1, you should have good ideological and moral qualities. As a salesman, you should always carry a lot of money, some in cash and some in money orders. If your idea is incorrect, it will bring unnecessary losses to the company.
2. To have solid marketing knowledge, business personnel should not only do their own business well, but also consider how to operate their own market in a benign way at a certain height, so that the sales speed will be the fastest and the cost will be the lowest. This also lays a solid foundation for future promotion to business manager.
3, we must have the spirit of hard work, as a salesman, I think that only by eating what others can't eat can we earn money that others can't. The effect of visiting two customers and five customers every day is completely different.
4, to have a good eloquence, to persuade customers to buy their own products, in addition to competitive product quality and price, how to say it through the mouth of the salesman, how to make their language both artistic and logical.
5. Have good psychological endurance.
6. Have firm self-confidence and never give up.
7. Be innovative. To be a qualified business person, you must open your mind and explore the market in your own unique way.
In addition to the above qualities, business personnel should also do the following:
1, business people who love your products very much and don't love them will never do well;
It is important to know your own products. No customer wants to deal with business people who don't understand products, because you can't persuade customers to buy your products at all.
Business personnel should know the following when taking over new products:
1. What is the core business of the company?
2. What is the core competitiveness of the company?
3. What is the organizational core of the company?
4. Who are the company's customers?
5. What services do corporate customers need?
6. What is the way to satisfy customers?
7. Who are the company's main competitors?
8. What are the service features of competitors?
9. What are our company's countermeasures?
10. Who is our customer's customer? What services do they need? How do these services affect your needs?
After understanding the above contents, our thinking is clear and we can grasp the whole market from a macro perspective. In addition, I want to talk about what is a professional salesperson and what is a professional salesperson. The so-called professional salespeople take selling products as their profession and support themselves by selling. Such salespeople may not be successful salespeople, but they are a step closer to professional salespeople under the above premise. They must succeed. They have regarded sales as a means to realize their own value and turned sales into art. How to be a professional salesperson? Sales research is about customers, and every professional salesperson clearly knows what customers care about, which probably includes the following aspects:
1 Our service attitude
2. The professional level of our sales staff.
3. The quality of our products
4. The price of our products
5. Our service speed
6. Our employee image
7. Our after-sales service
8. Expansion of our product functions
9. The reputation of our brand
10, their comfort.
So how can professional salespeople provide customers with satisfactory service? I think the following steps should be followed:
I. Sales preparation Sales preparation includes the following contents:
1, mental preparation
1, mental preparation
A professional salesperson must have good self-motivation and self-feeling ability, because salespeople often travel and rely entirely on consciousness. If they don't care about themselves, they can't make achievements quickly, which will also lead to an increase in sales costs and waste to the company. Self-feeling ability refers to the confidence of professional salespeople in themselves and the intuition of meeting customers for the first time. When faced with difficulties, the first reaction that flashed through their minds was complaining, shrinking, or how to overcome it? In the eyes of professional salespeople, I won't think about whether I will encounter difficulties, but I will solve them when I encounter difficulties. I can feel this customer within a few seconds of meeting him for the first time. Can I win this customer? A professional salesperson must have the ability to talk to people, talk nonsense, tell the biggest lie in the world with the most sincere attitude in the world, and let the other party always think that what you say is true. For example, on one occasion, I went to Samsung Group to sell enameled wires, usually to cheat customers. Please look at the following dialogue:
Xu: "Our Samsung Group is a big company, and our system is perfect. The problem of payment for goods should be handled in accordance with our company's system. "
Zhou: "Minister Xu, Samsung Group can achieve such great achievements, and it must be that the cultivation and quality of its personnel are very high. Especially when you are so young, Minister Xu can do this position. Your ability must be extraordinary. Your company is a big company, and so is ours. Your company's annual output value is 654.38+0.5 billion, and ours is not much less than yours. Your company has a factory building of more than 50,000 square meters, and our company is not much smaller than yours.
The above is a vague language, saying that bragging is bragging, and saying that there is no bragging, who can say that I brag? Of course, there were many wonderful stories later, and finally we made the business.
Here's another example:
I went to another company in Ningbo. Hardly had I entered the door when the minister had a meeting. The minister was arrogant and made a gesture. "Wait for me and we'll talk after the meeting." After that, I went to a meeting. At this time, I was worried in my mind, but my first reaction was not whether this line could be successful, but how to combat his arrogance. About 25 minutes later, the minister came out and said, "I only have 15 minutes, and time is tight." Please tell me what you want. " Say that finish, sit in the chair, and then get your legs stuck on the table. Damn it, how can I talk business with you in this situation? My first reaction at that time was how to make you put your legs down. When I saw this scene, I said, "Minister Zhang, you must be very tired after such a long meeting. Let's not talk about business. You should drink a glass of water first. " Then I brought him a glass of water and sent it to him. My water reached him, but it didn't go down. At this time, he couldn't sit still. He quickly put down his legs and stood up to receive water with both hands. "Manager Zhou, let's talk inside." We talked for 40 minutes, and finally the business was done, and we became good friends.
Of course, there are many situations, such as going to the company for the first time, entering the office and meeting the minister. He sits and you stand. How can you talk about this business under such circumstances? The above examples show that professional salespeople must have good self-feeling ability and adjust their mentality when encountering difficulties.
2, instrument preparation
To be a professional salesperson, you must be prepared for your appearance before visiting customers. Usually when the weather is not too hot, you must wear a suit and tie. Wearing casual clothes and wearing a suit to visit customers gives each other a completely different feeling. Secondly, whether your gfd is professional, whether the file package you use is the latest, whether your pen and notebook are standardized, whether your walking posture is confident and confident, and whether your hairstyle is neat? Especially when a salesperson visits a customer for the first time, he must leave a perfect first impression on the customer like a son-in-law meets his mother-in-law for the first time, because people will never have a second chance to change their first impression in the other person's mind. Here, I want to focus on language preparation. Many people may find it difficult to define sales, but I think sales means communicating with customers, and communication equals sales. The process of sales is how to establish a relationship with customers. According to the statistics of relevant experts, in the whole process of successful sales, language accounts for 38%,' action' in conversation accounts for 55%, and the content of conversation only accounts for 7%. In other words, the key to business success lies in words and actions. I wonder if marketing experts have thought about the distribution of language content in business negotiations. According to expert statistics, 80% of the whole conversation is about talking with customers, and only 20% of the language is used to talk about business. Therefore, before visiting customers, we must be prepared for the language. How can I define my purpose in five minutes when the customer is pressed for time? It takes half an hour to talk to customers and an hour to prepare those languages. Therefore, sales is communication, and communication is sales. A professional salesperson must check whether he has professional clothes, professional decoration and professional language.
3. Material preparation
Professional salespeople will prepare their own information before visiting customers. The preparation of materials generally includes the preparation of business cards, sample books and physical samples. A professional salesperson must have a deep understanding of his own products and a thorough study of his own information. When customers browse their own information, you can directly tell each other the page number, even the first line. This way, customers will think that you are particularly professional.
To sum up, sales preparation is particularly important. If you are not fully prepared, your negotiation may be passive. What is sales ability? I think it is mentality+knowledge+skill = sales ability.
Second, make friends with customers.
Generally speaking, the process of making friends with customers, that is, the first telemarketing process, is to know the telephone number, contact person, specifications and models of products used, payment methods and monthly consumption of the other party's supply department by telephone, and initially reach the cooperation intention. The skills of this process are mainly manifested in your tone, language affinity, language logic and so on. On the phone, make the customer willing to tell you everything you want to know.
Third, the collection and processing of customer information.
After making friends with customers, you are not in a hurry to be this customer, but collecting and processing customer information before cooperating with customers, which is the most important link in the whole sales process. What is the real monthly consumption of this customer? How strong is his solvency? How fast is his payment? Is he honest? Not all customers can make money for the enterprise. If a customer's payment ability is100000, and he gives you 200000 goods on credit, do you dare to give it to him? The result is obvious. For another example, a customer, you don't have a copy of his business license and ID card, do you dare to let him be your agent? Therefore, the finer the customer information is collected, the smaller the risk of the enterprise, otherwise it may bring huge losses, such as large-scale bad debts or dormant accounts.
The types of customer information that salespeople need to investigate are:
1, enterprise profile
Company name, time of establishment, registered address, office address, telephone number, fax number, postal code, enterprise nature, business scope, industry, scale, number of employees, bank credit rating, registered capital, whether it has import and export rights, whether it is a domestic listed company, listing place, etc.
2. Historical background
Time of establishment, registration authority, registration number, higher authorities, etc. Client enterprise's.
3. Management personnel
Name, education, work experience, organization management quality, etc. The highest authority, legal representative, chairman, general manager and deputy general manager of the enterprise.
4. Production and operation
Production and business facilities: production and business premises, area and equipment.
Personnel status: total number of personnel, personnel composition, and proportion of various personnel.
Purchasing methods and payment methods of raw materials.
Sales and payment methods of products.
5. Financial status
Mainly refers to the enterprise's liquidity, asset management ability, solvency, profitability and risk resistance.
6. correspondent bank
7, open * * * litigation records
8, the development prospects of enterprises
Fourth, present to persuade customers to buy their own products.
If the customer is compared to a lock, the third process is compared to the safety of the lock, and the fourth process is to open the key of the lock. Without convincing customers, there will be no product sales. How to build trust with customers? Customer trust includes the following four elements:
1, behavior
Business clothes
business etiquette
Business conversation
2. Professional ability
Insight into customer needs
Ability to provide solutions to customers.
3. Reference evidence
Expert judgment
Good comments from related customers
Comparison of the effects of the same products
Step 4 explore demand
Fifth, serve the needs of customers, not their own needs.
Persuasion is an important first step in business success. /kloc-When you meet a customer within 0/3 seconds, your first impression is decided. In the sales process, customers always accept people first, and then accept your products. The higher the value of products, the more important people are, because you will never have a second chance to make a first impression, and you will never have a second chance to change your first impression in the eyes of customers.
What methods should be used to persuade customers to buy their own products? I think it is nothing more than through the following channels:
If it is a mature product:
1, promote your own brand through well-known customers, and make a difference by using customers' brands;
For example, when I used to sell enameled wire in Jiangsu Shengbao Group, Oaks was our customer and Haier was our customer. Do you still doubt the quality of my products? For example, I sell electric bicycle chargers now, and several electric vehicle factories in Shaoxing are using my chargers. Why don't I use my own charger when the prices of other small and medium-sized manufacturers are suitable? What's more, there are few chargers in the industry that can do well, and there is no unified standard.
2, with the help of celebrity effect.
For example, everyone is selling tea cups. No matter how good your teacup is, you might as well tell him that it is more convincing to use my teacup.
3. Introduce the difference between your product and similar products.
For example, the grade of appearance, whether there are relevant certification standards, the performance and safety of products, the quality of raw materials, the design of products, the taste and brand of beverage industry.
4. Show your strength by introducing the scale of your own enterprise, such as factory area, number of employees, annual output value, corporate culture differences, etc., so as to achieve the purpose of persuasion.
If an immature product has just been developed, how can we convince customers?
With the help of the brand of the original products of the enterprise and the strength of the engineering R&D department, I now sell electric bicycle chargers, which should be said to be ok. I once set a record of conquering three core customers in two days. At that time, I introduced our products to them like this. "Zhang, our company used to be a professional manufacturer of power adapters and switching power supplies. It has a history of 1 1 year and is the boss in this industry. Electric bicycle charger is a switching power supply. We don't have to work hard on the complex switching power supply such as UPS inverter. The charger is only a temporary worker for us, what's more, our engineer is a high-quality talent dug up by Shanghai Transformer Research Institute with high salary? When I was working as an enameled wire in Shengbao Group, I always told my customers that Chairman Dai Shensheng of Shanghai Wire and Cable Association was our technical consultant. How do you think customers will feel after hearing this?
Of course, the content is very important, especially what kind of tone, form and action you use to express it. What is strong negotiation? What is weak negotiation?