The Charm Of Persuasive Marketing

< p > five steps of persuasive sales promotion.

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< p > < strong > 1, generalization situation < /strong > < /p >.

The first purpose of < p > "general situation" is to ensure that we can aim at the buyer's < a href= "//www.sjfzxm.com/news/index_c.asp" > buying motivation < /a >.

Therefore, we must confirm the following conditions of Buyer: < /p >

< p > - need? < /p >

< p > - hobby? < /p >

< p > - condition < /p >

< p > - limit < /p >

< p > - opportunity? < /p >

The second purpose of this step is to arouse and verify Buyer's interest -- to introduce to buyer a specific advantage that can provide him with P needs / needs / interests.

In order to ensure that we can aim at the needs of buyers, we must consider the conditions that buyers are facing at the moment (such as cash flow, shelf space and competition, etc.).

Second, consider the real needs of buyers and customers.

Do customers want sales, profits, higher investment returns or do they want some other results? < /p >

< p > in addition, let the buyer know that you have already known some of the existing limitations.

These restrictions may be in terms of money, time, company policy, competition pressure and so on. In a word, any factor that buyers may take as a reason to negate your idea. By showing that you already know these restrictions, you can add answers to objections that may be raised by the buyer in the sales presentation.

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< p > most importantly, when you summarize the situation, you should talk about opportunities (i.e. new a href= "//www.sjfzxm.com/news/index_f.asp" > sales /a > opportunities and profit opportunities).

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< p > organization applies to the specific customer's specific stop and the information is briefly and clearly stated so that the buyer can easily understand and believe what you say. The results of the generalization should enable the buyer to feel that you understand his conditions, requirements, limitations and opportunities. He can clearly expect that you can benefit from your ideas.

In this way, you can attract all the attention and interest of the buyer, continue to listen to the rest of your sales presentation, and find ways to reach an agreement based on your proposal.

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< p > at the end of your conclusion, if the customer's attitude is still unclear, you should try to get the customer's agreement: what you are talking about in summary is accurate and really important.

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< p > after summarizing the situation, ask a question, for example, "do you look at it?" or "this is a question you really care about, right?" "this is still a worry, right?" < /p >

< p > there are several ways to understand buyer's conditions, needs, limitations and opportunities.

For example, you can understand the buyer's needs through the following activities: < /p >

< p > - an interview in advance; < /p >

< p > - one observation; < /p >

< p > - a discussion; < /p >

< p > - current market considerations.

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< p > for many sales demonstrations, the summary of the situation should be brief.

The generalization of the situation < a href= "http://fz.sjfzxm.com/ > > brand < /a > provides a natural introduction.

Each step in the other 4 steps should be linked to the situation.

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< p > < strong > 2, statement of ideas < /strong > < /p >.

< p > be careful when expressing your ideas: < /p >

< p > simple, clear and definite; < /p >

< p > - meeting the needs / opportunities; < /p >

< p > - suggest action.

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< p > to tell the buyer what you think is clearly and succinctly tell the buyer what kind of action you recommend.

Obviously, you sell things there.

Tell the buyer clearly that you have an idea or a brand that can meet his needs, or produce the benefits that you put forward in generalizing situations, so that he can understand what you are going to do.

When telling your thoughts, pay attention to simplicity, clarity and clarity.

Usually, one or two sentences can be used to make the idea clear.

The statement of this idea should also be an invitation to the buyer to take action, which is expressed by letting the buyer know that you are selling something to him.

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< p > < strong > 3, explain how the idea works. < /strong > /p >

< p > "explain how ideas work" aims to show / tell / prove how your ideas will produce the benefits you promised to buyers in "generalizations of circumstances".

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< p > at this time, if the buyer still doesn't ask you to tell him more details, you need not explain all the details of your plan to him.

These details include: who does what, when the product is delivered, and < a href= "http://pop.sjfzxm.com/popimg/fz/index.aspx" > payment mode < /a >.

You can discuss the details with the buyer after making a sales presentation.

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< p > < strong > 4, emphasizing the key benefits: < /strong > /p >

< p > briefly summarize your thoughts on how to satisfy your customers' important needs and opportunities in the summary of the situation.

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The purpose of "P >" emphasis on key benefits "is to remind customers: as long as we agree with this idea, the business of our customers can get obvious benefits, as in other steps, the benefits must be related to the needs and opportunities described in the summary.

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< p > note that this step is called "emphasizing the key benefits".

This means that the benefits highlighted here have been mentioned in the summary and in explaining how ideas work.

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< p > < strong > 5, suggesting an easy implementation of the next step (agreement): < /strong > /p >

< p > - make action easy to start < /p >

< p > - suggest that you can do your best to make the action start < /p >.

< p > preparation of necessary successor materials < /p >.

< p > - using good protocol skills, such as offering an alternative, < /p >.

< p > - sales promotion activities after our brand.

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< p > - your reputation as the most professional sales representative.

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< p > - you have the ability to contact with key people at any time.

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< p > - you have the ability to attack competitors' business < /p >

< p > - the degree of friendship and partnership between P&G and your customers is less than /p.