You are very lucky! No one answered my question, but everyone sent me a website of the sales training school. I found these myself and found them very practical! Share it here, man. If you have a good article, you must send it over and have a look!
Judge whether a person or a company is excellent, not whether it is Harvard University or Stanford University. Don't judge the number of graduates from famous universities, but judge whether these people work crazy and see if they come home from work with a smile every day!
1. Why are salespeople always afraid to go out and visit customers?
2. Why do salespeople give up easily when they hear customers' objections?
Everyone knows to listen more and talk less, but why don't you even say anything after meeting the customer?
4. Why is the sales performance of the same product dozens of times different?
5. Why do salespeople say the same thing to different customers?
6. Why do salespeople often apply to the company for policy support, but their performance is not satisfactory?
7. Why do salespeople always hold the mentality of migrant workers and are unwilling to invest more?
8. Why do salespeople easily show their "cards" to customers?
9. Why are some salespeople eloquent and smart, but why are their performance always unsatisfactory?
10. Why do people always like to sell products with low prices and low profits, but new products are hard to sell?
1 1. Why are the expenses reimbursed by salespeople getting higher and higher, but the performance is getting worse and worse?
12. There is no performance for three consecutive months, and some people can't help but want to quit. What should I do?
Chapter 1: A salesperson should have a 10 mentality.
1. Salespeople must have strong ambition-high pursuit.
Don't always do sales for money-have ideals.
3. The number of visits is the lifeline of sales diligence.
4. Salespeople should have "essence" and "blood"-passion.
5. There is no customer who can't communicate-self-confidence.
6. "Shoot" first, then "aim"-efficient execution
7. Be a "farmer" instead of a "hunter"-be diligent.
8. Persistence may not succeed, but giving up will definitely fail-persistence.
9. Raise a glass to celebrate if you win, and save yourself if you are in danger-unity.
10. Today's efforts will bring tomorrow's results-having goals.
Chapter II Nine Basic Principles of Communication with Customers
The first principle: customer first, pay more, take less.
1. Help customers buy products, not just sell them to customers;
2. Sales is to take the customer's business as your own business;
3. Sales means that we can succeed only if our customers succeed;
The second principle: don't satisfy the imaginary customers in the minds of salespeople.
1. Don't be prejudiced against customers.
2. Case: Sometimes customers are not the attitude you think.
3. It is meaningless to talk about the previous ideas;
4. Case: What the customer puts forward is not necessarily what he cares about.
5. Case: The people who sign the bill with you are the people you like.
The third principle: don't "hurt" and don't be easily "hurt".
1. When a customer lies to a salesperson, he also thinks that the other party is dishonest;
2. Customers don't like people who "hurt" themselves, and they don't like people who have been "hurt" by themselves.
2. How can I not be "hurt" by customers?
The fourth principle is that attitude cannot completely determine behavior.
1. Case: Will customers definitely buy if they are interested? Don't buy without intention?
2. Case: We all like to find reasons for our actions.
3. How to change the customer's mind by changing his behavior?
The fifth principle is that the customer's attitude is guided by the salesperson.
1, the customers you see are just what we think;
2. Case: Different mentality leads to different behaviors;
3. Don't always find reasons for the company, products, brands, services, customers and yourself.
The sixth principle is not to speculate subjectively.
1. Sales work is too easy to succeed in a short time, so keep an empty cup mentality at any time.
2. Case: Don't be a fickle "smart person" or a person with high potential and low performance.
The seventh principle should have expert knowledge, not expert attitude.
1. The strength lies in the company and the products themselves, not the sales staff themselves;
2. There are only big customers and small customers, and there is no distinction between high and low customers;
3. Case: Let the customer become great, the inferior is king, and the lowland is the sea;
Eighth principle: the sales route is not necessarily a straight line.
1. Case: Customers show different personality characteristics in front of different people.
2. Learn to find people around customers and learn to change people to follow up.
3. Case: There is no perfect individual, there is a perfect team, 5/50/45/365 management rules;
Ninth principle: Don't spread any negative and negative information.
1. Case: Customers don't like negative information, even people who bring negative information.
2. Don't complain, criticize or blame.
Chapter III Influencing Factors of Sales Communication
Section 1 Eight Influencing Factors of Sales Staff
The same company, the same policy, the same product, the same price, different sales people produce different performance.
Section 1 Influencing Factors of Sales Staff
1. The first factor: the image and behavior of salespeople.
2. The second factor: Do you have similar backgrounds?
3. The third factor: Do you have the same understanding?
4. The fourth factor: Do you have the same personality characteristics?
5. Fifth factor: Do salespeople like themselves?
6. The sixth factor: Are you familiar with the salespeople?
7. The seventh factor: Do salespeople have affinity?
8. The eighth factor: Is the salesperson trustworthy?
Section 2 Influencing Factors of Expressing Information and Expression Mode
1. Under what circumstances should we emphasize logical and rational persuasion?
2. Under what circumstances do you pay attention to emotional persuasion to stimulate customers' emotional response?
3. Under what circumstances only talk about advantages and not disadvantages? Under what circumstances should we talk about both advantages and disadvantages?
4. What do you do when customers don't agree with your company and products?
5. Who has the advantage, first or later?
What are the influencing factors of customers themselves in the third quarter?
Time, ability, energy, interest, education level, different positions and other influencing factors.
The fourth chapter is questioning skills, and the premise of listening more and talking less must be learned;
First, why do you ask?
1. Ask if you are dead, ask if you are dead, not hold your breath!
2. The questions must be designed in advance to be confident;
3. The customer's answer must be self-controllable, and we only provide questions to the customer to tell the answer;
Second, how to design questions at different stages of sales?
1. What 50 questions should I ask when communicating with customers?
1. What four questions should customers ask when they object?
2. What five questions should customers ask when they already have cooperative suppliers?
3. What three questions do customers need to ask when they refuse to buy?
4. After signing the contract, what four questions should I ask to keep the customer?
Third, eight requirements for asking questions to customers
Chapter 5: How to judge the real thoughts of customers-four steps of effective listening.
Listen to what others are willing to say; Why does the salesperson not let the customer talk when the customer really wants to talk?
The first step is to stop acting and stop six kinds of bad mentality and behavior.
The second step is to observe carefully and judge the true meaning that the customer wants to express.
The third step is to fully encourage customers to fully express their ideas.
The fourth step is to pass the customs safely and determine the true meaning of the customer.
Chapter six, how to deal with the bargaining problem? What we want is profit, not customers' orders.
First of all, how to quote the customer?
1. How do customers handle inquiries when they first contact with sales staff?
2. What four questions need to be confirmed before the formal quotation?
3. Six principles should be paid attention to when quoting.
When will you make a firm offer? When do you quote a false price?
Second, how to deal with customer's counter-offer?
1. What will you do when the price offered by the customer is acceptable to you?
2. Under what circumstances can the price be reduced? When can't I?
Case: You can't give in in six situations.
3. Six basic principles should be followed in price reduction.
4. How to deal with customers' constant asking price?
When talking with customers, many salespeople always get carried away. It is true to introduce the company, introduce the products and tap the customer's needs. More importantly, don't forget, it's yourself. For customers, there are too many identical products and there are great opportunities to choose. The difference in product prices is not absolute, which is related to raw materials, technology, equipment, brand and after-sales service. But these things are too complicated. Even if your samples are good, it doesn't mean that the products you provide are good and incomparable. However, the gap between salespeople and salespeople can be compared. How to make customers accept themselves is crucial, but there is no standard. Let me talk about my own experience. I have a colleague surnamed Wang, and a client and another client recommended me. It's easy to call home because it's a long way and the place is a little different. But to tell the truth, other colleagues followed me before, but the other party was a lout who didn't study for a few years, and made efforts on his own initiative. 165438+ The boss drove several of his men and my colleagues to a hotel, "three bottles of Wuliangye first", and as soon as the boss sat down, he said, my colleague was surprised! ! "Three bottles? ! "I'm thinking that the possibility of placing an order by force this afternoon is basically gone. "After drinking these three bottles of wine today, our cooperation will be settled." Oh, my God! ! That night, my colleague actually got all the contracts back, and I smelled of alcohol. I took U with me, and my colleague was a woman.
The above example is a bit extreme. Seriously, in the process of sales, don't forget that our target is people, and people will be moved. When a customer is moved by you and treats you as a friend, it doesn't matter how much you pay, but the premise must be paid attention to. Everyone cares about each other, and you must provide him with the best service.
Another colleague of mine, a client, talked for a long time, and the boss kept hesitating. This must be a big investment. At three o'clock in the morning, my colleague sent a touching message to the customer, which probably means: Miss Li, I'm sorry to send you a message at three o'clock in the morning. I couldn't sleep all night. I was thinking about what I said to you yesterday. I think the company has developed for nearly twenty years. The boss was very moved and of course signed the bill! !
There are so many such cases, and there are so many touching examples in my mind that I can't write them clearly in words! ! ~ ~ I have read a lot of articles saying that sales should sell themselves first, but now it seems to be just a slogan. Take action. It seems that few companies train salespeople how to sell themselves, hehe! ! ~ If you are interested, hold your breath and speak your mind.
Sales: Don't take away the scheme easily.
Don't take the plan easily, hehe, this is my summary now. When I talked about a customer before, I always offered, "Mr. Wang, I'll go back and make a detailed plan for you." I went back to the office that day, stayed up until two o'clock in the morning, looked up a lot of information, used peer analysis and SWOT analysis, printed a thick copy, and went straight to the boss's office the next day, expecting him to give me a satisfactory answer, which was extremely surprising. "I'll think it over," the boss said, almost making me bleed! "If you don't bother yourself, who will let you worry about it? Next time you won't take the initiative to make a plan, you will flatter yourself, "I thought as I packed my things." After several years of exploration, I have drawn some conclusions and shared them with you, hehe, conditional! Give it back to me after reading it! Only in this way will I be interested in writing! !
Rational persuasion:
If customers have the time, ability and energy to understand our products, they should use rational persuasion, list data, use appropriate words, be clear in logic, preferably have a catalogue, and more importantly, pay attention to details. Don't preach, I won't say much about this. I believe that every company has a ready-made idea, and usually the cultural level of customers is relatively high.
Emotional persuasion:
If customers don't have the time, ability and energy to understand our products, they should use emotional persuasion, hehe, what is emotional persuasion? Just dreaming, telling some truth, "Mr. Wang, if you cooperate with us today, you only need to recruit a foreign trader and a computer to operate foreign trade." Look at Mr. Li next door. His company is similar to yours. A year ago, he drove a Santana, and now he drives a BMW 7 Series. If he can do it, so can you. We will buy a Hummer next year. " This statement makes the boss very happy. As long as you feel good, take out the contract at once, and don't say anything useless. I often use this trick, hehe, the effect is good, I don't tell ordinary people! ! You got a bargain! ! ~
The higher the position, the more emotional people convince them that they are big shots and busy! I don't listen, unless your product cost is very high, small and medium-sized enterprises, below 65438+ 10 thousand, people look down on it, hehe! The lower the position, the more convincing he is. On the one hand, he is an operator, you should understand. On the other hand, if the boss asks, he can't answer, which means a lot to him, personal influence. The boss will think that this guy has nothing to do all day!
People with higher education try their best to persuade them with reason. A lout, you give people a thick plan, you are not embarrassing them! !
Another point is particularly important: customers use rational judgment in the early stage of sales and emotional decision-making in the later stage. What does this sentence mean? Let's get to know it! One more thing, don't forget to watch the last sentence of the first paragraph again and keep your promise!
Salespeople should not be hunters and farmers.
For most products, the potential market is too big. Many salespeople are looking for customers who are ready to purchase, such as rich, occupied and demanding customers who just want to be hunters, but the customers floating on the water are limited. We can't find a stump sitting there waiting for rabbits, so we should learn from farmers:
First, collection: collecting customer information, which is the work that salespeople have to do every day.
2. Classification: Select 50 key customers. Don't choose too many. If you have too many choices, you can't take care of them. They are divided into ABCD customers. Customer A can come down in the last month, customer B can come down in the last three months and customer C can come down in the last six months. Class d is a possible customer after one year.
Third, weeding: eliminate some unintentional customers every day and increase interested information.
Four. Fertilization: 80% of the time is spent on Class A customers. Contact Class B customers once a week, Class C customers once every two weeks and Class D customers once a month.
5. Sprinkling water: Distribute the latest information and holiday wishes of other products or markets on a regular basis. To the enterprise, so as to keep the customer in mind.
Besides email, our company and ourselves can also send messages by email or mobile phone.
Forget whether the customer has cooperated with you, and forget whether the customer has bought the products of your peers. If you keep doing this, even if he doesn't buy it now, he will buy it later. Even if he doesn't buy it, his friends will buy it one day. Being a salesman is to establish contacts and customers agree with you. That's easy to say. I have a customer, I forget his name, hehe, because I have kept the mobile phone numbers of all the customers I talked about, and every time I think of it, I will send some blessing messages, because I have already opened that customer, and when he wants to make a decision in someone else's CRM database, he clearly says that he wants me to sign it. I can't help it. I sent a personal escort to sign the door and didn't get a commission. But my heart is still very cool! ! It is better to be a farmer! ! ~
1. Case: Customers show different personality characteristics in front of different people. 2. Learn to find people around customers and learn to change people to follow up. 3. Case: There is no perfect individual, there is a perfect team, 5/50/45/365 management rules; Ninth principle: Don't spread any negative and negative information 1. Case: customers don't like negative information, even people who bring negative information. 2. Don't complain or agree. ...
Salespeople should be "important" and "bloody"
In our sales process, customers who sign contracts with us rarely say to you, "Xiao Wang, we will finalize the contract today", but take the initiative to say, "Mr. Wang, we must finalize it today." In the sales process, many salespeople are always led by customers. For example, "Mr. Wang, I want to meet and talk with you", and the customer says, "Oh, I'm not available recently. Let's make an appointment another day. " When the salesperson said yes, he put the phone down, and his mind was blank, and he didn't know how to follow. In this way, the sales cycle will become very long, and the sales staff will easily be too tired to give up. At the same time, it will also make customers feel tired, because the sales staff are not active, customers are hesitant about whether to buy, and they also have distrust of the sales staff, which often ends in failure. If the salespeople show their "true colors" from the beginning and control the whole sales rhythm, "Mr. Wang, I know the recent situation of your company, and I don't think it can go on like this, otherwise there will be more and more problems in the development of the enterprise, especially in the financial aspect. Once there is a cash problem, the consequences will be unimaginable. Well, I'll come to your office at two o'clock tomorrow afternoon on time. You must give me an hour to discuss this problem. It's hard for customers to refuse. As long as they meet and talk, whether they do it or not, there will be results. Apart from time, there are too many things to "want" in the sales process.
For example:
The customer said, "I'm on a business trip now. I'll decide this matter when I come back in two months." Time is life. How can we wait for him for so long? Salespeople should not be knocked down by customers, but should fight back: "Mr. Wang, this is an urgent matter for our company." You are the boss of the enterprise, and you are the major event to grasp the development. Even if you come back, it only takes a minute to decide, and I will follow suit. After two months, the development of our company may be very different. In this way, you can let manager XXX handle this matter. He is an expert in foreign trade operation and has worked with you for many years. I think you must trust him. What do you think? " At this time, it is difficult for customers to have any reason to refuse.
Anyway, in the sales process, tell yourself first, what do you want? Think about how to say it again, as long as the reasons are sufficient, it will improve the success rate.
When it comes to "essentiality", it is inevitable to emphasize "blood". "Bloody" means that when you meet an opponent, you must draw your sword and not be a turtle, so that you can die and not escape. The customer said, "We'll think about it and give you an answer in the middle of next month." The salesman said, "OK, I'll call you in the middle of next month." Then the salesperson strolled back to tell everyone that even in the middle of next month, most customers may not settle down. Show blood and ask why you want to buy it in the middle of next month. Decide whether to buy it in the middle of next month or just consider it in the middle of next month. Our time is precious. Don't waste a little time on unprovoked customers, but don't let a potential customer go. If you dare to ask, just blurt it out without hesitation. If you don't cooperate with me, I have another one. Don't be depressed.
In addition, don't let go of a phone call you can make, and don't let go of a customer who could have come to your home. What can I say? We often meet some very difficult customers, and the next time we contact, there will always be a little shadow in our hearts. I didn't know how to say it, so we wanted to postpone the call, but the more we dragged on, the heavier the shadow, and finally we opened it ourselves. It's no big deal, no.
Also, we met some powerful customers on the way to visit the reserved customers, so don't let them go and rush directly to the boss's office to talk.
Besides talking about customers, you should be bloody. In the company, believe in yourself. Others earn10 million a year, and you can do it yourself. Don't be content to fall behind. If he can do it, so can you.
Salespeople should be "important" and "bloody". In our sales process, customers who sign contracts with us rarely take the initiative to say to you, "Xiao Wang, we will finalize the contract today", but take the initiative to say, "Mr. Wang, we must finalize it today." In the process of sales, many salespeople are always led by customers, such as "Mr. Wang, I want to meet you and talk", and customers say, "Oh, recently. ...
Sales should learn to sow.
One company agreed to cooperate a few years ago. My former colleagues sent all the contracts, but they didn't sign them in the end. After I took over, I made a call. The other side is very cold and treats us as aliens. This company is a bit far away. I think I must go and see what is going on, and I also have an evaluation of this company. I ran all the way, because it was a big company and the boss refused to see us. I went directly to the foreign trade department to meet the foreign trade manager. I didn't expect the foreign trade manager to be so impatient. I read the visiting records before I came. Many people did call him, but no one answered the door. I was angry, too. Damn it, I came all this way. At least let me sit down and have a drink! Seeing that I was embarrassed, he asked me to sit down, poured a glass of water and chatted for a while. Only then did he know that there were two people in the foreign trade department, a woman, who didn't tell me what was going on at present, so he said it was an internal problem and didn't say anything about the specific problems, so he went back. I thought there was still hope for this company. Unexpectedly, a few days later, I received a phone call from another woman in the foreign trade department of their company. I didn't know yet. This is a very rare opportunity. I asked her for QQ number because I am handsome and careful. Soon she told me about the company, because all departments in their company had to earn the money back, otherwise they would be responsible for it themselves, so no one dared to apply for the money. The boss is abroad. She asked me to call the assistant general manager, and then he called the boss. She asked me not to tell the assistant general manager that she told me.
Finding key people is not necessarily related to the product.
There is another situation. The boss is a woman. At first, she was rude. I didn't think about it. I didn't think about it. I have been there several times. Many colleagues came to see me before. That morning 10, I went to her office and saw her on the phone for hours. (It's really amazing) I can't wait. I wanted to go out, but I got off outside. At first, I didn't know what he did. When I heard that I was engaged in foreign trade, I was very interested. He talked a lot about his previous foreign trade experience in other companies and dealt with foreigners before. However, he has only been here for less than a month. His surname is Liu and he is a director of this company. Hehe, it was a nice chat. He promised me that he would make the boss promise. To 12:40. Director Liu took us to dinner, (I'm really sorry, it cost him money), and told the boss to take a lunch break at noon and go to work at 1: 30 in the afternoon, just 1: 30. We followed the boss into the office and, of course, made some suggestions at the beginning. After answering the questions, we made some demonstrations. Director Liu analyzed the current market situation of the company in front of us, and the boss was so confident when he saw Director Liu. Finally I took out the contract and wrote it. The boss didn't say anything when he saw my writing.
In the sales process, it is useless to say anything unless it is a key person, especially when we contact by phone. As long as he is not a decision maker, his words can only be used as a reference. Of course, the opinion of the person who pays the money is the most important. Understand the boss's thoughts. If the boss has no idea, communicate with the decision makers around him. If not, then communicate with users. If not, congratulations. Sales should not follow one line, but learn to follow multiple lines and finally find the key person, then we can succeed.
Finding key talents is the first step to successful sales.
I have a client who makes titanium products. At first I looked for their foreign trade manager. At that time, the foreign trade manager told me politely that the market situation was sluggish and the country did not restrict exports. The company may face layoffs, so it is impossible for us to cooperate at present. Seeing his earnest look, I let him go. A month later, I returned to the office, and one of my colleagues said that she had signed it. I was shocked. "I signed it." You don't say! Didn't he say they couldn't export, and the company was going to lay off employees? "My colleague told me that when she first went, the other party said the same thing. Later, she called the following foreign trade salesman and learned that the company was still interested. After reporting to the foreign trade manager, the foreign trade manager should have reported to the company, but the foreign trade manager was afraid of trouble and didn't want to go. He directly asked the foreign trade personnel to report to the company, and finally the company approved it. Shit, this bastard! Just because I was afraid of trouble, I made up this big panic, and I lost my industry. It's really a fire when I think of it.
Sales success must be different.
There are too many smart people with high academic qualifications in society now. Our company's products are actually not much different from those of other companies. Enterprises want to develop rapidly, and salespeople want to get very high returns. We must break away from convention. There is a celebrity whose name I don't know. I once said: This society is not a society of capable people, but a society of caring people. Hehe, I don't know if I remember correctly. That's what it means anyway. I think this "intentional" is intentional. If someone works eight hours a day, I work 16 hours a day. If I work for two months, I believe everyone's IQ is similar. No one is better than anyone. Some people talk about three customers a day, I talk about eight customers a day, and others make 30 calls a day. I'm still making an appointment for next week's clients on Saturday, while others are watching TV at night. I'm collecting customer information, preparing plans and practicing speaking words. Usually, most people think that the sales work should be completed within 8 hours. Actually, you can make an appointment to talk about customers at 6: 00 p.m. to 1 1. Most salespeople make phone calls in the office. In fact, you can also make an appointment with a customer while driving, and talk to the customer while walking.
Am I unlucky, or is he lucky?
I have a client who makes titanium products. At first I looked for their foreign trade manager. At that time, the foreign trade manager told me politely that the market situation was sluggish and the country did not restrict exports. The company may face layoffs, so it is impossible for us to cooperate at present. Seeing his earnest look, I let him go. A month later, I returned to the office, and one of my colleagues said that she had signed it. I was shocked. "I signed it." You don't say! Didn't he say they couldn't export, and the company was going to lay off employees? "My colleague told me that when she first went, the other party said the same thing. Later, she called the following foreign trade salesman and learned that the company was still interested. After reporting to the foreign trade manager, the foreign trade manager should have reported to the company, but the foreign trade manager was afraid of trouble and didn't want to go. He directly asked the foreign trade personnel to report to the company, and finally the company approved it. Shit, this bastard! Just because I was afraid of trouble, I made up this big panic, and I lost my industry. It's really a fire when I think of it.
People who waste time are often people with good attitudes.
I have a customer who hasn't signed the bill with us yet. At first, I talked to their boss, who said he wanted to talk to the office director. The director of the office is a woman, very easy-going and has a good attitude. She also brought you tea and water, asked for warmth, and said that the company is discussing this matter and should consult with the leaders of various departments to see their opinions. I went home seven times before and after, and even called my boss together. Alas! Really speechless. The final answer is that the opinions of various departments are not unified. Two departments disagreed, and the other department gave up saying it was a good thing. It doesn't matter if you don't do it Finally, the boss resolutely quit, damn it! What a waste of time.
Another point is particularly important: customers use rational judgment in the early stage of sales and emotional decision-making in the later stage. What does this sentence mean? Let's get to know it! One more thing, don't forget to watch the last sentence of the first paragraph again and keep your promise!