In fact, this drama is an encyclopedia of sales cases. There are salespeople with different sales styles and salespeople who meet different customers and present different sales scenes in the fine art shop.
Then let's analyze the successful experience of excellent sales from some character events in the play.
0 1
Stick to it.
In order to find Dr. Gong, she never let go of any detail. At first, she couldn't get through by calling Dr. Gong, so she began to try to find Dr. Gong's work unit. Finally, through a handbag, she found the unit where Dr. Gong works.
Dr. Gong was very unhappy about his sudden visit to his company, but Fang still smiled and said, I think I can help you.
Faced with such a cold face, most people will shrink back, but Fang successfully handed over his business card, which laid the foundation for later sales work.
02?
Find out the needs of customers
An excellent salesman should not only have professional knowledge, but also have sales psychology. In the final analysis, "demand" is more about the excavation of "people's hearts". A good salesman knows what buyers really like, value and need.
In the play, Mrs. King is very generous. She will only look for Wang Zijian when she buys a house, sells a house and changes rooms many times. More importantly, Wang Zijian has made full preparations, and he knows Mrs. King's needs better, even if they are just girlfriends' parties.
When Fang sold the house to Dr. Gong, the second child in Dr. Gong's belly had not yet been born, but Fang had fully considered the life needs of the second child after birth in advance when decorating. First of all, the master bedroom has two beds, one big and one small, which is convenient for taking care of the second child; Then turn the runway into a gallery for children's art exhibitions.
03
Combing product selling points
Excellent real estate sales, professional knowledge should be clear: for example, the current situation of the sold real estate, surrounding facilities, residential property, transfer procedures and so on.
The T-suite in Nicholas Tse has not been sold for more than ten years, and it has this wonderful room type. It has a small room with no windows on all sides, only a small skylight on the roof. But Fang said: every house has a suitable owner, just waiting. Nicholas Tse didn't sell it, because he didn't sort out the selling points of the products, and didn't dig out the real use of the house according to the needs of customers.
The room is like brocade, so this small room is arranged as a study with rest function, which is convenient for working at home at night. The small skylight on the second floor is used by Dr. Gong to look at the starry sky when he feels tired. ...
04
Play emotional cards and inject humanity into sales.
In the play, Luo Jin plays Aunt Xu, the manager of the store. He is probably the kind of person who can achieve the highest level of sales. He is unparalleled in the most quintessential business of Shanghai real estate agency-the old villa business. That's because he pays attention to injecting many humanized concepts into the sales process.
Moreover, he pays attention to details, service details, life details before and after sale, and the accumulation of knowledge and contacts. His life details and daily accumulation have shaped his character and successfully promoted himself.
Manager Xu, for example, will never sell his house to bosses who want to remain anonymous. For another example, he suggested that Uncle Yan, who sells steamed stuffed buns, should not pay the full amount in one lump sum when buying a house for his son, but can take the form of mortgage. Even if you pay cash in one lump sum, the commission will be higher.
As a salesman,
Facing the unknown
Want to learn and grow
What should I do?
That is to keep learning.