Terminal demonstration, can not reverse the primary and secondary

Terminal demonstration is an important manifestation of the terminal theory of the king in modern marketing theory, especially for most small household appliances. Even some small home appliance companies have used terminal demonstrations as a fundamental criterion for sales. Small home appliance companies have reached a consensus that if they don't make a presentation, the product cannot be sold.

So, in the store, we saw the demonstration tables of the small household appliances brands. The induction cooker is cooking, the juicer is playing juice, the electric kettle is boiling water, the humidifier is spraying, and so on. A small home appliance brand through the induction cooker demonstration, in a store's single product monthly sales reached 150 units, a brand juicer single store single product monthly sales of more than 200,000 yuan. There is no doubt that the demonstration can bring considerable sales. But this is the record that was created when the terminal demo first appeared. This kind of record has become a myth in the terminal demonstration.

Because too many, excessive terminal demonstrations have already made consumers feel overwhelmed by many products, and they also affect their rational judgment on the products they want to buy. Moreover, enterprises pay more attention to terminal demonstrations, and may ignore new products. The investment in new technologies and the construction of the terminal image have resulted in weak products and technologies, which cannot support the further deepening of the demonstration.

We all know that the terminal demonstration includes two aspects, one is the product itself, and the other is the person, that is, the promoter, or the presenter. A qualified terminal demonstration is the perfect blend of these two aspects. Between the two, the product is the foundation, the main body of the demonstration, and the staff is the performer of the demonstration. The personnel's own factors as well as the presentation rhetoric, presentation skills, etc., have a lot to do with the success of the demonstration, but all of this It is based on the product. If the product itself is not good, the sale may be temporarily affected by the demonstrator's reasons, but it will soon be bad.

Infinitely magnifying the role of the person, ignoring the product itself, reversing the primary and secondary

In the terminal demonstration, the product is the main body and the personnel factor is the secondary cause. While many companies are making terminal demonstrations, they confuse the primary and secondary, and over-emphasize the role of personnel in the demonstration, weakening or neglecting the decisive role of the product itself, resulting in poor presentation effects and even compromising the consequences of the brand image. When a well-known kitchen and bathroom electrical appliance brand chose OEM manufacturers for its OEM rice cookers, it did not do a good job of supervision and monitoring. After the products went on the market, a promoter increased his sales by more than 100 units in the previous month. In the following two months, the customer's return rate was as high as 98%, which caused a great blow to the brand's sales.

The promoters began to receive a full range of training from the beginning of the job, product knowledge, competing product comparison, business etiquette, sales skills, presentation skills, customer objection processing, etc., all around the purpose of how to convince customers, the purpose of the transaction . The content of the product itself, how the quality and other aspects of the customer's core interests are placed in a secondary position. Therefore, after an in-depth study of the demo promotion, it is not difficult to understand why some products with rough workmanship and few practical uses are the real reason. Demonstration promotion will regard people as the top element of productivity, and infinitely enlarge the role of people, not strong buy and sell but far better than strong buy strong sell three points. After the demonstration of the original guiding effect is strongly distorted, the pleasure of customers enjoying the product is declining.

This is one of the important reasons why the terminal demonstration effect is becoming more and more dull and consumers are not willing to buy it.

Heavy skills, light technology,

The company regards the promotion training of promoters as an important task, and derives and develops various theories and manuals: “How to answer customer's questions”, “sales key points”, “vacuum cleaner presentation speech”, “juice extractor” "Demonstration skills", "electric kettle selling point refining", etc., it seems that everything has entered the formalization, organization, and theorization, people are not caught in it and can not extricate themselves.

Nowadays, the terminal demonstration has formed a set of its own system: attaching importance to skills, paying attention to the eloquence and resilience of promoters, focusing on various props and POPs around the demonstration. However, the basis of all these: the core technology of the product Was annihilated in various techniques.

Once upon a time, a juicer brand pioneered the demonstration method of “falling” and “stepping on” the juicer cup body, and achieved great success, and entered the forefront of the domestic juicer industry. Not long after, all the juicer companies added a part of the juice cup in the demo. The beat-resistant cup is undoubtedly a selling point of the product, but this does not constitute a decisive factor for consumers to buy juicers. Consumers need to be able to drink fresh and delicious juice instead of buying it. Nothing to play! The stability of the motor and the juice rate are the indicators for measuring the quality of the juicer. It is the place that should be highlighted in the demonstration. Both of these aspects are replaced by beating cups because they are not shocking enough to be attractive.

Imagine that products without core technology support can be produced in the terminal demonstration? Such a demonstration can only be a cloud of people, and follow others, where is the aspect that attracts customers to buy?

We have not neglected the role of presentation techniques. On the contrary, suitable and unique presentation techniques can greatly promote the expansion of sales. When a brand introduces a glass electric kettle to the market, it does not have a simple boiled water demonstration like other brands in the terminal demonstration. Instead, it puts a blooming red rose in the pot and quietly blooms. Flowers have attracted countless consumers to stop, ask and buy. This "quiet" demonstration has achieved the purpose of the demonstration, and also highlights the core technology of the product: a domestic glass pot and a glass electric kettle with a base error of less than 0.3 mm.

Technology is based on pre-productivity, and product technology is the foundation of presentation skills. The endless rhetoric, dazzling demonstrations, and complicated presentation techniques are all based on the technical support.

Art Candle is made of the high quality Paraffin Wax, it is make by hand, different shape and color can did as customer's request 

it is contain the christmas candle ,snowman art candle, christmas tree candle, tealight light candle, animal candle,flower art candle ,cactus candles 

more information and details welcome to talk with us ! 

Art Candle

Art Candle, Chirstmas Snowman Candle, Handmade Art Candle, Chrsitmas Candle

Aoyin xingtang candle co.,ltd , http://www.allincandle.com