The old lady went shopping and passed four fruit stalls. The apples sold by the four stores were almost the same, but the old lady didn't buy apples in the first and second stores that passed by first; But buy a kilo in the third house; What's more strange is to buy two kilograms at the fourth house.

1. Vendor 1: the old lady went to buy vegetables. When she passed the fruit stall, she saw an apple vendor and asked, "how about apples?" The vendor said, "my apple is very delicious, big and sweet!". The old lady shook her head and walked away (only talking about the selling points of the product, not exploring the demand, are invalid introductions, and can't make orders)

2. Peddler 2: the old lady went to another stall and asked, "what flavor of apples do you have?" The vendor was unprepared. "I just got the goods this morning and didn't have time to taste them. The red skin should be very sweet." the old lady turned around and left without saying a word (she must have experienced the product in person, and what she experienced in person is the selling point. Limited to the knowledge heard in the training, unable to deal with the customer)

3. Vendor 3: the vendor next to me asked, "what kind of apples do you want, old lady? I have a wide variety here!" The old lady said, "I want to buy sour apples.". The vendor replied, "my apple tastes sour. How many kilograms do you want?" The old lady said, "let's have a kilo."（ The customer needs are grasped, but what is the motivation behind the needs? Lost opportunities for further exploration belong to customers' independent purchase, and natural sales cannot enlarge the single value)

4. Vendor 4: then he saw another vendor's apple and asked, "how's your apple?"

The vendor replied, "my apple is very good. What kind of apple do you want?"（ (demand seeking)

"I want something sour," said the old lady.

The vendor said, "most people buy apples to be big and sweet. Why do you want sour apples?"（ Tap deeper needs)

The old lady said, "my daughter-in-law is pregnant and wants to eat some sour apples."

The vendor said, "madam, you are so considerate to your daughter-in-law. In the future, your daughter-in-law will be able to give you a big fat grandson. (moderate compliment, close up). A few months ago, there were two children nearby. They came to me to buy apples. (tell me the case, supported by the third party) guess what? Both families have a son. How much do you want（ Closed questions, default transaction, force orders in due time, and sell when it's time)

Let me have another two pounds. The old lady was said to be happy by the vendor (the customer felt that everything had changed).

The vendor also introduced other fruits to the old lady: "oranges are also suitable for pregnant women. They are sour and sweet and have a variety of vitamins. They are especially nutritious (even orders, maximize purchase, not to the mobile phone Club). If you give your daughter-in-law some oranges, she will be happy（ "Vision triggered)" "Yeah! OK, let's have three kilograms of oranges. "“ You are very kind. If your daughter-in-law has a mother-in-law like you, she will be very lucky（ Moderate and accurate flattery (don't flatter the horse's hoof) "

The peddler praised the old lady and said that his fruit was purchased at what time every day and sold out every day to ensure freshness (smashing the order to make the customer reliable). If it was eaten well, let the old lady come again (establish customer stickiness).

The old lady was praised by the vendor and said, "if you eat well, let your friends buy it too." carrying the fruit, she went home satisfied（ Transfer old customers to new customers, customer satisfaction and win-win)