How to do a good job in the sales industry?

Here contains two aspects: one is to do as a business how to do a good job in sales, there are so many leaders in this issue I dare not talk about. Second, how to do a good job of sales staff sales. Today, as a grass-roots sales staff stand in the perspective of the salesman and we discuss how our sales staff should do a good job in sales.

Edison said a sentence: "There is no real genius in the world, the so-called genius is 99% of the sweat + 1% of the inspiration"; the famous god of sales promotion of the original one Ping also said a sentence: "The success of the sales is 99% of the effort + 1% of the skills "; Joe Girard also said: "The success of sales is 99% hard work + 1% luck". Undeniably, they are successful people, so their words are justified, from these three words can be: any success is to have a price, all need us to pay a lot, a lot, and "inspiration", "skill", "Luck" is also an indispensable factor for success, think we can get the following formula:

Sales success = hard work + inspiration + skills + luck

I wonder if you agree with this formula?

Then how to do a good job in sales has an answer:

First: diligence. (Brain hard, eye hard, ear hard, mouth hard, hand hard, leg hard ---- six hard)

To do a good job in sales first of all to be diligent, which is a business person necessary qualities. There is a saying in the marketing world: "a day with the customer bubble together with the sales of mediocre material performance must be higher than the whole day stay in the office of the sales genius". This is a very good saying, "hard work can make up for clumsiness" it!

Diligence is reflected in the following aspects:

One, diligent study, constantly improve and enrich themselves.

1. Learn to sell their own product knowledge, knowledge of the industry, knowledge of similar products. So know yourself and your enemy, in order to a "professional" salesperson's posture in front of customers, in order to win the customer's dependence. Because we also have this feeling: we go to buy things, or other people to us when recommending products, if the other side of a three-question or half-knowledge, there is no doubt that we will be to buy things and the person's impression of the discount. We go to the doctor like to find "expert clinic", because it is reassuring. Nowadays, the advertisements are also like this: China Mobile --- communication expert, Jiu Mu Wang --- pants expert, Fangtai --- kitchen expert. Our customers are the same, they want to stand in front of them is a "professional" sales person, so they will accept us as a person, accept our company and products.

2. Learn and accept other knowledge outside the industry. Like literature, sports, politics and so on should continue to draw. For example: NBA Houston Rockets recent wins and losses, Yao Ming performance status, Real Madrid six superstar status, Pele joined Real Madrid, and so on, these are chatting with customers material. Which has so many work things to talk about, you do not annoy him still annoy it. Work things a few minutes to talk about, talk about what to do, can not be cold ah, looking for topics, casting his favor, what he likes to chat with him.

3. Learning management knowledge. This is to improve their own, we can not always stop at the existing level. You have to manage the customers in this market. What is the customer, is our God. To put it another way, they are all working for us, manage them well, give us a few more serums, our sales performance will go up.

Two, hard visit.

Must have the spirit of hard work. Business people is "copper head, iron mouth, rubber stomach, scud".

1. "Copperhead"---often touch the wall, touch the fear, dare to touch again.

2. "Iron mouth" --- dare to say, will say. Will say and can say is not the same. Can say is that the person likes to talk, gabbling; and will say is to speak less but content, can say to the point, so we should do both dare to say and will say.

3. "Rubber belly"---often ridiculed, angry, so we should learn to tolerate, self-regulation.

4. "Scud" - needless to say, is the six diligence in the "leg diligence". And action to be fast, the customer has a problem, call you, you have to be the fastest speed in the first hour to get there, and strive for his not yet put down the phone, we have knocked on the door. Diligent visit is the benefit of the customer relationship has been maintained well, not a few days without him to forget you. Even if there is something personally can not go, but also to call him, deepen his impression of you. In addition, we have to arrange a good travel route to achieve how to go to the most time-saving, labor-saving, improve work efficiency.

Three, hard work.

It is to think hard, encountering thorny problems, think carefully about what the root cause of the problem is, and then have a basis for the development of solutions.

Sales work there are often some false: sometimes the surface of the customer is very good, very fast, so that you are in a good mood to go away, but you wait for it, and no more news. Sometimes the surface is very unfriendly to us, and even drive us out, we may therefore not dare to visit again. This is because we don't distinguish exactly what the reason is, so we must be quiet and think calmly so that we won't be misled.

Four, diligent communication.

People often say: "the authorities are confused", so we must often communicate with the leadership and colleagues to communicate their own market problems, other people's markets may be the same, to understand how they are solved, perhaps after the leadership and colleagues of the guidance, you will suddenly realize, to find solutions to the problem, *** with the same improvement.

Fifth, diligently summarize.

To summarize in order to improve, whether it is successful or failure, its experience and lessons are worth summarizing, the success of the experience can be transplanted, the lessons of failure will not allow us to repeat the same mistakes.

Second: inspiration.

What is inspiration? Inspiration is creativity, is innovation. To do a good job in sales, we can not stick to the rules, need to break the traditional sales ideas, change the way of thinking to face the market. Inspiration can be said to be everywhere.

1. With the customer to talk about the purchase of goods blocked. Suddenly learned that the customer is sick or loved ones, family members are sick, inspiration, buy something to go before the condolences, so you can break the deadlock, the customer by the beginning of the refusal, may change the attitude --- into the goods.

2. Product introduction: promotion is blocked, suddenly learned that other manufacturers held a press conference. Inspired, we may as well hold a press conference.

3. When shopping in the mall, I saw that the shoe seller had a shoehorn. Inspired, give the epidemic prevention station a call, just say was bitten by a dog, and ask if there is a serum? As soon as they hear that someone wants to buy it, they'll probably stock it.

Third: Tricks.

What is technique? It's the method, and salesmanship is woven throughout the entire process. We face a variety of customers, we have to adhere to a principle: one is to cast their favor; two is the Weiwei save Zhao; three is softly soaked.

There are three main stages in the process of interaction with customers:

One, before the visit:

1. To do a good job of pre-visit program.

(1) The benefit is: with a plan, there will be a response strategy during the interview, because sometimes in the field of improvisation strategy success is very small.

(2) Thinking about possible obstacles in advance and preparing a plan of elimination in advance can reduce communication barriers.

(3) Thinking well in advance will allow you to stretch and not panic when the scene changes.

(4) With adequate preparation, self-confidence will increase and mental stability is relatively stable.

2. The content of the former program.

(1) Determine the best time to visit. If you are ready to invite customers to dinner, it is best to get there about half an hour before the end of the day, if you do not want to invite dinner is best to go early and return.

(2) Set the goal of the visit. Through this visit you want to achieve a what purpose, is to realize the enhancement of emotional exchanges, or to promote the customer into the goods.

(3) Anticipate the problems that may be raised and how to deal with them.

(4) Prepare relevant information. Note whether there are any problems left over from the past that will be resolved this time.

Two, visit in:

1. To view our sales behavior from the customer's point of view. Such as from the position of the sales staff to see, we visit the purpose is to promote the product, and a different position from the customer's point of view, is to take the customer as a "target of attack".

2. The purpose of the visit focused on communicating with customers on the benefits. Do not only introduce the product itself, but should be brought to the customer's interests as the focus of communication. In this way, the customer will be a substantial increase in psychological acceptability, so that we can be in the situation of reciprocity between the buyer and seller smooth communication.

3. Different customer needs are different. Each customer's situation is different, their needs and expectations are naturally different, so we have to collect information before the visit, investigation, understanding of their needs, and then the right medicine.

The following is an introduction to the "FAB" rule of communication.

F---Fewture (product characteristics)

A---Advantage (product efficacy)

B---Bentfit (product benefits)

In the use of this rule, please remember: only clearly point out the benefits, in order to move the customer's heart. From the standpoint of selling products, we can easily think that customers must care about the characteristics of the product, has been trying to find ways to tell the characteristics of the product one by one to persuade the customer, in fact, not, the benefits of the product is what customers care about, so we remember, in the application of this law, you can omit the F, A, but never omit the B, or can not be impressed by the customer's heart.

Three, after the visit:

1. Be sure to do a post-visit analysis.

(1) spend a little time to do, the results after the visit and the pre-visit program to compare and contrast, to see what purposes were achieved, which purposes were not achieved.

(2) Analyze what the reasons are for not reaching the objectives and how they can be reached.

(3) From the customer's standpoint, rethink how you felt during the visit and what you didn't do well.

(4) Analyze whether your attitude and behavior during the visit contributed to the client.

(5) Think further about where you need to improve better in order to be more effective.

2. Take steps to improve.

(1)Just analyzing is not good enough, you should actively take improvement measures, and improve your defects and weaknesses in order to improve better.

(2) "The world is only afraid of people with a heart", for the rejection and exclusion of customers, we should study more ways to find out the best program, repeated attempts, will certainly bring good results.