And marketing the four classic law of the mysterious

Nature has many rules and laws, who will be able to understand and master the natural world at home, Youren free. Here and marketing related to the mysterious four very classical rules A mysterious rules: Golden Section. Principle: a whole and the larger part of the overall ratio is smaller and some larger part of the ratio, that is, 1:0.618. Use: on the market, we often shouted "inexpensive" slogan, in fact, we know that, "Wumart" or "the highest bidders," and "cheap" is "of cheap." So, how to find a "Wumart" and "cheap" anastomosis point? » This requires a rate of 0.618, that is, in the same goods have more than one species (or brand) the prices of a variety of circumstances, the most suitable price = (highest price - the lowest price) × 0.618 + lowest price. This is the real "inexpensive" the point of integration. At the same time, in the practical application of the process, attention should be paid the highest price and lowest price option, for example, the authors have made automatic mahjong market, the majority of mahjong-priced in yuan and 2,500 yuan -5000, but the most upscale mahjong Machine can sell more than 30,000 yuan, one Taiwan, but this high-end of the mahjong less than one in market share and is not real expensive part of mahjong machine, but the Redwood mahjong-frame, if we Shengbanyingtao, With more than 30,000 yuan to the industry as a mahjong-highest price on inappropriate啦the contrary, the choice is so low. Example: We see in the market, selling the same merchandise is not up to the highest price is not low, but prices of "moderate", and this "moderate" After the price analysis, we often say that the above " The most suitable price. " Therefore, we see a lot of companies are developing "multi-brand" strategy, the so-called "multi-brand" strategy, said that popular, is "multi-price" strategy, even implement a brand strategy, also in the development of a brand, , The low-end products, which are actually looking for this product "the most suitable price." Because those who have this product "the most suitable price" will have the largest number of consumers, the biggest market share. I clearly remember that I make in a business district manager, is using this pricing strategy, as we established the most suitable for the retail price, the cost of that product, and then arranged under the priority purchase more than 100 stores Jin and cost close to the products, these stores now sell the best products of the two series are then chosen, the company's profits are also two of the largest contributions to the campaign. The second mysterious rules: "250" law. Principle: Behind every customer, generally have 250 friends and family, these people also have the same number of relations, therefore, to offend a customer, will lose tens, hundreds or even more potential customers . On the contrary will have the same great positive effect. Use: U.S. sales of psychologists Degelute said: "Sales is the key to understanding the success the following points, that is, if the customer does not recommend you to others, then you work on the sale is not really over." Appears to link customers , Should be good at play-proliferation effect. In the operational process, we may wish to be classified customers, and then to do now is to retain customers and prospective customers search. Example: Damai Chang or in stores, we often see that some customers at a counter or products, often find elements of "certain" people, because he is the one who bought the products introduced to the customers, At that time, that customer is "certain" people have bought, so he has to find "certain" people to buy. I remember that the refrigerator in a main branch managers of listed companies do, especially to the stores on the Daogou Yuan to set up a prize, is that sales of refrigerators Daogou Yuan, on the old customers to buy the more you can Branch managers receive special awards. Later, the author also the proposal to several shopping centres in home appliances manager, have been adopted, namely the establishment of a special manager for home appliances, outstanding sales award and so on. The third mysterious rules: 80:20 rule. Principle: The world上好things were only 80 percent of the 20% owned by the person, such as money, land, reputation, status, health, education, beauty, and so on. Use: in the marketing sector, have been such a spread of experience: 80 percent of the sales success of the case sales of more than five times in a row after the visit by the 48 per cent of the sales staff regularly in the first visit, they Give up the will to continue to sell 15 percent of sales in the second after also visited the Datuitanggu a 12 per cent of the sales staff in the call on the retreat after three, five percent of sales in the fourth after the visit to give up. Only 20 percent of the sales performance of all sales accounted for 80 per cent. Example: I do business in a sales general manager of the company, sales had to do a specialized statistics, see the vivid statistics: 1 percent of sales in the first contact after the completion of 2% of sales in the first track to be completed, 5 percent of sales in the second track is completed, 12% of sales in the third track to be completed, 80% of sales in the first 4 to 11 after the completion of the track! According to statistics, sales expertise to do a report, which is extracted some of the contents of the report: tracking work so that your customers remember you, once the customer to take action, first of all think of you. Tracking the ultimate aim is to create sales, but the form is by no means we often hear the "you consider how well», "" Do not you want to buy now »." In addition to the attention of systematic tracking of work, continuity, and we must be more attention to the correct strategy: to adopt a more special tracking mode and deepen the impression of your customers; for each track to find an excuse for beautiful; attention to two tracking time Partitions, customers will get tired too short, too long a customer will forget, we recommend that the interval of 1-2 weeks each track not to reveal your strong desire, want to do this alone. Adjust its posture and try to help customers solve problems, understand your customers in the last Xiangxieshime » What progress has been made » Remember: 80 percent of sales in the first 4 to 11 after the completion of the track! In the cold and warm the marketing world, the more sales you need to keep track of your time and again. The fourth mysterious rules: 1 percent sales mentality of the law. Principle: in the sales process, will encounter many obstacles, including their own internal factors and customers caused by external factors. However, any of the sales method, so long as to achieve a 1% chance of success, can be seen as normal and reasonable proportion. Use: Sales is the enthusiasm that fighting is hard work, patience, perseverance is the pursuit, is the time of the devil, is the courage that smile, that is, lobbying is to encourage, is Houhei is communication, that is, is Going out, is to provide the answer, that is commercially sensitive, self-marketing is that the auction itself, is the attitude of grafting, as long as they can in a hundred chance of a victory, is the rationalization of proportion. The author believes that the concept of marketing is going out, is lobbying to sell the center, is obtained by the lobbying services of monopoly power is contingent lobbying skills, contingency is the core around which the gap between customer and product of the psychological and physiological The bridge. A variety of marketing techniques, is the essence of this. Example: I graduated from the university since 2000, received numerous training, compared deep impression on a "correct attitude, Yongbuyanbai" training, which is still relatively classic recall a few words: corporate marketing strategy in In the implementation of the concrete will be broken down into a small marketing targets that must be completed All these marketing indicators, it is necessary to visit a client, customer visit is a complex work, in fact, the visit is a risk of war, even if The success of the risk of only 1 per cent, to pay a 100 percent effort. Therefore, we should not only carry forward the sales staff, "4000 spirit": every Qianshanwanshui, Chibian difficulties that make a thousand words, think of doing everything possible to call on the success of efforts to pay, but also training "are my The fault of "the highest state mentality:" Customer refused, is my fault, because I lack of marketing skills; because I predictability is not strong, because I can not provide good customer service…… ", called on the failure to sum up lessons. As long as we can to train the client's refusal to "not afraid, not evade, not complain, do not despair," the "four no's mentality," We will call on from the success of customers and nearly a big step forward. Finally, is to use "xiang long shi ba zhang" to resolve objections, to promote trade. In doing marketing and management, in-depth market has repeatedly inspected the front line of work, and in the frontline sales staff will be asked to communicate when the two classic questions: First, that marketers the highest phone charges » The second is that marketers to wear the shoes most rotten » Phone fees are usually the highest, most wearing bad shoes are members of the marketing performance of the best and most potential marketers. Also be promoted most of the marketing, facts have proven that these marketers are promoting the development of good