?No matter what you do, as long as you work hard, you will never fail. The job of sales requires us to continue learning to gain a lot. A good salesperson must have excellent communication skills. So what are the sales skills and words? I have specially collected and organized the "2022 Sales Skills and Words Summary (7 Most Popular Articles)" for everyone. You are welcome to share it with your friends! 2022 Sales Skills and Speaking Summary (7 Most Popular Articles) (Part 1)
?The sales internship process is very difficult and challenging. Being able to hone in the sales industry will mean when in the future life. They are all valuable assets. Sales work long hours. Sales are the busiest when others are free, because they only buy things when others are free. The report can also reflect your own improvement and the social knowledge you have learned, such as how to grasp the hearts of customers and how to be good at communication and communication, etc.
?1. Internship time
?__month_day, 20__ - _month_day, 20__
?2. Internship content
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?My department is the __ branch of the agency sales department and is also the general agent of __ value-added business. The main agency business is ___ business. My job is to promote and sell ___ telephone ip business and ___ business. The specific work process is: looking for potential customers, maintaining old customers, and developing new markets at the same time. Through multiple publicity and introductions, persuade customers to accept and use our communication products or open our IP phone business.
?__ is a great place and one of our main business areas. Wherever there are a lot of office buildings for units and companies, there will naturally be more people in demand. At the same time, this is also a place I like to visit. I gain a lot every time I come here. Our business has been in __ for more than two years, and the overall performance is still good. At present, the company is still constantly developing new markets and looking for new customers. On _month__ this year, several colleagues and I were sent to __ city for business trip. This was my first business trip since I started working. At the time, I was both excited and a little unsure. After all, it was my first time doing business in a strange place, so I might not be used to it, but thinking that I had four old colleagues with me, I felt like there was nothing to worry about. The people in Guigang are easy to talk to and not exclusive. No wonder I heard my colleagues say this is a good market. I felt very lucky at that time and vowed to work hard and make more money. We formulated an operation plan when we arrived in Guigang. We would start with the influential government units here, then launch an "attack" at various companies and office buildings, and finally major markets and schools and hospitals. Promoted through channels one by one, the effect is indeed obvious. Sure enough, the performance was good on the first day of the business trip, and the results were good in the following days. We also have our old customers here, but we mainly focus on developing new customers. By __ month __ day, the business trip is over and I will return on the same day.
?I entered the sales department internship of __ Technology Co., Ltd. on _month_, 20__. The first two days after joining the company were the internship stage. The company arranged for a master to take me on a two-day internship. Because the work of our salesperson is relatively simple, I have a basic understanding of our company, company products, work business processes and operating methods in two days of study. As a salesperson of the company, of course, my job is to run business everywhere. In the first week, I ran with the master and felt very relaxed. Then I ran by myself and felt the pressure was on. Our work can be said to be direct sales in terms of sales nature, and we can complete a transaction within a few minutes. But I still clearly remember that my first transaction took me more than an hour. My master told me that when doing direct selling business, don’t rush to close a deal at the beginning. The key is to meet more customers with confidence and improve your working ability. It is normal to refuse. The more customers you meet, the more opportunities you have to make a deal.
?In order to develop new markets, the company has recently sent people abroad. I also like this. I always feel that in addition to doing homework, business trips can also train my ability to work in new markets.
On __ month __, I was sent to _ state for a business trip again. _ state is not as easy to do as __. It takes much more time to complete a transaction here than in __. However, _zhou is a big market. Six of us have been working here for three weeks. Although the performance is average, the market potential is huge. When I was on a business trip in _zhou, I brought an apprentice with me for the first time. The boss said that I did a good job, so he gave me a new apprentice. I felt very accomplished. After all, it was affirmed by the leader.
?3. Internship experience
?Use your brain to do things and be a human being with your heart, because doing things with your brain is scientific and being a human being with your heart is moral. In the eyes of others, people who work in sales are eloquent and just focus on selling products, regardless of how customers feel. However, I would like to say as mentioned before, then such a sale can be said to be a new transaction. What we want is a permanent and long-term customer relationship, and what we want is to find ways to receive repeat customers, which depends on the perfect combination of IQ and EQ. In short, success is hidden in the little things, waiting to be discovered with our brains. 2022 Sales Skills and Words Summary (7 Most Popular Articles) (Part 2)
?1. Veterans in the workplace must express their complete selves
?Human resources managers said that employers have The main purpose of job seekers conducting interviews is to understand the job seeker's "real self", discover his or her strengths and weaknesses, and thereby determine whether the job seeker is a suitable candidate.
?When interviewing sales representatives, should job seekers fully express their "real selves", or only express themselves that are suitable for the position they are seeking? Li Hongqing, manager of the human resources department of Beijing Norant Company, believes that, For those who are new to the workplace, you should choose the latter; for those who are veterans in the workplace, especially those seeking management positions, it is best to choose the former.
?Li Hongqing also said that when companies recruit management personnel, in addition to examining the applicant's management capabilities, they will also pay attention to the integration of the applicant with the corporate culture, that is, the possibility of the applicant's long-term development in the company. . If the applicant expresses himself in an "omitted" manner during the interview, even if it causes cognitive deviations for the company and "muddles" through the interview, this may not be a good thing for the applicant. Because, for a mature professional, once he finds that he cannot integrate with the corporate culture, he is bound to change jobs again. This result obviously delays individuals as well as enterprises. 2022 Sales Skills and Speaking Summary (7 Most Popular Articles) (Part 3)
?Interviewers welcome your questions
?During the process of interviewing sales representatives, some job seekers are worried They will offend the interviewer by asking questions that are related to their own development and interests, and they will not dare to ask questions. Human resources managers say that the interviewer welcomes your questions!
Li Liping, human resources and administrative manager of DuPont China Group Co., Ltd., said that companies now attach great importance to information equality in recruitment, because only by understanding each other, can Only by choosing each other can we achieve a win-win situation. Li Chunhui, manager of the human resources department of Huayun Real Estate Company, said that the larger the company, the more it pursues information equality in recruitment. 51job Business Director Zhang Dongyang revealed that every time he serves as an interviewer, he will leave time for job seekers to ask questions. Through these questions, he can get to know the job seekers more truly.
?Although there are various types of sales interviews, as long as you master some interview skills, no matter how difficult the interview is, it will not be difficult for you. The above is just the tip of the iceberg, and more interviewers are needed to be more adaptable and prepared. 2022 Sales Skills and Speaking Summary (7 Most Popular Articles) (Part 4)
? Then during the interview, you have to use your eloquence to conquer your interviewer. They will probably ask Your question has the following points:
?1. Do you have work experience as a salesperson?
?This is very important in interview skills. If you have worked part-time in college If you work in sales, tell the examiners about your experience as a part-time salesperson.
?2. Do you have a special method to persuade customers to buy goods?
?Sales skills are mentioned here. You can talk about them through a case around you, which will be more useful. Effect.
?3. How to maintain the relationship with old customers?
?Make a phone call (or send a greeting card) during holidays (such as New Year, holidays, birthdays, anniversaries); Try to make customers your friends! It should be different for each customer. If you find that he doesn't like to chat when you are doing business, then you should interrupt him less. 2022 Sales Skills and Words Summary (7 Most Popular Articles) (Part 5)
?Dear leaders, colleagues, and friends:
?Hello!
?I am honored to have such an opportunity to share some of my immature work experience with you. I hope you can correct me.
?Sales skills are the embodiment of sales ability and also a work skill. Sales is a process of communication between people. The purpose is to move people with emotion, understand people with reason, and induce people with emotions. profit. Including the control and application of customer psychology, product expertise, social common sense, expression skills, and communication skills. In short, sales is a process of communication between people. Its purpose is to move people with emotion, understand people with reason, and induce people. Eli. Communication ability is the most important and core skill of a salesperson. How to face customers with different preferences, different personalities, and even different moods, so that the other party is interested in listening, first accepts the salesperson, and then accepts the product. This is a Very professional skills.
?Sales Definition
?Sales are very common in daily life, and everyone has a clear picture of sales in their mind. Selling is the process of introducing the benefits offered by products to meet the specific needs of customers. Commodities certainly include tangible goods and services. Meeting specific needs of customers means that specific desires of customers are satisfied, or specific problems of customers are solved. The only way to meet this specific need of customers is through the special benefits provided by the product. That is a transaction.
?Attitude determines everything - the attitude that sales staff should have
?Attitude towards products
?Attitude towards products will determine the performance of sales staff . When salespeople recognize the company, they should also recognize the company's products. Confidence in products and self-confidence are inseparable. If the sales staff recognizes the company's products, they will effectively convey their confidence to the customers during the interactive communication with the customers, thus successfully convincing the customers. To have a correct attitude towards the product, sales staff need to work hard on product expertise, understand all the advantages of the product, and understand the various features of the product that meet customer needs. Find out the needs of customers and closely combine the needs of customers with the advantages of the product to persuade customers to purchase. Successful salespeople are able to continuously identify the many advantages of the company's products and fully meet customer needs. Attitude towards customers
?Customers are our bread and butter, but this does not mean that we must unconditionally submit to customers. In the process of selling products, our attitude towards customers is to put ourselves in Moving on to the customer's position, when you become a customer, what kind of attitude do you want the salesperson to have?
?Attitude towards oneself
?The perfect mentality of a salesperson is first of all the attitude towards oneself. The correct attitude towards yourself is: think that you are excellent and continuously enhance your self-confidence. Even if they have just started doing business work, sales staff should be full of confidence. In this way, firm belief and tenacious will can continue to inspire sales staff and have the courage to face customers.
?Successful sales of products are inseparable from communication with customers. With attitude, let’s take a look at successful sales presentation techniques. Benefits are the focus of the sales statement
?1. Ensure that solutions and product benefits accurately match customer needs. Customers will not understand features they do not understand and will not value features that are relevant to them. interests that have nothing to do with actual needs.
?2. Introduce no more than three most important advantages and benefits to customers that can meet customer needs, because customers generally will not remember more than three product advantages and benefits.
?The sales presentation is interesting and attracts potential customers. Product statements need to follow the principles of attention, interest, desire, and action. In addition to demonstrating the superiority and value of your product according to the needs of the sales target, you must also make the sales statement lively and interesting, fully mobilize your body language, and one of the best body language techniques is to smile. Inspire customers to participate in the sales presentation by asking questions, trying products, product demonstrations, etc. By involving potential customers, you will capture the customer's attention and reduce customer uncertainty and resistance to purchasing. In fact, having the buyer describe the benefits positively works better than having the seller listen passively while you describe the same content.
?Sales skills: reception skills are crucial
?"Customer visit", whether the salesperson walks away quietly or stays gently, this contains the salesperson's business Basic skills. As an ordinary consumer, the author has the same hobby as most women - shopping in stores. But in the process of shopping, we often encounter embarrassing scenes: when we are admiring the dazzling array of products with great interest or just approaching the counter without seeing the products clearly, the salesperson immediately comes up to us and asks "what to buy?" Or hurriedly handing the goods to you. In this case, it would be very rude for the customer not to answer or react. The embarrassed customer would leave the message "just take a look" and then leave in a panic.
?Large shopping malls in the 1990s paid great attention to creating a beautiful shopping environment and providing a variety of colorful and marketable products, but they often ignored the quality of salespersons and counter reception skills and methods. Salespersons who deal directly with customers have always been regarded as the face of the store, and their image is also a reflection of the overall image of the mall. Therefore, the quality of salespersons and reception skills are crucial to the store.
?Counter reception skills 1: "Men and women are different"
?Due to the differences in physical and psychological development between men and women, as well as the different responsibilities and obligations they bear in the family , there is a big difference in purchasing and consumption psychology.
?Male consumers generally have clear goals before purchasing goods, so they are quickly motivated during the purchasing process and have strong confidence in their choices. When several purchasing motives conflict, they can handle it decisively and make decisions quickly. In particular, many male consumers do not want to "care about every detail" and do not like to spend a lot of time choosing and comparing. Even if there is something wrong with the product they buy, as long as it is not related to the overall situation, they will not pursue it.
?Male consumers’ mood changes during purchasing activities are not as strong as those of women. They generally emphasize the utility and physical properties of the product, and are relatively weak in emotion. They rarely make impulsive purchases and rarely regret it. Return phenomenon. In view of these characteristics of male consumers, salespersons should proactively and enthusiastically receive them, actively recommend products, and introduce the performance, characteristics, usage and effects of the products in detail to promote the rapid completion of transactions and satisfy the psychological requirements of male consumers for speed.
?During the purchasing process, female consumers are easily affected by emotional factors and environmental atmosphere. An advertisement or a scene of a group of people rushing to buy may trigger female consumers, especially young female consumers. It is an impulse purchase, so it is more common for female consumers to regret and return products after purchasing. At the same time, female consumers place more emphasis on the appearance and beauty of the product, and pay attention to the practicality and specific benefits of the product. When purchasing goods, it is required that the goods be perfect, contemporary, and in line with social trends. At the same time, the value of the goods and their own interests must be measured based on the practicality of the goods. This is the reason why female consumers go from store to store, comparing and choosing, and are still unable to make a purchase decision.
? Therefore, when receiving female customers, salespeople need more enthusiasm and patience to provide more thoughtful and meticulous services; do not rush to close the deal, give them enough time to select and compare, and satisfy their pursuit of truth. psychology.
?Counter reception skills 2: "Observe words and expressions"
?The particularity of the salesperson's profession requires them to have keen observation skills and be good at figuring out each customer's behavior from the appearance, demeanor, speech and behavior of consumers. According to the consumer's psychology, we can correctly judge the consumers' intentions and hobbies, and provide targeted reception.
?1. Judge based on age, gender, clothing, and occupational characteristics. Different consumers have different needs for goods. Generally speaking, the elderly pay attention to convenience and practicality, the middle-aged people pay attention to beauty and elegance, and the young people pay attention to fashion and beauty; workers like affordable goods, farmers like strong and durable goods, intellectuals like elegant and generous goods, and people in the literary and art circles like unique products. of goods. When a consumer approaches the counter, the salesperson can infer their occupation and hobbies based on their age, gender, and clothing, and recommend targeted products.
?2. Judge by sight, speech, and behavior. Eyes are the windows to the soul, language is the expression of psychology, and behavior is the reaction of thinking. From consumers' speech, behavior and expressions, we can further understand consumers' needs and purchasing motivations, and we can also see consumers' temper and personality. Consumers who move quickly and speak crisply are generally bold and lively. For such consumers, salespersons should quickly recommend products to them and quickly conclude transactions. When choosing products, consumers who move slowly, compare and hesitate, generally have a submissive personality and have poor independence. For this kind of consumers, the salesperson should be patient and thoughtful, help them choose, and explain them appropriately to encourage them to make a purchase decision.
?3. Judging from the relationship between consumers. When consumers go to stores to buy things, especially when purchasing large quantities and high-priced goods, most of them come in groups. When purchasing, they often have inconsistent opinions due to their different personal characteristics, interests and hobbies. When receiving such consumers, the salesperson must understand the following situations:
?①Who is the payer. Sometimes it is important to comply with the wishes of the person who paid for the money.
?②Who is the user of the product? Sometimes users have a decisive role in selecting products.
?③Who is the "expert" among the travelers? Since the "expert" is familiar with the product, although he is neither a user nor a payer, he plays an important role in the selection of the product. After understanding the above situation, the salesperson must carefully observe, prioritize and find the "gatekeepers" that affect the business, and then use the "gatekeepers" as the center to help them unify their opinions and select products.
?The above is my experience of sales skills. In the future, I will study hard and work diligently as always, focusing on the work I am doing and starting from the work I will do, and strive to complete every task in a down-to-earth manner. Thank you all. . 2022 Sales Skills and Speaking Summary (7 Most Popular Articles) (Part 6)
? Speaking of salespeople, people’s first impression is that they have a sharp tongue.
?However, it is precisely for this reason that when sales introduce products, we should also pay more attention, and do not just listen to what the shopping guide and sales say and believe everything.
?I once read an article written by a friend and said that when they went to buy a mobile phone, the salesperson told them that very few people now buy mobile phones that cost 1,000 yuan. Most people Buy a mobile phone worth 5,000 or 6,000 yuan.
?However, my friend’s attitude is still relatively firm, that is, he will not buy a more expensive mobile phone with a budget of more than 1,000 yuan, and it is practical enough, and there is no need to pursue some price.
?Actually, I was thinking that this should also be a sales technique. Later, I saw an article on mobile phone rankings, which further verified my idea.
?The number one in this ranking is indeed a mobile phone worth 6,000 yuan, but I also saw three or four mobile phones in this ranking, all of which cost 1,000~2,000 yuan. of.
? It can be seen from the rankings that in fact some people buy those cheap mobile phones, not necessarily everyone buys mid- to high-end or even high-end products. It's okay, okay, okay, the quality of the main product itself is good.
?It is also important to have certain sales skills and to be able to sell products through your own words and actions.
?However, as consumers, we still need to learn to face it calmly, think rationally, and not be blinded by these words. 2022 Sales Skills and Speaking Summary (7 Most Popular Articles) (Part 7)
?Last week our company organized a practical marketing skills and technique improvement training, and the lecturer, Mr. Tan Xiaobin, gave us a one-day training Although the training is only a short day, it helps us further understand sales skills and techniques. I am very fortunate to participate in the sales training activities organized by the company. My experience in participating in this sales training is that to do a good job in sales, salespeople must be serious, persistent, active, confident, and must continue to learn. The following is my experience in this sales training experience.
?The first training goal is to master the standardized behavioral standards in each link of the sales process, be able to use them flexibly, and improve the closing rate; through the grasp and practice of sales skills and service details, enhance the brand image and sales service level, and improve Customer satisfaction. Then Teacher Tan began to talk about sales concepts and beliefs, plans and information analysis, and how connections equal money. He also talked about how to maintain customer relationships and how to help dealers sell to end customers to truly sell their own products instead of inventory. transfer. Among them, marketing is the transmission of information and the transfer of emotions. Adjust your state before meeting customers. A good salesperson must cultivate himself, have a positive attitude, and have his own ideals and goals so that customers are willing to do business with us. .
? Once again, the difference between traditional sales and consultative sales is explained in detail, and the transformation from traditional sales to consultative sales is required. Ask the right questions. Most salespeople don’t ask the right types of questions. Even if they prepare their questions before making a cold call, most don’t. The impact of poor questioning skills is huge. This can lead to resistance in the form of delays and pushback, poor demos that provide incorrect solutions, failure to differentiate from competitors, and missed sales opportunities.
?There is also the learning of professional knowledge. Just like what Teacher Tan said, "What customers spend money to buy is not the price but the value." Sometimes we encounter professional knowledge and cannot respond. In this way, customers will feel psychologically that the "unprofessional" salesperson is an "unprofessional" salesperson. To truly become a professional salesperson and increase the probability of placing an order, we must learn more professional knowledge and be able to answer questions that we usually don't understand. Ask more and remember more, study diligently and ask questions. There are also details about appearance and appearance that we should pay attention to, from dressing to sitting posture, eyes and other aspects, which are introduced in detail.
?Also active listening is important, professionals often miss important clues and information by chattering all the time about themselves and their products. It's more important to keep your mouth shut and let the customer do the talking. You should lead the conversation and then listen and digest it correctly. We learn a lot about what customers really need so that you can position your product correctly.
?The above is my experience after participating in this training. In future work, we must work hard to improve our skills and techniques from these aspects, study all the time, and accumulate successful sales again and again. Experience, only in this way can we ourselves grow together with Jiangtungsten Alloy Company and occupy a place in the fierce alloy market.