There is a famous saying: shopping malls are like battlefields; Sales staff should do a good job in sales, such as leading troops to fight. Before leaving, they must make plans and have steps in mind. I often tell my colleagues an example: if the United States wants to invade China from EMKT.com.cn, what kind of purpose and result will it want first, that is, the strategic issue; Secondly, what kind of method is used to fight, that is, tactical issues; Once again, hit there first, that is, the precise target; The last question is how long it will take for the war to end, that is, time. In fact, many salespeople don't understand this truth, that is, they don't know how to plan their own market progress. Many times, sales tasks are brought down, but they don't know it in their hearts. Facing the market, salespeople should think about strategy, tactics, goals and time. In order to better understand them, let me analyze several steps: First, market research: Some salesmen often take advantage of the opportunity of probability achievement mentioned by an expert when they are doing marketing, and they will find customers after running too much, that is, as long as they work hard, iron bars will be ground into needles, which of course makes sense, but it is difficult for us to improve efficiency. I said to him: "Your hard-working spirit is commendable, but you can't make outstanding achievements by doing so because you waste too much time"; I suggest that they go to the Animal Husbandry Bureau to investigate first, understand the key breeding areas and towns first, and distinguish the breeding varieties and product structures, so that the time spent in the preliminary investigation can be greatly reduced. In fact, no matter what industry we are in, all walks of life in the government have special management institutions. We should learn to use all available resources to get twice the result with half the effort. Second, the determination of channels, the current market competition has formed a flat channel. There is no competition for the general agent and general distribution established in a city. Even in the feed industry, as long as it is a large-scale farm, enterprises generally have a large customer department, which directly realizes direct sales; Therefore, after a merchant comes to this market, he should quickly determine his own sales channel according to the market situation and the positioning of the company's products, that is, choose the city level, county level, township level, village level or end user level. Once you decide, don't change your plan casually. Third, clear the target, through a large number of visits to channel customers, according to the strength, personality, sales volume and intention or potential customers of dealers, determine three key customers in a small market, and then focus on attacking. I remember an old man told me a story: when an eagle catches a chicken, it will start to hover in the high sky, and when it hovers, it will change from a big circle to a small circle. It used the shadow of its body form to block the sun to scare the chicken from running. Finally, it flew close to the chicken and hung it up with sharp claws ... Fourth, there are many types of customers, and people with different personalities have different shortcomings, and different markets have different demand varieties. For example, there are two ways to be a dealer. One is to directly attack dealers through company, product, profit, publicity and profit model, and finally let the other party directly agree and reach cooperation; The other is the circuitous strategy. You can find some direct users or distributors of medium-sized farms first, let them try it first, reflect the effect, then negotiate with the distributors and finally reach a cooperation agreement. But there are many ways to sell feed, such as technology, buying materials, increasing prizes, and so on. 5. Plan time and schedule. Many salespeople have no way to run away from customers because there are no steps, and finally they waste a lot of time. If they can't find a dealer, there's nothing they can do. If they can't get the customer within the specified time, they should consider whether to change their methods, change their thinking, change customers or ask for help, but they must give themselves time limits. You can use your usual work notes to make a timetable for developing customers, and you should adjust yourself in time according to the time plan, otherwise the whole person's work will appear directionless and fail to achieve excellent sales performance. 6. Set higher goals. Why can't salespeople achieve excellent sales, let alone get promoted in higher positions? It is because they have not made bigger goals and plans, including timely and reasonable planning, so that after reaching a certain sales volume, they have been in a state of wandering and have made breakthroughs by leaps and bounds. The breakthrough is actually very simple, that is, they need to spend 20-30% of their time to protect their old customers. Selling is actually very simple. As long as everyone is willing to study the market and customers, there will be demand in the market, but customers will also have weaknesses. Where there is demand, there is opportunity, and where there is weakness, there is breakthrough.