Penetrate into customers’ dreams

Cultivate customers’ spending habits

Teach customers the knowledge of consumption

Tell customers to enjoy product benefits

Let customers recognize the benefits of the product

Initial costs and expenses, financial losses if the transaction fails

Purchases, commitments failed or the desired results were not achieved

Do the benefits provided have real benefits for customers?

Develop first-time customers

Create value for products, tell customers background knowledge they don’t know, tell customers how to enjoy products and services more effectively, and emphasize the results that products bring to customers.

accept fixed quota

Limited time: promotion will stop after the 10th

Urgency is related to scarcity

Used to deal with human procrastination and give him reasons not to procrastinate

Not making up lies but actually doing it

On-site pickup is the most attractive

Express delivery within XX days and inform the name of the courier company

Installment payment: Inform customers when and what company will deliver the goods in six months to reduce customer worries.

Aligned with core products, the purpose is to help customers easily take action that produces results

Even gifts need to create value, and the value needs to be real, not fabricated.

Don’t just give away one freebie, at least 2-3

Don’t give away things you can’t sell.

The greatest power comes when combined with a zero-risk commitment

The best gifts don’t cost much to themselves

Paying cash all at once kills your chances of closing the deal

The buying action you ask the other person to take should match the level of trust between you.

Level up your requirements for others and divide your goals into stages

Trust is the "important currency" for your transaction

Installment payment, pay while earning, benefit first and pay later

Focus Clarity Affirmative Suggestive Language

Horse sale case

Sales course case

various applications

Leverage the relationship between channels and customers to let them guide customers to trade with us

Broad channel = upstream, downstream, complementary, substitute, new entrant, media, different industries

Develop customers without spending money and reduce sales expenses

Key: Give benefits to channels

Find generalized channels, negotiate and request cooperation, contact product information and channel customers

Broad channels = people who can bring potential customers, consulting customers and real customers

Customer recommendation system

Title, subtitle, transition, paragraph, emphasis, sentence fragmentation, punctuation, white space, font, color

Grab attention (unique in color, shape)

Arouse customer interest (target customer needs or his value)

Build trust (real people customer testimonials)

Stimulate desire (generally at least 10 paragraphs or more "focus" on the benefits that potential customers need most, and the most important thing is "depicting the results")

urge the other party to take action

deal proposition

Sales Process

Zero risk commitment

Price and value confirmation

scarcity and urgency

specific actions

end

special reminder

There are many preferential terms in the letter

SPIN question strategy

Most calls are to get a meeting

Have a happy attitude and show that you understand the needs. If it is not convenient, make an appointment at another time. We are not just selling things.

Provide advice and professional guidance and try to guide actions

The purpose is to satisfy his needs

Something happened that has nothing to do with you

I've had trouble with you before

Circumstances change and the customer is no longer able to benefit from your product

Re-contact them and tell them why they haven’t visited in a long time.

Ask sincerely what is not good enough or what you did wrong.

Take measures to remedy the causes

Comes with bonuses (feedback)

Attach a voucher directly

Lawyer: Provide 2 and a half hours of free consultation

Air conditioning: Free inspections available

Customer philosophy

Customer classification

Calculate customer lifetime value

Describe the blueprint

New product research and development

Repurchase

Stay connected and continue to provide value

Represent other people’s mature products

OEM

cooperative development projects

Use ICT to increase transaction rates through various transaction methods. Introduce new products (research and development or cooperation). Sell or OEM other people’s products. Front-end profit sharing.

Front-end profit sharing

Use information and communications technology

Communicate and communicate again

Provide customers with unexpected, higher service levels

principle

method

Develop replacement products so you can further engage with your customers

Communicate personally with customers (by phone, letter) to maintain positive and beneficial relationships

Offer products from other manufacturers on your list

Conduct special events such as "closed door sales," limited product previews, etc.

Conduct price inducements and increase sales frequency

Title Channel Appeal Point Packaging Concept Price Discount Response Method Subject Position Media Play Time

Vendors Customers Employees Competitors Friends Special Interest Groups

Relatives Potential customers Unconverted customers Neighbors Church members Group members

Other business people and professionals in the field or outside the field that your potential clients trust

Your potential customers look up to, respect, and trust leaders or celebrities

People who come to your office, people you meet in professional meetings, people who are retired, people who are married or planning to get married.

Those who have children or plan to have children, those who are divorced, those who have bought something, those who have sold something

Those who want to sell something, those who want to buy something, those who have just moved, those who have just renovated their house.

Children who have grown up and moved out of the home A death in the family Others who can offer advice