We know that selling products will sell more death, something other than selling the products, in particular the sale value, it will sell more and sell more alive, more. The so-called first-class enterprises selling dreams and in the future, a second enterprise selling standards and rules, the three flow enterprises selling brand and culture, four enterprises selling programmes, five enterprises selling products. In fact, any successful business, you need to do the five aspects, product is the Foundation, and the brand is developing processes, standards and the future is the ultimate goal of development. For sales, there was such a saying: top salespeople selling value-added hope, second-rate salespeople selling their own character, three stream salespeople selling Enterprise brand, four salespeople selling overall solution, the five salespeople sell company products. In fact, a good salesperson, also needs to take these five aspects, like people, like the five fingers. Value-added hope like thumb, represent the direction, is the core because the customer purchased! is not the product itself and features, but the product brings to his basic interest and usefulness, and ultimately their lives (work) value.
In flooring industry, starting from 2008 the selling floor has entered an era of selling space solutions, after entering a selling space of jewelry, space concept of culture, space, space for brand and life goals, floor is no longer a cold, wood and human exchanges. Floor enterprises executives selling life goals, standards, best selling brand, sell the concept and selling scheme, the floor salespeople selling?
A "floor salespeople selling what 's" research results: 96% of the selling floor, 0.8% sell floor brand, sell floor quality 0.7 0.6% selling floor, assortment, 0.4% sell floor manufacturing process, 0.3% sell floor decoration effect, 1.2% select other but no specific content. The study results can show two issues: first, our flooring industry of salespeople to understand the "sales floor to sell floor" accounted for mainstream, such sales are way behind the times of philosophy. In the flooring industry, 96% of salespeople still put sales as selling the product itself, in the United States, this is the point of view of the 1920s. Only 4% of salespeople start selling from the floor, floor quality, assortment and production processes are the characteristics of the floor, so 1.7% floor salespeople selling product characteristics (or feature), they do not just sell products of interest. If you sell floor brand floor salespeople, not to say what they mean, the floor of the same brand they are selling floor features.
If the brand is well-known enterprises, but also to sell floor characteristics, namely the production of floor is well-known enterprises. Second, the floor executives selling flooring philosophy within the enterprise has not been truly effective follow-up and implementation. 496 a salesman in the ratio of selling programmes almost zero, the vast majority of sales in brick house still only sell floor.
Enterprise promotion selling stuff is the best selling customer purchases, selling things is to create value for customers. For the ultimate consumers of the floor, selling spiritual space of hope, is the hope of a better home for sale is the fashion house of hope to selling a healthy home. For floor distributors, not to resellers buy floor, but to sell and the common development of floor distributors. Zhejiang floor why organizations can rapidly rising, it is because they are not trying to dealers buy flooring, and dealers sell floor brings together consumers value, they gave the floor to dealers make money and development opportunities (or want), and action that dealers achieve that want (or dream). The future of flooring enterprises to turn the selling of the philosophy of the transplantations to the floor so that the final consumer, business flooring will become global brands.
Foreseeable flooring business breakthroughs will be in three parts: 1, combined with consumer demand for product development and design, 2, combined with consumer purchase behavior of brand marketing, 3, combined with the consumers life work target sales philosophy of refining and implementing. To achieve the full promotion, you must put selling life goals hope of philosophy to every corner of the enterprise. Sell floor is on the basis of customer's life goals you want to provide service, this is the philosophy of the selling floor. Sell floor no longer sell floor itself, which is the call of the times. On the customer's life goals and meeting customer needs, providing life target products and services that will make great floor salespeople.
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