How to do a good sales.ppt

Marketing refers to the "operation and sales", in the development process of an enterprise, there are two factors are indispensable, that is, "marketing" and "public relations", just like a pair of wings of a bird! Bladder, the lack of any one can not fly up! In the concept of marketing, "management" is more involved in management, and tends to the internal management of the enterprise; then contend for our advertising and sales of each sales staff, that you need to do is to manage their own, management of their own what? "mentality, execution, confidence". And sales is more external: is the face of an exceptionally competitive market, how to make our products smoothly for customers to accept and recognize, to achieve profits. How to manage our sales team, fully stimulate the potential to achieve maximum team power; how to build our sales network; how to maintain and manage our customers, which are covered by the sales work. Therefore, sales can not be separated from management, there is no good management, there is no good sales. Do a good sales conditions: one, hard work, two, inspiration, three, skills, four, luck So how can we do a good job of sales? Today, as a grass-roots sales staff stand in the perspective of the salesman, coupled with some of my experience over the years and discuss how our sales staff should do a good job in sales. Edison said a sentence: "There is no real genius in the world, the so-called genius is 99% of the sweat + 1% of the inspiration"; the famous god of sales of the original flat also said a sentence: "The success of the sales is 99% of the effort + 1% of the skills"; Joe Kirade also said: "The success of the sales is 99% of the effort + 1% of the skills"; Joe Kirade also said: "The success of the sales is 99% of the effort + 1% of the skills. Joe Girard also said: "The success of sales is 99% hard work + 1% luck". Undeniably, they are successful people, so their words are justified, from these three words can be seen: any success is to have a price, we need to pay a lot, a lot, and "inspiration", "skill", "Luck" is also an indispensable factor for success, so how are these factors reflected? (1, as we usually meet some customers, such as they do not have time, no matter how hard you refuse to see in this time period, "this is luck") (2, some customers and you talk in two sentences, he had the idea, but he felt that he and you do not have the same language *** to go together, this is the "skills") (3, but also for example, you today because of some kind of weather or the environment around you, you and the customer communication you can not be very keen to understand the needs of customers, or you can never be very clear expression of what you want to express, this is your inspiration problem.) Think about it we can get the following formula: sales success = diligence + inspiration + skills + luck Diligence that how to do a good job in sales has an answer: six diligence: brain diligence, eye diligence, ear diligence, mouth diligence, hand diligence, leg diligence To do a good job in sales first of all, diligence, which is also a business person must have the qualities. There is a saying in the marketing world: "a day with the customer bubble together with the sales of mediocre material performance must be higher than the whole day in the office of the sales genius". This sentence is very good, "diligence can make up for clumsiness" Well That know such a simple sentence, "sales success = diligence + inspiration + skills + luck" may be a lot of sales, personnel do not understand how we should do, how to do to achieve the requirements formulated in this sentence What, because we all want to sales success? Well, we will look carefully below to discuss our details: Then we first discuss diligence, diligence is reflected in the following aspects: First, diligent study, constantly improve, enrich themselves. Second, hard to visit. Third, diligent brain. Fourth, diligent communication. Fifth, diligently summarize. First, diligent study, constantly improve, enrich themselves 1. "Copperhead" --- often touch the wall, touch the fear, dare to touch again. 2. "Iron mouth" --- often touch the wall, touch the fear, dare to touch again. 2. "Iron mouth" - dare to say, will say. Will say and can say and is not the same. Can say is that the person likes to talk, gabbling; and will say is to speak less but content, can say to the point, so we should do both dare to say and will say. 3. "Rubber belly" - often ridiculed, angry, so we should learn to tolerate, self-regulation. 4. "Scud" - needless to say, is the six diligence in the "leg diligence". And act fast, customers have problems, call you, you have to be the fastest speed in the first hour to get there, and strive for his not yet put down the phone, we have knocked on the door. Diligent visit is the benefit of the customer relationship has been maintained good, not a few days without him to forget you. Even if there is something personally can not go, but also to call him, deepen his impression of you. In addition, we have to arrange a good appointment with the customer's time and travel routes to achieve how to go to the most time-saving, labor-saving, improve work efficiency. Third, hard brain It is to think hard, our sales will be in the sales process of such and such problems, then this time it is necessary for sales staff to think carefully about the root cause of the problem is what, and then have a basis for the development of solutions. For example, our sales staff often exist in the work of some of the illusion: sometimes the customer's surface is very good, very fast, so that you are in a good mood to go away, the situation will be "you wait for it, and never heard from again". Sometimes the surface is very unfriendly to us, or even throw us out, we may therefore be afraid to visit again. This is because we do not distinguish between what exactly is the reason, so we must be quiet and calm thinking, so as not to be misled. Fourth, diligent communication people often say: "the authorities are lost", so we must often communicate with leaders and colleagues to communicate their market customer problems, other people's market customers may be the same, to understand how they are solved, perhaps after the leadership and colleagues of the pointing, you will come to a sudden realization, to find solutions to the problem, *** with the improvement (this place is also called the power of teamwork, so we must be quiet and calm thinking in order not to be misled. Place is also known as the power of teamwork). Fifth, hard to summarize the summary in order to improve, both success and failure, its experience and lessons are worth summarizing, successful experience can be transplanted in our team to learn from each other, the lessons of failure will not allow us to repeat the same mistakes. Here I would also like to mention a phrase often used in our company: there is only one reason for success, but there are many reasons for failure! Inspiration What is inspiration? Inspiration is creativity, innovation. To do a good job in sales, you can not stick to the rules, the need to break the traditional sales ideas, change the way of thinking to face the market. Inspiration is everywhere 1. Talking with customers to a certain extent has always been unable to move forward. At this time suddenly learned that the customer is sick or loved ones, family members are sick, inspiration, buy something to go to the condolences, so you can break the deadlock, the customer by the beginning of the refusal, may change the attitude --- cooperation. 2. A customer in the renewal of advertising contracts, because of the effect of the impasse, the problem is difficult for you to solve, at this time, you go gray out, passing through the mall, saw the shoe sales have shoe support. Inspiration, let your friend to the customer to make a phone call, say so-and-so, your company in what place, I saw your propaganda on mobile TV want to buy your products, please ask the specific location, this time the customer's psychology you are very clear, that late problems for you personally at least in the latter part of the communication you will give yourself a lot of increased confidence! But this point is only necessary and occasionally go with, can not say that every customer is useful, treat every customer to use this approach! Skill What is skill? What is skill? It's a method, and salesmanship is used throughout the entire process. We are facing a variety of customers, we have to adhere to a principle: one is to throw their favorite; two is softly soaking a visit before: 1. To do a good job before the visit plan. (1) ready to visit a customer before a general understanding, develop their own plans The benefit is: with the plan, there will be an interview when the response strategy, because sometimes in the improvisation on the spot strategy is very small success. (2) Think about the obstacles that may be encountered in advance, and prepare the elimination program in advance in order to reduce communication barriers. (3) Well thought out in advance, you can stretch and not panic when the scene changes. (4) With adequate preparation, self-confidence will be enhanced, psychological stability. 2. The content of the plan. (1) determine the best time to visit. If you are ready to invite customers to dinner, it is best to arrive about half an hour before the end of the day, if you do not want to invite dinner is best to go early and return. (2) Set the goal of this visit. Through this visit you want to achieve a what purpose, is to realize the enhancement of emotional exchanges, or to promote the customer's understanding of the platform, or the need for customers into the early can be signed. (3) Predict the possible problems and ways to deal with them. (4) Prepare the relevant information. Remember whether there are previous problems left behind, this time to be resolved. Second, visit: 1. To view our sales behavior from the customer's point of view. Such as from the position of the sales staff to see, the purpose of our visit is to promote the product, and a different position from the customer's point of view, is to treat customers as "the object of attack". 2. The purpose of the visit focuses on communicating with customers on the benefits. Do not only introduce the product itself, but should be brought to the customer's interests as the focus of communication. In this way, the customer will be a substantial increase in psychological acceptability, so that we can buyers and sellers in a mutually beneficial situation of smooth communication. 3. Different customer needs are not the same. Each customer's situation is different, their needs and expectations are naturally different, so we have to collect information before the visit, investigation, understanding of their needs, and then the right medicine. Below to introduce you to the communication in the "FAB" law which is called communication skills and how to improve interpersonal communication in a book on the two books have seen: F --- Fewture (product features) A --- Advantage (product effectiveness) B --- Bentfit (product benefits) Third, after the visit: 1, must do a post-visit analysis, because every time we visit can not do almost perfect, worse we may visit every time even after our expected goals have not been achieved. (1) spend a little time to do, the results of the visit and the pre-visit program to compare and contrast, to see which purpose has been achieved, which purpose has not been achieved. (2) Analyze what are the reasons for not reaching the goals, and think about how you can reach them. (3) From the standpoint of the customer to rethink the feelings of the visit, what is not good enough. (4) Analyze whether your attitude and behavior during the visit contributed to the customer. (5) Think further about where you need to improve better in order to be more effective. 2. Take measures for improvement. The so-called measures in this place is what we usually say, just think about it can not be, must make their own implementation (1) only to do the analysis can not be, should actively take measures to improve, and to improve their own deficiencies and weaknesses, in order to better improve. "The world is only afraid of people with a heart", for the rejection and exclusion of customers, to study the method, to find the best program, repeated attempts, must be able to bring about good results * 1. Learning to sell their own knowledge of the product, the knowledge of the industry, the knowledge of similar products. So know yourself and your enemy, in order to a "professional" salesperson's posture in front of the customer, in order to win the customer's dependence. Because we also have this feeling: we go to buy things, or other people to us when recommending products, if the other side of a three-question or half-knowledge, there is no doubt that we will be to buy things and the person's impression of the discount. In this according to my years of experience I have such an experience: we go to the doctor like to find "expert clinic", why? Because it's reassuring. Now the ads are also like this: China Mobile --- communication experts, Nine Makings --- pants expert, Fanta --- kitchen experts. Then please think about it, our customers are the same, they also want to stand in front of them is a "professional" sales staff, so they will accept us as a person, accept our company and products. Remember once I told you a sentence, we want to cooperate with customers, it must first solve the immediate three problems, (1) customers understand the acceptance of you as a person (2) to solve the platform problem, that is to say, so that the customer understands and accepts your platform, (3) to solve the problem of money. 2. Learn and accept other knowledge outside the industry. Just like literature, sports, politics and so on should be constantly absorbed. For example: NBA Houston Rockets recent wins and losses, Yao Ming performance status, Real Madrid six superstar status how, Maradona World Cup is now doing something? These are all fodder for chatting with customers. There are so many work things to talk about, you do not annoy him still annoyed. Work things a few minutes to talk about the end, talk about how to do, can not be cold ah, looking for topics, casting his favor, what he likes and what he talked about, in this to remind you must be in the case of customer understanding in the case of chatting about these things, can not blindly looking for a topic so that the scene will become more cold, so that customers are tired of resentment of you as a person, other people are not beginning to accept but began to exclude half of it. 3. Learning management knowledge. This is to improve their own, we can not always stop at the current level. You have to manage the customers in this market. What is the customer, is our God. To put it another way, they are all working for us, good management, to increase our share and introduce customers, our sales performance naturally went up. Second, hard visit must have the spirit of hard work. Business people is "copper head, iron mouth, rubber stomach, scud". Finally, we come to analyze the sales staff in the entire sales process must go through the cycle and customer interaction in the process of the main three phases: First, before the visit Second, visit Third, after the visit In the use of this law, please remember: only a clear indication of the benefits in order to move the customer's heart. From the standpoint of selling products, it is easy to think that customers must be concerned about the characteristics of the product, has been trying to find ways to tell the characteristics of the product to persuade customers, in fact, not, the interests of the product is the customer's concern, so remember, in the application of this law, you can omit the F, A, but never omit the B, or else can not be impressed by the customer's heart.