Salespeople have to deal with different customers every day. Only when the sales staff handle the relationship with customers well can they have the opportunity to introduce your products to customers, and customers can accept your products. As a novice in business, you should first learn to be a man, constantly cultivate your emotional intelligence and narrow the distance with customers.
First of all, a novice should be a confident person. Nothing is impossible in your mind, never doubt your company, never doubt your products, never doubt your ability, I believe you can conquer your customers, and your customers will treat you with special respect.
When you first meet one or two customers with a cold or unenthusiastic attitude, the novice should understand that this is just an instinctive reaction before the customers fully understand you, and it's no big deal. Never doubt whether you can continue to work here once or twice when customers are cold-eyed or unenthusiastic. If you have this idea, the result is definitely that you can't do it with this customer.
Secondly, a novice should be a proactive person. There will be no pie in the sky, and the fate of a novice entrepreneur is in his own hands. If the customer ignores you, you can actively promote yourself, care about him and the people around him, and infect him and his family with your sincere actions, such as bringing him or his family some small gifts every time you visit.
If the customer doesn't tell you the market situation, you can take the initiative to ask the customer some information; The real situation of the market, you can take the initiative to go deep into the front line of the customer market and personally understand the market situation; The customer didn't tell you his basic situation, so you can take the initiative to find out through other indirect ways.
Third, a novice should be a hard worker when starting a business. Many customers don't recognize novices who just graduated from school, largely because they suspect that novices can't bear hardships. Business novices can't gain the recognition of customers if they don't have the spirit of hardship. Because in sales, business novices don't have much experience, too many contacts and too much money for meals. The only way is to visit customers longer than others, visit customers more often than others, and visit customers more often than others, that is to say, suffer more than others.
For a person who can be trusted by customers. Novices in business should strictly abide by the professional norms and operating systems of manufacturers, resolutely do nothing that harms the interests of customers and manufacturers, and distinguish between public and private. At the same time, business novices should have integrity, resolutely refuse to promise what they can't do, and resolutely do what they promise. Only in this way can customers rely on you and get the greatest support and cooperation from customers.
Finally, a novice should be a studious person. First, novices should form the habit of asking more questions. Novices in business, don't be afraid to ask "I know everything, customers don't know anything, customers are not as good as themselves", and don't be afraid to ask "too many questions, lest customers laugh at themselves for being stupid". Second, novices should develop the habit of "listening more". Listening can make you smarter and more respected by others.
Step 2: Start simple and ask customers not to underestimate you.
Many business novices who just graduated from school can manage as many areas as they want when they leave the market, and want to do a lot of good sales performance. It is good for business novices to have these ideas. Due to the constraints of social experience, professional knowledge, sales skills and other factors, it is difficult for novices to operate and manage a county-level or municipal market or even a larger regional market alone at once. When a novice takes over the business, he has to start from the simple, start from the easy, make some achievements, and don't let customers look down on you.
Start with the smallest regional market unit. The area where novice business operators start to manage should not be too large. Every industry and manufacturer has its own minimum regional market unit. For example, the smallest regional market unit of fast-moving consumer goods may be streets or communities, and the smallest regional market of feed products is villages or villages. Beginners can choose to start with the minimum regional market unit of the manufacturer.
Choosing to start with the smallest regional market unit is conducive to the growth and performance improvement of business novices. One is that the management area is small. For the novice business, the goals and ideas of market expansion and market management are clear, and they know what to do and how to do it. Second, the management area is small, which is relatively easier to operate and has a greater chance of success; Third, it is convenient for business novices to build confidence.
Start with the simplest and most basic work. Sales is a complex and challenging job, and its activities mainly include regional market survey, competitor analysis, market development plan, customer credit survey, customer development, customer management and maintenance, terminal network construction, terminal tally and promotion, and product complaint handling. There are also many objects of development and management, including first-class wholesalers, second-class wholesalers, retailers, consumers and so on.
However, it is really difficult for a novice to put every sales activity in place and develop and manage customers at every level. Novices in business can start from the basics of visiting retail stores, help retail stores to sort goods and promote sales. One is to accumulate product knowledge and sales skills, and then develop them into retail stores and second batches. The other is to prove to customers that you are the best. Only in this way can we gain the recognition and trust of customers, and finally achieve the purpose of controlling and managing customers and even the entire regional market.
The third step: sell * * * with customers and win the full trust of customers with performance.
By being a man, we have narrowed the distance with our customers. Start simple, and customers will never look down on you again. But in sales, the final result is sales performance, which is the continuous growth of sales volume and the continuous improvement of market share. Next, business novices should go deeper, fully mobilize the passion of customers, develop and manage the market with customers, and obtain good market performance, and finally make themselves partners of customers and make customers feel that they can never leave you.
Help customers re-research, analyze and plan the market. Novices evaluate customers' opportunities, threats, strengths and weaknesses through comprehensive market research and data analysis, and formulate customers' current and future market development plans, including business positioning, development areas, network layout and selection criteria, business product positioning and strategy, price strategy, promotion policy, etc.
Develop and cultivate outlets with customers. Novices mobilize customers to go to the front line of the market in person or with salesmen, find, discover, develop and cultivate new outlets according to the overall planning and requirements of customer development, and continuously expand the distribution network of customers;
Manage the market with customers. Novices take the initiative to help customers manage the market, including channel conflict control, price maintenance and control, offline network management, and the formulation and adjustment of competitive strategies.
Help customers improve their management level. Novices should not only help customers improve their business, but also become enterprise management consultants, and help customers improve their financial management, sales management and human resources management through training, on-site guidance, communication, assistance and guidance.
Extended data
The concept of logistics was first formed in the United States and originated in the 1930s. Its original meaning was "physical distribution" or "goods distribution". 1963 was introduced to Japan, which means "the circulation of things" in Japanese. After 1970s, the word "logistics" in Japan gradually replaced "circulation of things".
China's word "logistics" is a foreign word introduced from Japanese materials, which originated from the translation of the word "logistics" in Japanese materials.
The definition of logistics in China's logistics terminology standard is that logistics is a process that organically combines the functions of transportation, storage, loading and unloading, packaging, distribution processing, distribution and information processing to meet the requirements of users during the physical flow of goods from suppliers to receivers.
Definition of logistics: A part of supply chain activities is a process of planning, implementing and controlling the efficient and low-cost flow and storage of goods, services and related information from the place of origin to the place of consumption in order to meet the needs of customers.
Logistics: Focus on storage and promote the synchronization of production and market.
LogisticsManagement refers to the planning, organization, command, coordination, control and supervision of logistics activities in the process of social production according to the law of material entity flow, so as to achieve the best coordination and cooperation of various logistics activities, thereby reducing logistics costs and improving logistics efficiency and economic benefits. Modern logistics management is based on system theory, information theory and cybernetics.
system of selection
(1) Small articles, such as articles within 10 kg. The limitation is high, no matter how far or near, it is recommended to send it by express delivery. Local express delivery can let the courier company pick up the goods at home, which is a better courier company. Express delivery can reach about 90% of counties and districts in China, and few companies are involved in remote areas in the west because of low demand. 2. If the time is tight, for example, 500 kilometers will arrive on the same day, you can find a bus driver at the long-distance bus station. They can provide the service of picking up goods along the way. However, such services are generally not responsible for picking up and delivering goods, and the consignor needs to deliver them to the long-distance bus station himself, and the consignee waits for the driver to arrive at the designated place. 3. Time is not tight, you can choose China Post parcel, which has the advantage of a wide range of destinations and cheaper than express delivery. (2) Medium goods, such as 1 00-200kg range1. If the distance is within 5 kilometers, you can find a tricycle and other channels, and it is more economical to contact the driver directly. 2. If it is within 50 kilometers of the same city, you can find a van to pull the goods. You can find a car through a logistics agent or directly find a driver. 3. There are two options for cross-city transportation: special line companies and large-scale LTL logistics companies. Private line companies are relatively cheap, and large-scale LTL logistics services are good but expensive. The special line company has some vehicles, and larger items will be delivered to your door. When they can't deliver, they need to go to the warehouse of the special line company. Less-than-truckload can generally pick up the goods. If the receiving or delivery place is in a remote area, it is also necessary to deliver and pick up the goods in a nearby city. If time is urgent, you can check the flight schedule and see if there are any direct flights between the two places. If there is a direct route or a route that can be reached by contacting the company, you can call the airline to ask if you can book the shipping space, but it should be noted that the goods need to be delivered to the airline freight station within the specified time, and the categories and parcels that can be transported are strictly limited. Considering the delivery time to the station and airport after receiving the goods by express delivery, the speed of direct air transport is better than that through express delivery company, especially about half a day before the flight takes off. 5. If you are not familiar with the process or have no time to deliver the goods, you can entrust an agent. (3) Larger articles, such as 500 kg -2 tons 1. It is fast and not very expensive to charter a car in a short distance (for example, within 200km) (a 4.2-meter car 1000 km may cost 1000 yuan). Please choose the appropriate model according to the weight and size of your goods. Due to the difficulty of short-distance delivery, drivers generally charge return freight. 2. Long-distance (more than 200km) time is not urgent. You can choose a special line company or a LTL logistics company. 3. Long-distance time is tight (for example, 2,000 kilometers in 2 days), or if you go to a city without a special line, please consider renting a car. 4. Generally, there are three ways to hire a car. For the car of a large logistics company, find a truck through a logistics agent, directly find a driver in a place with many trucks, and find a truck online. The latter two modes are the same as the actual transportation of vehicles. Note: It may take 1 day to find a car through an intermediary, so please make preparations in advance. (4) Vehicle articles (several tons to more than ten tons) 1. Please consider renting a car. 2. Railways and waterways can be considered if conditions permit. These two methods are cheaper, but the operation is more troublesome. Note: In order to ensure the safety of the goods, please find a reputable company to check your valuables, or choose to follow the car.