After three days of intense training, I feel both encouraged and depressed. At the same time, I see hope and feel the pressure on our shoulders. Now I summarize the following ten abilities that need to be improved to help us improve our work efficiency and become a professional and excellent business specialist.
First, the ability to track and follow up orders. Order is the life of an enterprise. The order information indicates that there is an intentional sale. How can we turn the order information into a real order for sales? This is a great responsibility of our enterprise. Customers keep asking for orders every day. We not only pass this order information to the regional manager or relevant person in charge, but also simply ask each other about business. In most cases, the other business doesn't know where an order terminal customer comes from, the customer budget, what purpose it is used for, and so on. Over time, we ask less. In view of this situation, I'd like to try the following methods: 1, can we make an order tracking table for customers according to their situation, designate a tracker, and add daily date tracking after the table until the order ends, and all we have to do is track it at least once a day and keep asking questions to guide the other business to complete this order tracking. For ourselves, in order to avoid forgetting this matter because we encounter too many problems in a day, then we can set a fixed time period for ourselves to follow up, thus forming a habit called? Order tracking time? . 3, that is, communicate more, communicate with our regional manager in time, and colleagues often exchange each other's successful experiences to achieve twice the result with half the effort.
Second, product integration ability. Every day, the Commercial Commissioner receives many calls from customers asking about products. Every point of the product, including price, specification, model, size, gram weight, use, efficacy, fabric, filler, feel, color sense, psychological effect, what kind of customers, promotion, welfare, points, or industry customers, and so on. We should deeply understand each product from the warp and weft, learn to change from an objective material product to a perceptual conceptual value product, and pass on our love for the product to everyone around us. When a customer makes an inquiry, we should not only rely on the purchased quotation, but also learn to analyze how he quoted, learn to disassemble the quotation and piece together the quotation, so as to help the customer solve the problem quickly; When customers make demands, they should look for breakthroughs from all aspects, learn to analyze, integrate products together, and find the products that can best help customers enhance the value of gifts, not just the value of the products themselves.
Third, inventory proficiency. Proficiency in inventory is the basic skill we should have. The first point: each region has its own specific attributes and its best-selling products. For a commercial specialist, we know the agent's inventory very well, and feed it back to our production department according to his inventory and sales ability in this market, so as to prepare the goods in time. The second point: I remember when I first entered Yilin, a client in Area A often yelled at me:? You guys? Company, it doesn't matter what we want, how to do it? I also see that the main pusher in area B is obvious and never calls me, so when I communicate with area A, I often mention which products are in sufficient stock, so I can safely push them and which ones are gone. When the goods arrive, I will tell the customer in time, and this phenomenon will gradually decrease.
Fourth, the ability of service specialization. Sales is a product+service process, and products are fundamental. Good service is a prerequisite for successful sales, and both are indispensable. In my opinion, improving service professional ability can be achieved through the following points: 1, service attitude, which requires us to always keep a smiling attitude towards our customers and infect them from the outside to the inside. Reach out and not hit the smiling face? That's the truth. We can find many benchmarks, such as the services of China Merchants Bank, SF Express and flight attendants? Wait, once we encounter this business, the first thing that comes to mind is these companies or enterprises with good service attitude. Maintaining a good service attitude also requires us to control our emotions at all times and focus on the overall situation. 2. Technical terms. I have thought about this problem before. When I heard Mr. Liu Yimiao's speech, I strengthened my thinking on the importance of establishing technical terms. Therefore, I think professional terminology is an indispensable and important condition for shaping a successful professional image.
Fifth, the ability to integrate resources. When a customer's needs are not met, we often want to meet them from other places or with other conditions. For example, we often transfer goods from one agent to another office or another agent to meet his needs. This is a process of resource allocation. In our daily work, we may lack certain conditions and use other resources to achieve our goals. Therefore, when we encounter a problem, we should consider the problem from multiple angles and learn to allocate various resources together to facilitate the completion of an event.
Sixth, the ability of scheme planning. Planning ability is an essential skill for commercial specialists. Every day, we have to face a series of consultation calls from customers, all of which are demands, and we have to solve them. Then, we are most familiar with products and are the first listeners to customers' needs. The first thing should be clearer than others, what he wants. Then we must learn to customize a suitable plan for him according to his needs and provide help to customers at the first time.
Seven, time control ability. When we do something, we do it with our heart at first, but we forget to follow it on the way because of such and such things, which leads to no result and finally wastes our precious time. In view of this situation, it is necessary to make a detailed plan tracking table with a clear end point. At the end, it is necessary to check whether the result of this matter is good or bad, and why? Such a thing can end the part where it started.
Eight, information gathering ability. Commercial specialists and regional managers are the ties, bridges and information through trains between customers and companies. All customer information comes from us. Every day, the regional manager will meet many customers outside to seek information, and a lot of demand information will enter our Ministry of Commerce every day, which requires us to have a keen sense of smell, quickly grasp useful information, have a keen insight to find problems in communication with customers, communicate with the regional manager or our superiors in time, and constantly innovate to meet the needs of customers. This is flat and three-dimensional. We can collect information from many angles, such as competitive information. Where can we learn about our competitors? What are their advantages and disadvantages? How can we beat our competitors? An advanced campaign is information warfare. The more information you know, the more detailed it is, and who may be the winner of the war. We should also learn from leading enterprises in the industry, learn from their successful experiences, and know why world-famous enterprises fail. For example, in the financial crisis that began in 2008, why did Lehman Brothers with a history of 1.5 years fail overnight? Three of Wall Street's top five investment banks went bankrupt in just half a year. In the famous battle of Guandu in history, the confrontation between Yuan Shao and Cao Cao was weakened by an intelligence. One of Yuan Shao's advisers, Xu You, defected to Cao Cao. Because Xu You knew Yuan Shao's weakness very well, he gave Cao Cao an idea to attack Yuan Shao's granary in the middle of the night. Since then, Yuan Shaojun was unstable and soon laid the groundwork for the failure of the war. Without Xu You's participation and this secret information, Cao Cao's assurance of victory would be almost zero. Therefore, it is very important to collect information.
Nine, overall planning ability. As a commercial Commissioner, it is possible that many trivial things will attack you like a storm at the same time. Maybe sometimes we lose our minds. What should we do? What is the most urgent or important thing? How do we decide? This requires us to grasp a series of things as a whole, make a good plan, where to start, how to do it, what kind of goal to achieve, and have a good measure in mind. This requires us to cultivate good overall planning ability.
Ten, self-study ability. 2 1 century, the moon is changing all the time, and the only constant is change. Only by constantly changing ourselves and renewing ourselves can we conform to the trend of the times. There is a good saying,? Knowledge changes fate? . We constantly enrich ourselves, absorb nutrients and cultivate self-study ability, then we will not be eliminated by customers and society.
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