Leng Xunxin's words were so enlightening that the salespeople below the stage could not help but stare at him in awe.
That's right, why didn't they think of this?
When they set up their stalls at the entrance of the major modern residential areas, most of the customers were constantly pacing back and forth in front of the stalls. Although they showed great interest, there were not many who were willing to pay for it. Therefore, the turnover was actually very small.
But soon, some of the salespeople realized that something was wrong. Maybe the residents of the small residential area were rich, but they were very stingy. Even if they were rich, they would not be willing to buy a VCD player that cost more than 6000 RMB. That was why they were so stingy. Even if they were rich, they would not be willing to spend 6000 RMB on a VCD player!
"Next, I will correct another misunderstanding. That is, the old people who seem to be stingy usually are not willing to spend money. This is another big misunderstanding!"
"Let me give you a simple example. Go to any house in the old small residential areas and take a look. There are three kinds of appliances in these houses that are never lacking. They are the television, the refrigerator, and the washing machine."
"Don't look at the television, the refrigerator, and the washing machine. They look shabby and old, and seem to be very worthless. But this just shows that these home appliances were bought a long time ago. Maybe 10 years ago, when 80% of the households in the country didn't use these home appliances, the residents of these communities had already switched to the most advanced home appliances at that time! "
"At the same time, if you look at the furnishings in these homes, you will find that most of them are health supplements such as Chinese Turtle Essence, Three Plants Oral Solution, Sun God, Life No. 1, Wawa Ha, Heart K, and so on. (That's right, Wahaha started its business as a children's health supplement). These health supplements, which cost a few hundred yuan per box, fill the entire house!"
"Everyone knows that these health supplements are actually scams, but the old people are willing to spend hundreds or thousands of yuan to buy these health supplements. This shows that these old people's spending power is not low!"
"And the most important point is that you have to make these old people feel that what you sell to them is something that they can use and can be of use to them!"
"Of course, after figuring this out, there is one last little trick."
"First, we have to take the initiative to visit these old people and chat with them. However, we can't show that we are eager to promote our products. Instead, we have to make friends with them and be as close to them as their children and friends!"
"This might sound too general, so I'll tell you a few specific operations. First of all, when you first visit, you have to knock on the door very politely."
"Remember, you can't keep knocking. At most, you can knock five times at a time. If he doesn't open the door, we can leave first and come back after an hour. If you knock three or four times a day, he will open the door for you sooner or later!"
"The first thing we should do after we open the door is to tell them our purpose. We are here to promote VCD players. But you can't be too impatient. You can only say the words of promotion once. If the other party rejects you after the first time, you can't continue to promote. That will cause the other party to be disgusted. “
"Let's try our best to talk about some trivial topics. Don't talk too much. You can leave after about five minutes!"
"Pay attention now. When you leave, the most important thing is to remember to take away the garbage in front of their door and throw it into the garbage building at the door. This is very important. If you can't do this, you will not be able to leave a good impression with the customers! "
"Next, it's time to cultivate the good impression. You have to take out a week and knock on their door every day. The first thing you say is to promote our products. If the other party refuses, don't promote your products. Continue to chat and talk about your feelings. If you happen to meet an old person who needs some manual labor or other help, don't hesitate to help them."
"Don't be annoyed by this. The more work you do, the more rewards you will get in the future!"
"Keep doing this for about a week. Here comes the key point. When you find this old man again, tell him in a very happy manner that the head office is holding a huge discount, that is, you can try it before you pay!"
"What is the meaning of this promotion? You will give the old people the VCD players and agree to let them try the VCD players for free for a week. At the same time, you will give them some VCD players for free! After a week, if they are not satisfied, we will take the VCD players back. "
"The old people will not reject this kind of promotion. They will definitely agree to it!"
"After a week, when you come to collect the VCD players, according to my personal experience, more than 30% of the old people will choose to keep the VCD players. First of all, they will feel that our VCD players can change their lives. Secondly, the people in Shanghai are very prideful. If you ask them to return the VCD players to you, they will feel embarrassed. " “
"The most important thing is that after these two weeks of interaction, you are now someone who has a lot of face and relationships with him. Therefore, even if some old people feel that the VCD is not practical, they will still choose to keep it. This is the data that my team and I have obtained after two months of practical testing."
"Everyone might have some other worries. For example, what if the old people damage the VCD players? Or what if they refuse to return the VCD players to us? "
"You don't have to worry about these. First of all, losing the VCD players will not happen. This is because these old people will not change their address. So, they will not be greedy for your VCD players and ruin their reputation! "
"If this happens, you can report it to the company. The company's legal department will help you get your rights back!"
"As for the VCD players being damaged, there are two situations. If it is just a simple stain or smear, it is not a bad thing. Instead, it is a good thing. The people in Shanghai are very prideful. If they really damage the VCD players, more than 50% of them will not have the face to return the VCD players to you. They will buy the VCD players silently. "
"But if there is a serious damage, then you don't have to worry. This is even better. Why? Because more than 90% of the customers will buy the VCD players because they will feel bad. As long as you promise to fix the VCD players according to the company's three guarantees. "
"Lastly, if the customer really wants to return the VCD players, then don't hesitate. As long as there are no major problems, just return the VCD players. If there is a major damage, just ask the customer to pay a repair fee. "
"This is the general process. Let me mention a few simple things to take note of. First of all, don't be stingy with the VCD players. Each VCD player will be given 20 discs. Half of them will be traditional opera VCD players such as Beijing Opera, Shaoxing Opera, Huangmei Opera, etc. The other half will be our company's "Water Margin Heroes", "Legend of the Three Kingdoms" animation VCD players! "
"As for the VCD players for TV dramas and movies, don't give it to them. Even if you give it to them, they won't watch it. Only those that the old people like or children like will be able to make the customers like it."
"Especially the children. As long as you let the children enjoy the animation, they will do everything they can to help you keep the VCD players at home!"
"Alright, I've said everything that needs to be said. In February, I will assess everyone's performance. Those who don't pass will be fired!"
In this way, it took less than two hours for Leng Xuxin to train all the salesmen in the entire Shanghai Marketing Center. Then, in February, Shanghai achieved an unprecedented sales record of more than 30,000 units.
In March, they achieved a sales record of 40,000 units. In addition, they sold more than four million VCD discs. After all, there were 48 discs in a set of "Water Margin Heroes".
There were 52 discs in a set of "Legend of the Three Kingdoms".
Not to mention the popular Ultraman Tiga series and Pokemon series. Boss Jia saw the statistics report. In the VCD player sales catalog for April, the animation VCD players accounted for 48% of the total sales.
Therefore, no matter the time, children were the best consumers, second only to women.
[PS: I don't know if everyone will find this chapter boring. If you like it, there will be a story of two horses in the future. If you don't like it, I will just skip it and not write in detail.]
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