2. A successful sales pitch is not an accidental story, it is the result of learning, planning and the use of a sales representative's knowledge and skills.
3. Selling is entirely a matter of common sense, but only by applying these proven concepts to motivated people can it produce results.
4. Before you can achieve a hit, you have to be prepared to be dull and boring.
5. Sales before the preparation, planning, must not be neglected, prepared to win. Prepare sales tools, opening remarks, questions to ask, words to say, and possible answers.
6. The full preparation beforehand and the scene of the power of inspiration synthesized out of the often easy to dismantle strong opponents and success. 7. The best sales representatives are those who have the best attitude, the most extensive knowledge of the product, the most attentive sales representatives.
8. The company's product-related information, manuals, advertisements, etc., must work hard to study, memorize, and at the same time to collect competitors' advertisements, promotional materials, manuals, etc., to study, analyze, so that we can know our enemy and know ourselves, and to take the corresponding countermeasures.
9. Sales representatives must read more about the economy, sales books, magazines, in particular, must read the newspaper every day, to understand the country, social news, news and events, visit the customer is often the best topic, and not to be uninformed, poorly informed.
10. The road to obtaining orders from the beginning of the search for customers, cultivating customers is more important than the immediate sales volume, if you stop supplementing the new customers, sales representatives will no longer have a source of success.
11. Transactions that are not beneficial to the customer are necessarily harmful to the sales representative, and this is one of the most important rules of business ethics.
12. When visiting a customer, the sales representative should believe in the rule that even if you fall down, you have to grab a handful of sand. It means that the sales representative should not return empty-handed, and even if the sales pitch is not closed, the customer should introduce you to a new customer.
13. Select customers. Gauge the customer's willingness and ability to buy, and don't waste time on the indecisive.
14. The important rule of a strong first impression is to help people feel important.
15. Be on time for your appointment - being late means: I don't respect your time. There is no excuse for being late, and if you can't avoid being late, you must call before the appointed time to apologize before continuing with your unfinished sales pitch.
16. Sell to Mr. Power who can make buying decisions. You can't sell anything if the person you're selling to doesn't have the power to say buy.
17Every sales rep should realize that the only way to make a sale is to keep your eyes on your customer.
18. Approaching the customer in a planned and natural way, and making the customer feel that there is a benefit to be gained and that the negotiation can proceed smoothly, is a task and a strategy for which the sales representative must make an effort to prepare beforehand.
19. It is impossible for a sales representative to close a deal with every customer he visits, and he should endeavor to visit as many customers as possible in order to increase the percentage of closed deals.
20. Know your customers because they determine your performance.
21. Before you can be a good sales representative, you have to be a good investigator. You have to find out, follow up, and investigate until you feel everything about your customers and make them your good bright friends.
22. Believing in your product is a necessary condition for sales representatives: this confidence will be passed on to your customers, if you do not have confidence in their own goods, your customers will not have confidence in it naturally. Rather than being persuaded by the high level of logic with which you speak, the customer is persuaded by your profound confidence.
23. High-performing sales reps stand up to failure, in part because they have uncompromising confidence in themselves and the products they sell.
24. Understand the customer and fulfill their needs. Not understanding your customers' needs is like walking in the dark with no results.
25. There is nothing more valuable to a sales representative than time. Understanding and selecting customers is to allow sales representatives to put their time and power on the most likely to buy customers, rather than wasting it on people who can not buy your product. 26. There are three rules for increasing sales: one, focus on your key customers, two, focus more, and three, focus even more.
27. Customers are not high or low, but there are levels. According to the customer level to determine the number of visits, time, can make the sales representative's time to maximize the effectiveness.
28. Close to the customer must not be the same formula, must be fully prepared in advance, for each type of customer, to take the most suitable approach and the opening statement.
29. Sales opportunities are often fleeting, must be rapid, accurate judgment, pay close attention, so as not to miss the opportunity, and should strive to create opportunities.
30. Focus your energies on the right target, the right use of time and the right customer, and you will have the eye of the tiger. 31. The golden rule of salesmanship is to treat people how you like to be treated; the platinum rule of salesmanship is to treat people the way they like to be treated.
32. Let the client talk about himself. Getting a person to talk about themselves gives you a great opportunity to tap into ****similarities, build rapport and increase the chances of closing the sale.
33. Sales promotion must be patient, constant visits, so as not to rush, but also can not be taken lightly, must be calm, look at the face, and at the right time to facilitate the transaction.
34. Customers refused to sell, do not be discouraged, to further efforts to persuade the customer, and try to find out the reasons for the customer's refusal, and then the right medicine.
35. Curious inquiries from people around the customer, even if it is never possible to buy, but also warmly, patiently explain to them, introduce. Be aware that they are very likely to directly or indirectly influence the customer's decision.
36. Sell for the sake of helping the customer, not for the sake of the commission.
37. In this world, sales representatives rely on what to tug at the heartstrings of the customer? Some people with quick thinking, logical eloquence to convince people; some people with the voice and feelings, both impassioned speech to move people's hearts. However, these are all formal issues. In any time, any place, to persuade anyone, always play a role in only one factor: that is sincere.
38. Don't sell but help. Sell is to stuff things to the customer, help is to do things for the customer.
39. Customers think logically, but it's their feelings that make them act. Therefore, the sales representative must push the customer's heart button.
40. The relationship between the sales representative and the customer does not require calculus like formulas and theories, the need for today's news ah, the weather ah and other topics. So don't try to use mere reasoning to get the customer to move.
41. It's the heart, not the head, that counts, because the heart is closer to the pocket of the customer's wallet.
42. To the customer's objections to their own inability to answer, never perfunctory, deceptive or willfully chaotic rebuttal. Must be as far as possible to answer, if you can not understand, you must ask the leadership as soon as possible, to give customers the fastest, satisfactory and correct answer.
43. Listen to buy signals - if you are very attentive in listening to the words, when the customer has decided to buy, usually give you a hint. Listening is more important than talking.
44. The rules of the game in sales promotion are: a series of activities carried out with the purpose of closing the deal. While a deal is not everything, there is nothing without a deal.
45. The first rule of closing: ask the customer to buy. However, 71% of sales representatives did not close the deal with the customer is, did not ask the customer to close.
46. If you don't ask the customer to close, it's as if you're aiming at the target but not pulling the trigger.
47. In your deal at the moment you have a firm confidence, you are the embodiment of success, as an old adage says: success comes from success.
48. If the sales representative can not let the customer signed a single, product knowledge, sales techniques are meaningless. No deal, no sale, simple as that.
49. Not getting an order is not a shame, but not knowing why you don't get an order is.
50. A closing proposal is the right solution at the right time for the right customer.
51. When closing, convince the customer to take action now. By delaying the deal, you may lose the opportunity to close the deal. A sales motto is: today's order is in front of you, tomorrow's order is far away.
52. To overcome the obstacles to closing with confidence. Sales promotion is often the performance and create the ability to buy confidence. If the customer does not have the confidence to buy, even if the cheapest will not help, and low prices will often scare customers away.
53. If you fail to close the deal, the sales representative should immediately make an appointment with the customer to meet on the next date, if you and the customer face-to-face, are unable to make an appointment for the next time, and later to meet with the customer can be much more difficult. Every call you make should result in at least some form of sale.
54. A sales rep should never treat a customer rudely because he didn't buy your product; that way, you don't just lose a sale -- you lose a customer.
55. Track, track, track again -- if it takes five to 10 contacts with a customer to complete a sales pitch, do whatever it takes to make it to the 10th.
56. Get along with others (colleagues and customers). Sales promotion is not a one-man show, work together with colleagues and become partners with customers.
57. Effort brings luck - take a close look at those who are very lucky, that good luck is they have worked hard for years to get, you can be as good as them.
58. Don't blame others for your failures - taking responsibility is the pillar point of getting things done, hard work is the criterion for success, and getting things done is your reward (money is not a reward - money is only a successful completion of the task of an (money is not a reward - money is just an accessory to the successful completion of the task).
59. Perseverance - Can you see "no" as a challenge rather than a rejection? Are you willing to stay the course for the 5 to 10 visits it takes to complete the pitch? If you can, then you will begin to realize the power of persistence.
60. Figure out your formula for success by the numbers - determine how many leads, how many calls, how many prospects, how many meetings, how many product presentations, and how many follow-ups you need to complete a pitch, and then follow that formula.
61. Face your work with enthusiasm - make every pitch feel like: this is the best one ever.
62. Leave a lasting impression on the client - an impression that includes an image of innovation, an image of professionalism. How do clients describe you when you're gone? You are leaving an impression on others at all times, sometimes dark, sometimes sharp; sometimes good, sometimes not necessarily. You can choose the impression you want to leave on others, and you must also take responsibility for the impression you make.
63. The first law of sales failure is: compete with the customer.
64. The smartest way to deal with a competitor's offense is with poise, merchandise, service and dedication. The most foolish response to a competitor's attack is to talk bad about the other side.
65. Sales reps are sometimes like actors, but when they are in sales, they must be dedicated, confident, and certain that their work is the most valuable and meaningful.
66. Self-gratification - this is the most important one, if you love what you do, your achievements will be more outstanding. Doing what you love to do brings joy to those around you, and joy is contagious.
67. Performance is the life of a sales representative, but it is wrong to ignore business ethics and do whatever it takes to achieve results. Non-honorable success plants the seeds of future failure.
68. Sales representatives must always pay attention to the comparison of annual and monthly performance fluctuations, and introspection, review, to find the crux of the problem: human factors, or market fluctuations? Is the competitor's strategy factors, or changes in company policy, etc., in order to actually grasp the correct situation, looking for countermeasures, in order to complete the task, to create good results.
69. Flattery before sales is not as good as service after sales, the latter will permanently attract customers.
70．If you send a happy customer away, he or she will publicize you everywhere and help you recruit more customers.
71．Your slowness in serving your regular customers is an opportunity for your competitors to take advantage of you. At this rate, it won't take long for you to fall into a crisis.
72. It's impossible to calculate how many customers are lost because of the smallest mistake - forgetting to return a phone call, arriving late for an appointment, failing to say thank you, forgetting to fulfill a promise to a customer, etc. These are the small things that make a successful salesperson. These little things are the difference between a successful sales rep and a failed one.
73.Writing letters to your customers is one of the best opportunities you have to be different or better than other sales reps.
74．According to surveys, 71 percent of customers buy from you because they like you, trust you, and respect you. Therefore, selling is first and foremost selling yourself.
75. Etiquette, instrumentation, speech and demeanor are the source of good and bad impressions of people getting along with each other, and sales representatives must make more efforts in this regard.
76. Clothing can not create a perfect person, but the first meeting to give people the impression that 90% of the clothing.
77. The first transaction is to rely on the charm of the product, the second transaction is to rely on the charm of the service.
78. Credit is the biggest capital of sales promotion, personality is the biggest asset of sales promotion, so the sales representative can use all kinds of tactics and means, but can never cheat customers.
79．Sales progress when the customer talks freely. Therefore, do not interrupt the customer when he is talking, and allow the customer to interrupt you when you are talking yourself. Salesmanship is the art of silence.
80．Listening is more important than talking in sales.
81. The most common mistake in sales promotion is that sales representatives talk too much! Many sales reps talk so much that they don't give customers who say "no" a chance to change their minds.
82. Win the customer's favor before you open your mouth. The best way to win a pitch is to win the customer's heart. People are more likely to buy from a friend and less likely to buy from a sales representative.
83．If you want to succeed in your sales pitch, you must push the customer's heart button.
84. It is estimated that 50 percent of sales pitches are closed because of fellowship. This means that because sales reps don't make friends with their customers, you're giving away 50% of your market. Friendship is a super sales pitch.
85. If you close a sale, you get a commission; if you make friends, you make a fortune.
86. Loyalty to the customer is more important than loyalty to God. You can cheat God a hundred times, but you can never cheat the customer once. 87. Remember: customers always like those who are likeable and respect those who deserve respect.
88. In sales activities, character and product are equally important. Quality products only in the hands of sales representatives with excellent character, in order to win the long-term market.
89. Sales representatives should praise the customer's words should be like a bell ringing.
90．You can lose a deal by being overly enthusiastic, but you can lose a hundred deals by not being enthusiastic enough. Enthusiasm is far more contagious than rhetoric.
91. The bigger your business gets, the more you have to care about customer service. The fastest way to get into trouble after tasting the sweetness of success is to ignore after-sales service.
92．The tough customer is a sales rep's best teacher.
93．Customer complaints should be treated as sacred language, and any criticism should be accepted with open arms.
94. Correctly handle customer complaints = improve customer satisfaction = increase the tendency of customers to recognize the card to buy = lucrative
95. Closing is not the end of the sales work, but the beginning of the next sales activities. There is no end to the sales process, it only starts from the beginning again and again.
96. Successful people are those who learn from failure, and not be intimidated by the failure of the people, there is one thing sales representatives must not forget, that is, from the failure of the lessons learned, far more than from the success of the experience is easier to keep in mind.
97. Failure to hit the target is never blamed on the target. Nor is it ever the customer's fault if the sale doesn't go through.
98. Ask any professional sales representative the secret of success, and he will answer: stay the course.
99. Nothing in the world can replace persistence. Talent can not - talented but nothing is everywhere: smart can not - people are commonplace to the penniless smart people, education can not - the world is educated but everywhere in the world. education - the world is full of educated people who get nowhere. Persistence and determination are the only things that matter. Remember: the first light that goes on is the first to go out. Don't be a one-day star. Persistence is the only way to make it last.
100. When a man reaches old age and is poor and bitter, it is not that the man has done something wrong before, but that he has done nothing.