In order to increase customers' imagination and interest in the product, when describing the product to the customer, you may wish to reserve a little and let the customer think and explore for themselves. When you want to sell a piece of undeveloped land, you must first understand the characteristics of the land. Is it near a lake, a mountain, or the sea; is it surrounded by green, blue, or blue and green? Then, you must address these features with an introductory sentence that is captivating and stimulating to the imagination. In this way, when you introduce it to the customer, he will start to formulate his dream in his mind and make practical plans. You also need to actively induce customers to use their brains and imagine things that are conducive to closing the deal. Especially for those customers who are not used to imagining or are not good at imagining, this will have miraculous effects.

You can also use physical objects to guide the customer's imagination. For example, when you are discussing business with him, or when you invite him to take a walk in the place for sale, you can hold a book with colorful picture pages at hand. If the customer takes the initiative to read the architectural magazine at the right time, he will definitely move a beautiful design in the magazine to this piece of land, or compare various buildings and start his own design imagination. . As long as you can provide such an imaginary stage and background, customers will unconsciously make imaginations that are conducive to closing the deal. And when you imagine, many transaction opportunities will appear.

For another example, when you sell a typewriter to a customer, and you already know that the customer bought it specifically for his daughter, then you can say to the customer: "I I think it won’t take long for your daughter to be able to write beautifully and quickly.” After hearing this sentence, the customer must be very happy, because he may have imagined that his daughter is in a spacious and bright study room. Type with ease and ease. He may even imagine that in the future, his daughter will beat many people in the competition because of her beautiful calligraphy and become a secretary in an enviable large company. In these imaginary situations, his daughter will use The typewriter must be none other than the one you are selling in front of you.

When you guide customers to imagine a beautiful and specific blueprint, the possibility of closing a transaction is greatly increased. The secret that prompts customers to imagine is that once he becomes interested in the product and starts to imagine, he will feel that the product he is about to buy can bring him many things far beyond the value of the product, and may even bring him a lot of things. He brings a new world, a new life. As long as the customer enters such an excited state, his desire to buy will increase exponentially. At this time, if you continue to launch your sales offensive, he will be ready to buy, because he has truly felt that the value of purchasing this product has been far exceeded. It exceeds the value of the product itself.

In addition, you should also strive to implement the customer's imagination to a certain extent. Generally speaking, most customers are willing to express their own imagination. At this time, you should listen carefully and express your agreement. You must also add product advantages and potential functions that do not appear in the customer's imagination to consolidate and enrich the customer's imagination. Where possible, you should try to partially realize the customer's imagination. For example, when you are selling a car, it is best to let the customer test drive it; or if you are selling a video game console, let him operate it himself. When you sell typewriters, if you are a very good typist, you should not give up the opportunity to perform a typing performance in front of customers. When customers see your skillful and fluent appearance, they will immediately think of his daughter. It's not very difficult to type as well as you do. In this way, he will have full confidence in buying a typewriter, and the business will be more likely to succeed.

Jinkla has summed up the unique picture transaction method from this aspect. The following are examples and explanations of its application: The New York Times published a story about a New Jersey housewife’s feeling about home, adding Learn about her feelings about how to be an advertising copywriter, and how to sell 5 houses in 1 day that had been sold by 5 agents for 3 months. Mr. and Mrs. Lowe decided to sell their two-bedroom house to get a larger one because it had outgrown it.

Let your heart reflect on the blueprint that Jin Kela has drawn for you in this book. Keep these words and pictures in mind when you read this book again. Jinkara would like to remind you again that when you read this book over and over again, you will get more ideas, take more notes, and remember it better. Each time you read you will understand more than the last time. What is outlined through this book is satisfaction and joy. The reason is very simple, but what you want to sell is not what the product is, but what functions the product has, and this requires a certain amount of association. For example: More than 5 million 1/4-inch drills are sold every year. No one wants a 1/4-inch drill. What they want is a 1/4 inch hole.

Billions of dollars of cosmetics are sold every year, but in fact no one wants lipstick, eye shadow, blush, etc. What they want is a more attractive appearance. They need to smell good, be attractive and be desirable to the opposite sex. What you’re selling isn’t what your products look like—it’s how they work. Watch an advertisement on television and you will hear descriptions and see actual images of product users enjoying the joy and benefits derived from the product. Tom Norman uses letters to convey a literal picture of subsequent sales closing methods. He trained salespeople to write letters to customers after making a sale. This is the follow-up sale, which is often overlooked in training programs. Its importance should be obvious because when you make a sale you need to continue to make that sale. Tom encourages his clients to correspond with him as well, a method he has used for several years in the direct selling world. He urged his salesmen to write to his clients on the night of a successful sale, whether the deal was made at home or in the office. Tom insisted that the letter be written by hand. It doesn’t matter if you use your office stationery. But it's more important that you write your address on the envelope and put a stamp on it, making it look more like a personal letter than using a postmark. The letter should read: "I would like to express my personal thanks for your hospitality. It was a great pleasure to visit you and your family. I am honored that you have chosen our product and that you will benefit from the results it provides. I I will continue to keep in touch with you in case you need my services in the future. At the same time, if you need any assistance, please feel free to contact me. ”

This letter outlines. Show some pictures and give the new customer some sincere reassurance that he made the right choice:

Thank you for your hospitality,

I had a pleasant visit.

I am proud of you.

You will receive benefits and satisfaction.

If you need or request assistance,

please contact me.

He painted a picture of a salesperson who really cares about and appreciates the business you give him, and will help you solve problems when you have them. He wants to convince customers that "I will not stop taking care of you just because you bought the product." He outlines that business people are people and service oriented. This approach will allow you to achieve more results and build a solid sales career.

All good salesmen should learn to draw pictures and use composition to pursue large-scale, permanent sales!

A good businessman is like a benevolent doctor. . The doctor said: "It has not yet been determined to be a malignant tumor." The businessman said: "I don't think detailed examination is needed yet." The word "not yet" draws out the fear in the hearts of potential customers. Question: You don’t want your doctor to tell you that your benign tumor could turn malignant if you don’t take certain actions? You wish your technician didn’t tell you that you’ll spend 5 times more money if you don’t check your tires? On your shock absorber? Think about it as a salesman and a customer. Do you think that if a salesman takes a number of risks for the customer, buying a few can increase efficiency or get the pleasure of buying without active concern? What is the motivation? key. If you encourage potential customers to buy more individual items because you can make more money, you are nothing more than a huckster. If you encourage potential customers to buy more products based on his interests and your interests, it means that you are quite "professional". When you know what your potential customers want, you'll sell more items and save your customers travel and shopping time.

"Obviously, this approach may work for some consumers. The same approach can be used when you want to sell a fancy house or a beautiful car. It can also be used to sell jewelry. , paintings, beautiful furniture, or many other products. You can even apply it to selling golf clubs. The salesperson can also say this when explaining the club to the potential customer: When you are preparing to hit the ball. People will say "Wow!" or "Ah!"

Warm and descriptive text images have an important impact on whether customers decide to buy or not. Yes, words can make a difference. As a result, you need to become a "word merchant". You must learn how to effectively use words into pictures, and making good use of this potential can make you reach the pinnacle of professional salesman.

Jiangkara. Take the most difficult person you can meet and teach him the many words, procedures, and techniques used by successful salesmen in the past to elaborate on the meaning of the last sentence. However, these terms, procedures. The effect of skills is limited by the salesperson's personal credibility. In the sales process, the most important thing is the salesperson himself. Many studies contain a lot of valuable information, which fully supports the claim that credibility is important. In fact, this factor shows consistent results throughout the report—top salespeople develop one-on-one, face-to-face relationships with customers to build trust and maintain trust by taking personal responsibility for successful transactions. , that is to say, make the most effective allocation of the company's human resources to provide the best sustainable service to customers

——Quoted from "Tapping Your Sales Power" by Yanbian People's Publishing House.