DM salesman compulsory course

1, a DM salesman should have a natural interest in running business, saying it is natural, mainly to emphasize its importance. It is very important for a DM salesman to keep interested in running business. If you are not the kind of person who likes running errands naturally, you'd better not be a salesman. Without hobbies, it won't last. Without persistence, it won't have the courage to face the embarrassment of failure and being left out. What can't be defeated is hobby, and what can't be praised is interest. Hobbies can make you go beyond solving problems, and interests can make you dig up gold that others can't. So my next question is, why do you want to do sales?

2. Because you like it, because you can earn more money, because you can eat and drink, because you can make more friends, you become a salesman. Many people come to be salesmen because they want to make more money. As a result, after working for a year or two, they earn some living expenses Then, they complained that business was not good. Some people get sick to eat and drink, and go home to recuperate. In order to make more friends, I didn't make any friends at last. In fact, there is no interest between business people, so there are no friends. We can't bring benefits to each other, and they can still treat us as friends. And those who do business out of hobbies and interests will become masters of separate operations, and some even become elites. The zilong in the DM world is the DM business elite. His plans and ideas are not simply learned, but come from his love and interest in business.

3, to be a salesman, you must be honest, cheating can only be dealt with for a while, and eventually you will fail. Honesty is a quality of life. Many people don't believe this, thinking that you don't want to say how many readers DM has. No matter how many readers your DM has, people don't have to refute you. Just publish two advertisements for free. Honesty is not only not to falsely report the number of issues and the number of cooperative customers, but also to win the personality charm of collaborators. Deception can succeed for a while, honesty can fail for a while, but it can succeed for a lifetime. Unless you have the ability to deceive people all your life, then you are a lean man in DM field.

4. It takes courage to do business. Courage is not daring to do anything and not being afraid of anything. It's about making money, so it's not courage, it's tacky. What is the courage to do business? Is to face loneliness and enjoy it to the fullest. In the face of loneliness, you can enjoy it to the fullest. In the face of challenges, you can show your ability to cope and find opportunities that others can't find. But don't get me wrong, think that courage is never back down, never fail and never give up. A brave man.

At the same time, sales staff should at least have the ability to achieve goals, maintain prices and develop customers.

We usually encounter such a situation. The first problem that many newcomers encounter is that they dare not go out to run business. Then why? Is it because they can't talk? On weekdays, you see that they are very nice, happy and happy. Do they speak badly? You see, they always tell jokes in the same way, making people around them laugh their heads off. But once you want to go out to run business and customers, you will find them very embarrassed. Their most common reaction is that they don't know how to tell their customers and what to tell them.

In fact, contact with customers is very simple, but the purpose of our salesmen's contact with customers is not simple contact, but to complete the salesman's task through contact.

Generally speaking, salespeople should have three abilities: one is the ability to achieve goals, the other is the ability to maintain prices, and the third is the ability to develop new customers.

These three abilities need our salesmen to complete through their own mouths, so what does a salesman need to say to customers? Whether it is an old salesman or a new salesman, when facing new customers, they are all the same, and they don't know what to say at first. The difference between a skilled salesman and a new salesman is that the old salesman knows how to solve the problem of how to say it.

No salesman is a know-it-all Therefore, we must learn to master the customer's situation through learning, asking more questions and asking frequently.

Asking more questions is a necessary process for salesmen to interact with customers. Asking more questions is not blind, casual and curious, but designing your own questions in advance. Every customer and every industry is different, so the design problems are different.

So how to design the content of the question? You must first understand the current situation of customers, which can be solved through the internet, media, legends and materials printed by customers themselves. For example, we will talk about advertising with a customer who produces mp3 products. If you introduce your DM endlessly as soon as you come up, the customer will never understand what you can do for him. Because your DM doesn't specialize in mp3 products. As a salesperson, a good salesperson should know the production history of mp3, the types of mp3 products, the products of various manufacturers and the sales situation in the market. Finally, you should know the characteristics, performance and position of the products of the customers you are going to. The question can be, "How long have we been producing mp3 products?" No matter whether the answer is true or not, you can get some information through the customer's answer. "What kind of products are mainly developed at present?" "What is the market situation?" "What does our company think of the market situation?" Record the answers to these questions and come back for analysis. You will find a lot of valuable things and the focus of the next conversation. Don't trust the current business negotiation. Of course, more questions can be designed. The customer's answer already contains the customer's demand information for our DM, and the answer to what problems we can solve for our customers lies in a series of questions you designed. Remember not to contradict the customer. As you may know, customers are likely to hide something intentionally or unintentionally. Brainstorming is of no benefit in business negotiation. It's no good being glib. More than ten years ago, before talking about business, we designed a general response, and later realized that it could only solve temporary problems, and then we could not maintain customers. For example, because customers don't understand our work, we used to develop consulting software. Now take DM for example. When the customer asks, "Is DM an advertisement on the street?" Answer: "DM can solve your promotion problem better than those advertising leaflets." Another example is: "Is DM like an advertisement page in a newspaper?" Or follow the prescription, "it can solve your advertising problem better than that." We analyzed this way of thinking at that time. Most people know things and like to explain new things with what they are familiar with. If you follow the customer's thinking, you don't know how the customer will evaluate your things, so breaking the customer's inherent thinking frame and letting him face a brand-new thing can help him solve the problem. Most people are lazy. As long as you can solve the problem, you are unwilling to learn new things. At that time, I talked about a lot of business at first, but later I couldn't maintain it. Because solving customers' problems requires a process, and customers often can't wait for this process. If the problem cannot be solved immediately, the customer will find a new way out.

At that time, we just thought it was too much trouble to learn about customers and market performance, so we came up with this thing. In the 1990s, short, flat and fast were the fashion in the market. Now I understand, this is what I have been talking about, how deep the foundation is and how high the wall is. Lenin said that without revolutionary theory, there would be no revolutionary practice. Although it takes a long time to learn theory, if you master theory, you will master practice, and you will master the initiative of practice.

DM salesman, when going out to run business, the first thing is to ask more questions, but many people may say, play it by ear, ask whatever you want, and friends who temporarily run Buddhism will ask whatever they get. Therefore, many customers, or the vast majority of customers, do not cooperate with DM salesmen. What's the key question?

DM salesmen, the purpose of meeting customers, is nothing more than promoting their own advertising products. Apart from the DM media introduction provided by the company, almost no customers believe this kind of thing. The most important thing is what problems you have solved for your customers. If we can't solve the problem for our customers, then customers won't trust our DM. Then if you want to solve the problem for the customer, you must know where the customer's problem is.

So, it is important to ask what.

Ask what?

1, about customers

Name, location and telephone number of the customer. This can be verified by telephone. It can also be found in various manuals.

The nature of the client company is production or trade. This defines the differences in the nature of customers' products.

Who is the customer's decision maker? Who is the boss we usually talk about? What are the contact information, such as office phone, mobile phone, qq and so on. Secondly, who is responsible for the company's planning and publicity, and the contact information.

Finally, what goods do customers sell? Or what the main commodity is.

2, the customer's goods and sales

What are the advantages of customer goods? Main sales area? Who are the main competitors in the market? Do you have a new product development plan? What are the current sales channels? What is the consumer's attitude towards the company's products? What is the customer's sales target?

3. What forms of advertising have customers done at present? Do customers know DM advertising forms?

These contents play a very important role in analyzing customers, and are also the premise of whether our sales staff can really get close to customers. If you answer the customer's questions rashly under these unclear circumstances, in most cases, the salesman will return in vain.

These three things seem complicated and simple. They are the desk preparations made by every salesman before going out to run business. The more prepared you are, for example, if you prepare homework with a score of 100 at home and arrive at the customer's place, you may be able to score 7 or 80 points because of the changeable and complicated situation. If the preparation is only 7 or 80 points, then when you meet the customer, you will have 5 or 60 points left, or even lower. We have a salesman who runs an mp3 manufacturer. Before he went, the sales staff not only knew the above situation of this customer in detail, but also learned the history of mp3, the characteristics of other manufacturers' products in the market and their marketing methods. And made two or three advertising planning schemes. When he went to talk about advertising with customers, many mp3 content customers didn't know. The account manager in charge of planning appreciates the salesman. I ran twice and signed a cooperation for half a year.