On the strategy of interest interpretation

Benefit interpretation strategy refers to that salesmen use product features and benefits suitable for customers' needs to make targeted interpretation, so as to make customers accept the product. This strategy, for professional salesmen, is a must. Among them, the benefit refers to the benefit that the product can bring to the customer and can meet the customer's needs.

Through the investigation of a potential customer, Xiao Wu, an automobile salesman, found that their demand for distribution vehicles is to improve efficiency. The key point to improve efficiency is that the size and specification of the goods delivered by customers are not consistent, resulting in less loading capacity and slow loading and unloading speed of each vehicle.

After clarifying the specific needs of the customers, Xiao Wu explained the benefits of the distribution truck provided by his company: "it has 15% more space than the general trucks of the same type, and it is also designed with adjustable display positions At the same time, the number of activities, according to the number quickly take out the distribution

When the customer explained that the original car had not reached the fixed number of years required by the enterprise to replace the old one with the new one, and the parking lot was not enough, Xiao Wu seized the opportunity to explain the benefits of using the ×× distribution car: "it can increase the distribution volume by 20% on average every day, that is, it can reduce 1 / 5 of the current distribution vehicles, and relatively save 1 / 5 of the parking lot." "If we adopt XX type professional distribution vehicle, it can not only improve the distribution efficiency and reduce the overall distribution cost, but also save the parking space, so that your enterprise does not need to worry about the parking space in two years."

Finally, according to the actual situation of the customers, Xiao Wu suggested that 10 of them should be replaced by XX professional delivery vehicles.

In the whole process of sales explanation, Xiao Wu has always firmly grasped the needs of customers, and explained the XX professional distribution vehicle in combination with the characteristics and interests of his own products, so that customers can make purchase decisions under the consideration of interests.