Zhang Chao: To Maximize The Advantages Of The Product.

Generally speaking, the characteristics of products refer to the specific facts of products, such as the functional characteristics and specific components of products, and the benefits of products refer to the value of products to customers.

When introducing products, we should pform the characteristics of the products into the benefits of the products. If we can not express the relevant interests of the products according to the specific needs of the customers, the customers will not be impressed with the products, nor will they be persuaded to buy them.

To meet the needs of customers and enhance the benefits of products, customers will be impressed with this feature and be persuaded to buy them.

"Yes, the brand of this product is not very loud, but its advantages are most suitable for you.

Its power saving function allows you to enjoy 3 days, and you don't have to worry about how much electricity you will use.

And its price is much cheaper than similar products. Why not? "A mobile phone salesman said.

An air conditioner

"The service of our products is well known, and excellent performance plus excellent service will make you more comfortable and convenient to use."

In the above sales language, salesmen's arguments are persuasive.

They can grasp the characteristics of products and highlight the advantages of products to dilute the weakness of products.

When a salesperson introduces a product to a customer, he will be very passive in the following work if he can not make the value and advantage of the product impress the customers.

Therefore, it is necessary to introduce products to enhance their strengths and circumvent weaknesses, and introduce the functions of products in the key parts of customers' demand points, so as to win the sales success.

Well,

(1) master the way to illustrate the benefits of products.

Generally speaking, no matter how the salesperson introduces or displays the benefits of buying products, it usually focuses on the following aspects:

Save money.

Cost-effective.

Convenient.

Safety.

Love.

Care.

A sense of accomplishment.

In view of these aspects, salesmen should adopt different instructions according to different customers.

Advanced technology will bring you great benefits.

"Convenient use will save you a lot of time."

This product can show more concern and love for your family.

The appearance design of products and fashion can reflect your extraordinary position.

Of course, salesmen should be aware that when explaining the benefits of products, they must aim at the actual needs of customers.

If the benefits of the product do not meet the needs of customers, such as recommending fashionable and expensive products to the customers who demand the real products, then the benefits of this product will be greater, which will not arouse customers' interest in buying.

(2) strengthen product superiority and desalt the impossible requirement.

When customers say the product terms they are willing to buy, the salesperson should compare their product characteristics with the ideal products of their customers to determine which products are in line with customer expectations and which customers' requirements are difficult to achieve.

After an objective comparison, salesmen can persuade customers accordingly.

Salesmen should strengthen the advantages of products and launch an offensive against customers.

Such as: "your product quality and after-sales service requirements, our company can meet you, on the one hand, our company's products are characterized by......

On the other hand, our company provides a variety of services for customers, such as... "

In strengthening product advantages, salesmen must ensure that their product introductions are realistic and show a calm, confident and sincere attitude.

No matter how hard the salesperson shows the advantages of the product to the customers, smart customers will find that the products you sell can not meet the customers' ideal requirements in some respects, which is inevitable.

At this point, you have to take the initiative to attack, so as not to let customers step by step, so that they are in a passive position.

If your product fails to meet customer's requirements, you can use the following methods to weaken customer objection:

Only mention the difference: this method is applicable to the promotion of many products.

For example, "if you pay 800 yuan more, you will enjoy pure Hawaii customs."

Close comparison of life requires salesmen to have a relatively understanding of their products, and this understanding is in line with most people's habits.

If you only smoke a pack of cigarettes a week, the money will come out.

The author introduces: