1. Positioning: It refers not to the positioning of personal brand, but to the positioning of consultants' own mentality, that is, "our products are the best path for customers to achieve their goals". Such self-confidence stems from their self-confidence in their products, and only such self-confidence can attract customers to buy. Therefore, this also requires us to put the creation of personal brands in the first place, and we must make the most awesome products in the shortest time.
2. Marketing: Zeyu has always stressed that we are not selling products, we are selling "future and hope". Through our products, we provide users with hope and an ideal future. This kind of thinking can make us feel our own value and turn it into a kind of motivation, and we will continue to work hard without delay.
3, the right medicine: Zeyu said that we are like doctors, we must fully understand each other's current situation and problems, and then prescribe the right medicine, otherwise it will be counterproductive, which also reminds us that we are not cutting leeks, we are responsible for customers.
Second, the overall process of marketing
1. Preparation: The specific time of telephone reservation 1: 1 can be made through WeChat, etc. A specific time can liberate the freedom of both sides and let the other side realize that we are serious, professional and responsible.
2. Consultation: This process is to help potential customers solve problems.
3. Deal: This process is transformed through millions of marketing words.
Third, the specific application process of millions of marketing words
1, Simple Chat (1 min)
(1) Greeting: Greet the other party first, asking about the latest situation and concerns of the other party, instead of implementing the marketing steps from the beginning. Don't have too many marketing traces, which will make people feel resistant.
(2) Grasp the initiative: By telling the other party the basic flow of this call, the content is: "Ask the other party questions in the first half and solve the problems in the second half". The purpose of mastering the initiative is to prevent the other party from talking aimlessly, let alone being led by the nose, so that you are in a passive coping state.
2. Find out why the other party called (3 minutes)
Ask the other person directly what kind of problems they have encountered. Why do you need communication/consultation? By asking, you can quickly grasp each other's situation.
3, constantly deepen each other's pain (5 minutes)
Everyone has the gift of forgetting the pain. Forgetting doesn't mean that the pain doesn't exist, that the problem is solved, and that the other person doesn't need to grow up. Therefore, by asking questions, we make the other party realize the seriousness of the first problem, increase the pain of the other party, and thus generate the motivation for change. We can ask questions like this:
How does this question affect your life? Why do you feel this way in your heart?
4. Help users fantasize about a bright future (5 minutes)
The consultant completely turned over the current state of the other party, providing the user with an ideal state, which is also the state that everyone dreams of. By helping imagination, we can stimulate the other person's desire to change the state, thus generating the motivation to realize the ideal state.
5. Let the other person tell the root of the problem (5 minutes)
The purpose of asking this question is to remind the other party of the role of finding professionals and highlight their own value. You can ask these words:
What do you think keeps you from changing the status quo? (In fact, there is no professional knowledge and effective methods)
Why can't I reach this ideal state? Many people have been addicted to a certain state because of ignorance. If no one opens it, it will almost become a status quo that can never be changed.
6. Summarize and get commitment (5 minutes)
After consulting for about 20 minutes, it is necessary to sum up, let the other party know what the problem is, the adverse effects of the problem, the root of the problem, and help the other party fantasize about the future. Tell the other person that you can help ta, and then ask the other person, "When do you want to start changing?" General users will want to change it earlier. We just hope that the other party will take the initiative to say "I am willing to change it now" to prepare for the next transaction.
7. Introduce the product and satisfy the fantasy (2 minutes)
Introducing one's own authority has helped many people to change the status quo and realize their ideal living conditions. We also need to introduce products according to each other's needs, so that each other can have a sense of trust in our products and professionalism.
8. The other party asks questions
The previous question was mainly asked by the consultant. In this process, the other party will ask some questions. In order to improve the probability of completing the transaction, we only need to do the following things:
(1) only answers the questions raised by the other party.
(2) Don't say anything after answering.
The awareness of the above two points is that we don't need to rush to promote our products, for fear that no one will buy them-this will make the other party feel that this product is not good.
(3) Until the other party asks how much?
In other words, we don't need to take the initiative to say the price of the product, what kind of benefits, and so on. This will also make the other party feel that the product is not good enough. If the other party is interested, it will naturally take the initiative to ask about the price, and we will become a rare role for demanders.
9. Close the deal
Now that we have talked about the price, I think the other party also believes in the product and the changes it brings. Whether to buy or not is another matter. At this time, it is easy to have the following situations and our countermeasures.
(1) Money: The reason why the other party does not close the transaction may be that the product is expensive. At this time, we can compare the price or share it equally. For example, at this price, we can drink two cups of coffee and eat one meal less. This service only needs to pay 2 yuan money every day, and so on.
(2) Time: The other party may say that there is no time. You can make your products and services more flexible, such as courses, so that learning is not limited by time, and you can also arrange consultation according to the other party's time to solve the problem that the other party says there is no time.
(3) Hesitation: The other party may hesitate to buy or not. At this time, it is necessary to stimulate the other party to make up their minds. According to Zeyu, we can say that there are two best times to plant a tree, one is ten years ago and the other is now. Didn't you say you were willing to change now? This kind of stimulation is quite strong, and the other party has a great chance of clinching a deal.