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2008-10-31

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¾y¤O±µÄ²ªk Attraction

1. µø©Ò¦³¤H¬°¦Ê¸U«È¤á
Treating a customer like a million customer

2. ¯º®e¬O¤H»P¤H¤§¶¡³Ì¦nªº¾ô±ç
Smile is a bridge between two persons

3. ±q¤@¦Ê­Ó¯ÊÂI¤¤§ä¥XÀuÂI¥hÆg¬üÅU«È
Find out good habits of customer in order to praise him or her

4. °ö¾iµL¥i©è¾×ªº±M·~»öºA Project Professional Personality

5. ¹ï¥ô¦ó¨Æ»Pª««O«ù·P®¦ªº¤ß Appreciation


¿Ë¨­ÅéÅç²£«~ Salesman must try out products first

¨¾¼u¦çªº¬G¨Æ The story of the bullet-proof vest

±M·~¦æ¾P­û¥²¶· Professional salesman must

¤F¸Ñ²£«~ªº¥\¯à»P¦n³B Understand the functions and benefits of the products

¬Û«H²£«~ Trust the product

ÅéÅç²£«~ Try the product

¾Ö¦³²£«~ Own the product


´M§ä«È¤á»Ý¨Dªº¤£¤Gªk The only way to find out customers¡¦ needs

´£°Ý©MÁ¿¸Ñ 20% Question & Present 20%

¶ÉÅ¥ 80% Listening 80%
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»Ý¨D¾P°âªk-´M§äÅU«È»Ý¨D Need Selling

¬°¬Æ»ò·Q¶R§É¡H Why do you want to buy mattress?

¤@ª½¥H¨ÓºÎ«ç¼Ëªº§É¡H All these while, what kind of mattress do you sleep on?

·Qª«¦â«ç¼Ëªº§É¡H What kind of mattress are you looking for?

»Ý¨D¾P°âªk-´M§äÅU«È»Ý¨D Need Selling

¬O¦Û¤v¨Ï¥Î©Î¬O¦@¥Î¡HÁÙ¬O¶Rµ¹¥L¤H¥Î¡H
Are you using it for your own or are you sharing it with other or are you buying for others?

¬O§_¤F¸Ñ´¶³q§É¿È©MGETHA§É¿Èªº¤À§O¡H
Do you understand the difference of Getha mattress and other brand mattress?

»Ý¨D¾P°âªk-´M§äÅU«È»Ý¨D Need Selling

¬O§_Å¥¹L­n¦³ª¾ÃѤ~¯àºÎªº§É¿È¡H Have you ever heard that you must have knowledge about this set of mattress then only you can sleep on it?

ÅU«È°Ý³o®M§É¦h¤Ö¿ú¡H Customer ask How much is this set of mattress?

½Ð°Ý±z¦³Å¥¹L³oºØ§É¶Ü¡S Have you ever heard of such mattress?

­Y¬O¨S¦³
If customer's answer is "No."

¼t®a³W©w³oºØ§É¤£¯à´N³o¼ËÀH«K½æ¥X¥h
According to Getha¡¦s company rule and regulation, if you do not know about this set of mattress,
we cannot simply sell to you.

¦]¬°³oºØ§É«Ü¯S§O
Because this set of mattress is very special.

­Y¤£²M·¡¥¦ªº¥\¯à
If you cannot understand its¡¦ benefits,

¬OµLªkºÎ¥X®ÄªG¨Óªº
you cannot see the result.

­n¦³ª¾ÃѤ~¯àºÎªº§É
If you have knowledge about this set of mattress then only you can sleep on it

µª®×­Y¬O¦³
If customer's answer is "Yes."

½Ð¤¹³\§Ú°Ý±z´X­Ó­«­nªº°ÝÃD¡M
Please allow me to ask you few important questions,

¦]¬°³o§É«Ü¯S§O¡M
Because this set of mattress is very special.

±z­Y¤£¯u¥¿¤F¸Ñ¥¦ªº¥\¯à¡M
If you cannot understand its¡¦ benefits,

¬OºÎ¤£¥X®ÄªG¨Óªº¡C
you cannot see the result.

­n¦³ª¾ÃѤ~¯àºÎªº§É
If you have knowledge about this set of mattress then only you can sleep on it

±z­Y«t¸ß§É¿È±M®a If you consult a professional,

¦Ü¤Ö±o¥I´X¦Ê¶ô¿ú you have to pay at least few hundred dollars.

§Ú±N§K¶O´£¨Ñ±M·~ª¾ÃÑ I give free consultation

±z¤]¥i¥HÀH®É­P¹q¬d¸ß You can call me anytime to ask

¥ý¤£¦^µªÅU«Èªº°ÝÃD¡M Do not answer customers question first,

¨Æ¥ýªí©ú¡M«ÝÁ¿¸Ñ§¹²¦«á¦Aµo°Ý¡M¦]¬°¦³«Ü¦h°ÝÃD¥i¯à¦bÁ¿¸Ñ¤¤¤w¸g¦³¤Fµª®×¡C
explain about the product first, because maybe some of the question can be answered during the presentation. ¸ÑÄÀ§¹²¦ÁÙ¬O¤£¯à¦¨¥æ After explaining still cannot close sales

«ç»ò¿ì ? How

§A­Ì½æªº§É¿È¤ñ¨ä¥L©±¶Q
The mattress that you sell is more EXPENSIVE than other shops¡¦ mattress.

§Ú­Ìªº²£«~¤£¬O¶Q¡M Our product is not expensive,

¦Ó¬O«D±`ÄY­«¼F®`ªº¶Q ¡Cit is very EXPENSIVE.

¤£­n©MÅU«È¬Û¹ï¡M¦Ó¬O¶¶¨ä·N¡C Do not argue with customers, but follow his will.

«K©yªºªF¦è«ÜÃø½æ ¶QªºªF¦è¤~¦n½æ
Cheap things are hard to sell Expensive things are good to sell

¤Hªº¤ß²z¡G ¶QªºªF¦è¤ñ¸û¦n¡M¤S¦³¤ô·Ç
Human¡¦s psychology¡R Expensive things are much better, furthermore have standards.


§ä¥XÅU«È¯u¥¿¤£¶Rªº¤èªk Find out real reasons why customers don¡¦t want to buy.


Magic 1 2 3
 
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