Selling today is not simply the act of delivering goods to collect money. It is the process of advertising and marketing to let customers know about the product, get acquainted with the product... A successful sales person is the one who makes customers stick with you forever.
Pay attention to God
In America, there is a famous car salesman named Guillard. He is famous in the car sales world because he surpasses many other dealers in the number of cars sold every year. Every year Guillard sells 14,000 cars. One time a customer came to buy a car. Guillard introduced him to a new car model. The exchange went smoothly and an agreement was about to be reached. Suddenly the customer changed his mind and stopped buying. Guillard thought for a while and didn't understand why. He immediately took advantage of the guest's cavidite and went to the house to ask questions.
Seeing the sincerity of the salesperson's request, the customer said truthfully: "I really intend to buy a car. But before I signed the check I told you about my son. He is about to graduate from Michigan Technical University and is a famous baseball player at school. I am excited to tell him because it is my pride. But he didn't listen to me and instead started laughing with the others. I'm very upset because it seems like you don't care about me anymore and only care about selling your car.” Guillard was speechless. It turned out that just because of his lack of interest in sharing his guests' joy, he missed an opportunity.
From there, Guillard learned lessons about the psychology of caring for guests. Thanks to that, he became a famous salesman in America.
The story of the best car salesman in America gives us advice: be considerate and share with the buyers - the Gods of your store.
Lessons from boss Sanzo
There are always customers coming to the store, maybe they buy things, maybe they don't. A good salesperson is one who makes customers, even if they have no intention of buying anything, spend their money. Moreover, you can also find out the needs and price situation if you take the trouble to chat with customers. The story below of lshoko, director of the Japanese electronics company SANYO, is a typical example.
One time, Ishoko went to a company retail store near her house to chat socially with the store owner to learn about the business.
While chatting, a boy from a nearby house came to buy a light bulb. The shopkeeper took out a light bulb, put it in the test tube, the light bulb lit up, received the money and gave the goods to the boy, then turned to lshoko and complained about the difficulty of business. lshoko asked the shop owner: - Who's the kid just now? – I don't know whose family it is. But it's probably close by. – I also think you answered like that. Why don't you ask him if he needs anything else and introduce your products? – Oh no, I didn't sell that light bulb, he asked if he needed anything.
Ishoko shook her head. The shop owner saw this and asked: Do you have any advice? I don't know what to do either.
Just wait, Ishoko replied:
– Just teach me if I'm rude. But if I were in your position, I would say: The baby looks so good, is the house nearby? What grade are you in but you look so old? Surely that boy will answer. I will continue to ask about family background. Later, if we meet the boy's family or go to their house to sell, we can introduce ourselves: "I'm the person at the electrical store near your house, yesterday sold electric bulbs to your son. I don't know if that light bulb is good or not? If the conversation is open, you can add: "I heard that my grandparents and my eldest aunt are very pretty and modest. When I get married, please remember to come to my place to buy a washing machine and refrigerator..."
The shop owner opened his mouth in surprise when he heard lshoko: It's so good, it's so good, I'll try the way he teaches.
Ishoko continued: today there is no family in Japan that does not have a color TV, but later generations are more energy efficient and have higher resolution, so we can say to the homeowner: "Our family uses TV." color micro, right? Our TV antenna was the earliest built in this area.”
"Earliest" or not is secondary, but the listener will be more interested.
“You guys should try watching this TV, it's the new generation. The TV I bought before used up to 300kw/h, but this one is only 100kw/h but has higher definition." If the other person seems interested, then invite them, "Let me bring a new one to you guys to try, you can pay later, it's a neighbor's place..."
Ishoko told the store owner: as long as I care less about customers and about my job, I can think of ways for customers to buy products even if they have not planned to buy before. Some of the customers who come here already have the intention of buying, some have not decided yet. If they haven't bought yet, we can ask: "Is the store still missing products that customers want to buy?" Or maybe the price is not suitable. . .”
At least understand the demand and market situation. If the customer says the product they need but we don't have it, then make an appointment with them the next day to notify the company to deliver the product. If the price is not suitable, also notify the sales department for consideration. . .
After hearing this, the shop owner seemed to wake up: this is really good. Do as he taught, if you can't sell the product, you can also grasp more demand to expand your business.
Ishoko's lessons are applied by many stores in Japan. The staff compete with each other to ask questions and gain the approval and affection of the guests. Thanks to that, they always expand their business and sell products.
KANEBO profile
The story I tell below will help you understand how big companies succeed thanks to sales methods.
Last April, my daughter in Vung Tau called:
– Dad went to the Kanebo store in Vincom where we came to buy lotion during Tet.
- What is up?
– Dad, just come and see.
I went to the Kanebo cosmetics booth at the Vincom building. The employee named Ha picked me up and asked
– Uncle comes…
– I am M's parent
– Ah! I remember, during Tet, you and your daughter came to shop at my place. April is her birthday month, my company has a birthday gift.
I was dumbfounded but secretly admired this company's way of keeping customers. During Tet, my daughter came home for Tet holiday. My father and I invited each other to go to Vincom and stop by Kanebo. My daughter chose to buy some bleaching, nourishing, and sunscreen creams here. When choosing the goods, after being consulted and due to the humidity, oiliness of the skin and sweat, the saleswoman took out a piece of paper and asked my daughter for details about her identity, house number, phone number, and other parameters. about skin, hair, eyes... At that time, I joked, "It's nothing to do with selling, but setting up criminal records." The salesgirl smiled, "Yes! We create records to understand the customer's situation for after-sales service."
Now I clearly understand the effect of Kanebo Company's records. The company gives gifts on customers' birthdays, which is also a way to maintain relationships with customers. Of course, when customers come to receive gifts, it is also an opportunity for company employees to introduce new products and promotional programs of the company. And of course that day I bought some more products for my daughter.
Kanebo is a famous Japanese cosmetics corporation. In Japan, another corporation, Shiseido, also has many care measures that make customers stick with the company forever.
The three stories we mentioned above talk about three sales styles of three companies. Their experiences and lessons from service will hopefully change the way we look at sales - it is not simply an act of delivering goods and collecting money, it is a customer care process. thereby gaining loyal customers to help the business development of the enterprise.
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