How to be a good salesman

The turnover of an excellent salesperson can often be dozens or even hundreds of times that of an average salesperson. "A soldier who doesn't want to be a marshal is not a good soldier." In fact, everyone who is engaged in sales hopes to become the best salesman and hopes that his sales performance will continue to increase. How can our salesmen improve their sales efficiency? What about becoming the best salesman you can be?

First, one must be good at reflecting on previous work, sum up experience, and draw lessons.

An excellent salesman must be good at reflecting on past work and sum up successful experiences and failures. lessons learned so that we can do better work in the future. "Failure is the mother of success." Without the lessons of failure, there will be no future success. Regardless of whether your previous sales work was successful or failed, you must analyze it carefully and draw lessons from it. Because only in this way can you better improve your past deficiencies and do a better job in future sales.

Tom is an expert in selling archival equipment. He believes that it is necessary to adopt a tough attitude during the sales process to attract customers' attention. Only in this way can customers wake up from their drowsiness. He said to the customers: "Your office filing equipment is outdated. If you use our filing equipment, you can save several hours of working time a day." But the customers were very angry after hearing this. Some customers retorted: "I I don’t believe what you said.” Instead of taking the customer’s rebuttal as a bad thing, Tom took it as an opportunity to show himself to the customer. The purpose was just to show the customer that he was very familiar with, expert and knowledgeable about these equipments. technology. He said: "My words are well-founded, and I can also prove what I said." So he began to explain. But he soon had to stop. Because customers have angry faces, they doubt what he says or refuse to do business with him at all.

Tom did not sum up the lessons of the failure well after the incident. He wrote in his customer file: He could not listen to reasonable opinions at all. He believes that there is nothing wrong with his sales methods. What is wrong is that these customers are too stubborn and cannot listen to the salesman's reasonable suggestions. Tom continued to use his tough selling methods to sell products, but the result could only be a bloody blow and defeat. What is the reason for Tom's failure? Don’t all customers listen to reasonable advice?

After many failures, Tom had to start seriously summing up the lessons learned from past sales failures and improve his sales methods. He finally realized that there was something wrong with his sales methods because he discovered that his competitors had successfully sold the same products to customers who had rejected him. He improved his previous sales method of blindly following his own opinions and ignoring the customer's feelings, and began to ask questions to solicit customers' opinions and opinions: "If it turns out that improving your filing equipment can save several dollars within a week. Hours of work, are you interested in this? Do you want to hear details about this?" This questioning method promoted the smooth progress of the business negotiation, and Tom finally successfully sold the product. Because only such questions will not irritate customers, and customers can calmly consider the salesman's point of view.

If Tom still does not learn from past experiences and lessons and improve his sales methods, his sales performance will never improve. Because customers will never accept his sales methods. As the saying goes: The customer is God, and which God is willing to be criticized by others? A salesperson's timely summary of experiences and lessons will be of great help to future sales work. Managers in many sales companies have a good method to help their salesmen learn lessons to improve their sales efforts. At every morning meeting, they ask the salesmen to talk about the problems and troubles they encountered at work the previous day, and everyone can solve them together to better help them summarize their experiences and lessons so that they can do a better job in future sales and improve sales efficiency. . And such morning meetings are often very effective. After the daily morning meeting, the salesmen will confidently visit their customers.

Second, learn from excellent salesmen

If the work effect is not good, it is worse than anything else. At any time, you should learn from others. Don't be afraid of making mistakes. Only fools think they don't make mistakes and are self-righteous solely for the purpose of showing themselves.

It is necessary to have a work attitude of advancing despite difficulties, working hard and correcting mistakes when they are acknowledged. No knowledge or genius can replace this good work attitude and enterprising spirit. Sales work requires this attitude and spirit more than any other job. If a salesman wants to improve his sales efficiency, he should have an "empty heart", empty himself (not completely deny it), constantly learn various business knowledge and sales skills, and constantly learn from other salesmen (predecessors, colleagues and competitors) and learn from their failures.

Two truck salesmen hope to get an order from a construction contractor at the same time. Xiao Guo believes that he can get the order, and he is sure of it because his trucks are superior in quality, speed and style. , all surpassed competitors. When negotiating business with customers, Xiao Guo discussed the advantages of trucks from thirteen aspects. Customers responded well and did not raise any objections. Although the customer did not place an order immediately, Xiao Guo believed that this business negotiation was very successful and he firmly believed that the customer would order from him sooner or later. But a few days later, Xiao Guo learned that his competitor had won the contractor's order, which surprised him and his boss. The art of salesmanship is largely customer-specific, emphasizing those quality features that make the customer particularly interested. Xiao Guo listed some advantages in terms of product quality and explained them to customers one by one, while his competitors focused the negotiation on the truck's carrying capacity and maneuverability, because the customer is a construction company. As a contractor, these two points are most important to him and what interests him most. What if Xiao Guo also learned from his competitors and marketed in the same way, because his trucks also have these characteristics. This is much better than listing the quality features of a truck.

Ma Feng is engaged in the promotion of green food - edible cactus. At the beginning, his promotion work was often rejected, but he believed that his eloquence and sales skills were no worse than others. So, the question Where did it come from? One of his colleagues sells a lot every day and has signed long-term contracts with several major hotels. Ma Feng found it strange, so he asked his colleagues for their successful sales experience at a party. The colleague said: "I didn't use any method. I just told the chefs in the restaurants how to eat cactus and asked them to make it and taste it first. Because no one has ever eaten this kind of dish before, let alone made it. If After spending money to buy it but not knowing how to cook it, Ma Feng felt justified after hearing this. In his subsequent sales work, he always patiently told the hotel buyers and chefs how to make the cactus.

Sometimes, our salesmen should really learn more from others, especially their colleagues or competitors, learn from their successful experiences, constantly improve their sales skills, and thus improve their sales efficiency. "A stone from another mountain can be used to attack jade." If we can achieve the same success by using other people's successful experience, why wouldn't we do it? Do we still have to open up a thorny path to reach the pinnacle of success? ? The author believes that there is no need, not at all.

Third, we must develop a practical sales plan.

Salesmen have many things to do every day: personal matters and trivial matters. , emergencies, and then things related to sales. So how can you prevent yourself from being immersed in daily personal matters and trivial matters and have more time to complete your sales work? This requires making plans and arrangements? Work every day and plan each visit. Preparation is part of the sales process. Before visiting a customer, think carefully and make a specific plan: First, you must know your customer. Who is he? What are his characteristics and hobbies? Does he have the right to make decisions? What are his needs. In addition, you must also analyze whether you can meet the needs of customers and how to promote sales to meet customer needs. The most important thing is to figure out what the purpose of this visit is, because only in this way can the success of this visit be evaluated, lessons learned, and preparations made for the next visit.