How to become an experienced salesman? Please help me explain what methods are available.

Sales and marketing are two different concepts. Sales should be included in marketing. This is part of marketing. Marketing refers to "operation and sales". In the development of an enterprise, two factors are indispensable, namely "marketing" and "public relations". Like a pair of wings of a bird. Both are indispensable! In the concept of marketing, \ \ [management \] is more related to management, more inclined to the internal management of enterprises, while sales are more external: how to make our products smoothly circulate to consumers, realize profits, manage our sales team, fully stimulate the potential and realize the maximum strength of the team, and how to establish our sales network in the face of extremely fierce competition. How to maintain and manage our customers well is the content of sales work. Therefore, sales cannot be separated from management. Without good management, sales are good. Nowadays, in many enterprises, those who know how to operate are not necessarily proficient in sales, and a sales expert is not necessarily a good manager. Therefore, talents who know both management and sales are scarce. For example, Shi Yuzhu of Giant Group, as we all know. Although he knows sales, management can't keep up. With the disappearance of the building, Shida Computer in the it field created the myth from 16 to1600 million, but eventually disappeared in the IT field because of a group of people who only knew management but did not understand the market. Zhang Ruimin, president of Haier, is the reason why he has the glory of Haier today and ranks first in the home appliance industry, that is, he knows both management and sales. So don't just work hard. You should learn the way of management. The opportunity belongs to us. So how can we do a good job in sales? There are two aspects here: one is how to do a good job in sales as an enterprise. So many leaders. I dare not say this question. Second, how do salespeople do a good job in sales? Today, as a grassroots salesperson, I will discuss with you how to do a good job in sales. Edison once said: [There is no real genius in the world. Genius is 99% perspiration+1% inspiration. Yolanda, a famous marketing god, said: "The success of sales is 99% effort+1% skill" and also said: "The success of sales is 99% diligence+1% luck \ \". There is no denying that they are all successful people. Therefore, their. ".[Skills \ \]. Luck is also an indispensable factor for success. Think we can get the following formula: sales success = diligence+inspiration+skill+luck. Do you agree with this formula? Then how to do a good job in sales has the answer: first, diligence. (Brain diligence, eye diligence, ear diligence, mouth diligence, hand diligence, leg diligence-six diligence) To do a good job in sales, we must first be diligent. This is also a necessary 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 is definitely higher than that of a sales genius who stays in the office all day. Diligence is reflected in the following aspects: 1. Study hard, 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, so as to know yourself and yourself. Only in this way can you become a professional. "Only when our salespeople appear in front of our customers can we win their trust, because we also feel that when we go shopping, or when others recommend products to us, if they don't know anything or have a little knowledge, there is no doubt that we will discount the impression of what we want to buy and this person. We all like to go to an expert clinic when we see a doctor. ""... because it's reassuring. Now the advertisements are also: China Mobile-Communication Expert, Jiu Wang Mu-Pants Expert,-Kitchen Expert. So do our customers. What they want to stand in front of them is a professional "salesperson". Only in this way can they accept us, our company and our products. 2. Learn and accept other knowledge outside the industry. Just like literature, sports, politics and so on, we should keep learning. For example, how the Houston Rockets of NBA won or lost recently, how Yao Ming performed, how the six superstars of Real Madrid, and whether Pele joined Real Madrid, etc. These are all materials for chatting with customers. Why are there so many things to talk about at work? I'm annoyed. I'll talk about my work in a few minutes. What are you going to do when you're done? I can't sit still. Find a topic. I like what he likes. 3. Learn management knowledge. This is to improve yourself. We can't always stay at the current level. You must manage the customers in this market. Who are the customers? They are our gods. In other words, they all work for us. The grades will go up. 2. Visit frequently. You must have the spirit of hard work. Business personnel are [copper head, iron mouth, rubber belly, scud]. 1. [copper head \ \ "-often hit a wall. If you are not afraid of it, dare to touch it again. 2. [Iron Mouth \] But knowing how to talk means talking less but having content. We can go straight to the point. So dare to speak, and at the same time be able to speak. 3. [Rubber Belly \]-Often ridiculed and aggrieved. So we should learn tolerance and self-regulation. 4. [Scud \ \]-Needless to say. "Leg Diligence" among the Six Diligences. " ... and take prompt action. Call you if the customer has any questions. You should arrive at the first time as soon as possible. We'll knock before he puts the phone down. The advantage of frequent visits is that we have always maintained good relations with our customers. We won't forget you if we don't go for a few days Even if you can't go in person, give him a call to deepen his impression of you. In addition, you should arrange your itinerary. Rate. 3. think about it. That is to think hard. When you encounter a thorny problem, think carefully about the root of the problem, and then make a solution according to the facts. There are often some illusions in sales work: sometimes customers look good, which makes people feel refreshed and makes you walk away happily. But you wait. No more news. Sometimes the surface is unfriendly to us and even drives us out. This is because we may not dare to visit again. What is the reason? So be sure to calm down and think calmly to avoid being misled. Fourth, be diligent in communication. People often say: "... so we should always communicate our market problems with leading colleagues." Other people's markets may also exist. Learn how they solve these problems. Perhaps after the guidance of leaders and colleagues, you will suddenly realize that you can find a solution to the problem. * * * has improved. 5. Summarize frequently. Only by summarizing can we improve. Whether it is success or failure, its experience and lessons are worth summing up. Successful experience can be transplanted. The lessons of failure will not leave us alone. Inspiration is creativity. It is innovation. If you want to sell well, you can't stick to the rules. You need to break the traditional sales thinking and change your way of thinking to face the market. Inspiration can be said to be everywhere. 1. When you are talking with customers about purchasing goods, you are blocked. Suddenly you know that customers are sick or their relatives are sick. Here comes the inspiration. Buy something to express my condolences. This will break the deadlock. The customer refused from the beginning. May change. 2. Product introduction period: when the promotion is blocked, I suddenly know that other manufacturers are holding a press conference. Here comes the inspiration. We might as well hold a press conference. 3. When shopping in the mall, I saw the shoe rack. Here comes the inspiration. Call the epidemic prevention station and say that I was bitten by a dog. Do you have serum? As soon as they hear that someone wants to buy it, they may buy it. Third, skills. What is a skill? That's it. And sales skills run through the whole process from beginning to end. We face all kinds of customers. We must adhere to one principle: one is to give up who I am, and the other is to encircle Wei and save Zhao. 3. There are three main stages in the process of communicating with customers: 1. Before visiting: 1. Make a plan before the visit. The advantage of (1) is that there is a plan to deal with the interview, because sometimes the improvisation strategy on the spot has little effect. (2) Think about the obstacles that may be encountered in advance and prepare the elimination plan in advance. If you think carefully in advance, you will be able to scale freely when you change it on site, so you won't panic. (4) If you are well prepared, your self-confidence will be enhanced and your psychology will be relatively stable. 2. The content of your previous plan. (1) Determine the best visiting time. If you want to invite customers to dinner, you'd better arrive half an hour before work. If you don't want to invite them to dinner, you'd better go early and come back early. (2) Set the goal of this visit. What purpose do you want to achieve through this visit? Is it to promote emotional communication or to promote customers to buy goods? (3) Predict possible problems and solutions. (4) Prepare relevant materials. Remember if there are any problems left over from the past. Take care of them this time. 2. During the visit: 1. Look at our sales behavior from the customer's point of view. For example, from the standpoint of sales staff, the purpose of our visit is to promote products. To change our position from the customer's point of view, we regard the customer as \ \ ".2. The purpose of the visit is to focus on communicating with customers. Don't just introduce the product itself, but focus on the benefits it brings to customers. In this way, the psychological acceptance of customers will be greatly increased, so that we can communicate smoothly under the condition of mutual benefit between buyers and sellers. 3. Different customers have different needs. The situation of each customer is different. Their needs and expectations are naturally different. Therefore, we should collect information before visiting. Materials. Investigation. Understand their needs. Then prescribe the right medicine. What I want to introduce here is the [FAB\\ in communication.] rule. F-Fewture (product features) A-Advantage (product efficacy) B-Bentfit (product benefits). When using this rule, please remember that only by clearly pointing out the benefits can you impress customers. From the standpoint of selling products, it is easy to think that customers must care about the characteristics of products. We always try our best to convince customers by telling the characteristics of our products one by one. In fact, the benefits of products are what customers care about. So when applying this rule, remember that F.A. can be omitted, but B. must not be omitted, otherwise it will not impress customers. After the visit: 1. Be sure to do a post-visit analysis. (1) Take some time to do it. Compare the results after the visit with the plan before the visit to see which goals have been achieved and which ones have not. (2) Analyze the reasons why the goal has not been achieved and how to achieve it. (3) Reconsider the feelings of visiting from the customer's point of view. What is not enough? Analyze whether your attitude and behavior during the visit have contributed to the customers. (5) think further. In order to be more effective, where do you need to make better improvements? 2. Take improvement measures. (1) It is not enough to do analysis. You should actively take improvement measures to improve your own defects and weaknesses in order to improve better. (2)[ The world is afraid of a willing heart]