Steps to sell items:
1. Market segmentation should be carried out to determine the target consumer groups of the promoted products.
Clearly targeted at families or units; Whether it is a general or special function; Is it the average price, or high-end consumer goods or something like that.
No matter whether the target consumers are families or companies, you should try to be targeted and determine which consumer groups and classes the products are suitable for. For example, high-end products are divided into target groups and sold to units with large scale and good benefits. When selling to families, you must look for high-end residential areas, areas where rich people live together. The promotion of middle and low-grade products is aimed at small and medium-sized units and low-income families. You should know that.
No matter who you want to sell it to, you must have a good understanding of the product, not only its functions and advantages, but also its shortcomings and shortcomings. Functional knowledge: materials, structure, use, use and maintenance skills, etc. Due recognition of advantages: compared with similar products, your product has unique advantages-more durable, more practical, or cheaper, three-guarantee reputation and so on. Cognition of shortcomings and deficiencies: What are the shortcomings and deficiencies of the product compared with similar products-poor material, poor use, high price, no guarantee after sale, etc. Sometimes, when selling products to customers, it is often unexpected to tell the shortcomings of your products first. Suggest giving it a try (and it will vary from person to person).
3. Exercise your communication, conversation and expression skills at ordinary times, which is the basic quality that a salesperson should have. You can find some books on communication etiquette in the school library to recharge temporarily.
Finally, I want to say that I have learned about the product, identified the target group and practiced the skills of interacting with people. Finally, what should I pay attention to-the demand object and its psychology. For example, my wooden door, high-end, is sold to home users. What do I need to know-where are the people in need! Doors are often installed in the residential areas to be built (not yet built) and new residential areas, but trying to sell them to the person in charge of the residential areas to be built is likely to involve issues such as relationship and commission. This is a big event, which is hard to do as a college student (you must have enough energy to try). Although all families in newly-built residential areas have installed doors, many families will consider changing doors, which will bring great business opportunities. Then it is necessary to try to figure out and grasp the psychology of consumers and analyze what their biggest complaint about products is-the selling point of products. You should practice the ability to say different things in front of different people, and try to say whatever he needs. Do consumers pursue practicality, show their identity or just recognize the price? You should try to understand this.
College students should be well honed. Salesmen are the most practical and promising. If you don't understand anything, you can continue to communicate in the future. I just make a living by being creative. I think answering questions online all the time is ruining my job. In reality, I make a living by selling ideas! Do your duty.
Supplement: I'll give you some answers from other places, what a salesman should have.
As for the qualities that marketers should have, there are nothing more than a few points: a good attitude; Strong psychological quality-self-confidence, not giving up easily, dare to face failure. Master professional knowledge and control products, companies, market information, etc. Improve self-cultivation and pay attention to etiquette norms; Strong sales management ability, proper choice, good at grasping psychology, adjusting atmosphere, controlling situation, avoiding rigidity, dealing with interpersonal relationships, sales skills and skills of maintaining customer relations.
= = = = = = = = = = = = = = = = = = = = = = = = = = = = = = = = = = = No matter what kind of sales, the promotion process is the same, but not the same. The process is just a general martial arts routine. To defeat the enemy, you may need to practice the routine several times, but you may only need one or two tricks.
It is very important to fully digest the point of purchase, which is the basis of sales. Know what features your product has and who you can attract-this is the so-called selling point of your product.
Skillful sales promotion words and actions-sales promotion means being like a professional actor-have skillful acting skills, and a sales promotion is like a "show".
Salespeople should also have an understanding heart, and the so-called "going into the mountains to see the mountains" is the truth. Salespeople should be the embodiment of the principles of sales promotion-"forget me" and "no self". Whether your customers want your products or not, you should do what you should to promote them. Rejection is something that every salesperson will encounter almost every day when he grows up. However, we can't stop selling just because we want to be rejected. The customer's response is nothing more than these three kinds:
1) neuropathy
2) Don't talk
3) Great!
We don't expect every customer to say "great!" Similarly, we won't meet every customer who calls you a "psycho". Every customer you visit is RMB, and sales promotion is always the law of large numbers, which is directly proportional to the number of customers you visit.
The two most important words of salespeople are "fear" and "laziness". Promotion is a war of right and wrong, a struggle of doing and not doing.
Attack and then attack, a salesperson can only succeed if he constantly challenges himself and perseveres.
Customer development actually affects the success or failure of a salesperson's promotion career. A company once investigated 700 resigned salesmen and found that 95% of them didn't know how to find customers. Customers are the most valuable property of salespeople and the lifeblood of the continuation of sales promotion. So, where are the customers?
The advantage of this method is that people who are familiar with it are easier to approach and succeed, but the disadvantage is that there are more gains and losses. In a society like China, it is still shameful to sell to acquaintances, but the salesperson should make it clear that our products are beneficial to him, to solve his problems, and not to "kill him". When you love your product and completely digest the point of purchase of your product, this scruple disappears.
The introduction method is to use the influence of others, or to continue existing customers and establish word-of-mouth effect. There is a famous saying in the sales field that "behind every customer, there are 49 customers hidden".
Unfamiliar laws will expand your market infinitely-anyone is your customer. However, unfamiliar methods can only be based on quantity and quality. You won't be a good salesman until you are rejected enough times. The real top sales come from this strange visit, which is constantly rejected and visited!
In the sales career of the gold medal real estate agent, I summed up four sentences for my colleagues who just started working:
"Smile, listen to the first move. Praise is priceless and character is the backing. "
"But, how to face the customer's rejection? I have been desperately looking for customers, but many customers refused me, but I don't know how to face it. I think if I can handle rejection well, can I improve my performance again? "
In fact, there are only three kinds of refusal: the first is to refuse the salesperson himself, the second is that the customer himself has problems, and the third is that he has no confidence in your company or product.
Rejection is just a habitual reflex action of the customer, unless he buys it after listening to the introduction-unfortunately, this situation is rare. Generally speaking, only by refusing can we know what customers really think, and refusing to deal with it is the best time to import the transaction.
The technique of refusing to deal with it should start with the analysis of Chinese personality. The advantages and disadvantages of China people's personalities are all opportunities to clinch a deal.
China people have a good memory, so you must honor your promise to customers, otherwise, you may never have a chance to clinch a deal.
People in China love beauty, so the first impression made by salespeople is very important.
China people attach importance to feelings, so people should pay attention to communication in sales.
People in China like to make friends, so you should also make friends with your customers-Oh, Xiao Wang is your classmate, and he is my neighbor, so that the relationship can be brought closer immediately.
People in China are used to looking at their faces, and their expressions are written on their faces. You should pay attention to what they say.
China people like to reciprocate, so we must know how to respect each other.
People in China like to be praised, so you should lower everyone's age and raise the price of everything.
China people love face, so you should give your customers face.
China people don't trust others easily, but they believe in those who already believe. Therefore, the most important thing in sales is to gain the trust of customers.
China people are too smart to be taken away by customers' ideas. Who will dominate every link of sales determines whether you can clinch a deal or be rejected by customers.
China people don't like "right away". They are afraid of being the first, knowing but not acting, and they like to talk half the time. Therefore, at the right time, you should know how to make decisions for customers.
China people like Monday morning quarterback, so you should agree with him.
China people don't praise others, you should learn to praise them.
Therefore, the conclusion of being a successful real estate agent is that the key to objection handling skills lies in grasping human nature and knowing how to analyze the practical problems behind customer rejection.
Well, it should help you. Wish you success!