Focus on the following points:
First, as a salesman, etiquette is very important. Willing to wear a suit, trousers, white shirt and tie with striped pattern, which is most suitable for classic styles.
Second, as a salesman, always carry a briefcase so as to pack documents and contract documents, effectively arrange a reasonable time and date, and prepare for business negotiations.
Third, as a salesperson, we must do a good job in personal hygiene habits. It is most important to dress neatly or simply, generously and steadily, to show confidence in success, and to have the courage to make by going up one flight of stairs a success.
Fourth, as a salesman, contact your boss by telephone at any time, make specific work schedules and arrangements for important customers at hand at any time, and keep the telephone communication smooth so as to keep in touch and communicate at any time.
Fifth, as a salesman, change the planned route or itinerary of travel at any time, assuming that the travel time and date change due to special circumstances or external environmental factors. Complete the tasks assigned by the boss to the subordinates with the fastest speed and time, and the salesman will reply as soon as possible.
Sixth, when a salesman meets a customer, he should keep a serious attitude and dignified manners, strive for time as soon as possible, and' time is money' can reach an understanding with the customer and sign a contract smoothly. After business negotiation, the salesman should report the business progress to the boss in an orderly way and ask for specific instructions.
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Answer: How to improve the sales staff's skills in the sales process?
Focus on the following points:
First, as a salesman, he is willing to be diligent, love learning and practical work, like himself, or often recommend his skills in marketing knowledge, or help others, so as to achieve his achievements and dreams, build a platform for cooperation and opening up, and achieve tomorrow's wealth.
Secondly, as a salesman, he treats his work carefully and meticulously, completes his subordinates' work with a sense of responsibility and dedication, and actively explores and practices the essential characteristics or characteristics of marketing skills, so as to pay attention to the steady and generous character of salespeople, their firm determination to bear hardships and stand hard work, and their firm will to be honed.
Third, as a salesperson, we should take the customer as the center, take the "customer is God" as the working concept, seek the embodiment of important values with customers, stimulate the demand of products with customers, improve the quality and efficiency of products, and strive to build the reputation and credibility of market brands.
Fourth, in the sales process, we should take the cohesion and appeal of the sales team as our responsibility, serve the customer's satisfaction and loyalty wholeheartedly, fully accept the customer's evaluation or not, fully accept the customer's demands and wishes for products, and achieve excellent reputation and reputation of thoughtful service and customer first.
Fifth, as a sales job, on the one hand, we should consider the sales channels of products, on the other hand, we should consider the quality and quality requirements of products. Only 100% satisfied service customers, let customers experience or feel the value and demand of products, can make customers more aware of the brand of products and the commitment of after-sales service.
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The main etiquette 7+ 1 principle that salespeople should pay attention to in the daily sales process means that salespeople must ask customers questions. You take the initiative, the customer is passive. You can ask him some basic questions first, such as do you live here? Let him answer yes or no, and then ask, what do you usually do with%%? Let him answer yes. Ask seven questions like this, and finally you ask your core question. He's sure to say yes without thinking. In this way, when you ask these seven questions, you are integrated into daily etiquette. Make him think you are polite.
When you place an order, you make customers feel proud and exercise your ability.
Give favorable comments.
What problems should I pay attention to when selling products through the Internet? It depends on what product you are selling. Online sales are first of all the quality of products, followed by the trust of products to customers, and finally the exposure of products.
What etiquette should online salespeople pay attention to? (Taobao) "Hello, dear, what can I do for you?"
The tone should be polite and respectful!
Don't use offensive and critical words to communicate with customers!
More praise for customers! For example, "You have a good eye" or something ~
Wear more smiles, such as "hehe"
More expressions ~ For example, when customers want to bargain, they will cry and say that we have the lowest price, or there is a special price or something.
"My dear, take your time. Feel free to ask me if you don't understand. "
This is mainly aimed at some customers who don't like to say more.
When the customer said he was leaving, he said, "Dear, welcome to our store again."
There are others, this must be combined with their own situation, observe the customer's situation. This is a small summary of my two years as an online shop customer service. I hope it helps you!
What should salespeople pay attention to in sales? Several points that salespeople should pay attention to.
1, forget your smile
Step 2 quarrel
3, too close to the customer, too enthusiastic
4. Made a concession easily
5. Ignore the real needs of customers.
6. Draw conclusions to customers easily.
Step 7 ignore old customers
8. Say yes easily
1, forget your smile
Salespeople travel everywhere, sometimes it's windy and rainy, sometimes it's freezing, sometimes it's scorching sun, and some human factors will inevitably bring some emotions. When they meet customers, they forget their smiles. Psychologically speaking, the first 10 second is the most critical time for communication between people. 10 second, determine the attitude of the other party to contact you. Smile is an important body language that God has given us. If your body language gives the other person the impression at first: "Actually, I don't want to see you", do you think the other person will accept you? Since you give each other this feeling, then everyone is fair to the public and has no feeling at all. Do you think the next conversation will be pleasant? So, whatever happened before we met the client, it's your own business. When we meet our customers, we should smile first, which is more important than your clothes and your manners. If you really can't laugh, don't go in when you get to the customer's door. Go to the bathroom first, wash your face, comb your hair and pull your facial muscles up 20 times, which will be much better. Then walk into the customer's office at a brisk pace, look into the customer's eyes and smile.
Step 2 quarrel
God designed the brain and mouth for human beings. In addition to eating, the mouth expresses its feelings and thoughts. Different people's experiences and educational background will lead to different opinions. It's natural, just like A likes seafood, but A's wife doesn't. A thinks lobster is delicious, but A's wife says it looks disgusting to have so many claws. It doesn't matter who is right or wrong. We are the same as customers. We tell a story. A famous architect designed a municipal building for a place in history. One day the mayor came to tell him that there were no pillars in the hall and it might collapse. In fact, this is an alarmist thing. The architect just said "good" and added a few pillars. A few years later, the architect died. One day, people suddenly found that the pillar didn't touch the ceiling at all. This story gives us great inspiration. If the master architect at that time told the mayor a lot about the theory of building structure, do you think the mayor could accept it? Can you understand?
Therefore, when we communicate with customers, it is normal for customers not to understand or misunderstand the products. I believe that when customers give their reasons, they must think they are right. At this time, our best way is to stand in their position, prove it to them with facts, take out your successful case and let them experience it instead of arguing. By the way, everyone has self-esteem. When you deny a person's point of view to his face, he will try his best to defend his idea. Even if you win the argument, you will eventually lose the order. Why?
3, too close to the customer, too enthusiastic
When waiting for a bus on the platform, or waiting in line to buy something, if strangers come forward to ask you for directions, you will instinctively step back. If the space is narrow, you will unconsciously lean back. This is because others have invaded your private space. When people take a crowded bus, they will look out of the window or turn their eyes to something. This is because when our private space is invaded, we will instinctively transfer ourselves. Similarly, when we go to the supermarket to buy things, if the salespeople come too close, we will feel depressed. So, how far should we keep from our customers? It is best to stay away from1.2m for the first contact with customers, so that communication will be easier and there will be no pressure. People leave the distance within 1.2 meters to their families, relatives and friends. Please keep a certain distance from your customers unless they approach you actively.
4. Made a concession easily
One day, Uncle Zhang and Aunt Zhang saw a clock of Qing Dynasty in an antique shop. I heard it was used by Empress Dowager Cixi. Very beautiful. They have been here several times and are afraid to buy them. Because the price tag was 50,000 yuan, Aunt Zhang said to her uncle, "If only I could sell it for 30,000 yuan." You can try to lower the price. My uncle got up the courage to rub his hands and went to the clerk and said, "Miss, I saw your clock. You left it there for a long time. Look at this, I'll pay 25 thousand and sell it to me. " Will the old couple be happy? Uncle Zhang's face changed greatly and he suddenly felt that the clock was much lighter. How did he find that his watch didn't seem to work? Reluctantly, they paid the money, returned home with things full of doubts, and put the clock in the hall. It looks good, but the old couple are very unhappy. It doesn't seem to belong to the Qing Dynasty. Why does that guy sell so cheaply? Is there a problem? Grandpa had a heart attack and died soon. That damn guy not only cost the company half of its money, but also indirectly killed people. In fact, this happens all the time. Of course, I'm not talking about killing people after shopping. What I'm talking about is that business people give in easily. In our daily life, we often go shopping for clothes. One day, you went to the store to buy clothes, and you saw a coat. You were very satisfied. The price tag is 580 yuan. We in China like to bargain. At this time, bargaining has become a natural thing. For example, at this time, you ask the young lady who sells clothes that I will buy it for 300 yuan. "That little sister, like the salesman mentioned above, answered you without blinking an eye:" Well, I'll sell it to you and pay there. "What will happen to you?" If you are cheated, you should kill more. This dress is worth 150 yuan ",so you ran away while paying. Let's think about it somewhere else. If you are the little girl who sells clothes and the customers buy them without blinking, you will also think, "Oh, what a pity! If I knew, I would quote a higher price! "
Let's give another example. If the boss tells all the staff in the marketing department that the original price of our sofa is 5000 yuan, if the number of customers is really small, we can get a 10% discount. Guess what? Everyone has a 10% discount. Think about it. Is there a difference between 4500 and 5000 after a 10% discount? Do those who can afford 5000 sofas still care about your 500 yuan? I'm not talking about price analysis now, but at this point, I have to mention that when customers choose a company's specific products, talking about price is only a matter of face. If you can lose a penny, you will lose a penny, or show off your professionalism in front of your boss and colleagues. At this time, giving the other person a step will make him lose face and he will be embarrassed to cut money again. Think about it, each sofa is 500 more. What about 100? 1000 sets? Every salesperson knows this truth. How much profit do you think a year can bring to your company?
5. Ignore the real needs of customers.
One day, an old lady walked into a fruit shop and asked the boss, "What about this plum?" ? The boss said, big, sweet and fresh. The old lady bought nothing, and then went to another fruit shop and asked the same question. The boss answered the same thing, but the old lady left anyway. In this way, the old lady visited several fruit shops and finally bought nothing. The owner of one of the fruit shops was puzzled and asked, "I see you have visited several fruit shops." What do you want to buy? The old lady replied, "My daughter-in-law is pregnant and wants to eat sour plums, so I came out to see if there are any for sale." The boss suddenly realized.
Many of our salespeople know their products and markets very well. This is a good thing in itself. When many companies recruit sales staff, product training is essential, so when communicating with customers, most of them are talking about how excellent their products are, ignoring the real needs of customers. There is a saying that it is easier to help others buy things than to sell their own things to others. We are the middleman between the customer and the company. Many business people only remember that they represent the company, but forget that they are actually consultants to customers. Sometimes customers don't know what they need, just like when there is no washing machine, no one wants to buy it. Even if it is the same product, the purpose of purchase may not be certain. For example, some people buy sunglasses to be cool, some people don't want people to know themselves, and some people may want to fold their glasses because they are swollen. So when we do business, we must think that we are also a consultant to our customers. We meet customers' needs, not just selling products.
6. Draw conclusions to customers easily.
A has a foreign friend, and one of his clients is going to ask for 2000 iron filing cabinets, so that A can help her find the source of goods in China. Requirements are: height 1320, thickness 450, width 6 10, 0.8. A I am very happy to hear that. So many years of sales experience, no problem. But in fact, it is not as easy as he imagined. He knows nothing about cabinets. He opened Ali, opened the contact information of several companies and called them. Most of them were answered by business people. Because the goods are exported from Tianjin, Shanghai or Shenzhen, but Party A is in Chengdu, so the factories we are looking for are all enterprises in Shanghai, Shenzhen, Suzhou and Tianjin. Shit, it's a little irritating. Half of them are salesmen. They all asked me questions in strange voices, as if I were a liar. There was even a man and a woman who hung up the phone with a beep and said, "It's too far, we won't do it." Think about it, how can these sell well? Although A didn't calculate the profit that unprofessional salespeople made the company lose, he believed it would not be less.
Business personnel should never draw conclusions to customers without knowing the truth. I find that many business people make this mistake. After communicating with the customer, or taking a look at the customer's expression for the first time, you will come to the conclusion: "This guy knows that he has no money at a glance, and most of them will not buy it, just asking casually; Is this guy here for information? " If the salesman has such an idea, even if he really wants to buy it, he won't buy you, and he will hate you and your company for life. Especially for new business personnel, this often happens. In fact, successful salespeople will go through two processes when completing an order, one is to clinch a deal in their hearts, and the other is to clinch a deal in reality. Before meeting customers, successful salespeople think in their hearts that they will be able to make a deal. Meet and talk with them just to let them know more about us. There is a saying: "A veteran is a top three". In fact, the "veteran" is more experienced than the novice, but more importantly, the veteran knows that the other guy is definitely not my opponent before he is out, and it will be done in two rounds.
So in our daily work, we receive a call from a customer, and we regard him as your customer whether he wants to buy your things or not. Everyone should take it seriously. If customers buy you, they have reason to buy you. If he doesn't buy you, he doesn't buy you for a reason. Even if he doesn't buy it now, he may not buy it later. Even if he can't afford it, his friends around him may not be able to afford it. In reality, a large number of people are tone-deaf, and they buy pianos to keep up the show. Some people who never turn over books buy a lot of books and pretend to be knowledgeable. Many people who drive Mercedes wear cloth shoes. Therefore, at work, don't draw conclusions to customers casually, but listen carefully to customers' problems and analyze customers' needs.
Step 7 ignore old customers
B bought a watch in Beijing Hualian Casio and wore it for three months, because the time was set at the beginning and I didn't care about other things at that time. Suddenly, one day, B found that he forgot how to set it, and he didn't get it out for a long time. B smoked for a weekend and passed Hualian when shopping with his wife. He went in and wanted to buy one for his wife, too. B went to the counter and said to the watch seller, "Miss, I bought a watch from you three months ago, and I forgot how to set it up. Please tell me. " Just then, two guests came to look at their watches. She said, "OK, wait a minute", and B was waiting there. He waited from noon 1: 45 until 3: 20. The salesman just introduced his watch to others and had no time to pay attention to B. In front of their customers, B finally got angry and said, "How can you Casio sell things without caring about anyone?" The other customers have all left after hearing what B said. In fact, he told B at most 1 minute, and B can buy another one and put in a good word for her. As we all know, when we were shopping, someone else happened to buy the same product here, and his words were more useful to us than all the business people said.
In reality, many of our business people, after working for many years, are still looking for customers every day like newcomers. This is not to say that his business ability is poor. I am responsible to tell you that most of the reasons are that you have forgotten your old customers, world-famous sales masters and Guinness World Records holders. Mr. joe girard said to his regular customers: Whenever and wherever I meet you again, I will put down any work and say hello to you. As soon as many business people hear the service, they think it is the company's business, or they think it will cost money again. Actually, let's think about it. If that Casio salesgirl stops what she is doing and comes over and says, Hello, is there something wrong with your watch? Can I help you? Let those who want to hear this, do you trust this company very much? I think this is a very responsible company, and its products must be very good. So, the next time your old customers come over, you must introduce them to everyone, thank them for buying your things, and send a card or a text message to your customers on holidays. I believe your sales performance will be higher and higher.
8. Say yes easily
A Our company purchased a batch of parts, and the supplier agreed to deliver them at 0: 00 pm on Tuesday, 65438. A kept asking them if they came out at nine o'clock in the morning and didn't arrive at nine o'clock in the evening, and kept talking. But he didn't come until 3 pm the next day, which made Mr. A very angry and won't buy their things next time. In business, when communicating with customers, most people have a winning mentality: "As long as we can win the order, we can promise anything"; For example:
It can be finished in 20 days. In order to please customers, it can be said to be 15 days.
It is said that the charging time is 40 hours, but it is actually 50 hours.
It is 100g paper, but it is 120g paper.
And so on. Anyway, as long as the customer gives money, he has money, and nothing else matters. After investigation, generally an dissatisfied customer will tell 1 1 potential customers. By the way, many companies are promoting customer loyalty now, because customer satisfaction alone is not enough. Satisfied customers may not buy you next time. On average, a loyal customer will recommend your product to three people. Here we know what customer satisfaction is. The so-called customer satisfaction refers to the gap between customers' expectations and reality. If they meet their expectations, they will be satisfied; if they don't, they will be dissatisfied; if they exceed their expectations, they will be loyal. 96% dissatisfied customers will not complain to the company, but will not buy yours next time. This is why some companies require salesmen to have reservations when explaining products to customers. Imagine: we promised our customers that the tax revenue could reach 50 thousand yuan, and the result was 40 thousand yuan, and our customers would be very happy. So we do business, don't make some unrealistic promises to customers in order to win orders, which will easily break our own financial path.
Please ask the sales staff in Excel to change the total sales formula of product A and product B (many products) to:
=SUM(SUMIFS('A '！ O:O，' A '！ B:B, "sales a", "a" J:J, {"product 1", "product 2", ...}))
Or this formula can:
=SUMPRODUCT(SUMIFS('A '！ O:O，' A '！ B:B, "sales a", "a" J:J, {"product 1", "product 2", ...})
The commas and brackets in the formula should be those entered by half-width characters (if you exit the Chinese input method and enter again, it will be half-width characters).
Because the original formula will produce multiple results, such as {result 1, result 2...}, the original formula will only return the first result, so it is necessary to set a summation function outside to sum these results X.
What should a salesperson pay attention to in an interview? In a company, sales is the most important department, and almost all the funds to maintain the company's operation come from sales. Therefore, companies are often demanding when recruiting sales staff. After all, salespeople not only gain wealth for the company, but also represent the image of the company.
A, the salesman's quality requirements
1. Can you work under great pressure?
2. Do you just look at the results rather than the process, because the work of salesmen often looks at the results.
3. Do you have a strong sense of responsibility?
4. You have a strong desire and work.
5. Are you a patient person?
These are all things that a salesperson has to go through or face. If you think you can, then these qualities are also what job seekers want to see.
Second, the salesman interview skills
If a salesperson wants to interview successfully, the first thing to do is to know the relevant industry and company information of the company you are applying for. At the same time, he should also know himself clearly as a whole, which is more suitable for the advantages and characteristics of the recruitment position of the recruitment company. Only by doing this can he know himself and understand himself. The second preparation is to prepare the relevant questions that the examiner will ask in the interview. As an examiner, for job interviews, it is mainly to examine whether job seekers are suitable for their posts, so job seekers need to make some preparations in this regard.
1, sort out the relevant information of industries and enterprises prepared in advance, and prepare a post-job view of enterprises (although it may not be used, it is ready).
2. Find out the reasons why you are suitable for this enterprise and your own advantages (mainly related to the enterprise), and show them to the examiner at the right time, but know how to measure them.
Always keep a positive and optimistic attitude, even if you are promoted to resign.
Third, some matters needing attention in the interview of sales staff
1, the first impression is very important. Neat and neat clothes at least won't make the examiner hate you. Secondly, if you can inadvertently show the good quality of the salesman, you will be more favored by the other party, but don't do it deliberately.
What should a sales representative pay attention to when applying for a job? What the two friends upstairs said is reasonable, but I think no matter which company you go to for an interview, it is best to know all the information of the company first, such as company structure, product information, development history and other necessary information as much as possible, which is the most important for you to go to the interview. If the examiner asks you what you think of the relevant products, you can say it.
Nowadays, enterprises and companies often ask some strange questions during interviews. Please think twice before answering such questions. Generally speaking, it is best to know a series of information about the company and make the examiner feel that you are an old salesman. Wish you success!
What sales staff should pay attention to 1. Affirm yourself. 2. Develop good habits. Some people are used to making at least 50 business calls every day, while others make less than 3 calls every day. Some people set the time for getting off work at 9 pm, while others want to go home at 5: 30. Some people arrange tomorrow's schedule every night, while others never know what to do this morning ... People unconsciously create or hinder themselves while forming habits. This is the power of habit. 3. Work in a planned way. Who is your client? Where does he live? What do you do? Do you have any hobbies? How do you contact him? If you are a salesman, you might as well evaluate yourself first, choose an industry or a region, and have a deep understanding of the trend of this industry or the characteristics of this region, so that you and your target customers have the same topic or characteristics. 4. Have professional knowledge. A salesperson should have commodity knowledge, business knowledge and related knowledge. "How to use this function?" Do you provide installation services? "If you can't provide a complete or immediate answer to the inquiry", "I'll check it again", "I'll ask the manager to explain the problem to you" and "I'm not sure about it" ... your value will be discounted immediately. 5. Establish a customer base. 6. perseverance. Once rejected by customers, 5 of the 10 salesmen will stop; Rejected for the second time, two of the five people disappeared; After the third rejection, only one person will make a fourth effort, and then he will have no competitors. 7. Do the right thing. A salesman who sells goods or services just did it right, but it is debatable whether he did it right or not. Women never want to buy these chemicals when they buy cosmetics. What she wants is youth and beauty. Of course, applying for a credit card is not for this plastic card, but for convenience and pride. Do you know what she wants to be young and beautiful, and what he wants to be proud of? 8. Advantage learning method. Everyone's strengths are different. Usually, people only appreciate their own advantages and ignore the advantages of others. The quickest way to become a strong person is to learn from the strong; Similarly, if you want to be a super salesman, learning the advantages of others is also the fastest way. A super salesman in the United States once answered the seeker like this: "Many people are surprised why I, who successfully sold 30 years ago, am still looking for new books about sales everywhere. "However, I think promotion is like an expert in other departments. I can't keep my best performance unless I read the latest literature about the profession. " 9. Positive thinking mode. Frustration, depression, hesitation, depression, lack of confidence, despair, impossibility, failure, retrogression, waiting for opportunities, futility ... Please pack these negative emotions and throw them into the trash can. Remember, no one can beat you except yourself. Gu Long, a master of martial arts novels in Taiwan Province Province, put it well in a novel: "One thing often has many sides. If you always think of the bad side, you are abusing yourself. Therefore, even if you encounter a blow, you should relax and try to capture the bright side. " Emerson said: "The measure of mental health is to see the essence of light everywhere." 10. Good personal image. What was your first impression? A person with a neat appearance is easy to win the trust and goodwill of others. Psychologists have done a very influential experiment, in the absence of red lights and cars, arranged for two people to cross the road, namely, people wearing straight clothes and people covered in oil. As a result, there are obviously many followers wearing straight clothes, but few or no followers wearing work clothes. Therefore, "clothes make the man" is true. In addition, because in modern industrial and commercial society, everyone is more or less burdened with pressure, relatively tired of pressure, and hopes to be happy and calm. What some salesmen hate most is to pester them to death and pass on the performance pressure to customers, while super salesmen are communicators of happiness and hope, and stress-free sales will be the best personal image.
Sales Skills: What should I pay attention to when selling products directly with customers? Pay attention to what customers need, talk less and listen more.
Don't tell the customer a lot, let the customer say what he wants through simple questions.
When the customer has finished speaking, see if his product is the same as what the customer wants. If it is the same, it is the best. If not, we should express the differences, benefits, advantages and disadvantages.
In fact, it is to speak sincerely and let customers recognize it.