Two inspirational articles about sales.

A recent survey found that traditional sales methods can't ensure the success of sales organizations. Moreover, this survey suggests that sales organizations should break the sales mindset that is regarded as truth. The following are two selected inspirational articles on sales that I carefully recommend for you, hoping to help you.

Selected sales inspirational articles? Ten secrets of success for a sales champion with an annual salary of one million.

1. Schedule one hour every day.

Sales, like anything else, requires discipline. Sales can always be postponed, and you are always waiting for a more favorable day. In fact, the timing of sales will never be the most appropriate time.

2. Make as many phone calls as possible

Never forget to take the time to define your target market accurately before looking for customers. In this way, the people you communicate on the phone will be the most likely to be your customers in the market. If you only call the people who are most likely to become customers, then every call will be of high quality, because you are in contact with the prospective customers who are most likely to buy your products or services in large quantities. Make as many phone calls as possible within this hour. Since every call is of high quality, it is better to make more calls than less.

Step 3 keep the phone short

The goal of a sales call is to get an appointment. The sales call lasts about 3 minutes. You should focus on introducing yourself and your products and get a general understanding of the other party's needs, so as to give the other party a good reason to spend precious time talking to you. The most important thing is not to forget to make an appointment.

4. Prepare a list before calling.

If you don't prepare the list in advance, you will have to spend most of your sales time looking for the name you need. You will always be busy and feel that you are working hard, but you haven't made a few calls. Therefore, you should always have a list of people available for one month.

Focus on your work.

Don't answer the phone during sales hours, don't receive guests. Make full use of the marketing experience curve. Just like any repetitive work, the more times you repeat the work in adjacent time periods, the better it will become. Promotion is no exception. Your second mobile phone will be better than the first, the third will be better than the second, and so on.

6. If the traditional sales time doesn't work, it is necessary to avoid the telephone rush hour for sales.

Usually people make sales calls between 9 am and 5 pm. So, you can also set aside an hour to sell at this time every day. If this traditional sales time doesn't work for you, you should change the sales time to off-peak telephone hours or increase the off-peak sales time. You'd better arrange the sales at 8:00-9:00 am, afternoon 12:00- 13:00, afternoon 17:00- 18:30.

7. Change the call time

We all have a habitual behavior, and so do your customers. They are likely to attend the meeting on Monday 10. If you can't reach them at this time, learn from them and call him at another time of the day or another day. You will get unexpected results.

8. Customer information is well organized.

Use the computer system. The customer management system you choose should be able to record the customers who need to follow up well, whether it is three years later or tomorrow.

9. Before starting, predict the results.

In his book "Seven Habits of Successful People", Dr. StephenCovey warned us to foresee the results before starting. What he means is that we should set a goal first, and then make a plan to work towards it. This suggestion is very effective in finding customers and developing business. Your goal is to meet, so your wording on the phone should be designed around this goal.

10. Don't stop

Perseverance is one of the important factors of sales success. Most sales are made after the fifth call, but most salespeople stop after the first call.

Selected sales inspirational articles? Ten misunderstandings in sales are easy to mislead the prejudice of sales staff.

One of the misunderstandings? Sales is sales-a good salesperson can sell anything?

There is no doubt that the sales skills of one industry may be equally applicable to other industries. However, the sales cultivated in the process of small batch sales may create obstacles when you sell to big customers. Compared with small batch sales, large batch sales take longer, the process is more complicated and more strategies are needed. However, many sales experts don't realize that the key sales skills required for large-scale sales and small-scale sales are different.

In small batch sales, the salesperson takes the initiative when talking with the customer, and the customer may place an order for him because he is full of energy and enthusiasm and gives a vivid description of the product. This kind? Product function promotion method? It often works.

However, in mass sales, customers must take the initiative to talk. Excellent salespeople often use some questioning modes to guide customers to participate in the conversation and lead the conversation to the ultimate goal.

When the research team members of Six Sigma Project first discovered these phenomena, the researchers wanted to know whether these phenomena would happen to any customers, regardless of their industry, country or cultural background. Interestingly, the results in 23 countries are the same. Even in Japan, most American sales training methods have failed, and the research team speculates that perhaps traditional and culture-based communication methods may be the most effective way to predict the success of sales work. They finally found that choosing the correct questioning mode is the most effective behavioral factor to win orders from big customers.

Misunderstanding 2? To get more orders, you should make more sales calls?

When sales managers want to increase sales, their first thought is often to let sales people make as many sales calls as possible. After all, if the sales telephone number doubles, the sales volume may double, even if it doesn't, there will be a great increase, won't it? After studying two departments of a technology company, the research team found that this idea was not suitable for mass sales.

In the sales department of electronic equipment with relatively low sales cost, there is a positive correlation between the number of sales calls and sales, that is, the more sales calls, the higher the sales. But in the sales department selling high-end products, the relationship between the two is just the opposite. Compared with those who make more sales calls, those who make ordinary sales calls generate higher sales.

Of course, the other way around, that is, the fewer sales calls, the more sales, is not correct. If the sales phone number is zero, the sales amount is zero. However, generally speaking, salespeople can't increase sales by increasing sales calls, which will have a negative impact on sales.

The key to success is to make excellent sales calls, and excellent sales calls require careful preparation and appropriate strategies by sales staff.

In order to have more time for sales calls, salespeople often neglect planning and preparation, thus reducing the success rate of each sales call. However, if the salesperson has time to make more sales calls, make full preparations for each call, and ensure the quality of communication with customers, then he should do so, because they may not make the best number of sales calls.

Misunderstanding 3? Contact the account supervisor directly?

According to the traditional sales concept, the higher the employee level of the customer contacted by the salesperson, the better the sales effect can be achieved.

If you have direct access to the top management, why waste weeks or months getting close to the decision makers in the client company? However, the research team found that successful salespeople often reach lower-level customers than those who are less successful. It may be a fatal mistake to contact the customer's senior management directly before making careful preparations. Without careful preparation, it is a waste of time to talk to senior customers about its product characteristics. Without understanding the problems that customers need to solve, salespeople can't prove that their products can meet customers' needs.

The research team reviewed the case of the son of a US senator. A big company once eagerly hired this man as a salesman of the company. They believe that this person is easy to get in touch with the bosses of enterprises all over the country, which will inevitably make him a salesman with good performance. Sure enough, he easily met the heavyweights in various enterprises. But because he didn't talk to other people in the customer company in advance and didn't understand the problems that customers need to solve, he often got only? Say hello to your father for me? Such an answer. And his colleagues who lack background have achieved success in sales by contacting customers who encounter problems (often middle-level personnel in customer enterprises).

What are the lessons? First of all, you have to understand the problems encountered by customers, and then you have reason to contact each other's top management by yourself or through people in the customer's enterprise.

Misunderstanding 4? Use a lot of open-ended questions-are they more effective than closed-ended questions?

Among many sales professionals, front-line salespeople, sales consultants, sales managers and sales trainers are all convinced of the power of open-ended questions. If the purpose of asking questions is to make customers participate in the conversation more actively, open questions are indeed more effective than closed questions. Because open-ended questions can make the other person give longer feedback, while closed questions only need? what's up Or? No? You can answer it. However, the power of open-ended questions is only an illusion.

There is not much relationship between adopting open-ended questions and achieving sales success. Through a large number of closed-ended questions, salespeople can also win orders or make sales progress.

It seems strange. Theoretically, open questions can get open answers, and closed questions can only get one-word answers. But this is not always the case. In sales calls, 60% of closed questions can be answered in more than one word. In other words, closed questions often get open answers. And about 10% of the open questions can only get closed answers. Imagine if an inexperienced salesperson asked this open-ended question. Can you talk about your company's business plan? As a result, he will only get it himself? No comment? The answer. Therefore, to some extent, the difference between open-ended questions and closed-ended questions is deceptive.

For salespeople, the key is to skillfully ask questions that can be close to the sales target. If they are just worried about asking each other many open-ended questions, it will be as unhelpful as tidying deck chairs on a sinking ship.

What they should be worried about is: Are the questions asked closely related to the needs of customers?

The fifth misunderstanding? Close the deal as soon as possible and close it frequently?

According to this standard, urging the other party to make a deal with you is the most important part of the sales call, and the way you make a deal determines the success or failure of the sales call. In fact, the initial stage of the sales link is much more important than the end stage.

In order to ensure the success of sales, sales staff should do the following three steps:

First of all, we should confirm other needs of customers. The customer may have other problems to solve.

Second, we should summarize or re-emphasize the main points of the conversation. (? So, obviously, if we do this, your company's efficiency will increase by 65,438+05% in the first stage and save $65,438+020,000 in the first year).

Third, we should propose actions that will help achieve sales progress. (? So, next we can re-check these figures with your boss. ? )

Step three, what does the salesperson suggest or suggest? Action? . It should be noted that in small batch sales and large batch sales, what is the action? The meaning of is different. In small batch sales, the only action may be for customers to place orders directly. In mass sales, there may be many intermediate behaviors that help to win orders. These actions are called. Progress? .

Salespeople should not worry about how to make a deal, but should think of as many gradual actions as possible to prepare for each sales call. The best way is to plan all kinds of flexible and practical progressive actions for each sales call, so that the sales staff can get the greatest commitment from customers every step.

Step three, what does the salesperson suggest or suggest? Action? . It should be noted that in small batch sales and large batch sales, what is the action? The meaning of is different. In small batch sales, the only action may be for customers to place orders directly. In mass sales, there may be many intermediate behaviors that help to win orders. These actions are called. Progress? .

Salespeople should not worry about how to make a deal, but should think of as many gradual actions as possible to prepare for each sales call. The best way is to plan all kinds of flexible and practical progressive actions for each sales call, so that the sales staff can get the greatest commitment from customers every step.

Myth 6? There is always only one chance to make a first impression?

Many sales experts firmly believe that the most important part of a sales call is the opening remarks. They will tell you. The first 60 seconds is the key to the success of a sales call? . However, the research shows that there is no necessary connection between the opening of sales telephone and the success of sales except for small batch sales. When the whole sales link includes only one visit (such as door-to-door sales promotion), the first few seconds of Zhong Zhen are very important. But in the complicated sales process, if customers think that salespeople can solve a problem for them, they will not care too much about the first impression left by salespeople.

If the opening and closing remarks are not the most important part of the sales call, what is the most important part?

A complete sales process includes four stages: starting, investigating (finding customer demand), demonstrating one's ability (showing that one has the ability to meet customer demand) and obtaining customer commitment (making sales progress). Among them, the most important is the investigation stage, because if you don't know the customer's needs, you can't win the customer's order.

Nevertheless, sales people still need to get started skillfully.

A good opening statement must achieve two purposes: one is the necessity of establishing a dialogue, and the other is to allow customers to ask questions to the sales staff.

The prologue is over when the customer allows the salesperson to ask questions. If the salesperson calls a strange customer for the first time and only gets a reply from the customer's voicemail, is it necessary for them to open the conversation through the message system? In fact, they must give the customer a reason to answer. In this case, the salesperson must let the customer know that it is necessary to talk to you in the form of a message, but you should not directly provide a solution to the problem? Let the client take the bait? .

Myth 7? Sales talent is innate and cannot be cultivated?

Do salespeople need certain qualities? The answer is no.

A large number of studies conducted decades ago show that the number of extroverts in the sales team far exceeds that of the general public. However, recent studies have not shown a strong correlation between extroversion and sales work. what has changed? Nothing has changed except those cliches! Those enterprises that have actively sought extroverts to undertake sales work now understand that people of all personalities can learn sales skills and achieve good sales results.

From the customer's point of view, what do they want from the salesperson? There is evidence that most customers want the sales staff to be trustworthy. We have all heard an old joke:? Sincerity is the most important thing? If you can forge it, you must have done so. ? But in fact, even sincere salespeople often cannot win the trust of others. Customers can't see their sincerity or honesty, only their actions. Before placing an order, the customer will not examine whether the salesperson has a specific personality, but only whether he can provide an effective solution.

Myth 8? Customers are welcome to raise objections-are they a clear signal that customers are interested?

Although there is definite evidence to prove it? Guidelines? Is incorrect, but it still exists. Like many others? Guidelines? Similarly, it won't die because it sounds comforting. It makes you believe that if customers have doubts about your products or services, it means that the dialogue between you begins to become meaningful.

In fact, this kind of objection is a big obstacle between you and your customers, and you won't like obstacles. You don't have to be afraid of dissent, but you shouldn't welcome it either. The existence of objections means that customers don't want your products or services, perhaps because they are too cheap, but more likely because they don't see the need to buy your products or services. If the salesperson says,? Our machine is the fastest of its kind on the market? , customers may say,? But the speed of the machine is not our concern? .

Compared with less successful salespeople, successful salespeople face much less opposition. What is the reason? Because they always try to stop objections, instead of waiting until they appear. In the above example, a skilled salesman will not talk about the characteristics of the products he provides. Is it the fastest? ), and will take the question mode, ask first? How important is machine speed to you? If he knows that the speed of the machine is not important to the customer, he will avoid leading the conversation in the direction that leads to the customer's opposition.

If salespeople are trained to find customers' needs by asking the right questions first, and then only talk about the characteristics of their products or services related to the needs, the probability of incurring objections can be reduced by 50%.

Usually, those inevitable objections are the most serious. The best way is to be honest, admit your own shortcomings, and then focus on your competitive advantage.

Myth 9? Never attack competitors?

Many enterprises believe that salespeople should not mention competitors when dealing with customers, because doing so will eventually damage the sales results. This used to be IBM's consistent policy: in the sales process, salespeople should not mention the names of any competitors or competing products.

However, research shows that excellent salespeople will definitely mention competitors, provided that customers need them to do so. Although they often don't take the initiative to comment on their competitors, they certainly don't shy away from answering when asked how their products or services are different from those of competitors.

The key is how to comment on competitors. The best way is to change from a competitor's shortcoming to your competitive advantage as soon as possible. If the customer asks? What do you think of SlowCo's machine? Salespeople may have to answer? That's the slowest machine on the market, 40% slower than ours? But it would be better if you could adjust to the following answer:? SlowCo？ Yes, our machines are 40% faster than theirs. In fact, our machine is the fastest on the market? .

A little-known but very effective method is to highlight the advantages of your own products or services with the general weaknesses of competitors' products or services, rather than belittling specific competitors or their products.

For example, suppose you are a sales representative of a small company, which is competing with a big company in the industry for a small piece of business. If the customer asks, how do you compare with GiantCo? Skilled salespeople may not say, GiantCo is too big to provide you with personalized service? ; And say. There are many differences between big companies and small companies. We are a small company, so we can pay more attention to the needs of our customers. It is difficult for a company to do this after its scale is expanded. For a big company, you may be just one of 5000 customers, not one of 50? .

Effective salespeople will always attack their competitors, but they will skillfully avoid the negative impact of such attacks on their own enterprises.

Misunderstanding 10? Focus on big customers?

In the past decade, the biggest customers have often been able to bring the most profits. If they are given more attention, they will often bring more profits.

Today, however, the old rules no longer apply. Now, it may be those medium-sized customers who bring the most profits. In fact, the biggest customers may make you miserable: they will consume a lot of your resources, squeeze your profit margin desperately, and finally you will get only meager profits. Medium-sized customers may face less fierce competition, and their products or services may have higher profit margins, so they may also bring you more potential profits.

Now, smart companies no longer make decisions just because of the size of their customers? Disproportionate behavior? . On the contrary, they are interested in potential, profit space and endless sources of profit. Moreover, they found that from the perspective of customer life cycle, the most valuable customer is not necessarily the biggest customer.

This involves two strategic issues: first, how do enterprises allocate their best human resources? Traditionally, enterprises will let the best salespeople serve their biggest customers. As you can see, this may be a mistake. Secondly, most regional sales representatives have a large number of customers. How do they best invest their time and energy? Sales managers often teach subordinates? 80/20? The original rule was that 80% of the profits came from 20% of customers. This may be a rule of thumb, provided that you don't confuse big customers with value customers.

The above are two selected inspirational articles on sales that I carefully arranged and recommended to you. I hope you will like them.