P&G's persuasive sales techniques persuasive marketing steps The five steps of persuasion marketing can help you organize your thoughts and give presentations that produce results. Let us examine these five steps in detail.
1. General The first purpose of the "general situation" is to ensure that we are able to target the buyer's buying motivation. Therefore, we must determine the following conditions for the buyer:
--need?
--demand?
- Hobby?
--condition?
--limit?
--opportunity?
The second purpose of this step is to generate and verify the buyer's interest in introducing the buyer to a specific benefit that would provide him with his needs/needs/hobbies. In order to ensure that we are able to target the buyer's needs, we must consider the buyer's current positive conditions (such as cash flow, shelf space and competition, etc.).
Second, consider the real needs of buyers and customers. Do customers want sales, profits, higher investment income, or do they want some other results? Also, let the buyer know that you already know some of the existing restrictions. These restrictions may be in terms of money, time, company policy, competitive pressures, etc. In short, any factor that the buyer may use as a reason to deny your thoughts, by indicating that you already know these restrictions, you can sell Add a response to the objection that the buyer may raise.
More importantly, when you outline the situation, talk about opportunities (ie new sales opportunities and profit opportunities). The organization is suitable for the specific suspension of specific customers, and this information is clearly and clearly told, so that the buyer can easily understand and believe what you are talking about. The result of summarizing the situation should enable the buyer to feel that you understand his conditions, needs, Limitations and opportunities, he can also clearly expect: using your ideas can benefit him. In this way, you will be able to attract the buyer's full attention and interest, continue to listen to the rest of your sales presentation, and find ways to reach an agreement based on your recommendations. At the end of your summary, if the customer's attitude is still unclear, you should try to get the customer's consent: what you are talking about in the general situation is accurate and really important.
After summarizing the situation, ask a question, such as: "Do you look at it?" or "This is a question that you really care about, right?" "This is still a worry, is it?" To understand the buyer's conditions There are several different approaches to needs, constraints and opportunities. For example, you can use the following activities to understand the needs of the buyer:
- a prior visit;
―One observation
- a discussion
- Current market considerations
For many sales presentations, the generalization of the situation should be shorter. The generalization of the situation provides a natural introduction to the brand organization. Each of the remaining 4 steps should be linked to the situation.
2, state the idea
Pay attention when making your mind
- simple, clear, clear
- meet needs / opportunities
- Suggested action
Telling the buyer what you think is clearly and concisely telling the buyer what action you recommend. Obviously, you are selling something there. Explain to the buyer that you have an idea or brand that meets his needs or that can give you the benefits of summarizing the situation so that he understands what you are going to do. When telling your thoughts, pay attention to simplicity, clarity, and clarity. Usually, you can easily explain your ideas in one or two sentences. The statement of this idea should also be an invitation to take action by the buyer, which is expressed by letting the buyer know that you are selling something to him there.
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