PCORA Bakola Marketing Concept---How to Improve Sales

Sales Tips 1, Sales Fundamentals
(1) It is yourself to sell (only if you accept this person, it is possible to accept your recommended product)
(2) Selling is an idea (salesmanship is inconsistent, that is, sales cannot be successful if customer needs are not met)
(3) Selling is an interest (products can be sold because the interests of the products can help customers solve the problems and bring real benefits to the customers) (4) Buying is a feeling (to the terminal image, product, shopping guide) If you don't feel much about the atmosphere of the store, who will buy your product?)
2. Store sales process
Welcome (Nods, Smile, "Welcome to Spider King") —
Looking for a machine (giving customers a certain amount of time and space, familiarity with the environment and products, and feelings of relaxation and alertness) —
Opening (finding a suitable opportunity to start introducing the customer: starting with new product introductions, promotions, brands, sales, product selling points, etc.) —
Experience (to solve customer's dissent and doubts in customers' experience of trying and trying: focus on pray for comfort, health care, fashion, etc.)—
Billing (confident, dare to close) —
Send customers (Congratulations to customers: Welcome to the next visit, there is no suitable welcome to come again, dress well, welcome again, dress well, welcome to bring friends, etc.).
3, the customer purchases psychology: When the customer is buying things, no matter whether he is aware of it or not, he must go through eight stages of ideological brewing. The eight phases are basically the same for any deal.
1. Look and pay attention: When customers are watching a product displayed on a shelf, if they are interested in a product, they will stop and watch. This is the first and most important stage of the customer purchase process.
2. Interested: Customers who watch products or POP advertisements may have interest and curiosity in some aspects of the price, appearance, style, color, usage, and function of the product, and may touch or look at it, and may also The guide purchase representative asked some questions that he was concerned about.
3. Lenovo: The customer further imagined "What benefits will this product bring to self? What problems can be solved? How will it help your life?" Do you need it? Do you like it? "Therefore, this step will have a great impact on whether customers purchase.
4, the desire to produce: After the association of the customer, and then will be liked to produce a kind of product for their own desire and impulse. When a customer asks for a certain product and carefully looks it up, he has shown that he is very interested in and wants to buy it.
5, more trade-offs: Desire is only the customer is ready to buy, has not yet reached a strong desire to buy. The customer may make further choices; he may also look closely at other similar products; he may also go out of the shop or return to the shop and look at the product again.
6. Trust: Customers who have conducted various comparisons and ideological struggles in their minds are often required to ask (inquire) some opinions from the shopping guide representative. Once they are given a satisfactory answer, most customers will feel a sense of trust in this product.
7. Decide on action: The customer decides to purchase the product and put it into action.
8. Satisfaction: The decision by the customer to make a purchase is not the end of the purchase process. Including the sense of satisfaction generated by the customer's purchase of a satisfied product and the satisfaction of the purchaser's friendly service.
In addition, satisfaction in the use of goods is also crucial. It takes a certain amount of time for this sense of satisfaction to manifest itself, and whether it is wise to re-evaluate the purchase decision made through the use of the product or the family’s perception of the product purchased. This directly affects the customer’s repeated purchase rate.
Note: When promoting their own products, potential users tend to experience various psychological changes. If the salesperson does not carefully scrutinize the user's psychology and does not come up with a “watching kung fu”, it is difficult to find out the true intentions of the other party.

4. The method of transaction (learning to tell a story)
Franklin's Law: The benefits to be bought and the bad points for not buying are listed all together. The last thing to do is to compare the disadvantages, and one way to buy.
Language Addition: As a progressive method to describe the benefits of the product: good leather + good bottom plate + imported glue + comfort + popularity + credit + after-sales service, etc. (take out a customer's most desired selling point), come Reached the last deal.
Language division: relatively expensive products, we can according to the fashion health and comfort health honor life length, to do an average method, a paragraph of clothes 499 yuan. . . Although expensive. . . but. . . This looks much cheaper.
Recognize first and then explain: First follow the customer's meaning and then explain it. This is relatively easy to accept.
Transfer method: The price shifts to ease, the price shifts to comfort, the price shifts to durability, and the price shifts to quality.
Experience transaction method: let the customer experience the experience firsthand, eliminate objections during the experience process, until the end result in trust and deal.
Opportunity transaction method: it can be lost or lost; it is a commonly used transaction method for promotional activities.
Select the transaction method: The selective transaction method is to ask the customer whether to choose this or choose that, as long as the selection also means that the transaction.
Assuming the transaction method: This is a way of assuming that the transaction has already been concluded, and then describing what benefits the customer will have after purchase, what benefits, and how the customer will trade in the default state.

Fourth, product knowledge For product knowledge, we should master the following: product styles, product categories, materials and ingredients, product performance, product prices, warranty knowledge, and product-related knowledge. We can enhance our understanding by listening to professionals, understand the product's performance characteristics through observation, experience and experience products through our own trials, and consolidate our understanding and mastery of our products through listening to our own experience.

Fourth, product knowledge For product knowledge, we should master the following: product styles, product categories, materials and ingredients, product performance, product prices, warranty knowledge, and product-related knowledge. We can enhance our understanding by listening to professionals, understand the product's performance characteristics through observation, experience and experience products through our own trials, and consolidate our understanding and mastery of our products through listening to our own experience.

Once again, the customer is infected by our good service and naturally accepts you. At this time, you will introduce him to any product. He is willing to listen. With our good sales skills, it is easy to sell the product to him. The chance is greatly improved.
Finally, mastering a wealth of product knowledge, we can introduce products to customers in detail and professionally, help customers eliminate objections, sell more good products to consumers, and increase the unit price of each customer.