made an appointment with Battell, and asked Berezovsky about the basic situation, and Fan Yang hurriedly got up.

Go to the 14th floor and knock on the door for two.

When I opened the door, I asked, "Have you got the information?"

Li Qilin just hung up the phone: "I have to wait for a few minutes, they will provide it to me immediately, have you contacted it over there?"

"Hmm. Fan Yang nodded and closed the door with his hand: "Make an appointment at the COSTA café, let's go over first, try to find a position close to the door, so as not to embarrass the other party." ”

Li Qilin pondered: "Well, it's better to do this, wait a few minutes, the information is ready-made, go to the research room to help us with the information." ”

Jia Jingyuan hurriedly asked, "What's the matter, do you think this can be done?"

Fan Yang nodded and said, "Yes." I also feel a great increase in confidence: "This matter is more beneficial to us, the Hama Steel delegation came this time, there is both import demand and export demand, if we can break through in this direction, it will be much easier." ”

It's best if everyone asks for each other.

It's not a classic anti-sell.

Negotiation also requires a certain amount of skill.

And very professional.

Among the modern marketing courses, there are the famous four models, the Aida model, the Diberta model, the Edpa model, and the Feibi model.

These four patterns are a must-learn lesson for every salesman.

The most basic is the AIDA model, also known as the AIDA formula, which is summarized by the international marketing expert Heinz M Goldman, and is one of the most important formulas in Western sales science.

AIDA is the first letter of four English words, A is Attention, that is, to attract attention, I is Interest, that is, to induce interest, D is Desire, that is, to stimulate desire, and the last letter A is Action, that is, to promote purchase.

Its specific meaning refers to the four steps, first, to attract the attention of consumers. Second, draw the attention of consumers. Third, stimulate consumers' desire to buy. Fourth, encourage consumers to make purchases.

The most famous case is this, how to sell an ax to the president of the United States?

A salesman named George Herbert did just that.

George Herbert wrote to George W. Bush Jr. after he visited a farm in Texas, and he wrote: " I had the pleasure of visiting your farm and found that there were many trees growing there, some of them were dead and the wood had become soft, I thought, you must need a small axe, but from your current physique, this small axe is obviously too light, so you need a sharper old rich man, and it just so happens that I have one of these axes here, which my grandfather left me, and it is very suitable for cutting down trees, this axe costs $15, if you are interested, please reply at the address below. ”

It didn't take long for the salesman to get a reply from George W. Bush and get $15 to sell the axe.

A simple story, but this is a true story, George Herbert is a famous salesman in the United States, he can sell anything, and he wrote a biography, and his book is cited as a classic.

What does this little letter reveal?

Ordinary people selling axes are likely to send Bush Jr. a book of materials that introduces the axes in detail and introduces their own products, but they do not consider the needs of customers, that is, they are not targeted.

And George Herbert is an expert in speech and a master of sycophants, and his sales skills are largely based on hitting the customer's preferences, like the first sentence, I had the pleasure of visiting your farm.

Bush Jr. was interested in watching it, because it was related to himself, through his own farm, to attract his attention, and then told an event, which hit the actual needs of Bush Jr., needed an ax, and then also slapped a sycophant, you are in good health now, the axe is too light, this gives the customer another choice, with a suggestion, light axe and heavy axe, plus his grandfather used, with some emotional factors, Bush Jr. looked at it and smiled, this person is interesting, plus he does have this need, the deal is facilitated。

This is the classic AIDA model, but it's not just about the sales pitch.

The AIDA model has several core points, such as demonstration and emotional communication, horizontal contrast, and diversion of attention, such as light axe and heavy axe, which is a good transfer and suggestion, and is regarded as a classic in the future by resident sellers and one-to-one sales.

By attracting attention, diverting attention, on top of the first product, another product is also being marketed to the customer.

How exactly should it be explained?

It is based on a hypothesis.

The assumption is, what you think, not the best.

There is also a core concept, consumption transfer.

The simplest truth is that on the supermarket shelves, there must be a coffee companion next to the coffee, which promotes a joint consumption behavior.

And if you're a salesperson in a clothing store, and when a customer catches her eye on a dress, she buys it on the spot, which is definitely the best.

But what about her hesitation?

At this time, it is necessary to divert attention, and the salesperson should bravely stand up and introduce another product to her, compare the two dresses horizontally, and divert her attention through her consumption motivation, so that she has a full choice space, win back customers, and redeem a failed transaction.

And if it's a simple truth, this juice is a little sour, then you can try another bottle of sweet.

All in all, there are many cases, and there is a thick book dedicated to this.

It is also the most basic introductory course.

……

The second, the DIPADA model, also known as the DIPADA formula, is the second set of classic sales models summarized by Heinz M Goldman, the AIDA model is suitable for in-store sales, on-site service, and the DIBODA model is an upgraded version, which is suitable for the sale of insurance, technical services, consulting services, financial products, information products, etc., and is known as the modern sales law.

As long as you are selling insurance, engaging in financial products, and engaging in financial management, it can be said that there is no one who does not know the Diborda model.

The six steps of the model are also 6 English letters, 1. Definition, to accurately define the needs of customers.

2. Identification: Combine customer needs with products.

3. Proof: Confirm that the promoted products meet the needs and desires of customers.

4, Acceptance: Prompt customers to accept the product.

5. Desire: Stimulate customers' desire to buy.

6. Action: Prompt customers to make purchases.

……

The third, Edpa's model, which was also summarized by Hinds, is a simplified version of the Diberda model, which is less complex in comparison.

But one might ask, why is the third set a simplified version of the second set, which is also Heinz's theory?

Just kidding, all transactions, buying and selling, and sales pitches are based on the need of the customer.

If he has a demand, he will naturally buy it, and you are just making a deal.

But what is the concept of selling insurance?

Others don't understand at all, there is no such idea, especially financial products, financial products, these things are intangible, but you have to take out a lot of money, want to sell them, you need too many skills, you are really bold and careful, you can doubt your life by participating in insurance training, all kinds of team building to press your self-esteem on the ground first, the first thing to destroy is your values.

It's a lot harder, isn't it?

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