1
Flat direct statement
The so-called flat statement method means to extract the product selling points and then Tell customers logically and straightforwardly. This method works in two situations:
First, the product has many selling points but is relatively bland;
Second, the selling point is easy for consumers to understand.
For example, the selling points of the countertop are explained: first, the thickness is 20mm, which is not easy to break; second, the quartz crystal content is as high as 90%, which is resistant to oil stains and not easy to bleed; third, it is produced by the original factory and high standards ensure high quality.
2
FABE explanation method
What is FABE? F is the abbreviation of the English word Features, meaning "characteristics"; A is the abbreviation of Advantages, meaning "advantages"; B is the abbreviation of Benefits, meaning "benefits"; E is the abbreviation of Evidence, meaning "evidence". To put it simply, the FABE explanation method is to find out the various features that customers are most interested in, analyze the advantages generated by the features, and find out the advantages that can be brought to customers interests, and finally provide evidence to answer consumer demands through these four key links, confirm that the product can indeed bring benefits to customers, and handle the issues that customers are concerned about extremely skillfully, so as to successfully realize the product sales appeal.
Why are there four steps? You will understand after reading a story:
The ordinary salesman took a wad of money and said to the cat: “Mr. Cat, here is a stack of money. "Did the cat react after hearing this? No, because he only said F.
The smart salesman took a stack of money and said to the cat: "Mr. Cat, here is a stack of money. With this money, you can buy fish." Did the cat react after hearing this? Still no response, because he only talked about FA.
The smarter salesman took a wad of money and said to the cat: "Mr. Cat, here is a wad of money. With this money, you can buy fish, so that you can have a big meal." The cat was stunned after hearing this. No response? I had a little reaction because he talked about FAB.
Although the smartest salesman also held a stack of money, he said to the cat: "Mr. Cat, here is a stack of money. With this money, you can buy fish, so that you can eat a lot. Pause, your friend was full just now, and now he's asleep. If you don't believe me, go and see. "What will happen to the cat after hearing this?" ecstatic! Because he talked about FABE.
3
BPS explanation method
B, refers to introducing life scenes; P, refers to digging into pain points; S, refers to providing solutions. The BPS explanation method also subtly guides customers to change their concepts and identify with the product by telling stories and talking about life. They can master the application skillfully and integrate it. For example, the explanation of the baseboard of the base cabinet:
B: Sister, how often do you clean your kitchen?
P: Have you ever found that the disassembly of the baseboard is troublesome and difficult to take care of inside. Sometimes you just don’t take care of it if you find it too troublesome. However, you will find that sometimes debris accumulates inside and creates an odor, which is very annoying.
S: The footing board we designed is more user-friendly. It is very easy to disassemble. It is beautiful and dust-proof. The key is that it is easy and labor-saving to disassemble.
4
NCSS explanation method
N（Name）——Design inspiration;
C (Color)——Color Aesthetics;
S (Structure)——Shape style;
S (Symbol)——Medicatory connotation.
The template for NCSS explanation method is:
N: This product belongs to _____ style, and the design is inspired by _____.
C: The designer chose _____ color to give people a _____ feeling.
S: ______type design/layout_____.
S: Overall design_____.
5
PAPP explanation method
P (Pain)——Throw out pain points;
A（Analyse）——Analyze the reasons;
P (Plan)——Solution;
P (Prove)——Demonstration Proof.
The template for PAPP explanation method is:
P: Do you know why it is easy to _____ nowadays?
A: It’s because _____.
P: We pay great attention to details, and our _____ is _____.
P: Look at/touch _____. Is it the same as what I told you?
Case:
You know why many people fall down easily at home now. It’s because most of us like glossy tiles. The brighter the tiles, the better they look when paved, and they also look very classy, so many people choose glossy tiles. But we all know that the brighter the surface of the ceramic tile, the worse the anti-skid will be. If the ceramic tile itself is not anti-skid, it is easy for people to fall when it encounters water, oil stains, etc. At home, whether it is the living room where tea is easily spilled, or the kitchen where oil stains are easily dripped, not to mention the bathroom which is always wet, home safety cannot be protected if non-slip bricks are used. Because home is the most relaxing place, especially for families with elderly people and children, the anti-slip properties of ceramic tiles are very important!
Our brand did a lot of market research before studying this product. In recent years, the number of injuries and disabilities caused by slips and falls has remained high. It is the second largest safety hazard after traffic accidents. The National Floor Safety Research Association (National Floor Safety Research Association) The NFSI (NFSI) announcement pointed out that about one million cases requiring emergency department visits each year are related to slips and falls, especially among the elderly and children. Indoor slip injuries can range from pain to severe fractures and concussions.
Our brand pays great attention to the details of home safety. Our tiles are based on glossy tiles and add anti-slip particles, which can not only meet the decorative effect required by the home, but also ensure the safety of home life. You can see that the surface is very bright, but it feels very astringent and non-slip when touched by hand. It is not like the feeling when we touch ordinary shiny bricks, which are slippery to the touch. How did you feel after trying it? Is it the same as what I said?
The above five methods are not absolutely good or bad. No matter whether it is a white cat or a black cat, a cat that can catch mice is a good cat. Therefore, it is recommended that everyone can learn from it, and after mastering it, they can use it flexibly to impress customers with easy-to-understand professionalism.
Author: The old boy selling tiles
