When you are driving on a crowded road, especially when you are rushing to an important place, what do you do when you encounter a yellow light? Some people may slow down and drive carefully. Others may accelerate and smash the past. Unfortunately, most of the people who are accelerating forwards have not only failed to succumb to the past, but also paid a high price for it. If we take the whole process of sales as a driving process, we will find that many people often accelerate forward when the yellow light is on. The result is either stuck by the red light or punished by the police or even brewed. It became a car accident that should have been avoided. There are very few lucky people who can marry the past.
In fact, it is not terrible to encounter a yellow light. Although a red light will appear after the yellow light, it will be a green light after the red light. The terrible thing is that when the yellow light appeared, it accelerated and rushed forward, smashed the red light, and caused a car accident, unnecessarily expanding the loss caused by the red light. For example, before the red light has been encountered in the early days, it has invested a lot of time, money or other company resources for the business. Therefore, it is recommended that sales personnel comply with the following yellow light rules when encountering yellow light:
Back: When you encounter a yellow light, try to turn the yellow light into a green light.
Second: When you encounter a yellow light, and the yellow light has inevitably turned into a red light, you should learn to wait patiently, after the red light is a green light.
Third: When the yellow light keeps flashing there, please slow down and wit smartly.
In order to let readers follow the yellow light rule, the author through a few simple shopping mall sales cases to interpret the yellow light rules of the sales process, in order to achieve the purpose of sharing with colleagues.
Case 1:
Once, the two couples walked over to my counter and looked at our European hood. His wife said: "Hey! Husband, this is so beautiful, buy this." His husband said: "No, this suction is not big, so I can't use it." - The yellow light began to appear. Later, the customer saw our deep-type machine YF. I introduced it to the front: "Hello, this type of suction is very big. This is a Chinese machine, which is more suitable for Chinese people." His wife said: "Yes, yes, And this is not expensive." - The yellow light began to turn into a green light. I listened to the customer and said that this customer must be very rich. Just think: I must sell a higher-priced machine to him. Later, when the customer saw JM again, I told him that JM had no YF, and the customer asked why JM had no YF. I said that JM is used in small kitchens, and it is only good to smoke in the small kitchen.
The customer asked, then YF is in the small kitchen? I said that YF is good at fume extraction in the kitchen, but if it is not suitable for YF in the small kitchen, because it is relatively large, it is not only good for smoke absorption but also good for decoration. If it is too big in a small kitchen, it will take up a lot of space. Your home must be a big kitchen. In fact, I have already given myself a yellow light here - I have not asked the customer yet, how can I assume that the kitchen must be a large kitchen? So next, the customer showed me a red light. The customer asked: "Is there any shortage of JM?" I said: "To be honest, I think it is not too good looking, and the white aluminum alloy is not cleaned with stainless steel. I still recommend you to buy YF, look good, suction. Big." I gave the customer a red light and also gave them a green light. Who knows, the customer said: "My kitchen is very small, can't use this." God, I know I have made a mistake - I have hit a red light, I give the customer a red light. At the same time, I also gave myself a red light - I have no way to recommend JM to the customer again, the customer smiled and left.
This experience made me understand that the sales process should carefully speculate, touch the customer's heart, see the customer's purpose, and can't smash the yellow light for their own purposes until they know the customer's motivation. The result is only the red light. disaster. When I just recommended one and killed another product, I had set a red light around my own, and I didn't even have a back road.
Case 2:
I remember a lady and her son not long ago, when I passed our counter, I was first received and learned that she was going to buy a benchtop stove. I immediately introduced her to our benchtop stove. After carefully reading our stove, she I said to go see other brands. Then I went to see another brand of Teflon panel bench furnace. After the promoters gave the introduction, she still came back to see our furnace. At this time I feel that I should have hope. So, I told her that our stove is better than the other brand. She accepted it and asked me to open the bill. When the list was halfway through, her ten-year-old son said to her: "Mom, I still think that the stove over there is better." I was a bit stupid at the time, thinking so small How can a child give her mother such advice, and she has not made much statement, and she is very confident that our products are better than the other brand. I believe she will have a clear vision - at this time, I also Did not notice that her son is a yellow light, it may turn into a red light at any time. Let them go and look at it again. I know that this past was really taken over by another brand of promoters.
The lesson I learned from this case is that I shouldn't take it lightly and look down on the weight of the child's speech. He is actually a yellow light that can turn red at any time. I didn't notice that I didn't drive carefully, and I got a red light. This time, the red light made me feel a heartache for a whole day.
Case 3:
Once, four customers are patronizing the mall at the same time. These consumers look very prepared and look very rich. When four people came in, they went into the Fangtai counter (because the square counter was in front of the front) and locked the target in the D5BH range hood. I briefly introduced it: "This machine has a large amount of air, fashionable style and good brand." The customer said: "Just this one." I asked if I still need a stove? Then introduced Fangtai's HJL furnace. "Then these two." The customer said. Ok, I really have a green light all the way. I am going to ask if I need a disinfection cabinet? Their answer is not to sterilize the cabinet too much, do not like the color of the square disinfection cabinet - by the previous yellow light.
They walked and said, "Look at it! Look at it! Look at it later." I immediately responded. In order to guarantee the seller's hood and stove, I must take them to see the disinfection cabinet. (The order is in the end - to prevent the yellow light from turning into a red light, but to convert it into a green light so that I can move on.) I decided to take them to buy a combo disinfection cabinet. Because the Kangbao brand is known to everyone, I will take them to buy such brand products, they will definitely trust me more. However, unexpectedly, Kangbao's promoters are not there. The neighboring cabinet Ou Feng promoters immediately crossed over and introduced: "Mr., Miss, hello! This is Ou Feng disinfection cabinet, Taiwan brand, take a look!" The second yellow light is on.
After a detailed introduction, several people were actually tempted, change their minds, not only want to buy Ou Feng disinfection cabinet, but also want to buy Ou Feng's range hood and stove. Ou Feng promoters are more and more brave, and they strongly recommend the Oufeng brand, prompting them to buy the three-piece Ou Feng. The red light has already turned to me, and I am so anxious that I can't describe it. But the red light is already on. If I move forward, I can only get more and more dangerous. It seems that there is no hope. But I firmly believe that if you wait patiently, the green light may light up. The customer is also somewhat greedy, Ou Feng three-tenths 10% off, gave a gift, not enough, want to get more gifts (Ou Feng brand long-term gift). Ou Feng promoters saw that the green light had been illumined to her, thinking that the customer had made up their minds to buy (because the price of Fangtai is about 1,500 yuan, and there is no gift.) It was "saw" with the customer, everyone The idea of ​​not giving in - Ou Feng's promoters did not realize that the green light has now turned into a yellow light. There are four people on the customer side, one person and one person. One said: "If you don't give it to us, let's consider it."
In fact, there are more than 90% of the four people who want to buy, but they deliberately turned to other counters. This is a good time, this turn, waiting for a long time, the German and Italian promoters to see the opportunity, very careful, enthusiastic, patiently received the customer, try to grasp this opportunity. German and Italian promoters introduced German-Italian European-style machines, disinfection cabinets and stoves, and also showed the "Buy two get one free" cards. After many twists and turns, the customer has been tossed very tired, said: "Forget it, buy this three!" Price style gifts are basically satisfied. I saw the red light always lit in front of me, and at this time it was time to eat, we are going to eat and walk to the staff channel. I am still a bit uneasy - I believe this red light will turn into a yellow light. No! Hold Ou Feng's promoters, "Let's go back! There is still a little hope, wait a minute, you will only introduce the Ou Feng disinfection cabinet, and I will only introduce the Fang Tai hood and the stove." We turned back, Work together to target an aunt (aunt is the mother of the buyer). Later, the hood and the stove were successfully sold out, and one of the Oufeng sterilizers.
This case shows that when the yellow light is turned into a red light at any time, the red light will turn into a green light. As long as we have enough wisdom and patience, the green light will always open to us.
Case 4:
One day, a customer who was dressed neatly and holding a ruler in his hand was watching the 1568 hood of Omori. When he saw the customer, he knew that he wanted to buy something. I think that this is the price of Omori and my 199-T2, and my suction is much stronger than his. Humph! This customer was caught by me. As soon as I introduced it, he will definitely buy it. Thinking, I went over. I didn't explain the machine of Omori for him. Instead, I directly pulled him to the front of the 199-T2 and began to show my style. At this time, the yellow light has already Appeared, but I didn't realize it, but closed my eyes and rushed forward. I didn't pay attention to the customer's expression at all, and I didn't guess what he thought. It took me about twenty minutes to finish everything and finish everything. I even admire my speech. I didn't expect the customer to glance at me and say, "Miss, are you the promoter of this brand?" He was too far from what I thought, and it was a bit unexpected. Then he said: "I This person, I will not buy the products that the salesman sells, because what I bought before, as long as it is introduced by the salesman, it is better and worse to say that it is better and better." Later he insisted I bought a product from Omori. If it is not because I am too anxious, but to notice the existence of the yellow light, and then carefully give him a comparison of the two goods, and slowly gain the trust of the customer, I think I will certainly not lose such a business. The speed is not up, this should be the result of neglecting the existence of the yellow light and daring forward.
Case 5:
When I first entered the mall as a promoter, it was a very ridiculous and regrettable thing that made me always blame myself. On the same day, two salesmen of Vantage Company went to the mall, and there was also a gentleman with a piggyback bag coming in, and they also walked to the Vantage counter. The salesman of Vantage sat in their position, and the gentleman was watching Vantage. The European-style machine, at the time, the Emperor's promoters were not there, and the people behind us at the counters thought that he was the new salesman of Vantage, and no one would take care of him--because we did not confirm, we first determined him. It is the salesman of Vantage, which is based on the previous yellow light. When he walked to our counter, we didn't take the initiative to receive him. When he saw all the hoods in the entire mall, he went back to see the Rishun and Fangtai brands. The salesperson of Rishun received him from a cold and hot place, and then the gentleman went to my counter to watch our D5GH suit. Because consciousness recognized him as a manufacturer from the beginning, he did not take the initiative to receive him.
Until I saw that the gentleman looked at our stove a little different from the general salesman, I immediately realized and asked for the demand - I began to realize the existence of the yellow light. But when the gentleman opened his mouth, he asked me: "How do you feel like you are not willing to receive me, are you afraid that I can't afford it?" I am very embarrassed to apologize to him and explain that this is a misunderstanding. Then give him a detailed introduction to our products and after-sales service. The gentleman looked at me with sincerity and introduced it in great detail, and really liked our D5GH range hood, so we set our suit. But suddenly, he said: "I heard someone say that the disinfection cabinet is still good for Kangbao, I want Kangbao's disinfection cabinet." - The yellow light is on again. I did not directly deny him, but after a sigh of relief, we introduced our disinfection cabinet in detail. Later, the customer even bought our products together with the sterilizer. However, when he left, he gave me a very useful advice. I hope that I will not wear "colored glasses" to see people in the future, let alone help people "fortune tellers." It is wrong to see who will buy and who will not buy. You will receive it in front of you, and sometimes competitors will become your guests."
The deal in this business is a little comfort to me, but it does not alleviate my personal blame. I can't even unite what I think and do. Even if I slow down when I see the yellow light, there is no guarantee that I can turn it into a green light. However, I could have done a better job. I can clearly participate in the process of turning yellow light into red or green light instead of passively accepting it.
summary:
Even if you turn a blind eye to the yellow light, the yellow light will follow its rules: they turn into red lights and you will have to stop. If you continue to move forward, there may be various accidents and risks waiting for you. We either face it or simply give up, turning a blind eye to the yellow light is an adventure, and adventure is not our intention.
On the other hand, encountering red lights is not a bad thing. They are just red lights. It does not mean that you missed an opportunity. They do show that you are experiencing obstacles, and if you can't rule out obstacles, then things will stop there. But, no matter what, you know at least what happened and can do something for it.
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