Here, I want to share with you my favorite famous saying, "Without training in hell, how can there be the power to create heaven?" . Below, I will use my own actual case as the beginning of this book!
In my opinion, sales and business are closely combined. An excellent salesperson is a salesperson who knows comprehensive services. What is integrated service? Take me as a very simple example; When the company was first established, we often went out to run business like headless flies. In that case, a day will be wasted, and sometimes you may not find a business suitable for the company's development for several days. Of course, there may be many factors, such as market orientation, and many customers will be willing to hand over their business to designated companies for service. It is difficult to accept a company that has just been established and has no actual combat experience. Therefore, it is difficult for a newly developed company to start, and it is also difficult for a salesman of a new company to operate. However, why don't we do it another way? This is what I'm going to introduce next, "fixing production by sales".
As the name implies, "sales by industry" means that sales drive business development. This is also my experience from actual combat, but there is a product problem in the middle. How to choose a product suitable for the development of our company? This involves the market positioning and value of a product, which determines the level of people you sell. After adopting this scheme, we will no longer be like headless flies when we go out to run business, but "come prepared" Our company initially chose red wine, so the biggest store of this product should be nightclubs, KTV, cocktail parties or weddings. In this case, my customers will basically grasp these aspects. The second step is to promote your products for this consumer group. The first thing to do, like other salespeople, is to know more about this product than about yourself. Advantages and advantages of this product. Only in this way can you communicate with customers. When introducing products, your language is fluent, you are confident and professional.
Secondly, you need to know the telephone numbers and numbers of major nightclubs, KTV and wedding companies in local cities, and then make a database. Of course, it only takes you 1-2 days. After you make full use of this database, you can arrange the time, such as visiting those companies today and visiting those companies tomorrow, so that the whole work plan can be arranged in order. After all the work is done, what you actually have to do.
After meeting the customers, the first thing is to introduce your products, and then you can know from the side whether this company or KTV, nightclubs and the like have some other needs, such as advertising, exhibitions and so on. Then you can submit a company information to the customer by the way, explaining the business scope of your company. This has several advantages. First of all, while running sales, we can understand other needs of customers according to customer groups. Even if the sales talk is not successful, you will gain something. Knowing other aspects of the customer can help you prepare for your next job. In the following description, I will introduce it in detail. The second advantage is that you can naturally understand the needs of customers, and all conversations are natural and pleasant. The third place is that besides business, you may also come from sales performance and so on.
This is my third step. If the customer orders wine from you, it doesn't mean that the transaction will be dropped. Instead, you should help your customers specify a complete sales plan and scheme. Of course, this is completely free, because you have to consider the long-term cooperation purpose and people's full understanding of your company's strength. In this case, if you help your customer to promote your product well, then he. Just as we cooperated with KTV at that time, the drinks they bought with us increased again and again, and we also made many excellent advertisements and plans for them. Cooperation in other areas is also very pleasant and natural.
This is a practical case of what I call "selling by industry".
In fact, as an excellent salesman, you should not only know the business scope of your own company, but also know the business scope of other companies. This can get twice the result with half the effort, and it is also the only way for you to become an excellent salesman. At least I think so, because if you follow this "sales by industry" plan, you will know more about customer needs, if your company can't.
The second one is what I want to say, Lenovo business.
The business you want to do is based on the first method, and you can also learn about other businesses by surfing the Internet or observing. At that time, our company was also promoting new products, which was discovered by accident in a supermarket. At that time, Uni-President was doing promotional activities and outsourcing projects, and you can fully associate this resource. Uni-President, Coca-Cola and Pepsi may all be doing this activity in different ways. Then, all you have to do is make a phone call to ask about the specific situation, and then you can negotiate this project with company information and brief introduction. Of course, before the negotiation, you should also fully understand how to make this piece and how to promote it, and then understand each other's taboos and needs. In this case, even if you are bragging, it will not appear unprofessional and exaggerated.
A good salesman is often a salesman who is good at observation and association, and also a salesman who is good at "bragging".
The above is my personal practical experience. In fact, doing business is very simple. The whole purpose, together with implementation and complete sales and negotiation services, is business. There are many channels to understand business. Besides thinking for yourself, you can also learn about business through the Internet or other channels.
Below, I will give a detailed introduction on how to become an excellent salesperson.
Salesman, in fact, is a media, born in constant communication and promotion. The salesman's job is to wave the sand and beat his opponent in the fierce market competition. At the same time, you should have indomitable spirit and the spirit of not being afraid of failure. At the same time, you should believe that you are a piece of gold and nothing else. Just like a long-distance runner, as long as he persists, he will always reach the finish line. However, this one will always come to the end.
1, bold but cautious, thick-skinned:
This is an eternal philosophy, just like we chase women. If we were not timid and thick-skinned, we would probably see what we love taken away by others, and we would be angry again. In fact, this is the same as running a business. Identify your goals, take the initiative, and make a decisive attack. At the same time, don't be afraid of shyness and difficulties. There can be no pie in the sky. So, you should have enough courage to pursue and travel, but at the same time. To understand the voice of customers, try to think from the customer's point of view and come up with countermeasures. Before each business negotiation, you should first think about the problem from the customer's point of view, and then sum up a set of negotiation plans. Different consumers have different psychological qualities, so their concepts are different. What you have to do is to be careful to this extent and understand the consumption concepts and ideas of customers, so as to take the initiative to attack and foster strengths and avoid weaknesses.
2. Learn to make full use of resources/
As I said just now, salesmen should not only know their own companies, but also know the business needs of other companies. In this case, there must be several companies that can get the right number. Secondly, in business negotiations, if it does not involve the business scope of your own company, you can also introduce it to other companies, so that you can make full use of resources and fully integrate. For example, it's hard to find a suitable person for a blind date with only one person, but with 10 people, the effect is completely different.
3. Be broad-minded and learn to be a man.
First of all, as a salesperson, you are likely to meet all kinds of people with different personalities and different communication methods. There is a good chance that they will annoy you, but you can't show it. You should always remind yourself that the customer is God, and accept and conquer everyone with a broad mind and smile. Just like an old saying, it's fun to fight with heaven, the earth and people. Secondly, if you can't learn to be a man, you can't communicate with people. The so-called life, in addition to the most basic integrity, morality, quality and so on, but also learn how to respect others.
4. If you don't be a son, you can't be a father.
As the saying goes, soldiers who don't want to be generals are not good soldiers, and employees who don't want to be bosses are not good employees. For excellent salespeople, you should hold such a mentality. For every business and every customer, you should respect them and treat them as your own "Lao Zi", because simply, they can help you become the next "Lao Zi" like your father. If you can't even be a son, you don't deserve to be an old man. If you can't even be a soldier, you don't deserve to be a general.
5. Be good at putting pressure on yourself
My sense of urgency towards myself is often the most effective. Before going to negotiate business, I will think, "The company will lay off employees tomorrow, and I will work hard." It is necessary to put proper pressure on ourselves, because people are lazy, but often we won't find out at that time, but we didn't realize that we should do it until we were really fired by our boss or robbed of business. In that case, the day lily will get cold, so
6. The end is a new beginning.
Never be complacent, because success is an infinite definition. If you have 654.38+00000, you will feel successful, but in contrast, you are still a loser in front of 2 million people. Therefore, after the successful completion of each project, it is a new beginning and challenge. Perhaps, when you finish the next project, or in the next project, you can appreciate and raise your salary, just like a long-distance runner. When you finish, it means the next start. Therefore, you should carefully prepare and plan the next project.
7. Learn proper self-regulation.
If a project fails, we should be good at summing up experience and learn to comfort ourselves. However, failure is the mother of success, but it is not the beginning of your depravity and depression. Only those who are good at summing up failures can feel the joy of success. Just like the abbot in charge, they will think behind closed doors every once in a while, just like you have practiced peerless martial arts. Only after experiencing many bumps and failures, plus your own summary and adjustment, can you feel the joy of success.
8, master the appropriate bragging skills
Proper boasting or exaggeration can make others have a better impression and understanding of your company and products, but if you go beyond this limit and exaggerate too much, it will only lead to your failure and make customers feel that you are insincere and counterproductive.
9. Master appropriate communication skills.
Communication is heart-to-heart communication. Only when you completely put yourself in front of the customer and think about the problem, can you know what the customer really needs, what he doesn't need, what he thinks is good and what is not good, and then you can make a plan for the customer.
Sales personnel should have the following conditions and knowledge:
1. Know all the basic information of your company, including the establishment time, personnel and so on.
2. When going out to negotiate, you should have appropriate clothes and clothes suitable for your identity.
3, learn to improvise, some things are not static, at the beginning of the negotiation, we must first understand the other party's requirements and needs for the company, and then combine the actual situation, flexible and so on.
Don't brag too much about your previous achievements to other customers. Let's talk about my last negotiation with the salesman. We are looking for an animation festival executive. He just told me that they are also holding an animation festival this year, and they are still cooperating with one of our competitors. I asked him if he still had the ability to run our activities, and he said yes, but I didn't intend to do it for him at that time because I thought he was full.
Some salesmen seem to fall asleep after one or two failures. Please, I want to say that there is no success without failure. You want to sleep, don't do it, go home and sleep.
6. When negotiating with others, you should pay attention to the fact that there are no eternal opponents and partners, and you should always pay attention to confidentiality. We must never reveal the important secrets of the company to others.
7. Maintain the customer relationship and give the customer some feedback appropriately, so that he is willing to cooperate with you for a long time. Most people have a hobby of taking advantage of small things. If you seize this hobby and give some feedback to customers appropriately, customers will be very happy and satisfied, and always think about the next cooperation opportunity with you.
8. Don't say "no" to the guests easily. Smooth control is a good choice. For example, the target price of guests is really impossible. You can say "I'll help you and your boss fight for it again" or recommend products that can reach the target price to the guests.
9. When negotiating business, be sure to remember the mute state of the mobile phone, because it is likely that a phone call will interrupt your thinking and show your disrespect for others.
10, negotiate with others on time. No matter whether it's your client or your client's appointment, remember that it's better early than late. You can only wait for others, and you must never let others wait for you.
1 1. Professional salespeople must have a good mentality and self-adjustment ability, and they should improvise when encountering difficulties.
12. Be good at summarizing and developing the comprehensive service system, and strive to meet the needs of all households.
13, learn to promote your own products, such as cooperating with XX mineral water. Why don't you tell him that Coca-Cola has done similar activities with us and the effect is very good.
14, when talking about cooperation, we should pay attention to each other's taboos. For example, I work with Pepsi. I can tell him that I have cooperated with Coca-Cola before, but remember that I can't say that I am still cooperating with Coca-Cola because the two companies are competing products.
For many people's suggestions, salesmen should not exaggerate. I don't think it is necessary, but they should not exaggerate too much. They can exaggerate appropriately. When talking about cooperation, you must show your sincerity to the other party and show your mentality and attitude of hoping to achieve cooperation.
Learn to divergent thinking. For example, some customers will ask you some questions that you don't want to close, but there are two situations. One is a good customer who wants to judge whether your words are true or to know the real strength of your company from other aspects, and the other is to deliberately pull you in the opposite direction. At this time, you should master the conversation level and bring the customer back to the topic.