What skills should a salesperson master?

First of all, the five qualities that a salesperson should possess.

1, insist

99℃+ 1℃ is boiled water, but when many people try to reach 80%, 90% or even 99%, they often fail and give up.

In fact, it is only one step away from success. At this time, it is to see who sticks to the end and who sticks to it more. When you want to give up, think: at this time, others will give up. If you persist for a while, you will surpass others and succeed. This kind of thinking has made countless sports world champions, as well as in the field of marketing. Persistence is one of the first qualities that an excellent salesperson should possess. Step 2 be confident

Self-confidence belongs to everyone, and everyone is easy to lose. For a person who walks in the front line of a difficult and sinister market,

Self-confidence is more important to salespeople. If you have no confidence in yourself or the products you sell, can you expect customers to believe in you and your products? Before you convince a customer, convince yourself thoroughly, otherwise the result will only be failure. Step 3 be enthusiastic

If a salesperson is not enthusiastic about his work, it can basically be concluded that 100% of the results will end in failure. Because the market

Development is not only a simple rational persuasion, but also an appeal. Excellent salespeople will spread their high emotions to customers, which is very helpful for closing a deal. On the contrary, if you don't have enthusiasm for your job, but just treat it as a hard job, and look straight and tired, these negative emotions will also be passed on to customers. 4. A keen sense of smell

When communicating with customers, it is often judged only from the superficial reflection of customers, and the correct rate is very low, and the possibility of success is naturally low.

You must listen to the voice behind the customer's words and discover the real intentions and ideas behind the customer's surface, which is often the key to success. We should cultivate the ability of insight into details and reverse thinking. 5. Keep learning

Today's society is no longer an era where you can make money by physical strength alone. Some salespeople think that improving performance is.

To rely on two legs, in fact, the result of this idea is that such salespeople can only earn that little hard money on their legs, and it is difficult for them to have a chance of promotion. And an excellent salesperson should keep learning, in addition to learning the relevant knowledge of the industry, he must also absorb comprehensive new knowledge and information in order to keep pace with the times. In fact, many times the key to the success of an enterprise is not only hard work and professional knowledge, but sometimes comprehensive knowledge helps you a lot.

Two, a salesman should have ten skills

If you have these qualities or are working towards the standards mentioned above, and are determined to do it in this position.

If you have scored, please refer to the following 10 tips. These thinking modes and skills can help salespeople improve their sales level.

1, know yourself and know yourself.

Make full preparations before visiting customers, mainly including knowing all the information of the other party in detail as much as possible, and then analyzing it carefully.

Summarize and refine what you want to express, the questions that the other party may ask and how you should answer them. At the same time, consider whether the other party is responsible.

What if people are not here? What happens if the phone is transferred to voice mail or fax? What if the other party prevaricates and refuses? For possible situations,

The more fully you consider the situation, the more you can take the initiative in communication. So the chances of success have increased.

2. If you want to take it, give it first.

Lao Tzu said in the Tao Te Ching:

"The more you have with others, the more you give to others." You just want to win customers.

Money, but the result is that the more impatient you are, the less you can earn. Actually, don't sell it to customers in a hurry. At this time, we should change our thinking and help our customers.

Judging from solving its problems, the result will be very different. Before visiting the customer, study the customer's information and find that the customer exists.

You can also listen carefully to the existing problems and things you want to get or solve, and understand what customers care about and care about.

And try to solve the difficulties, such as providing customers with some information and suggestions they care about. no

It is impossible to solve all the problems, but as long as you can help a little, even if you can't, just be a sincere listener.

At this time, you have created more or less value for customers, and customers' goodwill towards you will also increase. And talk about yours.

Business is much easier.

3. Take detour as straight and curve as front.

German strategist von Crowe? General witz said:

"Often the most tortuous road is the shortcut to achieve the goal" market.

The same is true of marketing. The most direct method is often the most stupid and ineffective. The success rate of direct customer promotion is low.

Turn a few more times, and the chances of success will be significantly improved. For example, when communicating with customers, don't rush to say what you want to say.

Because what customers want to hear is never the same as what you want to say, it can be said that it is wisest to arouse customers' interest at this time.

Some topics that customers are interested in or related to the business, which can bring benefits to customers, can be left behind after eliminating strangeness.

Lead the topic to your purpose, and appropriate questions will also stimulate customers' interest and learn more about them.

Some key big customers have to make a strategic detour. In the first few contacts, you can even talk about your business first, just to talk about business.

Establish contact and try to solve problems for customers. We humans have a sexual characteristic: being a stranger has an interesting purpose.

When another person contacts, the other person will instinctively refuse. If this person has no personal purpose to associate with him or even help him,

At this time, the other party will be happy to accept it. It is much easier to talk about business after becoming friends, and the other party will even help you like a friend.

Help each other.

4, quality first, quantity second

The most critical factor in sales skills is quantity. Success is a probability, and the more the number, the more chances of success.

Improvement. There is a saying in the market:

It is true that "sales are always a game of numbers", but you can add this sentence.

In a word:

"Pursuing quality will make this game more exciting." When doing business, we should expand the quantity as much as possible, improve the quality and compete with the quality.

Quantity control, here refers to quality including more valuable customers, attention and negotiation skills. Because only quantity is needed.

It is likely to spend a lot of energy on low-quality customers who are difficult to generate benefits.

80/20

This law also applies here.

have only

Improving quantity while ensuring quality is the basis of improving performance.

Don't despise all people related to business.

We usually ignore people who don't look like customers, and sometimes these people are likely to be big customers or people who influence buying decisions.

For example, a car sales company brought a couple to buy a car, and it was mainly the man who communicated with the sales staff, but they didn't.

The salesman is keenly aware that the decision-making power of purchase is in the hands of another lady. At this moment, a salesgirl came to chat with the lady. It turns out that this lady's husband is going to work abroad for two years soon, and he plans to buy his wife a car for the convenience and safety of her commute. However, the lady had many concerns and doubts, so the sales staff focused on the lady, dispelled her various concerns, provided some suggestions, and finally successfully concluded the transaction. In this case, the man is the buyer and the woman is the decision-maker and user. On the surface, if we pay attention to this person, we are likely to lose the deal. Don't underestimate everyone who has something to do with the transaction, even if it seems irrelevant, be good at accurately finding out who is the buyer, who is the buyer and who is the user.

6. Become an expert on the products you sell.

We are all easy to accept the advice of experts in a certain field, and it is easier to believe what experts say. So do what you have to do.

Experts in the products sold are very helpful to promote business, especially the image of commodity experts with asymmetric sales information.

Big, and experts play a relatively small role in selling goods that we are all familiar with and understand, such as food and clothing. if

It is a strange or professional commodity, that is, goods with asymmetric information, such as medicines and high-tech instruments, which has become the object of experts' attention.

Asking questions is very helpful in promoting sales. Even the salesmen of ordinary goods can understand the goods they sell, and

Will increase the trust of customers. On the contrary, how can customers buy with confidence when they don't even know their own products?

7, skillfully handle the relationship between value and price.

Salespeople often face the bargaining of customers. Bargaining is normal, but what attitude is used to deal with the decision.

Who holds the initiative and result of the transaction? Usually, in order to conclude a transaction, the salesperson will constantly meet the customer's bargaining requirements.

Until it falls to the bottom line you can bear. Even if you reach the bottom line, you may not be able to reach a deal, because you will compromise on the price reduction.

At the same time, it is also shaking customers' confidence in your products. The more healthy you are, the more uncertain your customers will be, and the value of your products will be felt in their hearts.

It is decreasing, and as its value decreases, the price it is willing to pay will also decrease.

The correct way is not to reduce the price as much as possible, but to improve the value of the goods, so that customers feel that it is worthwhile to spend this money to buy your goods, such as emphasizing the advantages of the products and the benefits that can be brought to customers, and giving away some other goods or value-added services, so as to ensure the value of the goods without losing profits. However, for goods with obvious price reduction space, if the price is not allowed at all, customers will be very unwilling. At this time, the price can be slightly reduced to give customers a psychological balance. However, the price reduction should make customers feel that they need to make great efforts, and the price reduction range should be very small, because the characteristic of human nature is that the harder it is to get, the more precious it is, and it will be cherished only after it is obtained, and vice versa.

8. Pay attention to the people around the decision maker.

Some people close to decision makers, such as assistants and secretaries, have strong decision-making influence although they have no decision-making power.

The key to the success or failure of an enterprise is decided by these people. These people are cronies of the decision makers. Decision makers will refer to their opinions and offend, despise or ignore these people because they feel that they have established contact with decision makers. In this way, these people may become the main reason for your business failure.

9. Communication is single-minded and focused

On holidays or major events, sales staff will send some invitations or greetings to customers, because there are many customers.

Many, in order to save time, mass emails are usually used, but the effect of such emails is very poor, because mainstream mailboxes will treat most mass emails as spam. Regardless of individual differences such as age, gender and identity. Mass mailing also seems to pay insufficient attention to customers.

The same is true for sending text messages to customers during holidays. Most of them find a blessing short message and send it to all customers, and the customers receive it.

I know the news clearly, and I won't pay attention to it. Nowadays, many new mobile phones also have the firewall function of mass SMS, which will automatically reject mass SMS as spam. The correct way is to "tailor-made" emails or text messages for different customers. If you are a stranger or a new customer, not only that, it is also very useful to set an attractive theme. These practices seem to take more time, but they can bring unexpected gains.

10, the best way to visit customers

It is generally believed that people are afraid of meeting and trees are afraid of peeling. Meeting is more successful than calling, but the actual situation is very strange.

It is difficult for students to find the other person in charge, and they are exhausted at the end of the day. They can only visit six customers on average (depending on the number of industries), and the success rate is lower than that of telephone calls. You can call at least 50 times a day, which is more flexible and easier to find the person in charge. However, when a strange phone fails, the frustration is much higher than when the phone fails, because the cost and psychological state are different. When a strange visit fails, morale and self-confidence will be severely hit. Therefore, it is more appropriate to establish contact with each other by telephone or email. , at least after find out the situation.