In the process of sales, salespeople should not only have confidence in themselves, but also believe in the company they serve. The correct attitude towards the company is: believe that the company you work for is the best in the industry. If the salesperson thinks that his company is not outstanding among peers, it means that the salesperson doesn't like his company. Not all business people can enter the first company in the industry. Salespeople tell themselves that the company they work for is the best. In fact, they are giving themselves the opportunity to learn sales skills and room for growth. Therefore, if you choose a company and choose the high-quality products they produce, you should be full of confidence in this company and products, and always send a strong message to customers: our company is strong, our products are high-quality and efficient, and we are a promising company, a long-term company and a company that always provides professional services to customers. Sales staff should also recognize the company's products. Because the salesman's attitude to the product will determine its performance. If the sales staff approve the products of the company, they will effectively convey this confident message to customers in their interaction and communication, thus successfully persuading customers.
It can be seen that it is very important for a salesman to know his own company and products. If a salesperson doesn't know his own company and the products he sells, then no one wants to deal with such an amateur salesperson. Because you can't even understand your own company and the products you are marketing, and you can't convince customers to trust you, let alone buy your products.
As a salesman of the company, you should know the most basic knowledge of the company: 1 the founding background and sales concept of the company; 2. Company size (production capacity, marketing organization network, number of employees, etc.). ), economic strength and credit (funds, marketing amount and current profits, etc.). ); 3. The company's strategy, business philosophy, policies, objectives and business policies; 4. Honor and social status gained by the company in the process of development; The names of the main leaders of the company and their qualifications; 6. The company's main marketing channels and service networks are set up all over the country.
For the products you sell, you should also be familiar with relevant knowledge: 1 product name, basic performance and price; Compared with similar competitive products, it has advantages in structure, performance and price; 3 After-sales service provided by products.
Only by mastering these basic knowledge and having a correct attitude towards their own companies and products can salespeople hold their heads high in front of customers, boldly introduce themselves and promote their products.
Joe girard sells Chevrolet cars. Of course, he knew there was a better car than Chevrolet, and he could afford any other brand of car, but he insisted on driving Chevrolet. He said, "You must believe that your product is the best of its kind. I found that many Chevrolet dealers drive Cadillac and Mercedes-Benz to work. Every time I see them like this, I feel sad. If I sell Chevrolet, but drive other brands of cars, my customers will think, if Gillard is too lazy to take the car he sells himself. In my opinion, it is really stupid to convey such information to customers. "
Where there is a market, there is competition. To win in the competition, being familiar with your own products and mastering the relevant professional knowledge of products are the prerequisites for successful sales. Rich product knowledge enables sales staff to respond to customers' questions quickly. This can not only increase the self-confidence of salespeople, but also win the trust of customers in salespeople and products. It is almost impossible for a salesperson who doesn't know his own products and takes it for granted that customers will buy products more ignorant. Such salesmen are also unqualified, and they can't win customers' trust in products.
In order to have a correct attitude towards products, salespeople need to work hard on product expertise, understand all the advantages of products, and understand the various characteristics of products that meet customer needs. Find out the customer's needs, closely combine the customer's needs with the advantages of the product, and persuade customers to buy. Successful salespeople can constantly discover the advantages of the company's products and fully meet the needs of customers.
In today's highly homogeneous products, the functions of similar products are not much different. As long as the company's products meet international standards, industry standards or enterprise standards, they are qualified products and the best products of the company, and consumers will definitely find them. No matter what products you sell, as long as you fully believe that the products you sell are the best, then you will be able to convey this awareness to customers and break through their psychological defense in one fell swoop.
Practice has proved that only if you have confidence in the company can you have confidence in the products; Only when you have confidence in your own products can you have confidence in yourself. Every successful sale is based on customers' trust in the company, its products and sales staff. The three aspects complement each other and merge with each other. If any potential customer can form trust in these three aspects, then the next step must be successful sales.
Sales is the work of providing benefits for customers. Salespeople must firmly believe that their products can bring benefits to customers and that their sales serve customers, so that you can convince customers. On the other hand, salespeople lack self-confidence in their work and products, and understand sales as doing things for people, looking at customers' faces and listening to customers' difficulties, then salespeople will accomplish nothing. Believe in your products, believe in your business, believe in your sales ability, and believe that you will succeed. This kind of self-confidence can make salespeople exert their talents, overcome all kinds of difficulties and achieve success.