What does the Precious Metals Channel Specialist do? What can I do to do it well?

Channel Specialist: It is a post role in company marketing. Simply put, it generally means that companies need to establish different sales and agency channels for their product promotion time. Channel specialists need to go to designated areas to find some industry agents related to their own products and establish such communication and agency relationships. Channel specialist generally refers to the liaison of agents or large direct customers, and also belongs to the category of generalized sales.

Precious metal channel specialist, can be understood as sales regional manager.

How to become an excellent sales manager can be cultivated from the following aspects:

First, what is sold in the sales process.

Answer: myself.

1, joe girard, the world's number one car salesman, said, "I'm not selling my Chevrolet, I'm selling myself";

2. Before selling any products, the first thing you sell is yourself;

3. There is an important bridge between products and customers: salespeople themselves;

4. In the face-to-face sales process, if the customer does not accept this person, will he still give this person the opportunity to introduce the product?

No matter how you tell customers, your company is first-class, your products are first-class, and your service is first-class. If customers look at people in this company like fifth-rate people and listen to what they say more like amateurs, then, generally speaking, customers will not want to talk to this person at all. Will this person perform well?

6. Make yourself look more like a good product.

7. Dress for success and dress for victory.

Salespeople's investment in image is the most important investment for salespeople.

Second, what is sold in the sales process.

Answer: concept.

1, it is easier to sell what you want to sell, or it is easier to sell what customers want to buy.

2. Is it easier to change customers' ideas or to cooperate with customers' ideas?

Therefore, before selling the company's products to customers, try to find out the customer's ideas first, and then cooperate.

4. If the customer's purchase concept conflicts with the concept of the products or services we sell, then change the customer's concept first, and then sell.

5, it is the customer who pays for what the customer wants to buy, rather than paying for it himself; Our job is to help customers buy what they think is most suitable.

Third, what is bought in the process of buying and selling.

Answer: Feeling.

1, whether people buy or not is usually dominated by a decisive force, that is, feeling.

2. Feeling is an invisible and intangible key factor affecting people's behavior.

3. It is a synthesis of interaction between people and between people and environment.

Buyers will be satisfied if they see a high-grade suit with good price, style and fabric. But when the salesman talks to the buyer, he doesn't respect the buyer, which makes the buyer feel very uncomfortable. Will the buyer buy it?

If there is the same suit in the stall next to the butcher in the vegetable market, will the buyer buy it? No, because the buyer thinks it's wrong.

5. Enterprises, products, people, environment, language, intonation and body movements will all affect customers' feelings.

6. If you can create a good impression on the customer during the whole sales process, then you will find the "key" to open the customer's wallet.

Fourth, what is sold in the process of buying and selling.

Answer: benefits.

The advantage is that it can bring happiness and benefits to the other party and help him reduce or avoid any trouble and pain.

1, the customer will never buy because of the product itself, but the customer buys the benefits that can be brought to him through this product or service.

Second-rate salespeople sell products (ingredients), while first-rate salespeople sell results (benefits).

3. For customers, customers will only buy if they understand what benefits the product will bring to them and avoid any trouble.

Therefore, first-class salespeople will not pay attention to how much benefits they can get, but to how much benefits customers will get.

When customers get tangible benefits from our products or services, they will put money in our pockets and say thank you!

5. What customers are thinking when selling face to face.

Answer: When selling face to face, there are six eternal questions in customers' minds.

1, who are you?

2. What do you want to talk to me about?

What's good for me from what you said?

4. How to prove that you are telling the truth?

5. Why should I buy it from you?

6. Why should I buy it from you now?

The customer may not ask these six questions, but he will think so subconsciously.

For example, the moment a customer sees you, his feeling is: I've never seen this man before. Why did he come to me with a smile? His subconscious is thinking, who is this person? When you walked up to him and opened your mouth to talk, he thought, what do you want to tell me? When you spoke, he thought to himself, what's wrong with me? If it is not good for him, he doesn't want to listen, because everyone's time is limited, and he will choose to do what is good for him. When he thinks your product is really good for him, he will think, did you lie to me? How to prove that you are telling the truth?

When you can prove that the benefits are real, he will definitely think, this product is really good, is there any better one elsewhere, or will others sell it cheaper? When you can give him enough information to let him know that buying from you is the most cost-effective, he will definitely think, can I buy it tomorrow and next month? Can I buy it next year? Therefore, you must give him enough reasons to let him know the benefits of buying now and the losses of not buying now.

So, before visiting your customers, think of yourself as a customer, ask these questions and then answer them.

Design the answer and give enough reasons, and the customer will buy what he thinks is best and most suitable for him.

Six, how to compare with competitors?

1, don't belittle your opponent.

If you belittle your opponent, it is possible that the customer has a relationship with his opponent. For example, his friend is using his opponent's products now, or he thinks his opponent's products are good. If you belittle him, it shows that he has no vision and is making mistakes, and he will immediately resent it.

Never belittle your competitors, especially when their market share or sales are good, because if they really can't do it well, how can they become your competitors? Your unrealistic demeaning of your competitors will only make customers feel that you are not trustworthy.

When it comes to opponents, say that others are not good, and customers will think that you are guilty or have quality problems.

2. Make an objective comparison between your three strengths and your opponent's three weaknesses.

As the saying goes, every commodity has its own advantages and disadvantages. When introducing products, we should compare our three advantages with each other's three disadvantages. Even if the products of the same grade are objectively compared by you, the level will immediately appear.

3. Emphasize unique selling points.

Unique selling point is our unique advantage, but our competitors don't. Just as everyone has a unique personality, any product will have its own unique selling point. Highlighting and emphasizing the importance of these unique selling points when introducing products can increase the chances of successful sales.

Seven, although the service is after the transaction, but it is related to the success and referral of the next transaction, then, how can we make our after-sales service satisfy customers?

Answer: Your service can impress customers. Service = care.

Care is service. Some people may say that the concern of salespeople is false and purposeful. If he is willing to care about you purposefully all his life, will you?

1, three services that impress customers:

Take the initiative to help customers expand their careers: no one likes to be promoted, and no one refuses others to help him expand his career.

Sincerely care about customers and their families: no one likes to be promoted, and few people refuse to be cared for by others.

Do services unrelated to products: if your services are related to your products, customers will think it is appropriate; If your service has nothing to do with your product, he will think that you really care about him, and he is more easily moved. It is the most effective to move customers.

2. Three service levels:

Service: You and your company have done everything they should, and customers think you and your company are OK.

Edge service (optional service): You did it, and customers think you and your company are very good.

Non-sales-related services: You have done it, and customers think that you and your company are not only partners in the mall, but also customers regard you as friends. This kind of human relationship can't be snatched away by competitors. Is this the result you want?

3. Important beliefs of service:

I am a server, and my service quality is directly proportional to my quality of life and personal achievements.

If you don't care about and serve your customers well, your competitors will do it for you.

Service marketing

Three stages of service: pre-sale, in-sale and after-sale. Pre-sales service > after-sales service

Four levels of service: basic service, enthusiastic service, value for money and irreplaceable service. (Service = Intention)

Service tenet: let strangers become friends; From one-time consumption to continuous consumption and more consumption.

Definition of service: always pay attention to the needs and wishes of all people around you and meet them quickly.

First, what is the customer?

1. Customers are the life of our enterprise.

2. Customers are the source of wealth creation.

3. The basis of enterprise survival

4. Food, clothing, shelter and safety

Second, the importance of service:

1. Services increase enterprise value.

2. Excellent service is of economic significance.

3. The intensification of market competition (in the era of low profit, quality service determines customer orientation)

Third, service belief.

Service is sales, and sales is service; Service is the means, and sales is the purpose;

A. If you don't care about and serve your customers well, your competitors will do it for you.

B I is a service provider. The quality of service I provide is directly proportional to my quality of life and personal achievements.

C. what I have gained today is the result of my past. If I want to increase my income tomorrow, I must increase my contribution today.

D the time to maintain the old guest room is 65438+ 0/6 of the time to develop new customers. Customers only know it because they need it, because the service is certain.

E. there are no customers who can't serve, only customers who can't serve. Work is the most important thing.

F. All industries are services and interpersonal relationships.

Four, three ways to impress customers with dedicated service:

1. Take the initiative to help the customer expand his business: At the same time, no one will refuse others to help him expand his business.

2. Do services unrelated to products: turn regular customers into loyal customers, friends and lifelong friends (touching services).

3. Sincerely care about customers and their families: (because no one will refuse to care) Turn customers into our business partners.

Five, sales of documentary SMS service rules:

1. Make good use of tools (mobile phone, business phone, computer short message platform established by the company ...).

2. Group sending, classified sending, personal compiling and sending important short messages and forwarding short messages should be rewritten.

3. Send it according to time, place and person, and send it one day in advance on special days.

4. Intention: Personalized, vivid and differentiated, so that customers can remember you once.

5. Write rationally, send rationally, and send messages to new friends within 24 hours.

6. Alternate SMS:

A.20 growth incentives;

B.20 blessings and prayers;

C. Customer Service and After-sales 10

(More valuable to the company).

Six, the five benefits of service:

1. Improve customer satisfaction.

2. Improve the customer return rate.

3. Understand the customer's past needs and present needs in detail.

4. Interpersonal relationship has changed from quantitative change to qualitative change.

5. There are more business opportunities.

Seven, seven steps to lift the resistance point:

1. Both decision makers.

2. Listen patiently to resistance points.

3. First determine the customer's resistance.

4. Identify true and false resistance points.

5. Lock the customer resistance point.

6. Get recognition from customers.

7. Eliminate customer resistance points.

For example, lock the resistance point:

Which is more important, service, quality or price?