The sales manager is the key to the smooth operation of the project, in coordination with all parties under the premise of the relationship between the implementation and control of the project along the established direction of the promotion of rhythmic and smooth sales, to achieve the goal of multiple **** win. So, how to do a good job of sales manager? Let me tell you about it!
How to do a good job as a sales manager
First, the formation of the team:
(a), the number of the sales team: according to the amount of different projects to push the market, the number of the general project team for 8-12 people.
(ii), the composition of the team:
The old salespeople are experienced and have relatively high sales skills, but lack passion.
Newcomers have the passion that old employees can not match, and there is a lot of room for improvement, but not enough experience.
In order to maintain the project's sales passion without affecting the project's sales speed, it is generally recommended that the staffing structure be 70% old salespeople and 30% newcomers.
(c), the selection of team members:
Recruitment → training → run the disk → assessment → elimination of the weak and stay strong
Second, the training before entering the field
(a), the sales team's bonding
The sales manager and the team members of the mutual understanding between the team to enhance the cohesion and the team's cohesion. fighting force.
The first meeting of the project members: the sales manager must be well prepared, because the style of the first meeting will determine the style of the entire team later. The sales manager must set the tone for the way he or she wants to work and the atmosphere to facilitate the management of the team in the future.
(ii), the sales team thought mobilization
To let the sales team members automatically, keep the whole team's passion, so that the team fighting force to remain at the highest point, the mobilization of ideas this link is certainly not missing.
Ideas mobilization tips:
1, let the leadership to help the sales team brainwashing: let grassroots employees know that the company's senior leadership attaches great importance to this project, will to a certain extent to the employees to work hard motivation, because any employee hopes that the leadership of the company to pay attention to their own.
2, "paddle cake": each employee has their own ideals, and this is also the entry point for mobilization of ideas, give them some sunshine, so that they are a little more brilliant, a little stronger power. But pay attention to the expression of the "cake", can not let the sales staff sound like a promise, and do not use a single commission points to do the bait.
(C), market research, competitor analysis, analysis of market conditions in the area
1, the investigation and analysis of the project's surrounding conditions:
Detailed understanding of the project's surroundings: education, health care, recreation, food and beverage, transportation, and other ancillary facilities
Education: the nature of the school, the size of the school, the fee standard, the availability of degrees in the project, and the distance to the project and transportation routes, etc.
Medical: the size of the hospital, departments, fees, whether the use of social security cards, the distance from the project and transportation routes.
Entertainment: the nature of business, time, content, charges, distance from the project and transportation routes.
Catering: cuisine, business hours, consumption standards and the project's distance and transportation routes.
Transportation: the project to reach the city's transportation routes in all directions, charges and opening hours.
2, competitor analysis:
"Know yourself and know the enemy, a hundred battles are not dangerous!"
According to the characteristics of the project, to find out the project with the project in price, product, location, landscape resources in conflict with the project, focus on research, analysis. In addition to familiarizing yourself with the basic data of your competitors, focus on analyzing their respective strengths and weaknesses, and summarize a unified approach that can both amplify the project's buying points and provide a reasonable explanation for the project's shortcomings.
Note: Do not deliberately hit us around other projects, to give customers a relatively objective analysis.
3, the area market situation analysis:
From the macro area market survey, analysis, grasp the area's overall demographic composition, economic income, consumption levels, the current living conditions, coupled with the area real estate market, the total number of pushes, the structure of the house type, the price level, the promotion of the direction of the analysis, to find out the area's market gaps as the main appeal of the project in the promotion and sales of the project. The main appeal of the project in the promotion and sales.
(D), basic knowledge of real estate, basic project information, project promotion ideas, project positioning training
1, basic knowledge of real estate training: the main purpose is to allow sales staff (especially new employees) to improve the professionalism, a true understanding of the meaning of the volume rate, building density, greening rate and other terminology, to convey to the customer the image of a professional.
2, the project's basic information training: familiar with and unified grasp of the project's basic information, which is every team member must do, because this is the main sales work in the future.
3, the project promotion ideas, project positioning training: these trainings done by the project planner, can let the sales staff from a deeper level of understanding of the project, and then by them to convey this feeling to the customer, the success rate of sales will have a great improvement.
(E), etiquette, training in the management of the land organization
1, business etiquette training: to enhance the professional image standards of sales staff, enhance the customer's sense of trust, which is also an effective means to promote the transaction.
2, turf management training: although the situation of each project is different, but the following aspects should be emphasized:
A, turf discipline: including commuting time, the professional image of the sales staff, the order of customer reception.
B, the management of sales aids: the use of a variety of application form specifications, the requirements for filling out the subscription, etc..
C, the principle of the requirements: including the sales staff is strictly prohibited speculation, is strictly prohibited to receive any income other than commission, is strictly prohibited sales staff to the developer to communicate privately to the leadership of the work of the problem, and so on.
Third, the preparation of various materials on the sales site:
1, the preparation of management tools: site management regulations, sales staff sign-in book, visiting customer registration book, call customer registration book.
2, the preparation of sales tools: including sales of 100 questions, project models, house type leaflets, folders, floor books, customer questionnaires, sales staff folder, calculator and so on
3, other auxiliary materials: sales staff uniforms, a variety of clippings on the project to help, etc.
3, other auxiliary materials: sales staff, clothing, various projects to help.
Four, internal management
1, fill out the notice of entry
2, if there are sales staff involved in other projects to fill out the staff deployment table
3, the number of tables, attendance sheets, and other forms required by the logistics department of the company
Fifth, the focus of the work of the entry into the field
(a), the training of sales staff
1, sales training:
A. Purpose: so that the sales staff master all the information of the project, the more detailed the better, but must be confirmed by the developer of the information can be used as a sales caliber out of the street.
B, method: the use of verbatim to complete the method.
2, product training:
A, purpose; so that salespeople are familiar with the advantages and disadvantages of mastering the product itself, the success of the disadvantages to avoid, amplify the advantages, such as: complimentary area, landscape resources, the type of utility rate, etc. to achieve the purpose of successful sales.
B. Methods: First familiarize yourself with the house type information, have a general understanding of the product, and then climb the stairs to the site to view, compare and contrast, and grasp the details of each unit.
3, the developer's corporate culture and background, engineering, design, model rooms, gardening, property management training:
The developer's sales manager (to explain the developer's corporate culture and business philosophy)
Architect (to explain the project design concepts, architectural features)
Landscape designer (to explain the project design concepts, garden features)
Interior designers (explain the model house design concept)
Intelligent engineers (explain the project intelligent selling points)
Property managers (explain the project's property management features, content, fees, etc.)
4, the integration of the point of purchase: each project can find a lot of points of purchase, but in the actual work we have to find the core of those points, in order to do! A hit that is, to improve the turnover rate.
5, unified voice and sand table explanation: the core buy point integration out, combined with the basic information of the project, the integration of a set of project introduction rhetoric, that is, unified voice. Pay attention to the method of introducing the sand table, whether it is from the face to the point, or from the point to the face of the introduction method, the most important thing is to convey the core selling point of the project to the customer.
6, sales process and sales skills training:
A, sales process: standardized and smooth sales process for successful sales has a great role in promoting the customer from the door to the customer to leave, whether the customer can leave a professional and deep impact is very important.
Households enter the door: the first time to get up and say hello.
Sand table explanation: according to the trained unified speech, detailed introduction of the project.
Viewing route: take the route that can show the advantages of the project, along the road to the project's garden, planning details.
Model house explanation: detailed introduction of the characteristics of the house type, the advantages of the house type focus on highlighting, pay attention to guide the customer not to stay in the disadvantageous areas.
The main units and price calculation: according to the main units of the appointment in advance, to create a false image of a rush, pay attention to the price calculation out of the negotiation space.
Compulsory determination: the focus is on the creation of the atmosphere of the sales site, the mutual cooperation between colleagues is very important.
B, sales skills training: mainly to enrich the sales staff in the whole process inside the sales approach, to achieve for different customers using different methods.
The way: you can ask some of the top-ranking colleagues or senior sales manager to the ground with colleagues to do training, you can also take the initiative to go out to other people's territory to practice.
(2), the establishment of the relationship between the parties and docking
This is also one of the focus of the work of the field, in order to facilitate the sales team to carry out their work in the future, it is necessary to establish a relationship with the developer's various functional departments.
Such as: sales department, finance department, contract department, property management company, customer service department, security, cleaning and so on.
Customer accumulation period
1, timely collection of customer information
Recorded in the electronic version of the visiting customer data to facilitate statistical customer information.
2, for the site feedback information, timely communication with planning colleagues, adjust the idea and direction of promotion.
By analyzing the information of the visiting customers, find out their ****, such as: age group, occupation, region, etc., timely feedback to the planning colleagues, as the direction of the project promotion.
3, for the project's latest situation, timely adjustment of colleagues' sales caliber
With the advancement of the project, there will be a new situation, should be adjusted in time to the project team colleagues' sales caliber, to avoid customer complaints after the transaction.
Six, during the opening of the work focus
(a), before the opening of the project team's work focus:
1, the model room open
2, VIP registration
2, the price calculation
3, pre-sale control
4, the opening of the sales target forecasts
(B), the preparation of various sales materials:
1, five certificates hanging: "Construction Land Planning Permit", "Construction Project Planning Permit", "Building Construction Permit", "State-owned Land Use Permit" and "Commodity Pre-sale Permit".
2, the sales price list, the model contract and the model subscription letter of publicity
(C), the opening
1, the development of the opening process
2, the sales colleagues of the post
3, the opening of the opening of the preparation of the materials required for various aspects
4, the opening of the site set up
5, rehearsal
6, the opening of the day of various aspects of the material
5, rehearsals
6 (D) Opening follow-up work
1, the collation of documents: timely statistics out of the opening performance
2, sales control check: to avoid duplication of sales
3, the number of reports and delivery of orders
4, the opening of a summary of the analysis of the customer transaction
5, the transaction of the customer The follow-up service: signing
6, commission settlement
VII, the hot sales period of the ground management
(a), the management of personnel
1, the rotation of rest: after a long time to fight in the pre-opening, it is time to adjust.
2, work summary: to carry out the work review, listen to the sales staff in the work of the views, do *** with progress.
3, personnel adjustment: the introduction of the final elimination system, the sales ability of the weaker colleagues adjusted out of the project team.
4, team incentives: the timely introduction of incentives to strike while the iron is hot, and strive to create another sales climax.
5, team activities: let the sales team to do slack.
6, weekly meeting: summarize the weekly situation, convey the company's latest instructions.
(B), the daily work
1, the management of the sales control book
2, weekly, monthly report production
3, weekly report
4, the signing of the work of the follow-up
5, the commission settlement
6, the implementation of the marketing implementation of the program, supervision and feedback
7, the customer information entry
8, the site of other work: sandbox maintenance, site health, newspaper clippings and other information collection.
Eight, the end of the period of site management
(a), personnel management
The project enters the end of the period, the sales pressure will be reduced accordingly, the sales staff will also have lazy performance. Therefore, in addition to the normal work, how to maintain the passion of the sales team, to retain the hearts of team members is the focus of the work of the end of the period.
Tips:
1, carry out criticism and self-criticism, so that there is a depth of 'communication between the team members, but also a clear understanding of their own, for their own career has been very helpful.
2. Regularly hold reading and newspaper reading sessions, or internal debates. For the latest and hottest books on the market to learn, summarize and share. Or for the current real estate market topics for debate. In the growth of knowledge at the same time, enrich the sales staff means of transaction and improve their confidence.
3, the use of more interesting, stronger incentives. Such as "welfare housing" and other methods.
(2), sales site management in other areas
1, the project into the end of the market, the developer in many areas of cooperation will be relaxed, must be timely reminder of the requirements of cooperation.
2, focusing on the study of the product characteristics of slow-moving models, and constantly try new entry points for sales promotion, and strive to break through one by one, and complete the task of 100% as soon as possible.
3, timely settlement of sales commissions to avoid developers default.
Individual work comprehension
1, the principle of things can not be loose.
2, other aspects of management as much as possible depending on the person.
3, more with the way of thinking differently to consider the performance of the sales staff.
Sales Manager Interview Skills
Question 1: Is it no longer feasible to visit strangers on the phone?
Example response: Some respondents may take a defensive stance or think this is a trick question. Of course, the answer is no. When all else fails (market conditions, marketing, etc.), picking up the phone is the one thing sales reps always have control over. But what they call, who they call, what information they provide, and with what frequency and cadence is extremely important. In today's buyer-centric world, unfamiliar phone calls must remain customer-centric and value-driven.
Question 2: Should sales reps get hot leads or build their own sales funnel?
Sample answer: Similar to the first question, but from a different perspective. The correct answer is "yes, they should get hot leads", but it's not because they're lazy or can't build their own business from scratch. Lead-driven selling is often more cost-effective than having expensive sales reps making strange visits.
Yes, of course leads are expensive, but if sales reps were more efficient at utilizing hot leads, both the final cost per acquisition and the overall lifecycle value and profitability of the new customer to the business would be better.
Question 3: What is the ideal relationship between sales and marketing and how can it be implemented?
Sample answer: Collaboration between sales and marketing goes beyond inviting the marketing team to sales meetings. The ideal relationship would start with them coming to a ****ing understanding of the vision for success and the definition of some issues, such as the right prospects, lead generation, and short-term opportunities. Ideally, they should collaborate in the same sales funnel to ensure that results on the job are measured and compensation is distributed based on overall sales funnel performance. The marketing function is responsible for qualifying opportunities and closing business. When marketing and sales are aligned, the daily and weekly operations are solved.
Question 4: In this role, why wouldn't you want to make more money with better individual performance?
Sample answer: Sales managers also have a portion of their compensation in the form of performance bonuses or commissions based on team performance. The best sales managers know that to make more money under these conditions, it takes more than pushing up their own sales to improve their team's performance and consistently drive higher overall sales.
Question 5: What kind of internal structure is necessary for a sales department to function optimally?
Sample answer: I think a one-tier structure like yours makes sense. Because you have fewer people, you can adapt more quickly to changes in demand. Larger, more multi-tiered organizations take longer to respond to feedback from sales. If you take too long, then customers will quickly turn their attention to the new product.
Question 6: How do I manage salespeople effectively?
Sample answer: Salespeople are just as important as company salespeople, but you have to make sure they're doing a fair job for your brand.
Question 7: Should sales reps be paid a commission?
Sample answer: Yes. Today, more and more companies are paying their reps, but the best reps still want their pay to change because what they want is actually a raise. When they get the job done, they'll gladly accept a higher salary comparable to the highest level executives, even if there's the occasional month or quarter where their earnings are terrible.
Question 8: How do you get different staff members to do the right job based on their attributes?
Sample answer: I support them in their efforts to do what they want to do to help them achieve their creative goals. I have more accounting and finance modeling skills than many of my colleagues. When they have a good idea, I say, "Let me run a few numbers on that idea and test it out." Then I provide them with the "real world" to prove those ideas. So my answer to your question is that I find a way to balance their creativity with my own.
Question 9: What's the most difficult task you've ever tackled?
Example answer: My supervisor assigned me an advertising project to juggle the Christmas shopping at a shopping mall with low customer traffic. Surveys show that the shopping market is popular with young people, but parents don't like it. So, in order to increase adult traffic, we did ads and contests for mother's and father's branches. In fact, I brought some ads and press releases with me today and they're in my briefcase. Would you like to see them?
Question 10: What do you think is the biggest challenge for sales managers?
Sample answer: For most people in sales, knowledge comes entirely from experience. The lack of formal business training can have an impact on strategic planning and finances, but I have attended many seminars to learn this. Also, I would consider any executive education that doesn't conflict with my travel schedule.