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Analysis Of Sales Strategy From Two Small Cases

2008/11/11 10:44:00 41890

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How can we do a good job in sales?

How can we become an excellent marketer?

There are different opinions on this issue, and each has its own set of theories.

However, what I want to say is: to do a good job in marketing work, we must not deviate when we look for customers. When facing our target consumers, we should highlight the bright spots of your products through reasonable and effective display so that the target consumers can experience them.

In short, reasonable and efficient to meet the needs of consumers is the fundamental!

Scene 1

On the busy road, when the red light came on, the cyclists stopped on the road, crowded to the zebra crossing, waiting for the green light to pass.

This is a very ordinary scene, which can be seen on every street in every city.

However, there are two busy scenes in this scene, one hand holding a folder, one holding a promotional page and a pen, and one on the road waiting for the red light one after another.

But few people were willing to stop. When the red light came on, they left like a swarm of bee, leaving only the two well-dressed young people laughing alone, waiting for the next wave of crowds.

As a marketing man, I stopped out of curiosity and talked to them.

After chatting, they knew that they were employees of an educational consultancy. One was a sales supervisor who came in for nearly a year, and the other was a newly recruited salesman.

When asked why they chose to sell such a place, the director's words were very direct: that's what the company wants, and we have been training this way.

After listening to their answers, I feel very complicated.

How many people will care what you are doing in such a noisy environment?

And in a short time of 30 seconds, who will be patient and wait for you to tell you what you are doing?

When your customers choose to position completely wrong, how do you do your grades?

The training of strange companies is still a matter of personal ignorance. It is not important at the moment. What matters is how to position your work and work.

Imagine that if you wait for your parents to wait for their students to finish school, they will communicate better with the products you provide.

Of course, with the influence of training class, the joint influential teachers can be promoted jointly.

Or in the vicinity of the community, these parents have enough time and energy to listen to your recommendation when they attack again, will the effect be much better?

So, marketing is not the case.

If you do not know where the client is, you will only get twice the result with half the effort and the result will not be worth the loss.

We must clearly understand the channels of customers and have a good grasp of what kind of environment the customers like, which is of great benefit to product promotion.

Scene two

At the gate of the primary school, a shop selling children's toys is surrounded by an adult.

The three layers outside the three floors are not applauding and applauding.

The children watched, and the adults who played with toys developed the skill of their own. For a while, this pattern was for a while, and it was natural for the children to watch it with relish.

Finally, when he played a few tricks, he walked into his shop without speaking. A group of children trailed in. In a few moments, a few larger children took the same toys as he had.

And the shop next to it is the same toy.

The contrast is so great because of his display of products to his target consumer groups, so that they can clearly understand that the stationery can play like this, and can play so cool!

While fully attracting the curiosity of children, we should not lose the opportunity to let children experience their experiences in their stores. At the same time, we will give our children a few simple techniques to make them feel the value of toys, so that we can win the favor of target consumers in this real experience and achieve the goal of sales.

In marketing, our marketers often exaggerate their products, but in the face of the target consumers who have not used products that do not know the value of products, the more the salesmen say, the more confused they are.

In fact, the key is to enable these target consumers to experience the value of their products in person, and then to follow up their interest according to their interest, so that the probability of paction will naturally increase a lot.

At present, the use of such techniques in electronic products is much more effective.

Therefore, in the process of meeting the needs of the target group, the key point of the attribute of product value is how to make the target consumers feel it and give full play to the positive and positive values. This is the core work of our marketing personnel.

Looking at the above two cases, the author still needs to advise the new marketing people who have just entered the market: to do marketing needs ideas and to understand the needs of customers is the core.