How can we train excellent salespeople?

To do a good job in sales, first of all, you should like the sales industry, understand the meaning of sales, and master the most basic skills of sales. In our usual understanding, we all think that selling is selling things! In fact, this concept is wrong. Selling is not simply selling things. I remember a master said: before you learn to sell things, you must first learn to sell yourself. Only when customers accept you can they further accept what you sell!

First, the definition of sales:

1. Sales is a process in which salespeople use professional sales skills to promote ideas, products and services. And maintain uninterrupted service;

2, sales is to sell yourself first, then sell ideas, and finally achieve the purpose of selling products;

3. Sales is not a skill, but a psychological communication;

4, sales is that I am helping you solve problems and find customer needs;

5. Sales staff should be professional consultants;

6, sales is actually very simple, use your own method to achieve the old effect, so you have learned a sales model, don't try to change it;

7. Sales should be based on the enjoyment (that is, the result) of the product after the customer gets it, not on the ingredients.

Second, the salesman (salesperson) should have the quality:

1, familiar with product knowledge, including production technology, varieties, characteristics, installation, maintenance, etc.

2. Understand all kinds of information of the industry and pay attention to collecting information of competitors.

3, sales five forces: observation (to have a philosopher's mind); Adaptability (psychologist's judgment); Performance (the actor's passion); Persuasiveness (eloquence); Management ability (manager's talent).

4. Basic etiquette knowledge (such as welcome, water pouring, conversation, manners, farewell, etc.). ).

5. Good mentality and diligent working attitude. Never give up every effort, don't be surprised, and have a positive and generous attitude.

6. Good sense of service.

7. Strong sense of promotion.

Third, the customer purchase process and the corresponding psychological analysis

1, visual attention stage:

Only when customers have ideas and needs will they pay attention to related brands and products; Therefore, the image display of brand products, the display of products, the placement of POP, the position of shop assistants and other aspects should fully attract customers' attention.

2. Interest stage:

Interested in shops, brands and products; Interested in the service attitude and sincerity of the salesperson.

3. Lenovo stage (or like stage):

First, introduce the benefits brought by the brand or product to him, and expand the publicity, and use various methods and means to help the customer improve his association moderately, so as to prepare for stimulating his desire.

4, stimulate the desire stage:

Through publicity, let customers have rich associations, and then have eager desires. At this time, customers will ask all kinds of questions, carefully study and touch products to express their strong desire for brands or products. At this time, it is necessary to try to figure out the true psychology of customers. Focus on introducing the relevant characteristics and benefits of brands and products, and eliminate customers' doubts.

5. Comparison and weighing stage:

Customers will make a preliminary decision only after weighing and comparing the cost performance of products and having a fierce ideological struggle. At this time, the salesman (salesperson) should provide more than two sets of alternatives or suggestions to help him leave a deep memory.

6. Trust phase:

Believe in the professional quality, sincere attitude and initiative of sales staff (comprehensive expression of business etiquette, manners, professional knowledge and familiarity with customer psychology); Believe in the store: the image, atmosphere, word of mouth and credibility of the store in the customer's psychology; Believe in brands or products, most people advocate famous brands, product innovation, and the service attitude and skills of salespeople.

7, decided to action stage:

After the above process, there is actually an alternative answer in the customer's mind. At this time, the focus of business work should pay attention to the customer's emotional changes, be a good sales consultant, adopt a two-way approach, and seize the opportunity to promote sales.

8, meet:

I feel satisfied when I buy a satisfactory product, and I feel satisfied when I recognize the goodwill service of the salesman, paving the way for the word-of-mouth effect.

Fourth, the psychological literacy necessary for successful sales

1, positive work belief:

Positive work will be appreciated, don't feel that you are not talented, but firmly believe that gold will always shine, and everything is empty talk without action. It is often psychological obstacles and ideological rocks that hinder people's actions. Procrastination and evasion are the root causes of your stagnation, not how difficult things are.

2. Step on difficulties:

You have to have the courage to face difficulties before you can overcome them and succeed.

3. Make necessary preparations for better development:

Believe in yourself and you will do better. Napoleon once said that I succeeded because I was determined to succeed. With self-confidence, you can generate motivation, skills and ability, and you can do your work better.

Conquer fear with confidence.

If you are trapped by the environment, you will succeed, and if you persist, you will win.

First make clear your work goals, carefully analyze your personality, advantages and disadvantages, make your own work plan, stick to it, and you will make a difference!

4, enterprising attitude:

Cherish every day of work. When we hold happiness in our hands, we don't feel its existence. Only when happiness leaves us do we know its preciousness.

For ordinary people, work is wealth and work is happiness. What we should do is to cherish every day of work.

Give and you will get back. The best way to get the boss's attention and higher salary is that you must work hard and create more value for the company. How can you gain without hard work? We should do our job in a down-to-earth manner, do a line, love a line, and travel a thousand miles, starting with a single step.

Dealing with the work is irresponsible to yourself. It's not good to work just for a living. Not only is it immoral to get paid to work, but it also wastes your time. People should reflect their own values all their lives! How to communicate with customers

There are many examples of communication failure in sales promotion. What are the reasons? In my dictionary, the so-called communication failure is described as follows: "If it is not accepted by the customer, or the customer does not understand, everything said is invalid. The reasons for this communication obstacle are that the language expression is too weak, the pronunciation, expression or reading ability is insufficient, the words and sentences are improper, or the communication object is not interested at all. " It is very important to establish a bridge of "trust" or "goodwill" with customers when making initial contact with them. At the same time, we must first point out the urgency of customers' demand for this product, and then arouse customers' desire to buy. Almost all salespeople think that in all the links related to sales promotion, the most difficult thing is communication with customers. In fact, successful communication is very difficult, because the environment is different and the position is different.

I have seen such a slogan in many salesman training occasions: customer-your opponent. Think about it carefully, is this view accurate? Opponents are used to be defeated or destroyed. You may think it is glorious on the battlefield, but it is a disaster for you to beat your customers in business.

In fact, the real negotiation is gentle, there is no murder, and the customer wants to be the winner of this transaction. Therefore, you should give full play to your communication skills with the other party, treat customers with respect and friendliness, and let customers fully feel your efforts for him.

Only when there is a win-win situation in any business can we maintain long-term business ties. Actually, this is a simple common sense. I reiterate that it is because salespeople make this mistake again and again every day.

The personal accomplishment of a salesman also determines whether he can communicate with customers well. I once met a salesman. During our conversation, he spat at the back of the office door like no one was watching. My affection for the salesman vanished in an instant. In order to respect him, I didn't show a reproachful expression, but reminded him to pay attention to hygiene. But after a while, he picked up a tablecloth under the table and rubbed his dusty shoes.

I couldn't bear it, so I asked him out rudely at once. Can you imagine if a salesman does something unsanitary in your office, do you still have the patience to communicate with him?

Usually, human eyes are one of the means of communication. When we meet a stranger for the first time, we can often decide whether our future relationship is an enemy or a friend at the moment of eye contact. It sounds incredible, but it is true.

I don't know if you have had such an experience. The first time I met a stranger, I had a good impression on him at the moment when my eyes met. On other occasions, when you meet another stranger, your heart will be alienated from him. I've been in this situation many times. So I think that the use of eyes can greatly enhance the persuasiveness of words! Conveying persuasive thoughts, eyes and words are equally effective! In your conversation with customers, it will be quite dangerous if you avoid each other's eyes for a long time, which at least shows that your conversation is ineffective.

When making a sales call, the tone and intonation of the salesman are also the key to effective communication. The Greek philosopher Socrates said, "Please speak so that I can see you clearly." Because he understands that human voice is the expression of personality, and the voice comes from the inside of the human body, which is an internal anatomy. Words follow the sound, in other words, there are sounds in the words and feelings in the sounds.

This is why many salespeople are eloquent, but they can't convince customers. If a salesman's tone reveals fear, hesitation and unconfidence, then he has failed.

If you are as quiet as a virgin, your tone must be deep, soft and peaceful. By analogy, your voice can really reveal your true colors! If your voice is soft and calm, it will make others feel good. No one wants to listen to shouting.

Communication skills can convince others, and business negotiations may achieve excellent communication results. Communication is the art of persuading others. In fact, real communication is based on mutual communication. When both sides feel good about the dialogue, they will involuntarily show some actions to render it. For example, body language, body language will not deceive people! It usually expresses the inner intention better than words!

Sammy, the humorist? 6? 1 Moreau said: "The body is the glove of the soul, and the body language is the discourse of the soul. If our senses are sharp and open enough and our eyes are sharp enough to capture the information expressed by body language, it will be much easier to talk and communicate. Knowing body language is equivalent to opening a direct communication and unimpeded road for the other party.

Tongue is easier to control than body, and our body language is clearer than language. The body's reaction is usually direct and uncompromising, and words can be euphemistically modified. Careless body movements will cause conflict injuries, and people who don't need gestures to assist dialogue will be so stiff! Basically, it is absolutely impossible to express a message without the participation of hands or arms.

Therefore, you can make an accurate response and communicate effectively by reading each other's body language. Also, only those who really know how to listen attentively and observe with their eyes can truly grasp the true meaning of communication skills.

First, fully understand the customer and understand his needs. Second, treat the customer as a friend and serve his needs. Third, giving convenience to customers means giving convenience to yourself. Look at other people's, I think it is very good and can be adopted! ! ! I hope I can help you, too