Sales are very common in daily life, and everyone has a clear sales picture in his mind. Sales affect you all the time. A new understanding of sales will help you develop and apply new skills and get the most benefit from them. It can be said that each of us is a salesman, doing our own work every day.
What is sales? A simple definition of sales is the process of introducing the benefits provided by goods to meet the specific needs of customers. Commodities certainly include tangible goods and services. Meeting the specific needs of customers means meeting the specific desires of customers or solving the specific problems of customers. Only the special benefits provided by commodities can meet the specific needs of customers.
Therefore, the definition of sales is very simple for us. In other words, you can find out the special benefits that goods can provide and meet the special needs of customers.
(2) The second quality that a successful salesman should possess: courage.
Fear is an emotional response produced by inner feelings. Humans have two great fears: fear that they are not perfect.
Afraid of not being accepted by others.
We can also overcome fear by changing definitions. What salespeople fear most is being rejected. We can analyze ourselves:
1. What is the definition of rejection? What happened means that the customer refused?
2. In what tone did the customer tell you that you felt rejected?
3. What was your customer's expression before you felt rejected?
Change your mood: Try to turn negative emotions into positive ones, and be grateful to all those who make you stronger.
So be good at creating and taking risks. The brave are invincible.
(3) The third quality that a successful salesperson should possess: strong ambition.
Strong ambition is a strong desire for success. Only with strong ambition can you have enough determination.
The way to cultivate strong ambition can be to study and be with successful people. Life is a process of growth, and the most important decision in our life is to decide who to grow up with!
If you carefully observe our friends, you will find that they can be divided into three categories:
1, he is your mirror, much like you, he is the person you are eager to achieve, and he is helping you to know yourself better.
He represents an important person in your life, and your complex can be transformed through him.
He represents your subconscious, the person you least like, and the person who resists. He can help you accept yourself completely.
No matter what kind of people we meet and experience in life, we are still eager to achieve ourselves. In this process, we need to deliberately find our own growth team. The team that can really help us grow fastest has the following basic characteristics:
1, high personal achievement and realm;
2. It is the object of your imitation;
3. He can see your potential;
4. He cares about your growth;
5. He is willing to help you grow;
6. He has high expectations for you;
7. He will tell you the truth;
8. You will feel particularly stressed when you are with him.
Many of the desires of a successful salesman come from real life and are generated by external forces, which are often not positive and encouraging. The sender of * * * often makes the receiver feel humiliated and painful. This kind of * * * often arouses strong resentment, resentment and rebellious spirit in the hearts of those who have been * * *, thus making some "out of line" actions and radiating their "out of line" ability. After success, some top salespeople often say, "I never thought I had these two skills."
Successful salespeople have the determination to win and a strong desire to succeed.
The desire for success comes from your desire for wealth, your responsibility to your family and your pursuit of self-worth. Dissatisfaction is an upward wheel!
You can do anything well with your heart! If you can't, you have to! If you must, you can!
(4) Full confidence and understanding of products.
Be familiar with the knowledge of your own products. Your customers will not trust your products more than you do.
A successful salesman is an expert in his field. To do a good job in sales, he must have professional knowledge.
Confidence comes from understanding. We need to know about our industry, our company and our products.
Professional knowledge should be expressed in a popular way to make it easier for customers to accept.
Fully grasp the product knowledge of competitors: persuasion itself is a kind of confidence transmission.
(5) Paying attention to personal growth, continuous learning and anti-redundant learning can greatly reduce mistakes and shorten the exploration time.
The biggest advantage of learning is that by learning the experience and knowledge of others, you can greatly reduce mistakes and shorten the time of exploration, so as to achieve success faster.
The experience of others' success and failure is our best teacher, and success itself is the embodiment of ability and needs to be cultivated. Successful salespeople pay attention to the good habit of learning and growing.
Sales is a process of continuous exploration, and salespeople will inevitably make mistakes in this process. Introspection is the premise of understanding and correcting mistakes.
A successful salesman can always know a lot about his customers. This is inseparable from the sales staff's own knowledge and insight. How much knowledge and courage, how much knowledge, how many patterns.
Top salesmen are all masters who pay attention to learning. They cultivate their own abilities through learning and make learning a habit, because success itself is a habit of thinking and behavior.
Top salesmen learn with a purpose. The correct learning method is divided into five steps:
(1) A preliminary understanding.
Repetition is the mother of learning.
(3) Start using.
(4) achieve mastery through a comprehensive study.
(5) Strengthen again.
(6) A high degree of enthusiasm and service.
Top salespeople regard customers as their long-term lifelong friends.
Caring for customers' needs means caring for customers anytime and anywhere, providing customers with the best services and products, and keeping in touch for a long time.
Knowledge is not only strength, but also the core ability of enterprises to create wealth.
A successful salesperson can see the customer behind the customer, and can see that today is not his own customer, but it doesn't mean that tomorrow is not. Respecting others is not only a virtue, but also a manifestation of one's own personality charm.
(7) Extraordinary affinity.
Many sales are based on friendship.
The first product that a salesperson sells is the salesperson himself. How to get a good first impression is very important when salespeople sell services and products. At this time, your personality charm, your self-confidence, your smile and your enthusiasm should be mobilized to impress customers as much as possible in the first few seconds, which requires salespeople to have extraordinary affinity.
(eight) responsible for the results, 100% responsible for themselves.
Successful people keep looking for ways to break through, while unsuccessful people keep making excuses to complain.
To succeed in sales, you have to rely on yourself.
Find a way to succeed, not a reason to fail!
In the process of sales, mistakes are inevitable. It's not terrible to make mistakes. What's terrible is the fear of making mistakes.
Commitment equals completion, and if you think about it, you must do it. A person who dares to take responsibility is often easily accepted by others. Who can imagine the reason to cooperate with a person who is pretending to be wrong? Successful salespeople are responsible for the results themselves, 100% are responsible for themselves.
(9) Clear goals and plans (foresight).
Successful salespeople have goals in their minds, and some people only have wishes.
Successful salespeople should improve their self-expectation with the goal of making their self-expectation clear.
A successful salesman will define his own success, make clear the motivation of an achievement, and make clear the reason for achieving the goal.
Successful salespeople should have long-term goals, annual goals, quarterly goals and monthly goals, and subdivide the clear goals into your action plan for the day, constantly adjust their goals according to the development of things, and strictly follow the plan.
Carry out our plan and plan our work. For example, how many visits do you have to complete every day to achieve your goal? How much sales do you want to achieve? Where did you visit today? What is the tour route for tomorrow? Every day, my heart should be clear.
(10) Make good use of the power of the subconscious.
People's consciousness can be divided into expressive consciousness, subconscious and super-consciousness. Subconscious is the external image on the surface, while superconscious is the inner feeling of people. Only decisions from the super-consciousness are the real decisions in people's minds.
Successful salespeople are people who dare to stick to their dreams.
The way to stick to your dream is to input concrete and inspiring images into your visual system and * * * your heart with a voice eager for success. You can read more successful and inspirational books, read biographies of successful people and listen to some lectures on sales and success.
What kind of conditions does an excellent salesman need? In the recruitment, assessment and training of salespeople, the most basic question is: What qualities should salespeople have? Just like in engineering construction, only by setting up corresponding benchmarks can we measure and judge accordingly. Fortune 500 companies have a complete system in this respect. The author has worked in a number of such companies, and also worked in management positions of large state-owned enterprises and private enterprises for many years, and wrote down his own ideas for your reference.
Let's look at sex first.
Generally speaking, the quality requirements of salespeople can be divided into three aspects: attitude, skills and knowledge.
Attitude: Sales staff should have "five hearts", that is, love for customers, love for enterprises, patience for details, confidence in victory and loyalty to enterprises. Honest and trustworthy. Attitude also includes teamwork spirit, result-oriented consciousness, quality consciousness, learning attitude and self-motivation.
Team spirit. Including three points: for customers, always pay attention to customer success, be willing to share valuable information and experience with customers, find out key people in customer organizations, and form strategic alliances with them; Internally, strive for the consistency of all members of the team and form a joint force; For partners, work with suppliers and third-party partners to provide customers with seamless solutions and services to achieve a win-win situation.
Result-oriented consciousness. Be strict with yourself, have a sense of urgency and crisis, work hard and achieve challenging results. Never relax until you reach your goal. Get to the point and don't be distracted by secondary things.
Quality consciousness. Clarify the quality expectations of products, services and processes, respond to customers' inquiries in time, follow up to the end, and meet customers' expectations. Improve processes and services according to customer feedback.
Skills: mainly including cognitive ability, interpersonal relationship, communication ability, planning and self-management.
Cognitive ability is mainly the ability to understand customer needs. Salespeople should understand customers' business and problems, their competitiveness in the market, their customers, help them meet new challenges and opportunities, help them analyze problems and find new solutions.
Interpersonal relations are divided into external relations and internal relations. We should establish and cultivate long-term partnership with customers. Create value for customers like a joint venture of customers, become a trusted consultant of customers, and use company resources to help customers succeed; Internally, we should communicate and interact openly with all departments. Care about the interests of others, understand each other's positions and viewpoints, and live in harmony with people of different backgrounds and levels.
Communication ability refers to the ability to convey information effectively. Be able to explain technology and functions in an easy-to-understand way. Listen carefully and use body language well. Adjust the way and content of speaking according to different users. Can write professional and convincing speeches or documents.
Planning and self-management. Make clear and perfect customer plans and business plans, work efficiently, and keep your word.
What does a good salesman need? I understand you very well. Rain or shine, you must do it. . . . Qualifications are: good eloquence, courtesy, good temper, patience, and a good grasp of the details of their own products. . . . This is my understanding and is for reference only.
What qualifications should a salesperson have? The first task of a qualified salesman is to sell. Without sales, products and enterprises have no hope. At the same time, the salesman's job also has the ability to open up the market. Only sales are hopeless, because you are selling products or services. Only by constantly developing the market can you establish a long-term market position, win a long-term market share, establish important intangible assets for the sales channels of enterprises, and win stable performance for yourself.
First, confidence.
Self-confidence is the motivation for people to do things, and self-confidence is a kind of strength. As long as you have confidence in yourself, you should encourage yourself at the beginning of your work every day. I am the best! I am the best! Self-confidence will make you more energetic, believe in the company, believe that the products it provides to consumers are the best, believe that the products it sells are the best of its kind, believe that the company provides you with opportunities to realize your own value, and believe that you can do your own sales well. To be able to see the advantages of the company and its own products, and keep these in mind, to compete with competitors, we must have our own advantages and face customers and consumers with the belief of winning.
Before selling products, you should sell yourself and have confidence in yourself. Only by selling yourself to customers can you sell your products to customers.
Second, sincerity.
Everyone should have sincerity and mentality, which is the basic requirement to determine whether a person can succeed in doing things. As a business person, he must treat customers and colleagues sincerely with a sincere heart. Only in this way will others respect you and treat you as a friend. Business representatives are the image of the company, the embodiment of enterprise quality, and the hub connecting enterprises and society, consumers and distributors. Everything you say and do will directly affect the image of the company. No matter what industry you are engaged in, you should have a sincere heart to face your customers, your colleagues and your friends.
Third, there is a will.
"Pay attention to everything and learn", cultivate the habit of thinking hard and be good at summing up sales experience. Review your work every day to see where you are doing well. Why? This is not good. Why? Ask yourself more why? Only by discovering the shortcomings in our work can we continuously improve our working methods, and only by improving our ability can we seize the opportunity.
Opportunities are reserved for those who are prepared and for those who have the heart. As a salesperson, we should know every change of customers, try to grasp every detail, be a conscientious person, constantly improve ourselves and create a more wonderful life.
Fourth, willpower.
In fact, starting a business is very hard. I visit many clients and write many reports every day. Some people say that half of the sales work is done with feet, and the other half is done with brains. I will keep visiting customers, coordinating customers, and even providing services with consumers. Sales work is by no means smooth sailing, and I will encounter many difficulties, but I have to have patience to solve them, indomitable spirit and strong willpower. Only in this way can you do a good job in sales.
Five, good psychological quality
No matter what line you are in, you should have good psychological quality, so that you can face setbacks and not be discouraged. Every customer we deal with has a different personality. We should be able to keep a calm mind when we are hit, analyze our customers more, constantly adjust our minds and improve our working methods, so as to face all the blame. Only in this way can we overcome the difficulties. At the same time, we should not be carried away by temporary success. We should face our work with a normal heart. Face your career.
Sixth, there must be execution.
An excellent salesperson must obey the arrangement of the superior leader and seriously carry out the company's instructions. Some salespeople like to do their own thing. The company's instructions go in one ear and out the other, thinking that they are the best, and the leaders don't listen. This is a terrible business. Although your leadership is not as good as yours, he is your leader after all. There must be a better place for the company to ask him to be your leader and have better management ability than you. Therefore, we should be an excellent salesman.
Seven, teamwork.
Sales depend on cooperation, and salespeople can't do without the wise decision of the business department, the strategizing of the sales office, the scientific planning of the region, the support and cooperation of various departments, and even the grace of God. However, it still needs the efforts of sales staff. "The mountain is high and the sea is wide." Even if it is a brick and tile, at least dedication is the professional quality that salespeople must have, and individual heroic salespeople can't do well in sales.
Eight, we must continue to learn.
Salespeople have to deal with all kinds of people, and different people pay attention to different topics and contents. We must have extensive knowledge in order to have the same topic and talk about speculation with each other. Therefore, salesmen should read all kinds of books, no matter what kind of books, as long as they have leisure, and they must develop the habit of continuous learning. We should also learn from people around us, constantly consult our colleagues and cultivate the ability of learning opportunities.
A salesman should form the habit of thinking and summing up frequently, and make daily summary, weekly summary, monthly summary and annual summary. If you face different customers every day, you should negotiate in different ways. Only by constantly thinking and summarizing can we reach the most satisfactory transaction with our customers.
As a salesman, you must face every day's work with a modest attitude and a positive attitude, study hard with an open mind and achieve the goal of success.
What kind of self-conditions should sales have? What is a successful salesman like? The condition is that there are no people and promotion tools, you have to look at yourself and give full play to your own characteristics! Successful salespeople are sophisticated and tactful. They will keep everything in their hands in case they "back down".
As a new jewelry salesman, what do you need? 1. A salesman should have the quality of 12, and you can develop in this respect.
1, good character, decent style
2. Confidence
3. Be diligent in thinking and be a conscientious person.
4, can bear hardships and stand hard work
5. Good psychological quality
6. Resilience
7. Communicative ability
8. hurry up.
9, enthusiasm
10, with a wide range of knowledge
1 1, sense of responsibility
12, humor and "bold, cautious, thick-skinned" second, bold.
1. If you have confidence in the company, products and yourself, you must always tell yourself: Our company is strong, our products have advantages, I am capable, my image is trustworthy, I am an expert, I am a character and I am the best.
2. Be fully prepared. Is your image impeccable? Do you walk with your head held high? Is your expression relaxed?
3. Have a balanced mentality. Third, be cautious
1, progress in learning. Only with extensive knowledge can we have a keen mind.
Familiar with the company, products, scientific and technological background and professional knowledge.
2. Look into each other's eyes when talking. Look into each other's eyes, one is to show your confidence, and the other is "eyes are the window to the soul". You can find the "connotation" he didn't express in words through his eyes. A person's eyes can't lie.
3. Learn to listen. In addition to expressing your views correctly and concisely, it is more important to learn to listen more. Listening is not perfunctory, but from the heart, communicating the unspoken tacit understanding.
Fourth, thick-skinned
1, always have confidence in yourself. Trading failure is not a matter of one's own ability, but the time is not mature; It's not that our products are not good, but that they are not suitable.
2. Have the determination to win. Although you have failed many times, you will succeed in the end.
We should constantly sum up our success and tap our advantages.
4, to correctly understand the failure. Failure is the mother of success.
5, to experience the sense of accomplishment after success, which will constantly arouse your desire to conquer. Fighting with the sky is fun; Fighting the ground is fun; Fighting with people is fun. Think of every negotiation with customers as an opportunity for you to conquer a person with your personality charm and courage.
What qualities should a good salesperson have? What to do and learn? Sales, more often, is to try to figure out the customer's mentality, to be able to distinguish the real target customers, and not to ask yourself to do anything. First, you should be familiar with the business, and understand the brand you sell, and understand the corporate culture and market positioning of the brand you sell. Then, you should learn how to distinguish potential customers, and make the suit you recommend become the favorite clothes of customers with the longest eye circulation. Finally, it is to be able to do a good job of after-sales communication and exchange, and strive for finding customers, developing customers, cultivating customers and cultivating customer groups. Finally, ........... wants to talk about his views, sell, and more often sell himself, and smile. If all this is mixed in this short trip, it is flattery, lip service, more flattery and more praise! (Personally, I feel a little tired)
What kind of temperament should a salesperson have? How to cultivate? I think this temperament is reflected in self-confidence and thick skin, especially thick skin. In the process of selling products, salespeople will inevitably encounter difficulties from customers. This is because you can't panic, you should calmly deal with it. In addition, a confident smile is very important. Your service attitude determines the customer's view of the product. No one wants to see a face salesman who makes customers feel that they owe others something.
What should a good furniture salesman have? First of all, you should have a general understanding of the furniture at home, and at least say one or two things that you should be a customer. (that is, you should be familiar with your products, their prices and applicable people ...) Second, you should have your own customer network. For example, after you sell your furniture products, don't bother. You should hand in your postcard when customers are happy, so that they can contact you when they want to use your company's products in the future. Third, you should have a keen heart. When you watch the news or surf the Internet, you should always pay attention to the business information around you. If you look down on it, you can ignore it. You should have the mentality of not scolding you back, because you are the seller and others are customers. In the furniture industry, only customers choose merchants, and no merchants choose customers, so ... (Hehe, do it yourself! )