1. How to be an excellent salesman? This is a nerve-racking problem for many salespeople and business managers. Personally, I think a good salesman must have six basic qualities: 1, good ideological and moral quality, a lot of money to be a salesman, some in cash or money orders, if the thinking is not correct, it will bring unnecessary losses to the company. 2. Have solid marketing knowledge. Business personnel should not only do their own business well, but also consider how to operate their own market in a benign way from a certain height, so that the sales speed will be the fastest and the cost will be the lowest. This also lays a solid foundation for future promotion to business manager. As a salesman, I think that only by eating what others can't eat can we make money that others can't. Visiting two customers and five customers every day has a completely different effect. 4. Good eloquence. To persuade customers to buy their own products, we should not only rely on competitive product quality and price, but also rely on the salesman to tell us how to make his language both artistic and logical. 5. Have good psychological endurance. 6. Have firm self-confidence and never give up. 7. Be innovative. To be a qualified business person, you must open your mind and explore the market in your own unique way. In addition to the above qualities, business personnel should also do the following: 1. They should love their products very much, and business people who don't love products will never do a good job; It is important to know your own products. No customer wants to deal with business people who don't know the product, because you can't persuade customers to buy your product at all. Business people should know the following points when taking over new products: 1. What is the core business of the company? 2. What is the core competitiveness of the company? 3. What is the organizational core of the company? 4. Who are the company's customers? 5. What services do corporate customers need? 6. What is the way to satisfy customers? 7. Who is the company's main competitor? 8. What are the service features of competitors? 9. What are our company's countermeasures? 10. Who is our customer's customer? What services do they need? How do these services affect your needs? After understanding the above contents, our thinking is clear and we can grasp the whole market from a macro perspective. In addition, I want to talk about what is a professional salesperson and what is a professional salesperson. The so-called professional salespeople take selling products as their profession and support themselves by selling. Such salespeople may not be successful salespeople, but they are a step closer to professional salespeople under the above premise. They must succeed. They have regarded sales as a means to realize their own value and turned sales into art. How to be a professional salesperson? Sales research is about customers, and every professional salesperson clearly knows what customers care about, which probably includes the following aspects: 1, our service attitude 2, the professional level of our salespeople 3, the quality of our products 4, the price of our products 5, our service speed 6, our employee image 7, our after-sales service 8, the expansion of our product functions 9, and the reputation of our brand/kloc-0. 2. Instrument preparation should be a professional salesperson. Before visiting customers, be sure to prepare the instrument. Usually when the weather is not too hot, you must wear a suit and tie. Wearing casual clothes and wearing a suit to visit customers gives each other a completely different feeling. Secondly, whether your decoration is professional, whether the file package you use is high-grade, whether your pen and notebook are standardized, whether your walking posture is confident and confident, and whether your hairstyle is confident? Especially when a salesperson visits a customer for the first time, he must leave a perfect first impression on the customer like a son-in-law meets his mother-in-law for the first time, because people will never have a second chance to change their first impression in the other person's mind. Here, I want to focus on language preparation. Many people may find it difficult to define sales, but I think sales means communicating with customers, and communication equals sales. The process of sales is how to establish a relationship with customers. According to the statistics of relevant experts, in the whole process of successful sales, language accounts for 38%, actions in conversation account for 55%, and conversation content only accounts for 7%. In other words, the key to business success lies in words and actions. I wonder if marketing experts have thought about the distribution of language content in business negotiations. According to expert statistics, 80% of the whole conversation is about talking with customers, and only 20% of the language is used to talk about business. Therefore, before visiting customers, we must be prepared for the language. How can I define my purpose in five minutes when the customer is pressed for time? It takes half an hour to talk to customers and an hour to prepare those languages. Therefore, sales is communication, and communication is sales. A professional salesperson must check whether he has professional clothes, professional decoration and professional language. 3. Preparation of materials Professional salespeople will prepare their own materials before visiting customers. The preparation of materials generally includes the preparation of business cards, sample books and physical samples. A professional salesperson must have a deep understanding of his own products and a thorough study of his own information. When customers browse their own information, you can directly tell each other the page number or even the first line. This way, customers will think that you are particularly professional. To sum up, sales preparation is particularly important. If you are not fully prepared, your negotiation may be passive. What is sales ability? I think it is mentality+knowledge+skill = sales ability. Second, everyone can speak, but some words should not be said on some occasions. We often see the phenomenon that an enterprise is destroyed by one sentence in sales. If the salesperson can avoid a slip of the tongue, the business will certainly gain something. To this end, the author summed up nine things that should not be said when "disaster comes from the mouth", hoping that business personnel must avoid it. 1, don't say anything critical. This is a common problem of many business people, especially newcomers. Sometimes, they speak without thinking, blurt out, and hurt others before they feel it. A common example is: "Your building is really difficult to climb!" "This dress doesn't look good. Not suitable for you at all. " "This tea tastes terrible." Or "Your business card is so old-fashioned!" "It's better to be alive than dead!" These blurted words contain criticism. Although we don't mean to criticize, we just want to make a smooth speech and have an opening statement, which sounds very uncomfortable to customers. People often say, "Say a good word, I am willing to be a cow and a horse", that is to say, everyone wants to be affirmed by the other side, and everyone likes to listen to good words. Otherwise, how can there be a saying that "praise and encouragement turn idiots into geniuses, and criticism and complaints turn geniuses into idiots"? Who wants to be criticized in this world? Business people are engaged in sales promotion and deal with people every day. Say more compliments, but also pay attention to moderation. Otherwise, people will feel hypocritical and lack sincerity. Just like Aunt Wang who lives in my compound, one day after the salesman said goodbye to her, she came to us and said, "Don't listen to him. His mouth is as sweet as death. It's all fake. Why does this insurance company train the same people? They are glib! " You see, this aunt Wang invisibly reminded us that compliments in conversation with customers should come from the heart and not be blindly praised. You know, if you express it modestly and naturally, you can win people's hearts and convince them. 2. Put an end to subjective problems. Business negotiation has nothing to do with your sales promotion. You'd better not participate in the discussion, such as politics, religion and other issues involving subjective consciousness. No matter what you say is right or wrong, it has no substantive significance to your sales promotion. Some of our newcomers have not been involved in this industry for a long time and have insufficient experience. In the process of interacting with customers, it is inevitable that they cannot grasp the topics of customers. They often discuss some subjective issues with their customers, and finally their opinions will be divided. Although some of them were red-faced on some issues, they won the "upper hand" advantage, but after the fight, a business fell through. What's the point of arguing about such subjective issues? However, when dealing with such subjective problems, experienced old salespeople will start some discussions from the customer's point of view at first, but in the debate, they will immediately lead the topic to the products they are selling. In a word, I think everything that has nothing to do with sales should be put aside, especially subjective issues. As a salesperson, try to put an end to it, and it is best to avoid talking about it, which will be good for your sales. 3. Use less technical terms. Mr Li has been engaged in life insurance for less than two months. As soon as he entered the war, he showed off to his clients that he was an expert in the insurance industry. A lot of technical terms were crammed into customers on the phone, and all customers felt great pressure. After meeting with customers, Mr. Li played one specialty after another, and a lot of professional terms such as "free of charge", "rate", "creditor's rights" and "creditor's rights beneficiary" made customers feel like groping in the dark, and the other party's resentment was born. Naturally refused, and Mr. Li unconsciously missed the business opportunity of sales promotion. Careful analysis will reveal that when training customers, salesmen treat customers as colleagues and are full of professionalism. How can people accept it? Since I don't understand, how can I buy products? If these terms can be converted into simple words so that people can understand them after listening, then the purpose of communication can be effectively achieved and product sales will be unimpeded. 4. Don't exaggerate the function of the product if it is not true! This kind of false behavior, customers will eventually know whether what you said is true or not when they enjoy the product in the future. Just because you want to achieve a temporary sales performance, you must exaggerate the function and value of the product, which is bound to plant a "time bomb." Once a dispute occurs, the consequences are unimaginable. Every product has its advantages and disadvantages. As a salesperson, you should stand in an objective perspective, clearly analyze the advantages and disadvantages of products with customers, and help customers "shop around". Only by knowing yourself and the market situation can we convince customers to accept your products. Remind sales staff that any deception and exaggerated lies are natural enemies of sales and will make your career unsustainable. 5. Prohibit offensive words. We can often see such a scene. Business people in the same industry have offensive words, attacking competitors, and some even say that the other party is worthless, which makes the image of the whole industry in people's minds unsatisfactory. When most of our salesmen talk about these offensive topics, they lack rational thinking, but they don't know that offensive words and expressions against people, things and things will arouse the resentment of prospective customers, because when you talk, you look at the problem from one angle, and not everyone is on the same angle as you. If you are too subjective, it will be counterproductive and only bad for your sales. I believe that with the development of the times and the strengthening of corporate culture of various companies, aggressive words will never be popular. 6. Avoid talking about privacy issues when dealing with customers, mainly to grasp each other's needs, rather than talking about privacy issues at once. This is also a common mistake made by our sales staff. Some salesmen will say that I am talking about my privacy. What does it matter? Even if you only talk about your privacy, don't talk about others, and tell all about your marriage, sex life and finance, can your sales make substantial progress? Maybe you will say, we don't talk about this with our customers, so it's difficult to talk about business directly. It's okay to talk about it. In fact, this kind of "gossip" conversation is meaningless, wasting time and your business opportunities. 7. Ask fewer questions. In the course of business, you are worried that the prospective customer won't understand every word you say, and you constantly question the other party for fear that the other party won't understand you. "Do you understand?" "Do you know?" "Do you understand what I mean?" "Do you understand such a simple question?" It seems that an elder or teacher questioned these disgusting topics. As we all know, from sales psychology, questioning customers' understanding all the time will lead to customers' dissatisfaction. This way often makes customers feel that they can't get the minimum respect, and rebellious psychology will follow, which can be said to be a taboo in sales. If you are really worried that the prospective customer doesn't quite understand your detailed explanation, you can get to know each other in a tentative tone, "Is there anything I can explain in detail?" Maybe this will be more acceptable. Perhaps, when the customer really doesn't understand, he will take the initiative to tell you, or let you explain it again. Here, give the salesman a piece of advice, customers are often smarter than us, and don't replace their advantages with our blind spots at will. 8. Flexible boring topics There are some boring topics in sales. Maybe you have to explain it to your customers, but these topics can be said that everyone doesn't like it, and you even want to doze off after listening. However, due to business pressure, I suggest that you make this statement simple and can be summarized. In this way, customers will not feel tired after listening to it, and your sales will be effective. If you must explain something very important to your customers, then I suggest you don't try your best to force them. In the process of your explanation, you might as well find some short stories and jokes they like to listen to from another angle to stimulate them, and then get back to the point. Maybe it will work better this way. In short, I personally think that this topic, because it is boring and customers don't like it, you'd better keep it and put it aside. Sometimes it's better to tell the whole story. 9. Avoid indecent words. Everyone wants to be with people with education and hierarchy. On the contrary, they don't want to associate with those who call names. Similarly, in our sales, indecent words will definitely have a negative impact on our products. For example, when we sell life insurance, you'd better avoid words like "dead", "dead" and "finished". However, when dealing with these indecent words, experienced salespeople often use euphemistic words to express these sensitive words, such as "lost my life" and "go out and never come back", instead of these unpleasant words. Indecent words will greatly reduce your personal image and must be avoided in the sales process. You pay attention to it, correct it and you will succeed!
3. Some netizens said that there are always factories whose prices are lower than mine, and there are always customers who ask for price reduction. In fact, in China, regardless of foreign countries, all buyers want to buy quality and cheap products. Why do women rush to see discounts? I think that's the reason. But if customers see the low price and poor quality, they won't buy it, which is why some German products are ten times more expensive than domestic similar products, and it is also very useful for users. People are still willing to choose high-quality products when buying. Although the price is high, the cost performance is more accounted for. Therefore, when meeting such customers, business personnel should show the characteristics and advantages of their products, such as high quality and good price, good materials, high cost, good technical quality, high technical level and higher wages than usual, so they should understand the high price. Of course, if you still don't know your products and can't name one, two or three, it's like boiling jiaozi in a teapot. The next step is to start looking for customers. If you can set up your own home page to introduce the company, it is best to use both Chinese and English. There are products, preferably photos, specifications, serial numbers and product standards. The finer the better. If the price is relatively floating, you don't have to mark the price, otherwise I suggest you mark the price, of course, it is the market price, so you should leave room for the agent or even give a rebate. Once completed, you can launch a small sales opportunity. Of course, it will be launched anywhere you know, intermittently, continuously and perseveringly, once every six months. The introduction should show the characteristics, specifications and supply of your product. Now you should be able to wait for him. The next job is to take the initiative. Write a brief introduction, including enterprise characteristics, product introduction, etc. Add contact information and send an email to the potential buyers who have been counted before. And follow it by phone. Contact his sales department. Inform your existence, introduce yourself and your company, and make it clear that you want to sell your products to them. Bold and polite, generous. It should be said that this step is to go out and don't stay at home and sleep late like a panda. Feel customers, understand customers, listen to customers and convince customers. Make friends with customers. I think this is the basic skill you should have in business or trade. I hope everyone can give full play to their own characteristics, communicate more, study more, make more achievements as soon as possible and make more contributions to their own enterprises.
First of all, as a business person, I don't specify why I do business or trade here. I must first understand my own characteristics. This includes the company's main business, advantages, product characteristics, characteristics, technical advantages, product standards, prices, packaging, production capacity and so on. And we should also know our big customers. I call it laying the foundation. If a business person can't introduce the characteristics of his company's products and services well, it is difficult for you to establish a good impression with customers immediately. Laying a foundation is our advice to every friend who is engaged in business or trade, which is called "sharpening your knife first". Secondly, you can collect information through the Internet. You can find your similar companies and trading partners through related searches. I suggest you make a small database, including customer name, product name, specifications, price and contact information of product functions. Some people will say that there are not many customers. It doesn't matter, after all, not every company has a website, and every business is online. Now, even in Britain and America, there are a large number of poor people, and business personnel collect their own related products as much as possible. There was once a German company that asked business people to make more than 100 phone calls and record them every day, probably to build business people's understanding of the market. Now, you should have a better understanding of your business, and at the same time have a little perceptual knowledge of your sales market, and know who is producing and who is buying or sending out demand. There are even several companies and contacts at home and abroad. The work to be done at this time is to analyze and compare. What are the characteristics of others, their own characteristics, whether the price has advantages and disadvantages, shortcomings, why the price is higher than others, and what changes and diversity exist in the service content. Don't underestimate this comparison work, but also re-recognize your own products, know your own characteristics and build your own confidence. How you persuade customers to buy your products depends on your own understanding and grasp of your own products. Accurate, rapid and concise expression of product characteristics is the ability that business people must do and possess.