and it takes multiple visits to win customers. Only by checking the status of customers from time to time after several follow-ups can we know whether the needs of customers have improved.
How to do a second follow-up? The salesperson is required to leave an appointment point (hook).
Take online education as an example: the link for parents to assess students’ English ability in the last visit leaves a hook for the next visit, because you can contact the parent for the purpose of answering the assessment results for the next visit, or because the parent Want to know the result and take the initiative to contact sales.
If it’s hard to understand, we can compare it to the scene in the idol drama, the boy sends the girl home in the rain, and finally leaves the umbrella to her and says, “It’s fine, just give it to me next time.” In fact, this is where the appointment point is buried. It is convenient for the next invitation.
2. Sign the bill
In order to facilitate the description later, here we make a conceptual replacement:
So how can I sign quickly? Here comes the "Three Winners Theory":
Fruit picking theory: no matter how far it progresses, have the courage to propose a deal.
If we choose not to confess first, then the other party will not know the intention and purpose of your behavior, and the gradually established trust will decrease with the long and purposeless communication.