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"Selling floor" philosophy is to achieve brand value
Topic Started: Feb 14 2016, 11:49 PM (104 Views)
meishengchao
Commander
For salespeople, it also had this saying: First-class salesman to sell value-added hopes to sell their second-rate salesman character, third-rate companies selling brand sales staff, sales staff to sell four streams of the overall solution, five sales flow who sell the company's products.
Sell ​​wooden floor and realize human exchanges
In fact, any one good salesman, also need to do these five areas, like the five fingers, like people, are indispensable. Value-added hope is like the thumb, on behalf of the direction of the core. Because customers are not buying the product itself and the characteristics of the product but to bring his fundamental interests and effectiveness, and ultimately their life (work) Value Target.
In the flooring industry, starting in 2008, we entered the era of the selling floor space to sell solutions, after entering the space to sell jewelry, cultural space age, space concepts, space and brand life goals.
The floor is no longer cold, wooden implements and human exchanges.
Sell ​​floor in the end what is selling
Flooring company executives selling life goals, to sell standard, selling brand, selling the concept and selling programs that floor salesman what we sell?
A 'floor salesman is selling what, "survey results show that: 96% of the selling floor, 0.8% of the selling floor brand, selling floor 0.7% by mass, 0.6% selling floor varieties, 0.4% selling floor production process, 0.3 % selling floor decoration effect, 1.2% chose other but no specific content.
The findings can explain two problems:
First, China's flooring industry salesman to "sales floor is understood to selling floor" mainstream, this sales philosophy has been far behind the times.
In the flooring industry, 96% of the sales as a salesman still sell the product itself. In the United States, this is the 1920s view.
Only 4% of salespeople start selling things other than floor, floor quality, varieties and production technology are the characteristics of the floor, so the 1.7% floor salesman is selling the product characteristics (or characteristics), they are not selling the product benefits .
If you sell flooring brand flooring salesman can not tell them the meaning of the floor of the brand, they also sell the same characteristics of the floor.
If understood as a well-known brand enterprises, it is also selling floor characteristics, namely the floor is well-known production.
Secondly, the selling floor flooring philosophy executives within the enterprise has not been truly implemented effectively and implemented. 496 salespeople selling scheme in the proportion is almost zero, the vast majority of sales are still only in the brick home selling floor.
Selling floor Philosophy
Promote enterprise selling is selling the interests of customers to buy and sell things that create value for customers.
The floor for the final consumer in terms of selling the spiritual space of hopes, selling is the hope of a better home, selling is the hope of home fashion, selling is healthy home hope.
For flooring dealers, distributors not to buy the floor, but selling floor and hope the dealer common development.
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