The promotion of sales performance of any terminal salesperson comes from three reasons: professional product knowledge, flexible mastery of terminal sales skills and professional sales service, thus extending the three essential qualities of an excellent terminal salesperson: (1) knowledge: industry knowledge, enterprise knowledge and product knowledge; (2) Attitude: attitude towards occupation, company and customers; (3) Skills: gathering popularity skills, answering questions skills, getting along with people skills, and promoting billing skills;

Familiar with four terminal sales theories: 1 and FABE promotion methods.

F stands for product characteristics: product series characteristics and its own functional characteristics.

A stands for product advantage: people have my advantages and people don't have mine.

B stands for the functional benefits of the product: the point of use is the point of purchase of the customer.

E stands for evidence: past sales data such as award-winning or technical reports and patent certificates.

2.ABCD introduction method

A: Authority-national honors such as national famous brands, China famous brand products and China famous trademarks, and micro honors such as local or local market share.

B: Better quality-performance in special environment and customer's reputation.

C: Convenience-convenience of after-sales service and use.

D: Difference-everyone has my advantages.

3. Franklin method

Overview: list the benefits that customers can get after buying products and the disadvantages of not buying products one by one, and enhance their persuasiveness by listing facts.

Key points: description of virtual life scenes. Simulated experience.

4.AIDA method

Attraction or desire-pop music or sounds or crowd scenes

I: interests or needs-asking or talking about product advantages.

D: Choice or decision-making-according to the customer's intention or without authorization.

A: Action or purchase-tentative action

Learn the basic steps of terminal sales:

First, say hello (1, "32 1" law, say hello to customers for three meters, laugh for two meters, and talk for one meter.

We should provide courteous and meticulous service to every customer passing through our sales area, and greet customers with smiles and body language appropriately. Greetings should be loud, clear, warm, sincere and consistent in appearance. When the eyes touch the passing customers, immediately put down what you are doing, smile and bow and say: hello)

Second, the opening remarks (1, directly introduce the products he likes to the customer; 2. Ask customers about their purchase intention; 3. Take the promotion activities of the company or the counter as the opening remarks; 4. Surprise: Hello, welcome to know about the healthy drinking machine)

Third, take the initiative to accept shopping signals (in the eight stages of buying psychology, such as attention, interest, association, desire, comparison, trust, decision and satisfaction, when customers express "interest" in goods, employees should seize the opportunity to approach. 1. When a customer looks at a specific product, 2. When a customer touches a commodity with his hand, 3. When the customer shows the state of looking for goods (say hello as soon as possible at this time, and never neglect), 4. When the customer is talking to his partner)

Determine the customer's needs (1). When customers ask questions about goods, they give affirmative answers. 2. When customers hesitate, find out the reasons for their hesitation in repeated inspections: distrust of the company, distrust of the products, and uncertainty about their purchasing psychology, so as to prescribe the right medicine, give opinions and dispel customers' concerns. 3. When customers repeatedly ask about commodity information,

It shows that customers may be very concerned about this product, and the shopping guide must first establish a trust relationship with them to improve the credibility of the information. When several customers discuss with each other and reach an agreement (don't interrupt, just wait for the result, and hurry to stock up. 5. Order by name, and ask for the same kind of goods when buying (available-take it immediately, out of stock-recommend the same kind of goods. )

5. Answering questions is the key (1). For the purchase of drinking fountains, common customer purchase problems need to be summarized. At the same time, we should also pay attention to collecting our own words when selling products. 3. It is the key to being targeted. While knowing your own products, you should also know about competing products, so that you can easily tell competing products while explaining the products.

Vi. After-sales service is indispensable (1). Starting point of after-sales service: At the moment after the customer pays the bill, the instructions, maintenance cards and invoices are clearly explained, and enthusiastic service is at the end. Don't forget to say thanks again. Welcome Mr./Ms. to a store again.

2. It mainly includes: explaining the precautions for use, solving common problems, quick after-sales methods with quality problems, sending customers out of the store, etc. 3. Organize customer information and make records for the return visit of sales calls)

Quick liquidation skills: (1) one-of-two rule

Sir (miss), do you think you want to buy a fully functional or affordable one?

(2) time-limited method

Hello, big brother (sister), today is the last day of our activities. Now we can offer a discount of … yuan and restore the original price of … yuan tomorrow. If you buy one today, you can save hundreds of dollars.

(3) Hypothetical transaction method

Suppose a customer buys our products, tell him what happened after the purchase, how about our after-sales service, and our quality is reliable. If we buy a brand-name machine, the price may be cheaper, but the quality is hard to guarantee.

(4) An example of popularizing a single method

For those suspicious customers, examples can be taken to promote orders. Show him the customer warranty stubs we sold one by one, so that he can be completely convinced of our products and services. At the same time, you can also ask each other which community they live in, and then be surprised to say that the residents in another building also bought our angel water dispenser. This completely dispelled the concerns of customers.

5) Franklin method

You can find a blank piece of paper and write down the gains and losses of buying your own products and other brands on it. Tell him the benefits of buying with facts and write more benefits.

(6) learn from the teacher.

When you have tried your best and still can't do it, you might as well try this method. Look, big brother, after all I've said, you won't buy our products. If you are not satisfied, you can tell me and we will correct it. Our humble and pious attitude can often knock on the closed door of customers.

(7) comeback

After a communication with the customer, the customer left our sales area, but don't be discouraged. When customers don't buy after learning about other products, in this case, we can approach customers again and explain the advantages of our products and the highlights of our products compared with other products. At this time, customers have certain ideas, and our brainwashing tactics can often play a great role.

There are thousands of simple ways to do things; All roads lead to the same goal, and efforts are the first.