First, the three cornerstones of excellent sales
1, attitude: to make a big customer sale, it must be beneficial to his heart.
Altruism refers to considering not only the present but also the future when dealing with the relationship between interests, material and spirit; Think not only of yourself, but also of others.
① How to take customers as the center?
Consider the problem from the customer's point of view.
Do you think from the customer's point of view or from your own point of view? Most people think from their own perspective and feel great pressure. In fact, customers are also under pressure, and there is also great pressure when choosing. Therefore, we should learn to put ourselves in others' shoes.
Communicate with the customer in his language.
Many people use their own language when communicating with customers. If you can communicate with your customer in his language and speak their jargon, he will feel that you are centered on him.
Create value for customers.
When you put yourself in the other's shoes, many decisions and ideas will change, because you are helping customers succeed. In addition to empathy, there is another particularly important word called "empathy".
2. Knowledge: Cognition is the only essential difference between people.
① Four states of learning
There are four States of learning: I don't know; Know that you don't know; Know that you know; I don't know. I know, but we can further "know that we know", grasp the law and improve our cognition. When you master the rules and routines, then you can deal with others, saving time and effort.
2 how to do a good job in sales?
First of all, it is learning.
If you want to compete with your opponent, you can't compete with your opponent without studying. You should study classical literature and major in sales. The first is skill training, effective business speech, professional sales skills and situational business negotiation. Go to see customers after learning; To be a big customer, we must learn how to be a big customer.
③ Thinking about the rising dimension.
To make big customer sales, we must remember what Guma said: "In the short term, we should look at policies, trends in the medium term and culture in the long term, and the system must always be implemented."
Look at the policy in the short term. To be a big customer in China, we must look at the policy. If you don't understand the policy, you may not be able to do it well in the future. Mass innovation and mass entrepreneurship are all policies, and policies are the way out.
3. Skills
(1) winning by specialty: the competition of enterprises now is to compare who is professional. Doing better than others and doing it reliably are all professional performances.
② Pay attention to appearance: Your value of the image million, whether the image you leave to others is professional is more important than whether you are competent. People are visual animals, with vision accounting for about 84%, followed by hearing, smell and taste.
③ Opening Trilogy: After exchanging pleasantries with customers, the first sentence introduces the agenda you want to talk about. How many minutes will it take? In the second sentence, the value of the agenda to customers is particularly important. Without this sentence, customers think you are here to promote my products. After saying this, the customer will know that you want to help me. The third sentence, ask the customer whether to accept it. According to psychology, when you think others are important, you should ask the other person's permission for everything, so that customers will never interrupt you.
Know how to negotiate: every penny at the negotiating table is the net profit of the enterprise. So no one gives in easily at the negotiating table, and takes the initiative to give in at the negotiating table. The other party thinks there must be room for you.
Second, the three roles of key account sales
1. Partner friends: The first role in big account marketing is long-term partner friends. If you don't become a partner friend and build trust, you can't be a big customer.
2. Business consultant: The more professional you are in this field, the more willing your customers will be to cooperate with you.
3. Strategic Coordinator: As a key account salesperson, you must be a unique strategic coordinator.
Three levels of key account sales
1. Three levels of sales
① Business-oriented sales: In short, it means selling everything. Business sales are particularly tactical, and customers can do whatever they want.
② Consulting sales: He is familiar with customers and their business, and can give some suggestions and solutions. This kind of sales often has a strategic vision and looks higher and farther.
(3) Enterprise sales: Enterprise sales are often customers' consultants, and customers are willing to discuss everything with them. This kind of sales is made when giving advice to customers.
2. Five dimensions of sales
① Focus: business-oriented sales focus. If the customer wants a quotation, he will give it, and if he wants a plan, he will give it.
② Positioning: Business sales are all products. The positioning of consulting sales is a customer's business.
③ Technology/service ability: Business sales only say that there are technologies and services, consulting sales give a set of systems or series of services, and enterprise sales give solutions.
(4) Capital/Finance: Business sales talks about the price with customers, because the people who deal with him are basically the employees who are responsible for purchasing.
⑤ Relationship: The customer structure can be divided into three layers: operation layer, management layer and decision-making layer.
Fourth, how to build a sales iron army?
1. Portrait the team: First, draw a picture for your team. Your team is a team? Or a gangster?
2. Management: The first is management. Management is not how well you do yourself, but the efficiency and effectiveness of your task by coordinating the activities of others. Efficiency is the way, effect is the result, and it is the sales performance.
Top-level sales can not only bring perfect solutions to customers, but also bring themselves a rich material foundation. At the same time, a strong sales team is also the solid backing of an enterprise and the foundation of its sustainable development.