SELL ME THIS PEN
Summary
TLDRこのビデオスクリプトでは、プロのセールスマンがペンを売るという試みを通じて、販売の真髄を探求しています。スクリプトでは、プロのセールスマンが顧客のニーズを理解するために質問を投げかけることが重要であると示されています。彼らは、顧客がペンを求めていない場合は販売を諦め、ペンを必要としている場合のみ適切な製品を提案します。このアプローチは、顧客のニーズに応じて商品を合わせ、効果的な販売戦略を展開する鍵を握っています。
Takeaways
- 🎬 脚本中,Mrs. Alford 被问及如何“卖给我这支笔”,这是对销售人员理解销售本质的测试。
- 🤔 非专业销售人员可能会直接尝试销售笔,而专业的销售人员会通过提问来了解客户的需求。
- 📝 销售的关键第一步是了解客户的需求、价值观和他们寻求解决的问题。
- 🙅♂️ 专业的销售人员不会向不感兴趣的人推销产品,而是筛选出真正有需求的客户。
- ❓ 销售人员应该提出有针对性的问题,以识别客户过去使用的笔类型、花费的金额等信息。
- 💡 通过提问,销售人员可以更好地了解客户,并据此提供符合客户需求的产品。
- 🚫 如果客户表示不需要笔,专业的销售人员会礼貌地结束对话,而不是强行推销。
- 🔍 销售过程中的提问有助于识别客户的具体需求,从而提供更加个性化的服务。
- 📈 了解客户的过去和现在可以帮助销售人员更准确地匹配产品,提高销售成功率。
- 💼 销售不仅仅是交易,更是一个发现和满足客户需求的过程。
- 🌟 Mrs. Alford 强调了销售的艺术性和策略性,以及了解客户需求的重要性。
Q & A
質問1: このペンを売るという練習は何のためのものですか?
-答え1: このペンを売るという練習は、販売員が販売の本質を理解しているかどうかを試すためのものです。
質問2: プロフェッショナルでない販売員はどのようにペンを売ろうとするか?
-答え2: プロフェッショナルでない販売員は、このペンは素晴らしい、上下逆さまに書ける、コストパフォーマンスが良いなどとペンの特徴を説明しようとします。
質問3: 販売の最初のステップは何ですか?
-答え3: 販売の最初のステップは、クライアントのニーズ、価値、問題を見つけることです。
質問4: ペンを売る際に販売員が最初にするべきことは何ですか?
-答え4: 販売員が最初にするべきことは、クライアントに質問をすることです。
質問5: クライアントがペンを探していない場合、販売員はどうするべきか?
-答え5: クライアントがペンを探していない場合、販売員はそのまま見送るべきです。
質問6: 販売員がするべき質問にはどのようなものがありますか?
-答え6: 販売員がするべき質問には、どのくらいの期間ペンを探しているか、過去にどのようなペンを使ったか、ビジネス用途か個人用途か、ペンにどのくらいお金をかけるかなどがあります。
質問7: 販売の際に最も重要なポイントは何ですか?
-答え7: 販売の際に最も重要なポイントは、クライアントのニーズを満たすことです。
質問8: なぜ販売員はすべての人に売ろうとするのではなく、興味のある人にだけ売るべきなのか?
-答え8: すべての人に売ろうとするのではなく、興味のある人にだけ売るべきなのは、クライアントが真に必要としているものを提供するためです。
質問9: 質問をすることで販売員はどのような情報を得ることができるのか?
-答え9: 質問をすることで、販売員はクライアントの過去の購入履歴や予算、ニーズなどを把握することができます。
質問10: 最後に販売員が行うべきことは何ですか?
-答え10: 最後に販売員が行うべきことは、クライアントのニーズに基づいてペンを提案し、その理由を説明することです。
Outlines
📝 ペンの販売戦略の理解
この段落では、ペンを売り込むという話題を通じて、販売の真髄について説明しています。プロの販売員がどのように商品を売り込むかという問いに対して、単にペンの良さをアピールするのではなく、まず顧客のニーズを理解することが重要であると述べています。販売の鍵は、顧客がどのようなペンを使用したか、どのような予算を持っているか、そしてどのようなニーズがあるかを問い合わせることにあると強調しています。このプロセスを通じて、販売員は顧客のニーズに応じた商品を提案し、より効果的な販売を行うことができます。
Mindmap
Keywords
💡セールス
💡ペンを売る
💡顧客のニーズ
💡質問する
💡プロフェッショナル
💡価値観
💡プレゼンテーション
💡テスト
💡エレガント
💡販売
Highlights
Thank you so much, for being here, I have one question and I'm a huge fan, of your film, so this just uh comes, quite naturally, can you please sell me this pen.
You know no one's ever asked you that, before it's the first time.
The whole sell me this pen narrative, is really it's a test that you give to a, salesman to see if they really, understand what selling's all about.
If you ask someone who's not a professional, salesman who doesn't have the right, instincts, they'll start actually trying to sell, you a pen.
This pen is great this pen, writes upside down it's the best value, for its money this people left forever, here buy this pen.
The only one rational thing you could do, when someone says sell me this pen and, that is to start asking them questions.
Tell me how long you've been in the, market for a pen, what type of pens have you used in the, past is the business or personal.
Typically you buy a pen what type of, money you spend on one do you buy, expensive.
The key to selling, is to find out step one what are your, clients needs, values, what pain they're looking for what what, do they need and you're looking to fill, that need at the most basic level right.
When you just go out and try to, sell something so what you're saying is, I don't give a [ __ ] about you I'm just, gonna ram this down your throat right.
I wanna know what you need I wanna know, what you've done in the past so you ask, questions.
If I ask them hey so how long, you've been in the market for a pen they, say oh I'm not looking for a pen great, have a nice day.
I don't sell people to, things that you aren't looking for I, wouldn't try to sell you a pen if you're, not looking to buy a pen.
The biggest mistake that rookie, sales are making they try to sell to, everybody, versus weeding out people who are not, interested and only selling to those who, are.
I ask questions but not any, question I ask pointed questions to, identify what type of pens you've used, in the past how much money you have.
The pen is like a euphemism for any, product right by doing that I can get a, good sense of what you're about and then, when I'm done asking my questions, and I know what I need to know I'll say, well based on what you said to me this, pen is approved if you let me tell you, why.
I'm actually matching my pen to, what you need, and I tell that presentation to fill, that name and it's much more elegant, make sense.
Transcripts
um hello mrs alford uh thank you so much
for being here
i have one question and i'm a huge fan
of your film
so this just uh comes
quite naturally
can you please sell me this pen
you know no one's ever asked you that
before it's the first time
um so let me let me tell you what that
whole exercise really stands for right
so the whole sell me this pen narrative
is really it's a test that you give to a
salesman to see if they really
understand what selling's all about if
you ask someone who's not a professional
salesman who doesn't have the right
instincts
they'll start actually trying to sell
you a pen this pen is great this pen
writes upside down it's the best value
for its money this people left forever
here buy this pen
here's the thing
the only one rational thing you could do
when someone says sell me this pen and
that is to start asking them questions
so tell me how long you've been in the
market for a pen
what type of pens have you used in the
past is the business or personal
typically you buy a pen what type of
money you spend on one do you buy
expensive i you the the key to selling
is to find out step one what are your
clients needs
values
what pain they're looking for what what
do they need and you're looking to fill
that need at the most basic level right
well when you just go out and try to
sell something so what you're saying is
i don't give a [ __ ] about you i'm just
gonna ram this down your throat right i
wanna know what you need i wanna know
what you've done in the past so you ask
questions if i ask them hey so how long
you've been in the market for a pen they
say oh i'm not looking for a pen great
have a nice day i don't sell people to
things that you aren't looking for i
wouldn't try to sell you a pen if you're
not looking to buy a pen so that's and
if someone said to me i said wow this
person really knows how to sell
because the biggest mistake that rookie
sales are making they try to sell to
everybody
versus weeding out people who are not
interested and only selling to those who
are so i ask questions but not any
question i ask pointed questions to
identify what type of pens you've used
in the past how much money you have now
the pen is like a euphemism for any
product right by doing that i can get a
good sense of what you're about and then
when i'm done asking my questions
and i know what i need to know i'll say
well based on what you said to me this
pen is approved if you let me tell you
why
and now i'm actually matching my pen to
what you need
and i tell that presentation to fill
that name and it's much more elegant
make sense
yes okay
5.0 / 5 (0 votes)