How to be an excellent salesman?

Five Essential Qualities and Conditions of Sales Talents

* Build a strange relationship-self-confidence

* Find and meet customer needs-understand

* Let others say "yes"-influence

* Continuous Happy Service-Please.

* consistent self-execution-constant

The first vitamin: self-confidence

1. What is confidence?

For salespeople, self-confidence means being able to build relationships with strangers quickly. That is to say, sales people are firm and unyielding when they face hiring managers or customers. This kind of eyes are fearless when expressing ideas, and can even make the other party yield. In fact, self-confidence is very simple, it consists of three elements:

(1) Self-image.

Appropriate and tasteful clothes can enhance people's self-confidence.

(2) Self-affirmation

Self-affirmation and self-motivation are good ways to enhance self-confidence.

(3) Self-expectation

Set appropriate goals for yourself and form incentives by achieving them.

Moderate self-confidence

It should be noted that although self-confidence is one of the five vitamins of excellent salespeople, the more self-confidence, the better, and everything should be measured, otherwise it will go too far.

3. Self-confidence needs self-affirmation and encouragement

For most people, self-confidence depends largely on themselves. If you constantly encourage yourself and affirm yourself, you can have self-confidence. On the contrary, if you are timid, your self-confidence will get worse and worse.

4. Self-confidence cultivation

As far as self-confidence is concerned, 70% is born and influenced by parents and family environment. If parents often encourage their children to be brave and strong, then children can develop a confident character; On the other hand, if parents often educate their children that there are many bad guys outside, which is very dangerous, then children will develop a timid character. Therefore, childhood environment is an important reason for people's personality trend, but 30% self-confidence can be formed through special training.

Many new people recruited by enterprises lack self-confidence. The simple and effective way to cultivate their self-confidence is to let them speak in public. Just like some introverted leaders, when communicating with employees alone, their thinking logic is clear and their language is vivid, but when they stand on the podium, they are afraid and worried about saying the wrong thing. The more worried and nervous they are, the more likely they are to put their foot in their mouth.

The second vitamin: understanding

1. What is understanding?

At work, we often meet two kinds of people. The first kind of people gave him thousands of tasks and jobs, and talked about them many times in detail. Finally, he asked, "Manager, what do you want me to do?" The second kind of person will understand what to do and how to do it as long as you communicate with him for 3 minutes. This is the difference between understanding and being understood. In sales work, each customer has different needs in terms of product quality, customer service or rebate. It is very important for salespeople to really understand customers and their needs. So another vitamin sold is to be able to see and guess the real needs of customers through their words and expressions.

situation

Love quotations in autumn

Couples in Beijing like to go to Xiangshan to see the red leaves in autumn. And a couple of lovers who just met. They sat on the bench chatting. Boys' sweet words are very popular with girls. At this time, the autumn wind blew, with a chill, and the maple leaves crashed to the ground, golden. The girl said sadly, "Ah, how time flies! Autumn is here again, and the wind is so cold! " "He said, while holding his shoulder with both hands. The boy thought it was a good opportunity for him to concentrate, so he quickly took off his coat and said, "Put on my clothes. "However, when he put the clothes on the girl, he found that the girl gave him an oblique look with her eyes and then sighed. What's going on here? Only people with strong understanding can really understand a girl's mind. She is not really cold, but wants to say that she needs a warm hug. This is the deviation of understanding.

2. Understanding of body language

In addition to being able to understand the language of customers, we should also be able to understand their movements, that is, body language. Body language is very important, because 55% of people's inner thoughts are expressed through actions. And more importantly, if you only listen to the other person and don't observe his body language, it is sometimes difficult to understand the other person's real thoughts and intentions.

3. Listening is necessary for correct understanding.

I once did a questionnaire survey to find out what kind of salesmen customers dislike the most. There are two kinds of results: one is dishonesty. Say one thing and do another, the front is full of hype, and the back is not honored. Second, talk too much and don't respect people. Don't listen to customers' demands and opinions, don't look at customers' expressions and actions. I chattered there as if I were giving a class to a client.

Real business experts see a lot and ask a lot in the process of talking with customers, and they are better at listening and asking questions.

4. Don't underestimate the IQ of customers.

Just now, we emphasized not to interrupt others, and we must listen to each other clearly. The following question is also a common mistake made by salespeople, that is, underestimating the wisdom of customers. If you underestimate the wisdom of customers, you may misunderstand their intentions. If you don't know what their needs are, it will be difficult to make a deal with them if you can't find them. So, don't underestimate customers.

The third vitamin: influence

1. What's the impact?

In the process of sales work, it often happens that salespeople talk well with customers outside, and there are often many interested orders. Customers often say that they will contact the company as long as there is demand, but in the end, the contract can never be implemented. The reason is that the salesman lacks influence. Simply put, influence is the ability to make others say "yes". This is very important for business work, just as boys often need persistent efforts to pursue girls in order to establish a happy family with their lovers. Talking about business and falling in love requires such a process. In this process, sales staff have to talk to customers seven or eight times and keep lobbying customers, because customers are also worried about signing the wrong contract. Therefore, if the salesperson does not contact the customer actively, the customer will never take the initiative to find the salesperson. It can be seen that whether the contract can be finally signed depends mainly on the influence of the sales staff, which is the main reason for determining the performance.

2.3 minutes affect customers

In the process of contact with customers, 45% of salespeople will make a request to customers before saying goodbye. In fact, the success or failure of many businesses depends on the 3 minutes before the end of the customer visit, that is, the salesperson has to influence the customer and reach an agreement with the customer within 3 minutes.

3. The influence is two-way.

Some salespeople also exert influence on examiners when applying for jobs. His eyes are firm and will influence the examiner through his actions and words. He will ask: when can I be informed to take a psychological test? When can you inform me of the interview? When can I be hired? 20% of the candidates have this influence, and he will take the initiative to influence the examiner. Therefore, the effect of influence is two-way.

Fourth vitamin: Please.

1. What is likable?

The fourth vitamin of a good salesperson is to please others. Simply put, please is a kind of ability to make others happy, and it is a continuous and pleasant service to customers. In fact, being likable is also an innate ability.

2. Why is it important to please?

Pleasure is important because everyone, from national leaders to ordinary people, likes pleasure and wants to be praised and recognized by others, and so do customers. Therefore, whether it can please customers and make them feel comfortable and happy is of great significance to sales work.

The fifth vitamin: constant

1. What is constant?

What remains unchanged is consistent self-execution. In other words, it depends on whether a salesperson pays attention to details and can stick to one thing until the end. There are often two kinds of sales talents in enterprises: one is good at attacking, and he can get orders that others can't get; The other is good at defense. He can maintain customers well and improve customer loyalty. The quality of the second type of talents is unchanged, which is a necessary condition for selling big customers well.

We can test a person's perseverance by talking. No matter what he says, his mood is stable from beginning to end, and he can always keep the logic and organization of the language, then this person has a certain constancy, an ability that is not affected by external emotions. Such people know what they should do and say whenever and wherever, and have good psychological quality.

2. The importance of perseverance

All salesmen who have done the business of big customers know that it is very difficult to sign any single contract, which may take about one year to prepare, and whether the transaction can be reached depends on whether the salesman can stick to it until the end. There are many details to be prepared and arranged. Consistency plays an important role in these works.