Yesterday I received a customer at the store, and for the first time, I was asked about the product's expertise, and I couldn't answer it. After doing cabinets for so many years, I encountered such embarrassing things for the first time. As the material from the traditional cabinets was changed to a newer material, the customer did not do enough homework before, and the customer suddenly asked very fine and professional questions, and I couldn’t say that I didn’t understand or didn’t answer the customer’s questions, and I was so confused. I don't know what to say.
I can only pull a colleague who knows a little better than me to answer the customer's question, but my colleague still answers the mess, and suddenly regrets it. If I let the customer directly tell me that I don't understand better than the colleague. When the colleague answered, because he was not professional but pretending to be a professional, he answered the customer's question. This time he met a more professional customer than him. The customer asked him a few questions, and he could not answer it at once. What’s more, the customer pointed out a few problems for him, and made it difficult for colleagues to support me. I had to take the words and ask the customer what kind of material they needed and when.
The customer cools the colleague to the side and talks directly to me. Obviously, the customer would rather find a one that doesn't understand at all, rather than find one that doesn't know how to understand. Finally, the customer left the phone and QQ, went back and sent the drawings to me, let me arrange to give her a price. I seriously told the customer that I will let the company's professional quotation staff give you a good price and send it to her mailbox on time. The customer only got a reply before leaving.
The above is a real case, it happened to me and my colleagues. This is very inappropriate, especially in the case of always pursuing rigorous work, researching products, and understanding the traditional cabinet materials. I believe this will be the only situation that has occurred. I swear that this will not happen again in the future. The professional did not understand the answer.
Although this is only a small case, it has caused me to reflect: If we don't even know the product knowledge, what about skill, what about sales? What is more to say is the professional in this industry, the product is the basis of all marketing, master the basic product knowledge, we can be more professional in other aspects. Any professional industry marketer, he is very knowledgeable and professional in all aspects. Don't look at him when he talks about brands or products. It is a very good foundation for people, and they usually work hard.
I have a colleague who has been in this industry for nearly ten years. It is a true expert in this industry. Whether it is the understanding of the industry or the understanding of brands, terminals and products, it is estimated that three people in the country cannot be better than him. . Excellent talents are always worth learning. So I usually pay special attention to observe his every move. Especially when he talks about this industry, brand and product with others, he finds that he is very skilled and can always use it freely. It’s the point where practice makes perfect.
Teacher Zhan has done a good job, not only our professional people, but also the terminal marketers who should learn from them.
First, the brand knowledge is very solid. If you listen to him for the first time, I think he is familiar with it. I often think so, but in fact, he is talking about this thing every day and every day, and he is unskilled. This is the principle of multiplication with our primary school. The same reason, often using natural proficiency.
Second, product knowledge and product selling points are well understood. There are several big selling points for the product. He can speak it casually. Don't think about it. Not to mention the product knowledge. He is proficient in product development and production. Imagine if every one of our terminal personnel did this step, don't say the best, but it is definitely one of the best.
Third, often, every day, tell everyone about the brand, tell the product selling point, and talk about the marketing model. Because I often stay with him, I don't remember how many articles he told me. Even when he stayed up late, he sometimes repeats it, and he speaks very well. Others don't listen to boring. This is the most important. Tell a colleague, tell the boss, tell a friend, and tell the customer. It is because I usually speak a lot, it is very natural and very skilled to tell the customer. Sometimes I sound, is this not the same as telling me? Yes, we said that we should practice more often, say that we should practice once a week, and don’t wait until Friday to practice again. This is the method, plus some explanation skills, then it will be very different. Every moment is an opportunity to exercise. Don’t wait until you have a client. It’s already late. Read 300 Tang poems and you won’t be poetry. Probably this is the reason.
Through the real examples of colleagues, it has been very good to show that you can be a true professional in this industry only if you can make it happen. So, where should we become real professionals in the industry? It's very simple. Test your own whether the following modules can be skillfully spoken, and you should talk about it.
First, the brand. How do you package your brand? What are the highlights of your brand? Can you fully summarize it in three or four sentences, and then be able to speak to others.
Second, the product selling point. What are the selling points of your brand products? And it is unique and destructive in the industry. What are the selling points of 1, 2, 3, and 4.
Third, the marketing model. What is the unique marketing model of your brand? What are the selling points of the terminal, what kind of support and profit model can be used;
Fourth, product knowledge. Can you familiarize yourself with the product knowledge of your brand? How many sets of products do you have? How many series, can you tell me clearly when you have a screw?
5. Service or brand value-added. What services does your brand have? Who can manage your brand and what can be done... We often say that we don’t know how to do marketing, we don’t know how to sell goods at the terminal, then when we are confused, we will put the above These big problems are proficient in speaking. In fact, it is not too much to summarize the above questions.
Don't trust the trainer to teach you a class that will teach you all-round skills, and don't expect experts to tell you that there are shortcuts to go. Do a good job in marketing, practice makes perfect, put the above into text, and then practice every day, for a few months, you will become a professional.
　　
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