So, how to become a successful salesman? Salespeople need certain qualities. Some of these qualities are innate, but more are acquired efforts. Sales ability is also the basis for a person to start a business.
Be familiar with the characteristics of the products you sell. Advantages, disadvantages, price strategy, technology, varieties, specifications, promotion, competitive products, substitute products. Especially in front of customers, we should pay attention to showing that we are very familiar with the products.
Familiar with the target customers who sell their products. These target customers should be classified into core customers, non-core customers, key customers and non-key customers. Customers can be divided into several categories, and according to what method, different strategies and methods should be adopted for different customer categories. The time and energy allocated to different types of customers are different.
Familiar with product market. How to subdivide the market, competitors, market capacity, geographical distribution of customers and time distribution of products, and short-term development trend of product market (development trend in the next 2-3 years).
◆ When selling products, we should arrange time and allocate space reasonably according to customers' buying habits and geographical location. Pay attention to methods and strategies. Sales promotion is not blind and reckless, we should always sum up experience and strive for perfection. Moreover, there is another characteristic of sales, that is, it is difficult at first and there is no way to start. As time goes on, it will gradually get better. Many business opportunities will be excavated from it. The process of sales is also the process of expanding interpersonal communication. Through this activity, the interpersonal network will be greatly expanded and the amount of information will be greatly increased. These interpersonal networks and market information will provide a lot of opportunities for further entrepreneurship.
Formula 1: success = knowledge \+contacts.
Formula 2: Success = good attitude \+good execution.
◆ Selling products means selling yourself and introducing yourself. Selling yourself is more important than selling products.
◆ Keep issuing business cards.
No matter when and where, words and deeds should be consistent, which is the guarantee of customer confidence.
◆ Customers not only buy your products, but also buy your service spirit and service attitude.
◆ Cooperate with customers' language and actions in terms of body movements and speech speed.
Make a good plan, make a good plan first, so as to improve the utilization efficiency of time and improve the sales effect. When making a plan, we should make corresponding preparations according to the characteristics of customers. Of course, the plan is not static, and it should be adjusted at any time with the changes of environment and conditions. The main contents of the plan include: the schedule for the next few days, the customer arrangement for the next few days, what materials to prepare, how to tap potential customers (where are the potential customers), and short-term sales targets. When necessary, a sales plan should be made. Generally, the sales schedule has several contents, one is a brief summary, the other is the sales task target, and the other is the actual completion. The sales plan is made once a week. At the end of the week, analyze the sales progress, the main purpose is to find out the sales law, what is the reason for completion or unfinished, whether it is unreasonable task formulation or external factors. Whether subjective or objective. Whether the sales skills are immature or ineffective depends on this form of analysis and puts forward improvement methods.
◆ Keep a sales diary every day. The ideal record is that you can check the details of each sales record at any time, keep a record of customer visits and keep abreast of customer trends. Keep customer records, sort out and analyze customers from time to time, so as to query any customer information at any time.
◆ Study customer psychology. One is to adopt different ways according to the individual psychological characteristics of customers (reading books on psychology), and the other is to adopt different ways according to the characteristics of customer units. For example, the customers of public and private units are different. The other is to know where the real needs of customers are. Before contact with customers, it is necessary to analyze customer data.
Learn the skills of negotiation. Be good at smiling and listening to achieve a win-win situation. Consider the problem from the customer's point of view.
Learn promotion skills. Sales promotion is not to force sales to customers, but to guide customers from their perspective. Customers sometimes value your service spirit more than your products. In reality, sales promotion is not completed at one time, and it often needs to communicate with customers many times. In communication, some sales promotion will fail and some will succeed. So make a reasonable choice. Some can give up, some should continue to work hard, some are short-term customers, some are temporarily unsuccessful, but as long as the relationship is good, there is hope of success for a long time, and we cannot give up. Understand the real needs of customers. Some customers actually have needs, but they talk to you immediately, so sometimes they have to run several times to get information, and some will talk to you when they need to get closer to each other.
◆ Know the world. Some unreasonable demands on customers should also be tolerated and considered.
◆ Understand the importance of old customers. Considering the cost and effect of marketing, it is much more useful to keep old customers than to find new ones. At the same time, the old customer himself has social relations, and his social relations can also be used by you.