Patience is still needed in the sales process. You arrive on time at the appointed time with the client, but the client has something temporary or is in a meeting. What should you do? Be patient, or you will lose this client. I knocked on the door a few years ago. A 29-story building with 8 households on each floor "sweeps" from the ground floor and knocks on doors. As a result, 20% people are extremely disgusted with your knocking at the door, and they will let you "roll" if the door doesn't open. 40% people are not very patient, open the door and tell you to "go"; 30% people responded flatly and said, "I don't need it." Only 65,438+00% people can patiently listen to your introduction of your product, and they may not buy it. Can't you do it without endurance?
Step 2 control yourself
Many times, salespeople go it alone and develop customers every day, which can't be done completely under the supervision of leaders. The only way for enterprises to control is to report their work every day and report their personal work at meetings every day, but it is very easy to be lazy if they really want to, such as deliberately going to distant customers and taking a rest on the road; We talked for half an hour, but lied about talking for three hours. This way not only harms the interests of enterprises, but also hinders their own development.
3. Communication skills
Communication is an indispensable ability for salespeople. Communication has two meanings: one is to accurately collect each other's information, understand each other's real intentions, and at the same time accurately convey their own information to each other; The other is to make it easy for both sides to reach an understanding through appropriate communication methods (such as tone, intonation, expression, way of speaking, etc.). ).
Step 4 observe
Observation is not simply looking. The first lesson of many salespeople is to learn to "see" the market. This kind of reading is not just browsing, but carefully observing with professional eyes and knowledge, and discovering important information through observation. For example, if you go shopping, ordinary people may know what products are on sale and how much, while professional salespeople can observe more information.
Have you noticed what others sell good products for? Price, gift, packaging ... what gift? What material? How is it made? The packaging is very good. What's so good about it? Colors, shapes and materials can be used for other purposes (such as food packaging, which can be canned when used up). What promotional activities do competitive brands have? What is the specific time period? What are the specific forms of activities and ways of participation? The number of competing brands in the store has increased from 28 to 29. Which manufacturer has increased, is it a potential threat to us? What are its main products and price positioning? ..... too much information needs your careful observation. Many salespeople, after training for a long time, still can't get useful information. Then I can only say that you are not fit to sell this job.
Salespeople are also the information feedback members of every enterprise, and it is a big responsibility of salespeople to get a lot of accurate information feedback through observation.
5. Analytical ability
Analysis and observation are inseparable, observation can get information, and analysis can draw conclusions. What can be analyzed by looking at the product distribution on the shelf? In the best display position, it is either the best variety sold or the flagship product of the manufacturer at this time; Through the analysis of production date, the closer the production date, the more normal the sales circulation of products, and the slower the sales of products with longer production date. Through the analysis of the price, the larger price reduction than before shows that the product is under too much pressure from competing products, the sales situation is not ideal, the price has risen sharply, and the overall price of the raw material market has risen, resulting in a sudden increase in the product cost, or the product market is in a state of short supply. These indirect information must be obtained through careful analysis.
Similarly, in the negotiation with customers, you analyze each other's "card" and mentality from the information revealed by their words and behaviors. For example, if you enter the negotiation and the buyer gives you an offer, being a salesperson is definitely not a promise. Analyze the tone of the other person's speech, snoop with words, and then analyze whether it is possible to reduce the price and how much space there is.
6. Executive power
Execution reflects the comprehensive quality of sales staff, and it is also a spirit of not giving up until the goal is reached. Salespeople often encounter difficulties in carrying out plans. At this time, if you just say "the manager is too difficult to do". Then your leader can only say "Well, I'll find someone who can do it". Nothing difficult is not a task, and what everyone can accomplish does not reflect your value.
There is a large chain store A in a city, and there are more than a dozen stores in the city, which is extremely important to occupy the terminal market of the city. Company B decided to let the salesperson Zhang handle this matter. Before Zhang took over, several excellent salespeople were defeated. The reason is that the store is the leader of the local retail industry, so it has always been overbearing, has no acquaintances, has a high entrance fee, and has no chance to bargain. However, the company requires to enter the market at a "reasonable" cost. How to execute this order? Zhang can't sleep well after receiving the task. It is natural to be promoted if he completes the task, but the company will also feel that he is "incapable of carrying out the company's plan." Next, Zhang went to see Huang, the purchasing manager of Store A for many times, but he didn't see him after waiting for a long time. He knew that this was because the other party deliberately refused to give him any chance to reduce the price and forced him to agree to harsh terms. At this time, Zhang learned from Huang's subordinates that Huang's wife worked in a bank. He found an insurance friend, took the initiative to get to know Huang's wife on the grounds of promoting insurance, then introduced Zhang and Huang's wife, and then narrowed the distance by buying gifts for the children. When the time is right, Huang's wife introduces Huang to Huang. Zhang's kindness deeply touched Huang, and finally Zhang successfully completed the task.
This kind of example is not uncommon in sales work. Therefore, the executive power is not for the sales staff to find out the reasons, but for you to do your best to achieve the results. The result is what your leader cares about most, and it is also the embodiment of your ability.
7. Learning ability
As a salesperson, you need to be exposed to a wide range of knowledge, from marketing knowledge to finance, management and related industry knowledge. It can be said that sales is definitely a "comprehensive quality" competition. Faced with so much knowledge and information, it is impossible to participate in the competition without strong learning ability. Take sales skills as an example, from guided sales to listening sales, to questioning sales and then to consultative selling ... sales skills are constantly changing and innovating. As an excellent salesperson, only by mastering all kinds of sales skills can we win in the competition. Of course, salespeople need to learn not only sales skills, but also the ability to draw inferences from others. Therefore, without good learning ability, they will be eliminated today when speed determines the outcome and the future.