[China Glass Network] In the field of sales, American experts have proposed two laws of sales, the sale of the Golden Rule and the sale of Platinum Law. The former means treating customers according to their attitudes, and the latter means interacting with them in a way that customers like. They started the six ciphers according to human behavior: power, achievement, security, order, cooperation, and identity. They used the power as the abscissa and the self-control as the ordinate to form the social behavior style matrix of the American sales community. Divided into four categories: authoritarian (power and achievement), thinker (order and security), collaborators (security and cooperation) and extroverts (identity and achievement), and thus developed a well-known adaptive sales course. Pp Spun-Bond Fabric ,Non Woven Fabric Roll,Nonwoven Fabric Fenghua Jade Motor Co., Ltd. , http://www.atnonwovenfabric.com
Based on more than 20 years of research and sales practices, it has been found that using Topk to summarize the four-style style theory makes it easier for Chinese people (including Chinese salespeople) to understand, master, and apply. The so-called Topk is composed of the first letters of the four English words: tiger, owl, peacock and koala; namely tigers, owls, peacocks and koalas. The tiger corresponds to the authoritarian, the owl corresponds to the thinker, the peacock corresponds to the outward, and the koala corresponds to the collaborator. The theoretical basis lies in the "four elephants" and the gentlemen's "four knowledges" in Zhouyi, the foundation of the grandson's "five virtues" and Confucius's "gentlemen and five virtues", as well as China's five elements theory, based on the Western Socrates The temperament theory and DISC theory and MBTI theory. Mr. Wong Dehua developed four sets of sales communication skills from the sales communication, the opening speech, the questioning, persuasion, objection handling, conclusion and follow-up, and the banquet gift, which enriched the content of the adaptive sales skills course and formed China. Adaptive sales skills course. The course answers how to sell things to Sun Wukong? How to sell things to Don Juan? How to sell things to the pigs? How to sell things to the sand monk?
Visit Tiger (Tiger) customers:
Opening remarks: When we open the door, our sales staff should directly visit the purpose and take time, please allow the other party to allow; the point of interest of the conversation is: the solution to the problem, the benefits, our sales staff should not digress or circle; we ask for the way: Straightforward, and tell the other party the purpose of each question, let the other party lead, each mention a suggestion, ask "Do you think it is ok." In the persuasion stage, we must induce the benefits, display the efficacy of the products, use the FAB method of presentation; encounter dissent: we must spread the pros and cons, everyone puts the point of view, the other party is "the right thing is not right", so it is not necessary Too worried about tit-for-tat. To reach an agreement (transaction): To be clear about love, if we take the relationship, the effect is not great. At the conclusion stage of the visit, the tiger customer will often conclude for our salesperson. If you directly ask him to adopt our products, Will get its reaction. As long as it is requested in a respectful wording, the results are oriented to conclude discussions with him. Follow-up after the visit: We must fulfill the promise as soon as possible, and the problem will be handled according to the contract.
Visit Owl (Owl) customers:
Opening remarks: Simple and chilly, we don't over-tweet, formal etiquette; the points of interest in the conversation are: solutions to problems, new information, processes, details, and results, providing written materials, explaining them in detail, and he will look at them again. Once again; we ask the way: ask down the line of thought, don't leave the subject, like the exquisite and profound globrand.com problem, think with him, answer all questions. Pay attention to the logic of questions and answers. In the persuasion stage, we have to make sense, show more evidence of the evaluation and identification of enterprises and products by authoritative institutions, and use the FEBA statement. Encounter: We need to be aware of our flaws and response methods. Change the other's point of view by providing new information and new ideas, but don't judge him instead. Don't negate, don't make a statement, you must first talk about "cause" and then "fruit." Agreement (transaction): The signing will be signed, the timetable can be tempered, or the other party will be allowed to temporarily put down some minor problems. At the conclusion stage of the visit, we don't want to pressure him. We must let him have enough time to consider the evidence and consider all the opinions, so that they have time to analyze and think. Usually they have a very good response to the summary. Well, use security to reduce risk.
Follow-up after the visit: We don't have to care too much, don't take up too much time. If the result does not match the expectations, it should be dealt with in a timely manner, explain the reasons, review the original ideas with the other party, and take practical actions.
Visit the Peacock (Peacock) customer:
Opening remarks: We don't go straight to the subject, insert jokes, gossip, until the atmosphere is provoked, and then casually transfer to the theme; the point of interest in the conversation is: something different from others, new things, not technical details; we are looking for Asking method: It can touch the happiness and pain of the other party. It is better to provoke the other party to complain, so ask down. In the persuasion stage, we would like to praise the words, and vigorously promote the unique features of the products, including their novelty, celebrity use experience, etc., praise their knowledge, etc., using the FABD statement. Encounter dissent: We must not hurt our feelings. Sometimes I forget when I put it aside. The bitter meter can work. . Achieved an agreement (transaction): hit the iron hot, the time is long, the heat is gone. Will sign the bill after drinking, and it will be uncomfortable afterwards. Can be moved with emotion. In the conclusion stage of the visit, we can explain and express our opinions as much as possible, but we must first confirm that the argument is really what they agree with. For them, at the time of conclusion, the stage of action is very important, and the product orientation is used to emphasize product-specific interest. Follow-up after the visit: We have to greet from time to time, send some novel small gifts.
Visiting Koala (Koala) customers:
Opening remarks: Our salesperson must first talk about the topic that he personally cares about or two people have a common language, so that the other party can fully trust our salesperson; the point of interest of the conversation is: people, especially acquaintances. We must tell him about my interest, test his reaction, and change the subject immediately, until he opens his voice. Don't be afraid of temptation, we need to understand everything. The way we ask: We can't ask directly, we have to pass the hint. He is very alert, especially when he meets for the first time, trying to get him to relax. He usually speaks cautiously and does not directly light his point of view. We must use "you are right" and avoid "cross-talking." In the persuasion phase, we need to be emotional and make them aware of the convenience of buying, using and serving. Use the FABC statement. Encounter objection: When he said that he was not satisfied with A, we must be wary of B who is actually dissatisfied. If you can't understand it, he will continue to ask questions that are not painful and ambiguous. Agreement (transaction): Can't be forced too fast, unless it is related, but can be urged by “just in case.†At the conclusion stage of the visit, we can repeat the arguments/interests of interest to such customers. Help them make decisions clearly, but do it with a gentle and calm attitude, do not put pressure on them, and emphasize the benefits that can be brought to their customers with customer orientation. Follow-up after the visit: We must continue to maintain the relationship, otherwise the credit goes bankrupt. Promise must be filled.
The Topk technology of adaptive sales skills is the wisdom of human beings. Huang Dehua is standing on the shoulders of giants and once again summarizes them in the form of articles. Because this technology is cheaper and more effective. Huang Dehua still remembers the vice presidents of the three hospitals. They are recognized by the medical peers as tiger-type customers. Many medical representatives dare not visit them, visit their medical representatives or managers, and follow the tiger-style style. communication. There are countless losers. And Huang Dehua, through his careful observation, plus his own innate owl type, although the Topk technology will not be flexible in the past, but they have a feeling of love at first sight, my communication with them is very smooth and natural every time. They are also very happy to help Huang Dehua. They still remember Huang Dehua and tell other people about Huang Dehua. In fact, Huang Dehua is very pure and cooperative with them. There is no cash or status at all. Why is that? This is the charm of Topk technology. Today, they are owl-type customers.
Topk technology can improve the efficiency of sales communication, because people always like to help their acquaintances or people they like, and people with similar styles always give people the judgment of people who are acquaintances or likes. Of course, if I am just similar to their style and there are problems with moral character, I think they will not help me. On the road to improving sales communication, Topk technology is just an accelerator.
January 29, 2019