How do newcomers become an excellent salesman 0 1—— Introduction

At the end of the year, many senior students began to look for internship units, and many people were ready to jump ship and jump ship. In various industries, sales is recognized as the occupation that needs training most, and sales is also the top priority of any enterprise. Many people have written about how to be an excellent salesman, and such books are piled up with various skills.

In fact, I also read a lot of these books when I was preparing for work and when I first started working. Most of them are skills, stories, and some passionate and inspirational words. I am excited when I look at them. But slowly, I found that these eight-part essays and books really gave you little help, and the temporary blood boiling was quickly aroused by reality. Why is this?

First, these cases and stories do make sense, but unfortunately, not all stories are suitable for everyone. To be exact, there are no two repeated negotiations in the world, and the sales process is not a static speech. Although the sales process of each customer is similar, it is also different. It is impossible to apply the so-called skills and cases in books, or even joke.

Second, many people who wrote these articles and books did not actually sell them. Most of them read some similar articles and books and feel that they understand. They found that all the sales books were similar, so they began to write such articles and books. Some of them did do some sales, but they didn't do it very well or for a long time. Ask him if you don't believe me. It is estimated that his own books don't sell much.

Think about it. You are reading books written by these people. How can it help? And everyone is different, and his way may not be suitable for you, just as Kai-fu Lee said, "My success cannot be copied." So reading these books really doesn't help much. I also took a lot of detours and suffered a lot to understand these things.

Maybe it's time for you to say that others are not good, is it just you? Isn't it necessary to read your article?

It's not really how good I am. I won't tell you those empty stories, and I won't say those passionate words that make your blood boil like pyramid schemes. What I wrote is my experience and feelings in my professional life for more than ten years. In the past ten years, I have done everything in sales, HR, projects, technology development, company founder and manager. I have suffered losses and made money.

From a small business with tens of dollars to nearly 10 million big projects, from coming to Beijing without graduating from my senior year to starting my own company and then falling down several times, these are my personal experiences. So what I share with you is the content of my real experience, which is really dry goods.

Anyway, how can a newcomer, who has just arrived in a new working environment or just engaged in sales work, become an excellent salesman?

When you come to this company for sales, the first thing to do is to get familiar with the products you want to sell in the shortest time. Familiarity here doesn't mean that you know, but that you need to know the product's category, function, price and other attributes, and memorize them all, so that you can ask you anything casually and you will know everything without consulting the product manual or ERP.

Maybe you will say, "God, there are too many products in our company to recite!" "

It doesn't matter how many products there are. You should choose the main products first, and then increase the amount of reciting. Your company has a lot of products, so the products you are really responsible for selling are not as rich as junior high school textbooks, I think. For example, how much does the textbook, Chinese and English add up to, don't you come over? Not to mention so many courses and contents in high school, otherwise how did you graduate from college? You can recite it as long as you recite it!

Maybe you should ask, what's the use of carrying this? Yes, of course. Because when you are negotiating with customers, when you are selling products to customers, your knowledge of products directly affects your sales discourse and self-confidence. If you don't even know your own products, how can you skillfully introduce and express your company and products to customers? If the customer asks you a parameter, and you can't explain it clearly, you still have to check it, which will greatly reduce the customer's sense of identity with you, naturally reduce the sense of identity with the product, and directly affect the success rate.

In addition, if you don't know the product, you will lack confidence in the negotiation process. Because you don't know, you know you can't explain it well, and you are worried about what customers will ask and ask what you don't know, so you are guilty! If the customer really asks you something you don't know, you will feel worse, you will start to hesitate, which will make you more anxious, and then your self-confidence will be more affected, which will directly affect your business negotiation process.

In 2007, when I was designing a CRM system for an IT product wholesale company in Zhongguancun, I found a little girl in Cangzhou. When she was on the phone with the customer, she just introduced the parameter attributes of the product consulted by the customer very smoothly. As we all know, there are many kinds of IT products, and each product has many parameters. However, every time other salespeople ask customers to wait for a while, then look it up in a spreadsheet, or ask other colleagues at the top of their lungs how much a product costs.

After noticing this, I asked the person in charge of the company that the little girl's performance should be good. The manager of the company replied that, as I guessed, the little girl had only been in the company for more than 40 days, but her performance in the first half of the month was very poor. She hardly calls and wants to stop calling her at the end of the month. But I didn't expect the business to advance by leaps and bounds in the second half of the month, and this month is even more exaggerated. She ranks in the top five among more than 30 salesmen in the company, and the increment of new customers is the first. Other salespeople and many old customers compare with her. Isn't that weird?

I'm surprised. I said, don't you know why? The person in charge of this company told me that he didn't know. I said that because this little girl is very smart, she has been watching how others work for the first half of the month, and at the same time memorized all the product parameters of the company. Call and ask.

The person in charge then called the employee in and asked her what she had done in the first half of the month. Sure enough, as I said, the little girl has been reciting the product parameters. She said that she called two days ago, but she was confused by the customer's questions and decided to memorize the product parameters first.

Later I learned that after I left for a month, the little girl was promoted to vice president of sales department.

In the future career, I also ask my subordinates to recite the company's business or products first. I will test them every half month and make papers to force some lazy people. If I fall below 70 points three times in a row, I will be fired.

This is an old-fashioned topic. Let's talk about it later. Many people know Baidu, and they are basically using Baidu (no way, Google can't use it, with a sigh). We searched on Baidu, and the top few are basically bidding advertisements. Do you know how much work these salesmen do every day?

A friend of mine came to 1 1 to work in Baidu in 2007 and worked as a small manager for the last two years. We often talk about their work. In Baidu, every salesperson needs to make 100 effective calls every day and pay attention to these effective calls. What is a valid telephone? Call for more than one minute each time, and introduce products to customers within one minute.

You may think it is not difficult, but the question is, have you thought about it? Basically, many people hang up when they answer the phone and see that it is an advertisement or Baidu. A better person will say I'm sorry. I don't need it now. I'll hang up after scolding.

The hardest thing is that Baidu won't give you the phone number. You need to find these phones through the internet and various methods. A hundred active calls may actually require hundreds of calls. Do you think it's a lot of work to find hundreds of non-repetitive calls from the Internet or other ways every day?

If you don't accept it, you can start checking hundreds of calls tomorrow and see how long it will take. And their CRM will record your previous calls, as long as they are called, they will not count. Therefore, Baidu's business personnel are very diligent, and it is these diligent people who have made Baidu after getting their generous salary.

In 20 13, when I was training in a trading company, the manager of their Taobao store told me about his experience in charge of Taobao stores, saying that he sat in front of the computer after 8 o'clock every morning, while most Taobao stores didn't have customer service until 9 o'clock 10, and there was no one at night 10, but he was 1 0 every night. That is, every morning and evening, he spends a few hours more than others, but these hours make his orders much more than others, and Taobao's rule is to rank according to the sales volume, and his Taobao store quickly ranked first, and finally maintained the top three in search for more than a year.

Diligence is a good training. We can find that any successful person is much more diligent than others at the beginning. The fairest place in heaven is to give each of us 24 hours a day, while some people work 8 hours a day, and some people 16 hours or more. This is one of the reasons why successful people succeed.

As a newcomer, we should actively and diligently explore resources and negotiate with customers, and we will reap what we gain. Slowly, you will find that you have more customers than others.

We have memorized the product parameters and the company's business, and made great efforts to find customers. So why do some people have a high success rate and some people have a low success rate? Besides fate, there are also negotiation skills, which can also be called speech. I will briefly talk about this today, because there are too many contents, different industries, different scenes, and so on.

I will teach a course, "How to be an excellent salesman", with the focus on speech, because sales itself is how to sell things, and negotiation skills are the most important, accounting for more content. Interested readers can follow me.

When we negotiate, we should pay attention to our tone, be polite and be polite to many people. When introducing products, we should judge what customers are interested in at the same time and focus on what customers are interested in.

At the same time, you must speak Mandarin, otherwise others will not understand what you are saying, and it will be difficult to say a word or even hang up directly. I once received a phone call from a salesman selling me a set of software. Seriously, I really want to buy it, but his accent is so strong that I can't understand it at all, like Guizhou accent. I have repeatedly stressed that I can't hear his accent clearly. I hope he can speak Mandarin. I could feel his embarrassment and he was trying to adjust, but unfortunately, I finally hung up. If he spoke Mandarin, I would have bought this software that day.

Please don't think I'm being melodramatic. If you meet a business person who can hardly understand you when negotiating with you, he can't tell you clearly what you ask him, whether it's telephone sales or face-to-face sales, I think it's hard for you to continue. Therefore, as a business person, you must be able to speak Mandarin.

At present, most large and medium-sized companies have a telephone return visit system, but no matter whether your work environment requires you to pay a return visit, you should spare some time to pay a return visit to some customers every day. These repeat customers include those who are not single but interested, and those who have been single.

Needless to say, the intended customer didn't make the order, but he is the object we will make the order. Many times, when a customer says to think about it, he is really thinking about it, and of course he is perfunctory. Therefore, your phone call back will greatly increase your success rate. In the process of calling back, you can better know what he is hesitating and answer in time. Many times, the order will only be completed if you call back once or twice!

It is also important for old customers to pay a return visit, because he has bought our products or used our services, which shows that he is recognized by us. Of course, it is impossible for all old customers to continue to buy your products, but the rate of re-ordering based on previous trust is still very high.

Therefore, we should pay an irregular return visit to our old customers, ask their feelings, have any questions or opinions, and inadvertently ask their intention to buy again. Especially on holidays, it is necessary to send some short messages in advance. To deepen your impression in the hearts of customers.

Tell me about myself. Many people know the taste of herbs. A good brand of dried fruits. In fact, I buy them occasionally and prefer their pecans. The Taobao shop I bought will definitely send me a text message every Sunday to say hello and recommend their products. At first, I didn't really buy it. Just buy it once a month or two. Now I buy it almost once a week or two, and it's their home every time. Many sellers on Taobao sell this, some are cheaper than this, but I buy it here, and I think their family pays enough attention to their customers.

This point is aimed at face-to-face sales, and telephone sales are of little significance. When selling face to face, or when meeting with customers, how to control the scene after meeting? Whether the scene is relaxed or serious, nervous or embarrassed, whether the behavior is generous or coy, whether the words are hesitant or fluent, you don't need to be glamorous, but you need to be neat and not sloppy, which all affect your success rate.

A good salesman, from shaking hands with customers to introducing products or businesses, has a relaxed negotiation process and a professional and humorous language. The whole process and progress are under his control, and the success rate of this negotiation can reach more than 80%.

During the period of 2065 438+04-2065 438+05, I worked as an executive in a company and was responsible for large APP projects. These orders are all over 30W. When I first took office, I found that many salesmen tried their best to invite customers to the company, and I was nervous when I finally met them. When I was demonstrating PPT in the conference room and communicating with customers, my control was poor, and I spoke intermittently or pressed PPT completely.

So I reorganized the business department and asked all business personnel to be familiar with all product modules, PPT content and special product modules, such as membership system, order system and news system. The function of each module should be memorized, and PPT basically knows what is on it without reading it, instead of reading it to customers every time.

At the same time, you need to memorize words and constantly simulate scenes to practice business negotiation. At first, they didn't agree, so I took it personally and talked about five orders, which surprised them with a success rate of 100%. They even thought that they would be responsible for bringing customers to the company for negotiation in the future.

Finally, they all practice scene drills and speech skills every day according to my requirements. Finally, they can see that the customer took control of the situation during the negotiation, played very well on the spot, and the success rate was much higher.

It has been 1 1 year since I came to Beijing in 2005. In this hot and cold summer, I also took many detours, but I am glad that I only took the shortest time to correct and adjust. From the beginning, I sent a business card to a counter in Zhongguancun Pacific Building, and now I'm basically dealing with business. Even if they become the head of the company, they will take care of big customers. What I shared with you was my experience. As long as you seriously implement the above points, you will certainly become an excellent salesman.

I have seen many articles about sales on the Internet, including, but there are few dry goods, and many of them say it is neither painful nor itchy. As long as you are interested, I will ask you to join some groups, or charge you, or start selling some books to you after joining the group, inviting you in under the banner of sharing knowledge and experience, and turning everyone into their source of income. When you get the book, you will find that, like most books on the market, there are some top 500 experiences besides inspirational rhetoric, but these are really of little significance.

I'm here to write a complete set of the only way and skills from a newcomer to a qualified salesman, share my experience and lessons, and communicate with you in a down-to-earth manner, without saying those empty rhetoric. Try to write once a day, including skills, speech skills and routines. The fields include telemarketing, network marketing and face marketing, involving many industries.

Like some authors, I won't say that you can earn hundreds of thousands of millions a year by reading what I wrote. That's nonsense. If so, there would be no poor people. But I can assure you that as a student who has just entered the society, or someone who wants to switch to sales, you will get a lot of help, know how to grow up quickly and avoid some problems.

After a while, I will also write about the road to entrepreneurship, explaining in detail all kinds of problems involved from entrepreneurship to development to 50 employees. I hope you will criticize and correct me then.

Welcome everyone to pay attention to me so as to read my new article in time. Welcome to forward and share, which has helped more people.

Next time, I will post something about the speech, I hope you are interested. If you think my sharing is helpful to you, I hope you will pay attention and comment, thank you!