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笨拙但有效的终端推广方法

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来自: 康师傅做米饭 发布于: 2017-04-20 21:42:04

没有几单生意是站着谈成的,店主给你凳子坐,你就有机会。

 

民间有谚语:硬石头还要软绳子来勒。意思大概就是说以柔克刚,水滴石穿。销售人员遇到拒人千里之外的钉子店,最需要这种精神——百折不挠,多次拜访。决定业务员水平的不是有多少家要货,而是有多少家不要货,通过努力,达成交易!

1.心中有数,不要被客户的拒绝吓倒

 

态度最牛的不是中小终端夫妻店,而是超市,超市采购第一次见到陌生的供货商业务员,态度往往很强硬:“我只有两分钟时间,我们今年有规定,新厂牌进店费一律两万元,你能接受咱们就谈,不能接受就出去。”或者扔下一句“我们暂时没这个计划”然后扬长而去。销售新手遇到这个情况就会抓狂绝望。实际上分析一下,超市真的对新产品没兴趣吗?不可能,新产品意味着新销量/新毛利/新费用!真的两万元进店费用不能谈吗?叫价两万最后两千成交的比比皆是。那店方为什么不跟你谈呢?其实店方对厂家的拒绝是职业习惯而已,他们习惯于“just say no”,也许是要给你一个下马威(需要你多去磨几次)、也许是那天他没时间、心情不好或者是他最近正在忙着促销档期没工夫谈新品(你需要换个时间再来)、也许是他对你的新产品一无所知他不知道怎么跟你谈,他扬长而去是去别的店市调这个新产品的销售状况(那就需要你给他点时间)、也许是你的产品和方案他不感兴趣(他最近头疼毛利太低,你却给他拿了个低价产品的特价计划)……

 

总之一句话:这世界没有无缘无故的爱,也没有无缘无故的恨。店方也许对新品没兴趣,但绝不会对赚钱没兴趣!越是陌生客户,他们的拒绝肯定越是假象。多去几次,找到对方态度强硬背后的原因,问题也就迎刃而解。


2.主动出击,不要相信客户的推脱和谎言

 

中小终端拒绝你的时候,直接说“不要”的比较少,大多数会给你一个借口,常见借口如下:A.你别忙活了,等我想好了要货的时候,我给你打电话吧。B.我先卖着别的产品,下回再说吧。C.你嫂子不在,我不当家,等她回来商量一下。D.老板不在。E.我和老王(指经销商)多少年的交情了,我一个电话他就把货拿来了,还用你来推销,我这个店你以后就别管了。F.这两天没钱,过两天再说。G.没地方放了,下次再说吧。H.淡季了,卖不动, 等到旺季再来……

 

仔细推敲这些话,什么“没钱”“没地方”“老板不在”“淡季卖不动”等都是借口——别的店不是在卖吗?你的地方你的资金不就是用来进货赚钱的吗?其实这些话背后最具“欺骗性”的意思不是拒绝而是推脱——“下回再说吧”,“我要货给你打电话”。要相信这些话,销售就没法做了。永远不要相信客户会主动找你!一定要主动出击!


3.设定拜访目标:迈小步,不停步

 

推销原本就是“从客户说不要才开始”,上来就成交那不叫销售,那叫运气。尤其对钉子店和大店不要寄希望于一次成交,给自己设定每次拜访的目标:比如,第一次去可能只是认识一下建立联系、介绍我们的服务流程、登记客诉、展示样品;第二次去是要处理客诉、提升客情、做店内生动化布置、给对方讲利润故事并且分析“你店里缺这个产品”。第三次去要“利用从众心理推销”,给对方看另外几家卖得好的店的订单。迈小步不停步,每次设定一个小目标,完成这个目标就是胜利,这样你的销售心态会更平和,自己不乱阵脚,客户也不会觉得太“压迫”。


4.面对“老板不在”

 

去了很多次都被店里一句话顶回来——“老板不在”,那太亏了。也许有一天你发现多次告诉你“老板不在”的那个人正是老板。所谓“迈小步,不停步”的计划一步也实现不了,具体应对方法如下:首先,端正心态,很多厂家的业务员对见大店老板有畏惧心理,其实真的约到老板见了面,往往会发现老板为人挺客气,你勤快点把服务做好建立客情,这个“老板总是不在”的店,就成了“别的厂家攻不进去,而你可以直接跟老板接洽”的优势客户!其次,要电话,问店员老板(也许是管进货的经理)是谁,什么时候在家,最好能把老板手机要出来,打电话发短信约好见面时间,你再来一次。再次,书面沟通,把你的姓名、电话、要推销的产品、价格、政策写下来,托店员转交给老板,有样品留下来更好。

 

A.多拜访:当天二次拜访也许老板就在了,或者下次路过,隔着玻璃看见店内有领导模样的在指手划脚,别怕!直接推门进去找他,也许就碰上了。


B. 找内线:最了解老板在不在的人是谁(大店可能是门迎、保安,小店可能就是服务员、营业员)?你就盯着一两个对你态度不那么排斥的人(比如领班、吧台服务员或者出纳),每次去拜访都跟他扯几句,再送一个小礼品,再讲讲我们的产品优势、利润故事,然后请他帮忙。他至少能透露给你老板是谁、什么时间在店里、能在老板面前“说得上话”的人是谁。下次你和老板谈的时候,这个“内线”如果能挤过来插一句“这个产品周围几家店卖得不错”,那往往起到关键作用。


C.熟人介绍:店老板总有熟人吧,经销商可能认识他(如果他店里有经销商经销的其他产品),隔壁或对门超市的老板也可能认识他,其他什么工商/税务/同学/老乡只要想办法一定能找到中介人。你也许能以介绍人朋友/老乡或亲戚的身份出现;反正我们只求一见,谈生意嘛还是靠专业、靠产品、靠利润故事!

 

D.把客户变成员工:一般大一点的店老板们互相有个圈子,可能上午一起喝茶、打牌。业务员一番辛苦“拿下”一个店老板,建立了客情,再嘴甜点,拜托大哥帮忙“介绍几个老板”,也未尝不可能。


5.多次拜访,作服务,软绳子勒硬石头。

 

“用服务破冰——我是来服务,不是来卖货的”,里面讲了用态度破冰、用产品破冰、用熟人关系破冰、用广宣品破冰、用处理客诉破冰、用服务流程破冰等。这是对所有陌生客户都适用的方法,钉子户“冰比较厚”,就得反复破冰。请看案例:

 

第一次拜访店里人多,老板不理我?没关系,我们认识一下,我执行客户拜访标准步骤,本次拜访的重点是展示样品/讲政策/询问有没有客诉需要处理;另外送您两个小礼品。您不让我贴海报?没关系,下次再见,临走说一句“咱们第一次见面,您不进货太正常了,反正我们不是单纯来卖货的,一周来一次来搞服务。多来几次,等咱们熟悉了,相互信任了再合作”。

 

第二次拜访老板还不理我?没关系,我还执行客户拜访标准步骤,这次店里人少,有空间有地方,我正好做陈列、做库存管理:帮您把货架整理一下,用抹布把货上面的灰尘擦一擦,把您店里产品(甚至不是本品)做个先进先出,告诉您有两箱日期比较早的货我帮您放前面您先卖。还有给您个惊喜——上次那两包破损我给您换回来了。

 

第三次拜访老板不冷不热给我打了个招呼,说暂时没钱不进货。没关系,我照样执行客户拜访标准步骤。这次重点是擦展示柜,我拿脸盆盛上热水加上洗衣粉,把店里的展示柜擦得干干净净,告诉老板冬天制冷展示柜不用插电,但是也要保养好,否则夏天不能用了。啊?上次我帮您先进先出把日期早的货摆在外面,怎么这次又压到里面了?没关系,我再帮你倒一次,库房太黑,我用我的手机照着亮看生产日期把老货给你放在外面。数九寒天我忙得一脑袋汗,临走老板给我递了只烟,说了声辛苦。我知道,有戏了,下回该出手了。

 

第四次拜访出现意外了,老板娘坚决不要货,本来经过前几次努力老板已经搞定了,这次被老板娘搅黄了(心里叫苦,幸亏只有一个老板娘)。没关系,我还是执行客户拜访标准步骤。老板娘爱财,我这次就重点讲解利润故事,给她看别的店的订单,当面叫司机来给隔壁店送酒。老板娘心动但是不行动,说“看看再说”。我回答:“没关系,反正不管你进不进货我每周都来做服务。”临走前把店里的围挡膜海报都换成新的,还给了老板娘一个圆珠笔。

 

第五次拜访真倒霉,老板、老板娘都不在,老板的娘在店里看门,老人家一嘴方言口齿不清,我根本接不上话,欲哭无泪呀。正巧天气阴下来要下毛毛雨,我赶紧帮她把店门口的产品往店里搬,一通忙活完,我衣服都淋湿了。老人家好像挺感动,让我屋里坐,这次我趁着老板、老板娘不在,而老板的娘又挺好说话,把货架上我们的产品摆在最好位置,屋顶挂了十个吊旗,一进门的墙贴了六张海报,整个感觉好像我们的模范店一样。老板的娘硬要给我喝饮料,盛情难却,我临走把钱放在窗台上跑了,这个便宜可不能占。

 

第六次拜访太好了,店里总共三个“高层”——“老板”、“老板娘”、“老板的娘”都在,老板的娘老远看见我就招呼我进来喝水,老板也给我发了根烟,只有老板娘还是不冷不热,但是也能给我个笑脸了。哈哈,我终于能坐下了,这半年的销售经验告诉我,没有几单生意是站着谈成的,店主给你凳子坐,你就有机会。赶紧趁机坐下喝杯水、抽根烟,跟老板拉拉家常。我说:“我知道你们没下决心进货,你们也别不欢迎我,我是来服务的,咱们开小店不容易,进货时要慎重,但是我想知道你们担心的是什么,是不是我哪些地方没解释清楚”。老板娘说主要是我这个新牌子客人来了不点我们的产品,多亏上次我贴了一大堆海报,才有人问了她一下这个产品有没有。我心中狂喜——终于开始谈货了,开始运用多种方法推销:“店里只卖客人点的产品你就赚不到钱了,你要卖自己想卖的产品才能赚到钱”;“上次贴海报都有人问了,我这次不但给您贴海报、还给您做空箱陈列奖励帮你您拉动消费”;“先拿半箱试试看,我给你这个月日期最新鲜的货,保质期还有12个月,另外我帮你申请新店进货陈列奖励的促销政策(本来这个活动前天停止了)”;“这个小区5家超市就剩下您一家没有进货了……”老板娘还犹犹豫豫,老板发火了:“小伙子这么实在来了这么多次,你麽叽什么,我做主,要两箱。”最后我临走给他们只下了一箱订单——怎么也得给老板娘面子,人家大小也是店里的“高层”。

 

走出门,长出一口气,这个钉子户终于搞定了。前前后后来了六次,卖了一箱新产品。最重要的是这个店开始跟我进货了,他今天进一个新品我将来就能让他全品项销售,只要我后续服务跟得上,这个店就是“我的菜”。

 

感慨呀,刚入行的时候以为做销售必须八面玲珑、冰雪聪明、拔根头发是空心的才能搞定。后来有件事教育了我,记得刚入行两个月,曾经有一个酒店我把这些招全都用了人家还是铁蚕豆一个油盐不进。逼得我没办法,每天中午高峰时段我就去他店里,不卖货、不讲利润故事,天天帮他抹桌子、上菜、扫地,干一个小时我就走,第二天我再来,溜溜的我干了小半个月。老板受不了了。有一天留我吃饭,说:“怕了你了,你天天来啥也不说就干活,我快让你整失眠了,你看我店里能卖啥就给我先一样少送点,我不冲别的,就冲你这人实在”。从那以后我就明白什么人能做好销售,你口才好不好没所谓,关键是执着下苦功,像绣花一样一针一线绣市场。有的时候我跟自己较劲,哪怕再小的客户搞不下来我就不舒服,不是为了卖这一箱货,而是给自己信心让自己再成功一次。连门都不让进就轰我出来的客户我都见过。

 

我的诀窍就是客户没有好坏只有不同,百折不挠多拜访:A.你不让我卖货我递个名片咱们认识一下总行吧?B.我送你两个小礼物放下东西我就走行吧?C.我给你贴个海报行吧?D.我帮你处理客诉行吧?E.我帮你擦货架行吧?F.碰上你在洗菜我帮你洗洗菜行吧?G.碰上下雨我帮你把货搬回店里行吧?H.碰上你找不开零钱我帮你换点零钱行吧?I.碰上你小孩子哭我哄哄孩子行吧?J.实在再不行我中午吃饭时到你店里吃饭.K.我在你店里买包烟、买条抹布搭搭话行吧……


小结和分析

 

“不要寄期望于第一次就成交”、“销售从客户说不要开始”、“销售原本就是在概率中实现”“永远不要相信客户主动来找你”,这都是老业务口口相传的武功心法,落实到动作就是首先自己要心中有数,客户的拒绝一定有原因,然后百折不挠多次拜访。

 

去干什么呢?从专业上要执行标准拜访步骤,从细节上记录客户资料、送小礼物、贴客户联系卡、做库存管理、处理不良品、处理客诉、做生动化、贴海报拉动销售甚至力所能及帮店里做点杂事,老板不在就想办法打听老板电话,找熟人、找内线帮自己约老板,等等,能干的事情太多了。说一千道一万,有理不打笑脸客,我做服务总没有错吧?一次不行就一百次,我又不是要拆你家房子,我是要把赚钱的产品卖给你(产品加利润故事),我就不信你是油盐不进中华鳖精,总有一天你能给我笑脸、给我座位、跟我讨论一下进货问题,只要你肯谈我就有办法,你有什么顾虑我给你解决呗、少进一点试一下……精诚所至金石为开,用小沈阳的话就是:“你可以不爱我,我爱你你管不着,花儿是无罪的”。

 

都说做销售“辛苦”,我总开玩笑说“心不苦、命苦 ”。干这一行,就这个命,没有做业务员时代的卖苦力、爬冰卧雪、走街串巷,就没有将来做经理的指点江山、横刀立马,销售行业竞争激烈,你不玩命,将来命就要玩你。

他们都在说 (共7 条评论)

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王冰
学习互联网营销、UI、Java、Web、PHP、软件测试,请联系:584053956

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修复的薄码.AVI
怕了你了,你天天来啥也不说就干活,我快让你整失眠了,

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豌豆豆~~
感慨呀,刚入行的时候以为做销售必须八面玲珑、冰雪聪明、拔根头发是空心的才能搞定。

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不知愁与乐 
去干什么呢?从专业上要执行标准拜访步骤,从细节上记录客户资料、送小礼物、贴客户联系卡、做库存管理、处理不良品、处理客诉、做生动化、贴海报拉动销售甚至力所能及帮店里做点杂事,

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