How to be an excellent salesman?

Be familiar with the characteristics of the products you sell. Advantages, disadvantages, price strategy, technology, varieties, specifications, promotion, competitive products, substitute products. Especially in front of customers, we should pay attention to showing that we are very familiar with the products.

Familiar with the target customers who sell their products. These target customers should be classified into core customers, non-core customers, key customers and non-key customers. Customers can be divided into several categories, and according to what method, different strategies and methods should be adopted for different customer categories. The time and energy allocated to different types of customers are different.

Familiar with product market. How to subdivide the market, competitors, market capacity, geographical distribution of customers and time distribution of products, and short-term development trend of product market (development trend in the next 2-3 years).

◆ When selling products, we should arrange time and allocate space reasonably according to customers' buying habits and geographical location. Pay attention to methods and strategies. Sales promotion is not blind and reckless, we should always sum up experience and constantly improve. Moreover, there is another characteristic of sales, that is, it is difficult at first and there is no way to start. As time goes on, it will gradually get better. Many business opportunities will be excavated from it. The process of sales is also the process of expanding interpersonal communication. Through this activity, the interpersonal network will be greatly expanded and the amount of information will be greatly increased. These interpersonal networks and market information will provide a lot of opportunities for further entrepreneurship.

Formula 1: success = knowledge \+contacts.

Formula 2: Success = good attitude \+good execution.

◆ Selling products means selling yourself and introducing yourself. Selling yourself is more important than selling products.

◆ Keep issuing business cards.

No matter when and where, words and deeds should be consistent, which is the guarantee of customer confidence.

◆ Customers not only buy your products, but also buy your service spirit and service attitude.

◆ Cooperate with customers' language and actions in terms of body movements and speech speed.

Make a good plan, make a good plan first, so as to improve the utilization efficiency of time and improve the sales effect. When making a plan, we should make corresponding preparations according to the characteristics of customers. Of course, the plan is not static, and it should be adjusted at any time with the changes of environment and conditions. The main contents of the plan include: the schedule for the next few days, the customer arrangement for the next few days, what materials to prepare, how to tap potential customers (where are the potential customers), and short-term sales targets. When necessary, a sales plan should be made. Generally, the sales schedule has several contents, one is a brief summary, the other is the sales task target, and the other is the actual completion. The sales plan is made once a week. At the end of the week, analyze the sales progress, the main purpose is to find out the sales law, what is the reason for completion or unfinished, whether it is unreasonable task formulation or external factors. Whether subjective or objective. Whether the sales skills are immature or ineffective depends on this form of analysis and puts forward improvement methods.

◆ Keep a sales diary every day. The ideal record is that you can check the details of each sales record at any time, keep a record of customer visits and keep abreast of customer trends. Keep customer records, sort out and analyze customers from time to time, so as to query any customer information at any time.

◆ Study customer psychology. One is to adopt different ways according to the individual psychological characteristics of customers (reading books on psychology), and the other is to adopt different ways according to the characteristics of customer units. For example, the customers of public and private units are different. The other is to know where the real needs of customers are. Before contact with customers, it is necessary to analyze customer data.

Learn the skills of negotiation. Be good at smiling and listening to achieve a win-win situation. Consider the problem from the customer's point of view.

Learn promotion skills. Sales promotion is not to force sales to customers, but to guide customers from their perspective. Customers sometimes value your service spirit more than your products. In reality, sales promotion is not completed at one time, and it often needs to communicate with customers many times. In communication, some sales promotion will fail and some will succeed. So make a reasonable choice. Some can give up, some should continue to work hard, some are short-term customers, some are temporarily unsuccessful, but as long as the relationship is good, there is hope of success for a long time, and we cannot give up. Understand the real needs of customers. Some customers actually have needs, but they talk to you immediately, so sometimes they have to run several times to get information, and some will talk to you when they need to get closer to each other.

◆ Know the world. Some unreasonable demands on customers should also be tolerated and considered.

◆ Understand the importance of old customers. Considering the cost and effect of marketing, it is much more useful to keep old customers than to find new ones. At the same time, the old customer himself has social relations, and his social relations can also be used by you.

◆ What kind of promotion method, telemarketing? Internet marketing? Home sales? By mail? Television direct sales? Promote sales by promoting products? Wholesale adoption? Retail? Wholesale and retail? Agent? What kind of payment method is used? The above product promotion methods should be based on the characteristics of the products promoted and the company's situation, and one or more of them should be selected.

In another sense, sales is also a way of interpersonal communication, so in a sense, learning to sell is actually learning to be a person.

◆ Sales staff should have good psychological quality. The most common phenomenon encountered in sales is being snubbed, so they have to suffer from rejection, being left out in the cold, being satirized and so on. There is another phenomenon when selling, that is, you can't enter the door. This is to use your brain to achieve your goals. In particular, we should pay attention to overcoming inertia and fear of difficulties.

◆ When direct means can't get close to the target, sometimes you have to learn curve attack.

A good image appears in front of customers, which includes clothes, conversation and necessary manners. Pay special attention to leaving a good first impression on customers. Ability to close the psychological and emotional distance with customers.

How to deal with disputes with customers is also a difficult problem. Dealing with disputes is a very artistic thing, and it is not easy to study now. The causes of disputes are different, and the methods of handling them are different. Different methods should be adopted for different types of disputes, and this practice is constantly being explored. When there is a dispute, the first principle is that you won't suffer. But sometimes it is more effective to eat a small loss by yourself. The second principle is not to have a big conflict with customers and try to maintain the relationship. The third principle is to have the skills to deal with disputes, which will not be discussed here. (Common disputes, such as product quality, customer's late payment, late delivery, customer's non-compliance with the contract, unsatisfactory product style, unreasonable price, inadequate after-sales service, etc. It may take various forms in the future, and the key lies in improvisation. )

◆ Pay more attention to the successful sales staff. After all, success cannot depend on theory. In this industry, experience and ability are more important than theory.

◆ Sometimes you have to rely on the strength of the team, and sometimes you can ask others for help when you encounter problems that you can't solve. But don't ask for help easily, try to solve it yourself.

Note that market information in sales is very important.

Sometimes unconventional methods can be adopted, and sometimes it is possible to achieve leap-forward development. You have to innovate, innovate, innovate, and others are developing. If you want to make greater achievements than others, you must keep innovating. Why Haier develops faster than others, the key lies in being good at innovation. If you want to be the first to sell the products you sell, you must know as well as your own body. And I know a lot about this product. The second is your eloquence. Many people think that the eloquence of sales is a bluff, but it doesn't mean that he is suitable for sales. There is a strong psychology here. You should find out the psychological needs and preferences of customers in the conversation with them. This is a very profound knowledge. Finally, I must tell you that salespeople must be confident. Edison once said: "There is no real genius in the world, and the so-called genius is 99%." Yolanda, a famous marketing god, said: "The success of sales is 99% effort+1% skill"; Joe girard's 76 golden rules also said: "The success of sales is 99% diligence+1% luck". There is no denying that they are all successful people, so what they say is reasonable. From these three sentences, we can see that any success has a price and needs a lot of effort, and "inspiration", "skill" and "luck" are also indispensable factors for success. When we consider it, we can get the following formula:

Sales success = diligence+inspiration+skill+luck

I wonder if you agree with this formula?

Then how to do a good job in sales has the answer:

First: Diligence. (Brain diligent, eye diligent, ear diligent, mouth diligent, hand diligent, leg diligent-six diligent)

If you want to do a good job in sales, you must first be diligent, which is also an essential quality for a business person. There is a saying in the marketing field: "The performance of a sales mediocrity who stays with customers all day must be higher than that of a sales genius who stays in the office all day." This sentence is very good, "diligence can make up for it"!

Diligence is reflected in the following aspects:

First, study hard and constantly improve and enrich yourself.

1. Learn the knowledge of the products you sell, the knowledge of the industry and the knowledge of similar products. Only in this way can we know ourselves and ourselves, can we appear in front of customers as "professional" salespeople and win their dependence. Because we also have the feeling that when we go shopping, or when others recommend products to us, if the other person has a little knowledge or a little knowledge, there is no doubt that we will discount what we want to buy and the impression of this person. When we see a doctor, we all like to go to an "expert clinic" because it is reassuring. Now the advertisements are also: China Mobile-Communication Expert, Jiu Wang Mu-Pants Expert,-Kitchen Expert. Our customers are the same. They want a "professional" salesperson to stand in front of them, so that they will accept us as people and our company and products.

2. Learn and accept other knowledge outside the industry. Just like literature and art, sports, politics and so on, we should keep learning. For example, how the Houston Rockets in NBA won or lost recently, Yao Ming's performance, the status of the six superstars of Real Madrid, whether Pele joined Real Madrid and so on. These are all materials for chatting with customers. There are so many things to talk about at work that you are not bothered by him. The work will be finished in a few minutes. What shall we do when it's over? We can't be cold We can talk to him about anything he likes.

3. Learn management knowledge. This is self-improvement, and we can't always stay at the current level. You should manage the customers in this market. What is the customer? It is our God. In other words, they all work for us. If they manage well and give us more serum, our sales performance will go up.

Second, frequent visits.

Must have the spirit of hard work. Business people are "copper-headed, iron-tongued, rubber-bellied and scud".

1. "copper head"-I often hit a wall, but I am not afraid to touch it, but I dare to touch it again.

2. "iron mouth"-dare to say, will say. Talking is not the same as talking. Being able to talk shows that this person likes to talk and talk endlessly; But being able to speak means saying less and being to the point, so dare to speak and be able to speak at the same time.

3. "Rubber belly"-often ridiculed and resentful, so learn to be tolerant and learn to adjust yourself.

4. "Scud"-needless to say, it is the "leg suit" in Liuqin. And take prompt action. If a customer calls you with questions, you must arrive as soon as possible, and we will knock before he puts the phone down. The advantage of frequent visits is to maintain a good relationship with customers, so that they will not forget you for a few days. Even if you can't go in person, call him to deepen his impression of you. In addition, how to save time and effort and improve work efficiency when arranging trips.

Third, think hard.

Is to think hard, encounter problems, think carefully about what the root cause of the problem is, and then formulate solutions according to the evidence.

There are often some illusions in sales work: sometimes customers look good, refreshing and make you feel good. The first task of a sales representative is sales. Without sales, there is no hope for products and no hope for enterprises. At the same time, the work of the sales representative is still expanding. Only sales are hopeless, because you are selling products or services. Only by constantly expanding the market can we establish a long-term market position, win a long-term market share, establish important intangible assets for the sales channels of enterprises, and win stable performance for ourselves.

Fourth, communicate diligently. People often say that "the authorities are obsessed", and we should always communicate our market problems with leaders and colleagues. Other people's markets may also exist, and understand how they solve them. Perhaps through the guidance of leaders and colleagues, you will suddenly realize and find a solution to the problem, so as to improve.

Sales should rely on the strength of others. After all, individual strength alone is limited. Even if it can be successful, it is limited. Why the establishment of a company can accelerate development is mainly because the company can gather the strength of others.

As an excellent sales representative, what kind of mentality should you have?

First, sincerity

Attitude is the basic requirement to determine whether a person can do things successfully. As a salesperson, you must treat customers and colleagues with a sincere heart. Only in this way can others respect you and treat you as a friend. Business representatives are the image of enterprises, the embodiment of enterprise quality, and the hub connecting enterprises and society, consumers and distributors. Therefore, the attitude of business representatives directly affects the product sales of enterprises.

Second, confidence.

Self-confidence is a strength. First of all, you should have confidence in yourself and encourage yourself at the beginning of every day.

To be able to see the advantages of the company and its own products, and keep these in mind, to compete with competitors, we must have our own advantages and face customers and consumers with the belief of winning.

As a sales representative, you are not only selling goods, you are also selling yourself. Only when customers accept you will they accept your goods.

Joe girard, the creator of Guinness World Records, known as the king of car sales, once sold more than 65,438+0,600 cars in one year, with an average of nearly 5 cars a day. When he applied for a job as a car salesman, the boss asked him, have you ever promoted cars? He said, no, but I have sold daily necessities and electrical appliances. I can sell them, which means I can sell myself, and of course I can sell cars.

Knowing that there is no power, I also believe that there is power. Joe girard can succeed because he is confident that he can do it.

Third, be a man with a conscience.

"Pay attention to everything and learn", cultivate the habit of thinking hard and be good at summing up sales experience. Review your work every day to see where you are doing well. Why? This is not good. Why? Ask yourself more why? Only by discovering the shortcomings in our work can we continuously improve our working methods, and only by improving our ability can we seize the opportunity.

Opportunities are equal for everyone. As long as you have the will, you will definitely become a leader in the industry. When Wang Yongqing, an entrepreneur in Taiwan Province, started his own rice shop, he recorded the time when customers bought rice every time, and remembered how many people were there in his family. In this way, he worked out how many days people can eat and distributed them to customers after eating. It is Wang Yongqing's carefulness that makes his career grow and develop.

As a sales representative, we should know every change of customers, try to grasp every detail, be a conscientious person, constantly improve ourselves and create a more wonderful life.

Fourth, toughness.

In fact, sales work is very hard, which requires the hard-working spirit and perseverance of business representatives. "You can win people's hearts only by eating once and gaining wisdom." Half of the sales work is done by feet. Always visit customers, coordinate customers, and even follow consumers to provide services. Sales work is by no means smooth sailing, and there will be many difficulties, but we must have the patience and indomitable spirit to solve them.

Before becoming famous, American star Stallone recommended himself to Hollywood studios one by one in order to be able to appear in movies. After he hit the wall 1500 times, finally a film company was willing to use him. Since then, he has embarked on the film industry, and with his perseverance, he has performed many tough guy images and become one of the most famous movie stars in Hollywood.

Do sales representatives have bigger problems every day than Stallone? number

Five, good psychological quality

Only with good psychological quality can we face setbacks and not be discouraged. Every customer has different backgrounds, different personalities and different ways of doing things. If you are hit, you should keep a calm mind, analyze customers more, constantly adjust your mind and improve your working methods, so that you can face all the blame. Only in this way can we overcome the difficulties. At the same time, don't be carried away by temporary success. You should know that "joy begets sorrow". Only in this way can we win without arrogance and lose with grace.

Sixth, communicative competence.

Everyone has strengths, and it is not necessary for every sales representative to be versatile and eloquent, but we must communicate with others more, cultivate our communication skills, and make as many friends as possible, so that there will be more opportunities. You know, more friends are the only way out. In addition, friends are also resources, you know, owning resources will not succeed, but making good use of resources will succeed.

Seven, enthusiasm

Enthusiasm is an infectious emotion that can drive people around to pay attention to certain things. When you communicate with customers with enthusiasm, your customers will "reciprocate". You happened to meet your customers when you were walking on the road. You reach out and greet each other warmly. Perhaps he hasn't met anyone who values him so much for a long time. Perhaps, your enthusiasm will lead to new business.

Eight, a wide range of knowledge.

Sales representatives have to deal with people at all levels. Different people pay attention to different topics and contents. Only extensive knowledge can make them have the same topic with each other and chat speculatively. Therefore, we should dabble in all kinds of books, regardless of astronomy and geography, literature and art, news, sports and so on. As long as we have leisure, we should form the habit of continuous learning.

Nine, the sense of responsibility

The words and deeds of the sales representative represent your company. If you have no sense of responsibility, your customers will learn from you, which will not only affect your sales, but also affect the image of the company. There is no doubt that this will hurt the market.

A family of three lives in a new house. Seeing that her husband and son don't pay much attention to hygiene, the wife wrote a slogan at home: Pay attention to hygiene, everyone is responsible. When my son came home from school, he saw the slogan and changed it to "Pay attention to hygiene, adults are responsible". The next day, my husband saw it and took out a pen to change the slogan to "Pay attention to hygiene, and my wife is responsible."

Although this is a joke, it illustrates a problem. The responsibility cannot be shirked. Only by taking responsibility like the person in the story can we make our home more sanitary? First of all, we should pay attention to hygiene ourselves and don't shirk our responsibilities. As a sales representative, your sense of responsibility is your credibility, and your sense of responsibility determines your performance.

X. bargaining power

In fact, business representatives are always negotiating, and the process of negotiation is a process of persuasion, that is, a process of finding the best interests of both sides. Before the negotiation, we should know each other's situation. The more we know each other, the better for us, and the more opportunities we have to take the initiative.

Sun Tzu said, know yourself and know yourself, and you will win every battle. The performance of bargaining power is not that you can talk endlessly, but that you can grasp the main points and meet the needs of customers first. When both sides disagree, it depends on how much you usually know about your customers. Then, the more information you have, the better use your initiative may be. The purpose of bargaining power is win-win and mutual benefit.

A business representative should cultivate the habit of thinking and summarizing diligently. You have to negotiate with different customers in different ways every day to reach the most satisfactory transaction. This is the purpose of your negotiation.

Former national football coach Milu said: mentality determines everything! I believe that the door of luck will always be open to those who reward hard work. There is no humble job in the world, only a humble work attitude. As a sales representative, only with a modest attitude and a positive attitude to face every day's work, success must be waiting for you and me not far away.

In the process of doing sales, I found a strange problem. For a newly developed market, a sales representative with weak business ability, but as long as he is fully prepared, his performance must be higher than that of a business representative with strong business ability but not prepared. Why? Although there are many related factors in the sales process, the most important thing is that you understand what you want to do. There are no first-class salespeople, only first-class staff.

Maybe the sales representative's work is endless, repeating yesterday's work every day, but understand that the customers you face every day are different. Zhang Ruimin of Haier once said that simple things can be done repeatedly. Make your daily life ordinary, but not mediocre.

Go away, but wait, there is no news again. Sometimes the surface is very unfriendly to us, even driving us out, and we may not dare to go again. This is because we don't know what the reason is, so we must calm down and think calmly to avoid being misled.