202 1 sales summary 10

202 1 1 year sales summary

This is my first time out of social work. I used to live in an ivory tower, because I always imagined the outside world wonderfully and pe

202 1 1 year sales summary

This is my first time out of social work. I used to live in an ivory tower, because I always imagined the outside world wonderfully and perfectly. I spent my summer vacation in Chengdu and became a jade product salesman. It's an honor that I did my first job in my life-sales.

When I first came here, I was afraid to talk to customers. I'm worried about how to communicate with customers, but practice makes perfect. I try to learn from the old employees and improve my speed.

When I first started doing it, my grades were poor, but I explained to myself, "I won't, because ... my plan has not been completed, because" I'm always looking for excuses and complaining. But I never realized that while making excuses for myself, I had become quite negative. At that time, it was you who cursed. It's also interesting to talk about my transformation. I overheard a lyric, which inspired me a lot. "To make life better, you must work hard to get lucky." From then on, "You have to work hard to get lucky" is deeply engraved in my mind. Whenever I fail and feel depressed, I will secretly cheer myself up. I firmly believe that as long as I pay, there will be a return. I began to treat customers with a very aggressive attitude, and I am willing to learn and think about ways to follow up with customers. It turns out that I am much more successful than before.

The first lesson: customer first, reasonable arrangement of time, doing business with valuable customers. As salespeople, our time is limited. All customers who arrive at the store expect to clinch a deal, and they will not let go of it for a day, thus wasting a lot of time for those customers who have to postpone cooperation for objective reasons. The first is to classify customers, so as to find some of the most important customers in the shortest time.

Lesson 2: Know yourself, first know your customers, and then let them know about us.

After the first close contact with customers, you will meet many difficult guests, and misunderstanding will also lead to the problem of excessive storage. In the face of such obstacles, we can't complain about the customer first because he doesn't understand us enough. In fact, it is possible for us to get these customers back, although it is not 100%.

Success rate, but after some efforts, we will win back most of our customers. How to get to know customers first? Then we must treat it differently first. For new customers who resist, the key is not to pay too much attention to what he says, or even think it is just an excuse (don't forget, customers' ideas will change at any time, and there will never be fixed customers). We just need to remember that we have to tell him the advantages and highlights of our products. You will be surprised to find that the attitude of the guests is slowly changing, so the opportunity is coming!

Lesson 3: Use enterprising emotional contagion customers.

In practical work, salespeople must not give customers a bad feeling. Because the result of doing so will only be: first, sales abortion; Second, leave a bad impression on customers. Therefore, when you go to work every day, you must adhere to a good and cheerful attitude, remember to smile and put on makeup. Leave a perfect and deep impression on every customer who comes to the store.

Lesson 4: Constantly update, constantly surpass, constantly grow, and be ready to go.

The saw will become dull after being used for a long time, and will be sharpened again after being re-polished. As a salesperson, if you don't know how to improve yourself at any time, you will one day fall from the so-called past glory to the bottom. It is very important for us to learn new knowledge elements in time. Besides books, I think it is very important to study hard at work. I believe that a person's skills are always limited. It is important for our colleagues to exchange rich experience with each other. Next time I can use it on similar customers, we will be more confident of success. You can also learn knowledge from your peers, so that you can "know yourself and know yourself, and win every battle" and put yourself in a favorable position in the competition. We should constantly surpass ourselves, remember one sentence, don't compare with colleagues, which will only make you greedy and let your energy dissipate. Competing with yourself, while you are constantly surpassing yourself, it is very likely that you have surpassed others, but you have not easily reached a peak under any vicious pressure.

Although it's only been a month, I've really grown up, gained a lot and gained a new understanding of society and life. I will continue to study and work hard in my later life.

202 1 2 sales summary

I have been engaged in sales for nearly ten years, and my sales experience is summarized as follows:

Generally speaking, there are two points. First, the heart is strong and confident. Second, good performance is earned, so don't be afraid to quarrel with customers.

The explanation is as follows: to do sales, we must first overcome our fears, not afraid of customers' rejection, embarrassment and indifference. Remember, in addition to this customer, there are many customers we can develop, so we don't have to worry about the gains and losses of a customer at all. At the same time, no matter what kind of customers we deal with (regardless of position, background, education, skills, etc. ), we must have an equal heart, which is a customer and a skill. Everyone's personality is equal, so we should treat others like this, and others should treat me like this. The buyer is not big, the seller is not small, and everyone is equal. You can't buy it and I can't sell it. Be neither supercilious nor supercilious, treat others with courtesy. This is the fundamental basis for good sales.

As for the second point, the explanation is as follows: With the first point as the basis, we don't have to understand everything put forward by customers unconditionally. We can understand what we can do and what is reasonable. We also have to put forward what we can't understand, what we need to negotiate, or what kind of conditions we need from customers, so that we can understand, otherwise we will definitely sign an unequal treaty. At the same time, all good conditions are discussed, and customers will not take the initiative to put forward, and we will fight for it. Even if there is a quarrel in this process, it is normal. As long as there is no possibility of recovery, we must do everything possible to fight for it. If the customer is unreasonable, there will be no chance of cooperation next time, and there is no harm in tearing the face, because everyone is equal, and we have no reason to understand the unequal conditions. In this process, we should not only grasp the degree of quarrel, but also put forward the conditions for sexual relations in a timely manner. Win-win is win.

202 1 3 sales summary

Sales work is a very hard work, there are many difficulties and setbacks to overcome, and there are many cold rejections to deal with. This requires salespeople to have a strong sense of professionalism and a high sense of responsibility, to be enterprising and enterprising, to regard themselves as "people who sell happiness", to run errands frequently, and to keep their mouths shut.

Sales staff must have strong innovation ability in order to win unexpected victory in the fierce market competition. First of all, we must awaken our creative talent and have the innovative spirit of "ingenuity"; Secondly, we should break through traditional thinking, be good at adopting new methods and taking new paths, so that our sales activities can attract customers' attention. As the saying goes, "Pay attention everywhere is learning", and in the words of the sales community, it is "pay attention to business opportunities everywhere". Salespeople should be able to highlight the key points of the problem, grasp the essence of the problem, see the problem step by step, distinguish between primary and secondary, and pay attention to accumulate more knowledge and skills. The richer the knowledge, the more skilled the skills, and the stronger the insight into things.

Building trust with customers is very important. Everyone has a personal network in two directions, one is naturally acquired by you, and the other is created by yourself. Natural networks include your relatives, good friends and other acquaintances. If you have good personal charm and actively explore your own interpersonal relationships, you can gain a larger interpersonal network through these people.

Can use some time to select important customers, organize them and hold some activities, such as going to the opera and giving lectures. , and take this opportunity to get in touch with customers. When customers receive special courtesy, they will feel grateful and rewarded, thus being more loyal to you and even helping you develop new customers.

Become intimate friends with customers. We all know that "friends tell everything". If we become intimate friends with our customers, then he will open his heart to you, so as to impress and infect customers, insist on establishing long-term relationships with customers, give full play to their personality and personal charm, release themselves in the sales process, give full play to their strengths and advantages, and at the same time let customers feel your true side without concealing their shortcomings, so that customers will have trust in you, promote the sales process, and adhere to this trust and tacit understanding for a long time to come.

"Perseverance, rotten wood can't be carved." Salespeople need this kind of will and the belief that they will never stop until they reach their goals, so that they have a chance to succeed. Sales is a long and arduous road. We should not only adhere to the full professionalism, but also adhere to our consistent beliefs, self-motivation and self-motivation, so as to tide over many difficulties and move towards the final victory.

202 1 4 sales summary

Hello, everyone. I'm glad to share my sales experience with you.

After selling for a long time, there is naturally no personality, no personality, and time has smoothed out a grindstone for people's personality. Of course, most of the professional consultants in the real estate sales industry are very young, and almost all of them are only children born after 80. These people have strong personalities, shallow experience and wide knowledge. Nowadays, the competition in the real estate industry is becoming more and more fierce, and customers are more and more aware of real estate knowledge, so they are more and more picky. So on the surface, there will be more and more contradictions between customers and career consultants.

How should we treat this problem rationally? In fact, this problem is only a superficial phenomenon. After many years, with the increase of social experience and rich sales experience, it will naturally be fine. So since it is a superficial phenomenon, it is not very important. What matters is the root of the problem-how to deal with customers.

How to handle the relationship with customers is a difficult question to answer, and it is also a topic that different people have different opinions. I think the core problem in dealing with customers is that we should focus on understanding their needs. If after some methods and skills, we can know the real needs of customers, and we have already understood the needs of customers in the process of contact with customers, then the second step becomes simple and trivial. It is tedious to say that the simple reason is relatively high, and trivial is because of the commitment to some uncertain factors such as contract and quality. Of course, when you understand the customer's needs, you must learn to refuse, and in this process, you must refuse. When you think it is appropriate, you can refuse the customer's demand cleanly, leaving no room. This effect will give you unexpected gains. With the gradual disclosure of customers' intentions and the deepening of negotiations, this progress will naturally give you a joy of expected success!

202 1 5 sales summary

I am a telemarketer, and I have summed up some successful experiences in my work. Here is a word of encouragement for you, hoping to help you in your future work.

1, first of all, you must explain all the selling points and features of the product to the target customer, and you must let the customer know what products you are recommending to the customer and what you are selling to the customer in just a few minutes, so before you become an excellent telemarketer, you must practice fluent Mandarin! Only in this way can customers understand what you are talking about!

2, do telemarketing, no matter what products we do, there will be some preferential or value-added services that can be flexibly controlled by telemarketing. Take the Sheraton VIP card I made before, for example, we will give away free rooms while selling VIP cards; Amount of cash deduction; Red wine rolls and cake rolls! However, the number of orders depends on two points. The first point is that you should call more. There is nothing wrong with the sentence "Heaven rewards diligence". Call quality must be supplemented by quantity. The second point is to flexibly use these benefits attached to VIP cards, that is, the value-added services mentioned above! For example: Today, I told Mr. Chen about the purpose of our card (50% off for dinner for two, 10% off for the lowest room rate that night, valid for one year in hotels around the world 132), but I won't tell you about the benefits of this card (free room; Amount of cash deduction; Red wine rolls and cake rolls) so that you can save one hand when you call next time; This move is also called all is fair in war! When I have time to call Mr. Chen for the second time, I will send one of the quotations as bait. If it is not possible, I will send two other offers. I must emphasize repeatedly that these offers have been specially approved by the president of our Asia Pacific region. We can't let customers think that these offers are easy to get!

3, we must persist, dripping water wears away the stone, not a day's work, freezing three feet; This is not a cold day! No matter what you want to succeed in, you can't do without perseverance and persistence!

202 1 6 sales summary

I. Sales Plan

Making a sales plan and selling according to the plan is the first and most critical step to complete the sales task. The information of sales plan includes not only how to make a feasible sales goal, but also how to accomplish this goal in practical work. Everyone has his own sales characteristics and skills, and the key is to find a set of methods that suit him best. My monthly sales plan is like this: on the first morning of each month, I will break down the planning tasks of this month into every day and everyone, and then I will plan a higher goal for myself. While completing the task of the day, I will strive to achieve high goals and do a good job in daily sales.

Second, maintain old customers and develop new customers.

Customer relationship management is to maintain a good relationship with customers, which is conducive to communication with new and old customers at any time. If there is no effective follow-up maintenance for powerful customers, customers will forget you and the products you sell at the same time. Therefore, we must try our best to maintain good customer relations, pay attention to and care about every detail of customers, become friends with them, and build trust. In the field of sales, it is impossible to achieve any sales without mutual trust. Be honest with others and impress customers with your best and most unique service. I do this in my practical work; When a customer trades at the counter, I will leave his customer information. I will send warm messages and wishes to them as soon as the weather changes, shopping mall activities or new products arrive. For those customers who often go shopping, I will carefully write down their names and characteristics so as to say hello at the first time and make him feel that you miss him like a friend.

Third, use enterprising emotional contagion customers.

In practical work, salespeople must not give customers a bad feeling. Because the result of doing so will only be: first, sales abortion; Second, leave a bad impression on customers. Therefore, when you go to work every day, you must adhere to a good and cheerful attitude, remember to smile and put on makeup. Leave a perfect and deep impression on every customer who comes to the store.

Fourth, find potential customers.

Everyone on the street may become our customers, but a large part will not become your customers in the end. Customers always exist. The problem is how to find these customers. The method is to seek quality first and then quantity.

Five, understand the needs of customers

As long as customers come to the mall, most of them have needs. We should understand their real thoughts by observing their faces and colors and language communication. Then use the unique characteristics of your product and meticulous service to make customers want to buy, so as to clinch a deal. Second-rate salesmen meet customers' needs. A first-class salesman is to create customers' needs, which is called "taking the heart as the top priority".

6. Diligent and thick-skinned.

The first element is diligence. This is what we often say: be careful, often call to contact feelings, and increase customers' impression of you. (of course, you can't go straight to the point. You should say hello to him first. When talking about products slowly, remember to master the skills of returning visits. )

The second is to be thick-skinned. Rejection by customers is normal and may happen every day. Therefore, if you want customers to recognize you and the products you sell, you must have thick skin and strong endurance. Don't be discouraged and depressed even if you are rejected by customers. Tell yourself: my product is the best, no one can compare. Secondly, be diligent in heart, mouth and legs. But don't pester and beat blindly, pay attention to strategies and skills.

202 1 7 sales summary

Let's talk about my sales experience these days. The position of this counter is not very eye-catching at the moment. Unlike the previous Gree air conditioner, it is located at the elevator entrance, and others can see it as soon as they get on the elevator. There are few customers in this humble position recently. The first reaction of customers is basically "-what brand is it? I have never heard of it. " Actually, you can't blame the customer. They entered the domestic market late and didn't put too much energy into advertising. Relatively speaking, fewer people know about it.

Actually, I didn't know this brand very well at first. When I was working in Jinning Company in Fu Wei, Nanjing, the hauled pump body was sealed with adhesive tape with the word "Bosch" on it. I didn't pay much attention to it at first, but later I learned through the internet that it was a brand called "-".I don't know exactly.

I just worked in Fu Wei Jinning Company for a few months, and it happened that the school was holding a job fair, so I took the time to go. At the job fair, I saw Siemens at the job fair, so I went to see it specially. When I saw that the company's name was "Boxihua (Nanjing) Co., Ltd.", I was still puzzled at that time and wanted to know why it was called Boxihua instead of Siemens.

After I sold it, I realized that I had merged with Siemens, and the name was Bo Xihua, which solved my doubts. As the saying goes, "the smell of wine is not afraid of the depth of the alley." At present, the refrigerator washing machine is the first and Siemens is the first. I believe that as long as I know more, people will naturally increase, and I will try my best to refuel!

202 1 8 Sales Work Summary

In the process of sales, especially after the transaction, you must be friends before selling the products. Otherwise, it will always be a blind bear who breaks the rice bag and always bears a melon. At present, many salespeople think they can do well in all aspects. It's actually quite simple. The smarter they are, the more modest they are. Some people, especially those who have achieved great success, are very modest, because they understand a truth, the simplest truth of being a man, a broad mind and a loving mind, and regard themselves as the most ordinary people in front of anyone. On the other hand, overestimating yourself or praising yourself for no reason will lead to complacency. You will never become a sales master, and you will never earn a perfect tomorrow for yourself. The end result is that you will suffer for life.

In fact, I haven't been doing sales for a long time, but I feel a lot. I think it's time to sum up our experience, whether it's good or bad, and we'll see in a few months, at a glance!

An excellent salesman in my heart should be smiling, approachable, full of affinity and confident in his eyes. This is the so-called image! Of course, good sales skills and solid professional knowledge are useful and necessary for mastering the whole market!

Different people, he or she sells in different ways, like to brag, be slow, careless, gossip, tell the truth, tell everything … many, many. It is true that our products sell well, and your sales skills are not as good as your luck. However, we will still encounter difficulties. How do we overcome them?

There is a saying that sometimes people don't buy your products, but buy your own products. You are selling, and others are selling. You have a good attitude, good business and always have an advantage!

My sales experience is that sales are achieved through interpersonal communication. Personally, I think that when talking about price, we should stick to the bottom line and never give in. Never fall into the rhythm of others and be led by the nose. The key is to control and grasp the rhythm, just like basketball and football. If you succeed, you have a dominant position. To have an advantage, this is the direction of my future study and efforts.

202 1 9 Sales Work Summary

Sales is an art, which requires not only necessary theoretical knowledge, but also constant practice and summary to improve and become a sales expert.

1. Sales is an art to learn.

If I ask, if you only know that there is a demand for your products from an enterprise, but you are not familiar with this enterprise at all, and even don't know the name of the person in charge, then you are somewhat certain that you can make a business by just making a phone call, which is understandable. But if I tell you that the average success rate of salesmen in an enterprise can reach 80%, I don't think you will believe it, but it's true! What they sell is not low-value general products such as copy paper, but equipment worth tens of thousands or even tens of thousands of yuan. They have achieved this almost impossible success rate, so they can grow from a small company with a few people to a well-known enterprise group in the industry within 10 years, and the boss of the company has never gone bankrupt and become a billionaire. Their powerful weapon of success is the unique telemarketing technology.

Calling is also learned. Of course! In order to train salesmen's telemarketing skills, all salesmen who are new to the company must understand three months of intensive training before they can formally take up their posts. In three months, they systematically trained salesmen's telemarketing skills. For example, how to inquire about the office phone number and home phone number of the other leader, how to make the other party listen to you patiently for a few minutes-how to enhance the trust won by the voice tone, how to talk about kickbacks so that the other party has no worries, and so on. , quite detailed and accurate. Of course, the phone call will basically be signed at home, and of course it also includes the whole process of skill training from knocking at the door, shaking hands, handing out product brochures to sending kickbacks and signing contracts. In order to enhance the actual combat effect, they often exercise salesmen in the form of live dramas and correct problems immediately when they find them. After the training, the boss plays the role of the customer himself, and makes a practical assessment of the salesman's whole business. Those who fail are dismissed, which is the fundamental reason why their telemarketing has achieved such a high success rate.

From this example, we can see that a seemingly simple telemarketing contains such profound knowledge, not to mention other marketing methods! Yuan, Japan's insurance sales champion for more than ten years in a row, is a world-class top player in the field of sales. However, if you read his biography, you will understand that his outstanding performance was not born, but achieved through his own efforts. He can learn golf and fishing to get close to customers, and he can practice smiling in front of the mirror for months to enhance his affinity. Have we made such efforts?

2. It's better to give a gift than feelings. Be a man before doing business.

If you think that sales means eating, drinking and giving some benefits, you can only say that you are still far from it! A friend told me his story: once he wanted to take goods to a hospital in Dongguan. Before he left, he heard that the hospital had opened a new clinic, which just opened on the same day, so he had a brainwave and quickly went to the flower shop to order four pots of flower baskets to take with him. When I arrived in Dongguan, I went directly to the newly opened clinic. There are many flower baskets at the door, but only four he brought from other places. The dean was very moved and invited him to have dinner together at noon. While eating, the doctor ran over and told the dean that the equipment was broken. Under normal circumstances, it is impossible for the hospital to know about the equipment, and of course it is impossible to pay for it, so he panicked. But surprisingly, the dean comforted him and said, "Never mind, leave the equipment, make a payment at noon, and you can change it for me in a few days." This is the power of emotion. He feels that you are trustworthy from your concern and sincerity. It only takes a few hundred dollars to buy a flower basket, but if this order is messed up, the loss will be tens of thousands of dollars.

This friend's sales performance has always been the first in the company. In fact, look at him. He is not amazing, arrogant, clumsy and ignorant of professional knowledge. Why is he so powerful? In his own words, it is "heart". Of course, some people will ask: don't these people accept benefits? Of course not. The problem is that everyone will give benefits. This is nothing unusual, but only those who can give "feelings" at the same time can become excellent.

3. Have a long-term vision.

On 28th, 2008, a salesman called an old customer before going home. He said jokingly, "How about making a bill for my brother and collecting some tolls?" The other party smiled and said, "Come on!" In this way, I went out with my equipment in the morning, didn't even do the field test, and came back with the full amount at noon. This was unimaginable to other colleagues, but he did it easily. Asked why, he said, "Last time I went, their company was short of funds. I gave him the bill at the lowest price given by the company, which was very cheap. I didn't earn a penny and lost my travel expenses. This made the other party very moved and always felt that they owed me a favor, so they promised to take care of me first if necessary. "

We can think about it. If it were you, would you like to do business at a loss? If the other party says that money is tight, will you believe it? Can you believe that he will let you buy equipment in the future? This is a question that changes people's minds. Maybe the other person is a baiwenhang and can't remember your feelings, it depends on your eyesight. Of course, you must have the determination to gamble! It was this salesperson who once confidently said to me, "I just lie at home and make a few phone calls casually!" " "Others don't believe it, I believe that this is the gap between top experts and ordinary salesmen.

Eloquence is not important, what is important is to make customers trust.

It is generally believed that people engaged in sales work must be eloquent and eloquent. But the master thinks that it is important to win the trust of others. There is a salesman whose monthly sales volume is several times that of others, but he usually doesn't talk much and speaks with a strong dialect flavor. A customer once said to him, "I bought your goods because you looked real at first sight, and I was relieved." An old salesman who has been promoted to CEO at the moment told me personally that being good at listening is his secret. It is foolish to talk big and try to induce customers' ideas. I have a friend who stutters a little, but he is such a glib talker. During his tenure as a sales manager in an enterprise in Inner Mongolia, his business volume tripled in just a few months. It can be seen that people with poor eloquence can still break out of the market as long as they are good at communicating with customers and gain trust. On the other hand, people who only know how to talk nonsense often cause customers' disgust and resistance.

Contact with sales elites, and you will soon find that most of them are psychological experts, who can accurately judge the personality characteristics of the interviewee in a short time, and quickly formulate corresponding negotiation strategies according to the different personalities and needs of customers. There is no way to win the world. Only by adapting to local conditions can we improve the success rate. And these are also gradually exercised and summarized by them in actual combat.

202 1 10 sales summary

I have been in sales for many years, constantly learning, and combining my own work after learning. I hope to share it with my friends, and I hope everyone can make valuable suggestions.

I. Sales Plan

The basic principle of sales work is to make a sales plan and sell according to the plan. Sales plan management includes not only how to make feasible sales targets, but also the methods to achieve them. Everyone has his own characteristics and methods. The key is to find a set of methods that suit you best.

Second, information feedback.

Information is the life of enterprise decision. Sales people are in the front line of the market, and they know the market trends, the characteristics of consumer demand and the changes of competitors best. This information is fed back to the company in time, which is of great significance to decision-making. On the other hand, the problems existing in sales activities should also be fed back to the company in time so that the management can formulate countermeasures in time. The salesman's work results include two aspects: one is sales volume, and the other is market information. For the development of enterprises, market information is more important. Because the sales volume was yesterday, it has been realized, and what has become a reality cannot be changed; Meaningful market information determines tomorrow's sales performance and tomorrow's market.

Third, customer relationship management.

If the customer is well managed, the customer will have sales enthusiasm and will actively cooperate. If customers are not effectively managed, or customer relationship management is rough, the result is that customers' sales enthusiasm cannot be mobilized and sales risks cannot be effectively controlled. Therefore, we must try our best to maintain the customer relationship, pay attention to every detail of the customer, and let the customer feel that you are always by his side.

Fourth, team fighting capacity.

It is important to play the overall effect of the team. A cohesive team, her fighting capacity is the most powerful and unstoppable. Therefore, everyone, no matter which department or business, should always remember that they are part of the team and enterprising. My actions cannot be separated from the team, and my actions will affect the team. society

In order to continuously consolidate and enhance their combat effectiveness, the team will also be duty-bound to support the enterprising actions of every salesperson. * * * Work together, * * improve together, and * * * reap together.

Verb (abbreviation for verb) "There is no small matter in sales"

"Management is no small matter", and excellent managers are also careful leaders. Similarly, "sales are no small matter." Sales should be more cautious and prudent, looking for a win-win rule. Improve in learning, summarizing, practicing, groping and trying.

I believe our tomorrow will be better!

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