Chapter 111: A Meeting, A Lot of Questions (Part 2) Sales
"Yes, slave... we will start to do it as soon as we get home!"
Mrs. Zhang was so frightened by Zhu Han's ferocious appearance that she was trembling even when she replied.
"Sir, you want Chenxiang Pavilion to expand its business scope. We all understand this. However, Wanmuzhai has already opened stores in Nangong and Guangzong counties, so there is no need for us to open in these two counties again? Anyway, the surrounding counties are
There are so many, why bother grabbing them?"
Zhang Liao was a little puzzled. He felt that when it came to business, Zhu Han was as fierce as a hungry wolf. He would harm anyone he caught.
"You are the one who leads the troops in war. How can you understand the twists and turns involved? Don't pretend to understand. Just stay aside and talk about the mess you are doing later."
Zhu Han rolled his eyes and continued to order to Mrs. Zhang: "Sister Zhang, don't be burdened. Zhu Wen's Wanmuzhai was originally copied from our Chenxiang Pavilion. They can sell it, why can't we sell it? It's more than that.
From now on, wherever Wan Muzhai’s shop is opened, we will open another shop next to him, and we will have to squeeze in his Wan Muzhai shop.”
Most people in this era do not pay attention to brand effects and do not know how to protect intellectual property rights. In fact, it is helpless for Zhu Han to do this. If he does not compete with Wan Muzhai, then over time, the people will not know which one is the one.
Authentic and which one is fake? This is the reputation of the product itself. He can't let Wan Muzhai ruin his brand.
"Tell the guys not to be afraid of tiredness or hardship. I see all their hard work. Let's do this. Every guy who sells a set of furniture will take out one-tenth of the profit after excluding the cost.
It is given to him as a bonus. When it comes to sales, we have to be like wolves. We must not only treat our customers as 'gods', but also treat them as meat, as the meat on our plates. As the saying goes, the wolf travels a thousand miles to eat.
Meat, a dog eats shit when it travels a thousand miles, and employees without wolf nature will always be at the bottom. If they want to live a good life and their children and families can live a good life, they have to try their best."
"Of course, we can't pass off inferior products and buy and sell by force. As for whether we can convince customers and get them to pay willingly, it depends on our own abilities. Chenxiang Pavilion has been open for half a year, and we only put Jingxian County
The business has reached saturation. To be honest, I am not satisfied with the progress. I am very dissatisfied. What is the thing in our hands? It is a new product, a product beyond the times, a product that can lead the progress of this era. We are holding it in our hands.
The results for these things are actually so little."
Obviously Zhu Han was also anxious, even God said it, but everyone present was shocked by Zhu Han's remarks. Even Ma Chuang, who had done business, it was difficult to understand Zhu Han's words.
The theory is just like once a customer comes to the store, he has to make the customer pay for the purchase.
Before Ms. Zhang could recover, Zhu Han picked up the teacup in front of her and said to Ms. Zhang, "Sister Zhang, look, what is this?"
"Tea!"
Mrs. Zhang was confused by the question and replied stupidly.
"Yes, it's tea. If I were a customer now and you were selling tea, how would you recommend your tea to me?"
Zhu Han knew that this knowledge was very profound for Zhang, or that this theory was something beyond the times for everyone present.
"this..."
Mrs. Zhang didn't know how to reply. She sat there in a daze, a little at a loss, her eyes evasive, and she looked at Xi Zhicai next to Zhu Han and Zhang Liao not far away from time to time, as if she wanted them to help. She solved the problem.
"Sister Zhang, why do you always look at Zhicai? Do you have a crush on him?"
Seeing Zhang's eyes glancing at Xi Zhicai from time to time, Zhu Han asked in confusion.
"Slave...the slave family doesn't have one!"
Although Mrs. Zhang was married and had eldest children, she still couldn't withstand the bombardment of Zhu Han's words. She was so embarrassed that her face turned red almost to the back of her ears.
"Zhicai, tell me, what if you sell tea..." Zhu Han didn't notice any clues about Zhang. He just wanted to show the art and charm of sales to everyone. Often one thing, why others You can sell it, but you just can't sell it? In this society, first of all, you must be able to observe people's words, secondly, be able to speak well, and thirdly, be able to have both sides. To put it bluntly, no matter what era it is in, this society will always be a humane society. In society, people, We can't always be rigid. We have to learn to go with the flow and learn to speak. Of course, we also need to have the ability, but it is not the most important thing. Because we are not scientific researchers and we don't need to build atomic bombs. The data does not need to be so precise and the ability is not. The need is so prominent, just use it enough, and continue to further your studies based on what is enough (this is purely a personal opinion, don’t comment if you don’t like it, mark it down)
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Just pass).
Zhu Han was a little confused when he saw Xi Zhicai. He said directly: "Tell me how you should evaluate this cup of tea!"
"Well, this tea is bright in color, fragrant, and tastes mellow but not overpowering. Yes, it's a good tea!"
Xi Zhicai didn't know why the fire burned on his body for no reason. Fortunately, he reacted quickly enough and hurriedly said some words. Then the old man sat there on the ground, waiting for Zhu Han's comment.
"You kid, don't you talk a lot on weekdays? How much knowledge do you have? Where have you read your previous books?"
Zhu Han was stunned when he heard this. Xi Zhicai's fresh and refined words really shocked him.
'Ahem!'
Xi Zhicai was so embarrassed that he pretended to cough, and his handsome face was as red as a monkey's butt.
"Okay, now let me comment!" Zhu Han swept around everyone with his tea cup and said with a smile: "Actually, what Zhicai said is not bad, but this is not the best sales pitch!"
"Suppose I am a tea seller now, and you come to me to buy tea! Then, how should I recommend this cup of tea in my hand? How should I sell this tea to you so that you are willing to pay for it? What? Of course, the quality of the product itself must be excellent, so that we can have repeat customers, right? However, you haven’t drank my tea yet, how do you know whether it is good or not? To put it bluntly, it depends on our sales now. If I am a salesperson and I am responsible for selling this tea, how should I sell it when my first customers are Dian Wei, Zhang Liao, Yan Liang, and Ma Chuang?"
"Watch it! Sister Zhang, if you can't remember it, quickly find a notebook and write it down. This is the essence of sales, exclusive and top secret. I won't tell most people. If you learn it, you will benefit from it for life."
Zhu Han glanced at Mrs. Zhang and saw that she was staring at him intently. He then continued: "First of all, we have to look at people first. Here we have to treat them with a normal heart, no matter whether the person who comes in is dressed in fine clothes. A handsome young man, or an old farmer in coarse linen clothes. Since they have entered our store, they are our customers. We must treat them equally. We must not judge people by their appearance, let alone look down upon them. This is the most basic virtue for us to open a business. and etiquette.”
"Look at what Dian Wei and the four of them have in common?"
Zhu Han looked at Mrs. Zhang and asked.
"A martial artist is eclectic in form and does not stick to details!"
Zhang thought for a moment and replied.
"Yes, people who practice martial arts don't like to drink tea. What they love is wine. However, they walked into a tea shop with the purpose of buying tea. So the question is, if they don't drink tea themselves, why?
Are you coming to buy tea?"
Zhu Han asked step by step, so that Zhang could better understand and accept it.
"Give it away!"
Mrs. Zhang replied without thinking.
"Dianwei, if you were asked to buy tea, would you buy it to drink for yourself, or give it to others?"
Zhu Han turned to Dian Wei and the others and asked.
"I don't drink that stuff. If I buy it, I will definitely give it away!"
Dian Wei replied honestly.
"That stuff is very bland, I won't drink it either!"
Yan Liang told the truth.
"When I'm studying late at night, I might drink a little, but generally speaking I don't drink much. If I go to a tea shop by myself, I should buy some as gifts!"
Zhang Liao replied somewhat reservedly.
"Although I drink tea, I usually don't buy tea myself. If I were asked to buy tea myself, it would definitely be to give it away!"
Ma Chuang replied truthfully.
"Well, that's good. So far, we've guessed it right. This is the first secret to sales. It depends on the person!"
After listening to the four people's answers, Zhu Han grinned and continued to Zhang: "Now that we have seen that they all buy tea to give away, then we have to take the right medicine. Reciprocity is the traditional virtue of our Chinese nation.
, But this also depends on the person. In these days, poor people do not send tea to each other. For them, instead of sending tea, it is more practical to send two taels of meat!"
"Ha ha...."
"That's what my lord said!"
"good!"
Zhu Han's words immediately resonated with everyone, and Dian Wei and others laughed loudly.
"Since they are here to buy tea as gifts, they must be in the upper-middle class and have money, so we can come up with some good tea to sell to them, because they are here to give gifts, and they must be thinking about having good tea.
They need to be expensive, so they can show off their status, right?"
Zhu
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Han looked at Mrs. Zhang with a smile, and after she digested the meaning of this sentence, he said: "Then we have to ask them who they want to give the tea to?"
“If it’s a gift for your boss, then we’ll pick up an expensive one!” “If it’s a gift for relatives and friends, then we’ll play the emotional card and pick one with a medium price and good taste!” “If you’re asking for something to do, then of course we’ll pick up the best tea drink!
"
"There are many twists and turns in this sales road. It cannot be accomplished in a day. We have to take our time!"
Seeing everyone looking at him in shock, Zhu Han's face was thick enough. Not only was he not affected, he continued to brag and said: "When we recommend the tea, the guests will ask, this
Does tea have any special characteristics? When things develop to this point, it’s time to test the salesman’s ability to speak well.”
"Then what should we say? Just like what Zhicai said just now, since we are buying food and drink, everything remains the same. We can only cultivate these six aspects of color, fragrance, taste, meaning and shape.
To introduce it from several aspects, color refers to the appearance; fragrance refers to the smell of the thing itself; taste refers to the taste of the tea brewed; meaning refers to the culture, connotation, etc. of the tea, which is quite particular; form is quite particular.
It refers to the appearance; health refers to the fact that after drinking this tea, it can not only refresh the mind, but also do other things. Anyway, drinking this tea is good for the human body."
Zhu Han's words were quite profound. Even though he was a dramatist, he calmed down and savored the meaning of his words. Even Dian Wei and the others stopped making noises and all looked at Zhu Han quietly.
Waiting for his next words.
"This person, if you have a good speaking situation, if you have a little bit of talent, you may be able to tell a story. If you are very talented, you can also quote scriptures, select sentences, copy chapters, and pick them up at random. Anyway, it is good.
Come on, let's do whatever it takes to make it pleasant for customers. But I have to explain one thing. You can't talk too much. What are the functions of our tea? Just tell them. Don't talk nonsense about it. It will affect it later.
The customer experience is not good! However, sometimes we can be more euphemistic about this. For example, this tea is clear in color, light in taste, refreshing and smooth, mellow, sweet, and stimulating. We all know that it has these qualities.
Features, but when we introduce product functions, we can't talk about it so straightforwardly. It's like a cow chewing peonies. After drinking half a cup of tea, we finally said, 'Holy shit, it tastes good!'. This will happen.
Let customers feel that we are not professional enough. Secondly, a tea shop is an elegant place and a gathering place for literati. As hosts, we must naturally be polite and keep up with the trend."
Zhu Han glanced at Xi Zhicai and smiled.
"What should I say?"
Xi Zhicai frowned and said, Zhu Han's words inspired him a lot. As soon as he finished speaking, he asked.
"Well, the color of this tea is elegant and translucent, the smell is as fragrant as orchid, the taste is full and mellow, mellow as poetry, the aftertaste is sweet and fragrant on the teeth and cheeks, and it is full of flavor. If you take a sip, you will feel like a dream, as if you are in heaven and on earth.
, the best among teas, nothing more than this!”
Zhu Han took a small bite, squinted his eyes and sighed.
'Fuck, you are the only one who can say such shameless things.'
When Xi Zhi heard this, he started to curse Zhu Han's shameless words in his heart. However, after he tasted it carefully, he really felt that the characteristics of this tea became superior in an instant after being polished in this way.
While everyone was still thinking about what they had just said, Zhu Han continued to teach Zhang his sales tactics.
"Sister Zhang, that's all we have to say. Customers usually ask about the price. This is the most critical point. Once we quote the price, the customer shows that they don't want to buy or think the price is expensive, and they even bargain.
When the customer doesn't want to say anything, it means that the tea has exceeded his purchasing ability, so we will quickly turn around and introduce another one to the customer until the customer is satisfied; if the customer does not think the price is expensive, continue to ask about other matters
When the time comes, the sale can usually be completed; if the customer is a little entangled, hesitating between expensive and not expensive, buying and not buying, it means that the customer is already moved, and what they are hesitating about at this time is just the price.
, then we can use our trump card, such as a big opening bonus and discounts for customers! As a coincidence, today happens to be the birthday of my boss. He said that all the first 100 people who enter the store can
You can enjoy various discounts, etc.; and for example, if you buy a pound and get one tael free, if you buy more, you will get more, etc. Marketing methods."
Zhu Han stretched out his finger and said with firm eyes: "No matter what means we take, the purpose is to sell this tea!"