Each of us wants to start a business and do business. In fact, business is sales. Sales requires skill and language, as well as perseverance. After reading it, you will understand: the universal classic theory of sales (training).
When many people talk about sales, they simply think it is "selling things", which is only a one-sided understanding of sales. In fact, sales are everywhere in life, because sales is actually a process of analyzing, judging, solving and satisfying needs. For example, we go to a new environment and introduce ourselves, which is a kind of sales for ourselves; A person's life is a process of selling himself and letting others recognize him.
Sales field
1, what customers want is not cheap, what they want is to feel cheap;
2. Don't argue about the price with customers, but discuss the value with customers;
3. There are no wrong customers, only poor service;
It doesn't matter what you sell, what matters is how you sell it;
5, there is no best product, only the most suitable product;
6. There are no unsold goods, only unsold goods;
7. Success is not because of speed, but because of method.
The way of selling
1, selling courtesy to strangers;
2. Regular customers sell enthusiasm;
3. Emergency customer sales time;
4. Slow customers sell patience;
5. Have money to sell honor;
6. No money to sell welfare;
7. Fashion sells fashion;
8. Professional sales;
9, small selling righteousness;
10, stingy to sell benefits.
The experience of Joe Gillard, the king of sales
1, prepare for every appointment with guests;
2. Always eat with people who are helpful to you, not just with colleagues;
3. Wear appropriate clothes and shoes;
4, do not smoke, do not spray cologne, do not say vulgar jokes;
5. Listen attentively;
6. Smile;
7. Stay optimistic;
8. Remember to "call back immediately";
9. Support the products you sell;
10, learn from every transaction.
Six characteristics of excellent sales
1, 80% of the performance comes from 1-3 core customers;
2. Have a deep relationship with customers and stay with them all the time;
3. I will focus on a certain industry and have a very in-depth understanding of certain types of customers;
4. It takes more than a few months to concentrate on conquering a customer;
5, very active in the circle, always get first-hand information;
6. Spend more time with customers after work, because it is more effective.
Sales are not tracked and eventually empty.
According to the report of American Professional Marketers Association, 99% of sales are completed after repeated tracking! How to track and interact well?
1, find a beautiful excuse to follow the interaction;
2. Pay attention to the interval between two times
3. Don't show eager desire when tracking;
4. Sell yourself first, and then sell your ideas.
Salespeople must have questions that they can answer.
In sales psychology, from the customer's point of view, customers have the following questions:
1, who are you?
2. What do you want to introduce to me?
What are the benefits of the products and services you introduced to me?
4. How to prove that what you introduced is true?
5. Why should I buy it from you?
6. Why should I buy it from you now?
But in practice, many people's sales are not very successful. Marketers try their best to make an appointment, explain to please customers, break their legs and break their mouths, but customers just don't buy it; In the end, it is actually a deviation in analyzing, judging and solving needs. If the other party's needs are not met, it will be difficult for us to achieve our goals.
It is often seen that marketers can't wait to introduce products and quotations as soon as they see customers, and they can't wait to make a deal immediately. Listening to his experts' explanations often makes people lament the lack of sales knowledge, which makes his professional knowledge not play well.
There are rules to follow in sales, just like making a phone call, and the order cannot be wrong. Everyone is familiar with the basic process of sales. Here, combined with my years of practical sales work experience and superficial understanding of sales training, I summed up ten sales tips and shared them with you.
The first step is sales preparation.
Sales preparation is very important. This is also the basis for reaching a deal. Sales preparation is not limited by time and space. Personal cultivation, understanding of products, mentality, personal recognition of corporate culture, understanding of customers, etc. There are too many projects involved, so I won't go into details here.
The second move to mobilize emotions can mobilize everything.
Good emotional management (EQ) is the key to successful sales, because no one wants to communicate with a depressed person. Positive emotion is a state, a professional accomplishment, and a conditioned reflex immediately formed when meeting customers. It is a waste of time and even the beginning of failure for marketers to meet depressed customers. No matter what setbacks you encounter, just meet the customers. ......
How do novices do sales market analysis?
Sales market analysis is an economic analysis of market size, location, nature, characteristics, market capacity and attractive scope. According to the market environment, competitiveness, competitors, etc. of the project products, through market research and supply and demand forecast, it is analyzed and judged whether the products produced after the project is put into production have a market in a limited time, and what marketing strategies are adopted to achieve the sales target. Why do you want to do sales market analysis? The main purpose of sales market analysis is to study the potential sales volume of commodities, explore the potential market, arrange the reasonable distribution of commodities among regions, and share the regional market of enterprises dealing in commodities. Through the analysis of the sales market, we can better understand the relationship between supply and demand of commodities in the market, adopt correct business strategies, meet the market demand, and improve the economic benefits of business activities. First, sales market analysis is the decision-making orientation of enterprises and the basis of marketing strategy. So, how to implement the sales market analysis action? 1. sales market analysis-to do a good job of market segmentation in the early stage, you should carefully analyze which product area your resources are concentrated in, and you must not do it overnight. Then you should start to analyze how much demand there is in this specific market segment to avoid aimlessness. After this round, you may only struggle in the market of millions. The whole market of a product can be subdivided because of the different needs of consumers or users. There are many variables that cause the difference in consumer demand. In practice, enterprises generally use related variables to segment the market, rather than using a single variable. To sum up, there are four variables in subdividing the consumer market, namely, geographical variables, demographic variables, psychological variables and behavioral variables. Based on these variables, market segmentation has produced four basic forms of market segmentation: geographical segmentation, demographic segmentation, psychological segmentation and behavioral segmentation. 2. Sales market analysis-collecting information and relevant data correctly When analyzing the market potential, we often consider macro-level reference factors such as industry development, regional economy, culture and policy, and collect a large amount of data. Customers who haven't done industry research often don't know which data is decisive to the market potential. In fact, market personnel who know the composition of various indexes should be basically clear. For example, GDP basically shows the development level of a region, but it can't show the living standards of people in this region, while per capita savings and per capita disposable income can show the purchasing power of residents in this region, and other data are targeted for reference. When analyzing the market potential of thpxb, the sales market can only collect different data according to the target products and target customer groups for reference. In the process of marketing consultation, we often find that the market research that customers know better is the research on the consumer market, so they often ask how many consumer questionnaires are needed to determine the market potential. In fact, sometimes, the basic purchasing power of this region can be roughly understood by industry research without too precise data. The main contents of sales market analysis are: (1) the actual analysis of classified sales of goods; (2) Dynamic analysis of regional category market; (3) Sales analysis of new product market; (4) Sales analysis of consumer purchase types; (5) Analysis of sales expenses; (2) The sales market analysis should pay attention to: 1. High quality data. Some enterprises are full of enthusiasm for this project, and often unconsciously analyze the market capacity of sales market analysis. The performance in some estimated data is obviously much higher than the realization. The reason is often deliberately exaggerated or just based on personal feelings. The result is, of course, huge potential, strong demand and high return on investment. There used to be a customer who made hotel washing products. When calculating the market potential of a single city, according to the usual market forecasting method, we use the data such as the number of rooms in a single hotel, the occupancy rate of rooms in a single hotel and the average number of rooms in all hotels in the city to calculate the usage. In this process, the customer occupancy rate is often artificially increased or completely ignored, which is subconsciously considered as 100%. In fact, in normal times, the occupancy rate is very low, so the whole data will be high. If the hotel occupancy rate is determined by the marketing of washing products, then this prediction has some basis, but it is often not the case, so we can only analyze the data according to an objective attitude. Because the market has not changed, ......
How to analyze customers in sales?
Oh, your company, I know, I know, the goods are good and the price is good, but we don't need this at present. Tell you what, leave your address and phone number, and we'll contact you next time we need it. Oh, we already have a VCD, and it can still be used. I don't need a DVD at the moment. Good is good, but it's too expensive. I bought my own car, and the budget is not that high. I have used many similar products and I am not satisfied with them. I don't believe you can do better than them. We have read the materials. But this matter is of great importance, and we have to think about it again. 7. Hello, Manager X, visiting you again. The main purpose of my coming here is to discuss the contract. You have read our information, and you should be satisfied with the product. Your products are very good, but they are too expensive. You know, the similar products of XX Company are much cheaper than yours. Well, we can consider reducing the price by another 30%. The above situation can be said to be typical of sales being rejected by customers. As a salesperson, in the face of repeated rejections, self-confidence will undoubtedly be hit and work mood will also be affected. The above situation is not unsolvable. Analyzing your potential customers and prescribing the right medicine can completely reverse these unfavorable situations and finally clinch a deal. Second, analysis Let's analyze the above types of customers. 1, Tai Chi Pusher: In the first case, the customer is a typical Tai Chi master, who speaks the most common evasive words. Once you know what you are doing and the purpose, you immediately start to shirk it. Maybe he has a certain position, so he took a gentle refusal way, taking into account the feelings of sales, but such a weak refusal is also easy to make sales have an illusion. So in this case, you must judge for yourself. There are two situations when facing Tai Chi pusher customers: (1) It is possible that he just treats you as countless door-to-door sales every day and is not clear about your products and services. (2) He may really be unnecessary. There is no need: any demand in the world is created. When there is no modern means of transportation, don't people all travel by carriage? Don't you need cars and planes with carriages? Not exactly. The key is how to make customers aware of their needs. The first task of sales is to strengthen such demand and make customers strongly aware of their needs in this respect, rather than convincing themselves that there is no demand and rejecting your products. 3. No money type (or insufficient money type): Generally speaking, people have the habit of seeing how much money they have before deciding how much to spend, so there is still hope in theory when they meet the owner who claims to have no money. The solution is mainly to find out what he really thinks: is there really no money? Or is there no money at present? Do you have any questions about the product? Think from the customer's point of view. After all, it is he who buys things with real money. 4, no time: the most common and the most NB refusal method, often makes sales feel extremely frustrated. After hard work, I contacted you twice, but he gave you the cold shoulder in one sentence. On the other hand, we should not be intimidated by difficulties just because we have paid so much. Obviously, customers who dare to speak like this are people who have certain decision-making power, and they can say no to you with confidence. If you are carried away by his momentum from the beginning, you will always have a psychological shadow that is difficult to get rid of in the follow-up work. To deal with such customers, you can save common pleasantries and get straight to the point. If we can arouse his interest in the first three minutes, there is still hope. Of course, if the customer is busy and people come and go, this situation means that people really don't have time, and any more verbosity will arouse his disgust. The wise choice is to leave information and contact information and make an appointment again. 5, a stick to kill a boat: such a customer is difficult to deal with, once bitten by a snake, ten years afraid of straw rope, once the mindset is produced, it is difficult to change. In the face of such customers, the negative answer (for example: we have never heard of such a situation? Other customers didn't respond? That's not true, is it? And so on) will only arouse the customer's disgust, because saying so is tantamount to questioning his personality. The correct response is: first know the cause of the matter, and then propose solutions to the most concerned and suspicious customers. Learn to be a serious listener and be a close friend of customers. ......
How to do sales analysis?
Give you an outline, which can be analyzed from several aspects:
Changes in sales volume and sales volume in the past year: growth or contraction? Where is the growth point? What is holding you back? Performance comparison and growth of various departments.
Two kinds of analysis
Changes in sales volume and sales volume of major categories over the years: generally speaking, contribution and growth.
Gross profit analysis: generally speaking, contribution and growth.
Analysis of three main partners
Analyze the sales of the top ten partners: sales volume, sales volume, labor input and gross profit.
Recommendations for 2009
I'm in sales. How to improve your sales skills?
To treat different types of customers, we need to adopt different corresponding methods to establish good relations. Identifying different types of customers depends on the observation ability of promoters. Self-inspection adopts different receiving methods according to different customer needs. Please do the following connection questions to choose the most suitable reception method for different types of customers. (1) Silent customers A. Talk less, let customers see and encourage themselves. (2) negotiate with customers B. provide professional commodity knowledge and play hard to get. (3) Controversial customers C. Encourage, suggest and make decisions for customers. (4) cautious customers D. affable, answer questions and pay attention to action language. (5) Make customers feel refreshed. E. Provide reference, peace and courtesy. Get close to customers at the right time. In order to sell, promoters must first approach customers, especially when customers are hesitant or unable to make a decision. It is more important to get close to customers and convince them. According to the analysis, promoters seize the opportunity to get close to customers, and there is a 50% chance of success in sales, which shows that getting close to customers is a very important link. 1. Proper greetings Sometimes it is unwise to rush. As soon as the customer enters the door, the promoter only needs to say hello at will. If you greet customers too enthusiastically, you will often annoy them. The troublesome customer simply said, I'm just looking, and then left. When the customer thinks: this thing is good, I don't know if it is suitable, it can be said that it is a good time. (1) A skilled promoter should judge the needs of customers from their actions and expressions, and seize the right opportunity to approach customers. When the promoter finds that the customer has the following actions, he can come forward and say hello: Welcome, isn't this a beautiful color? Wait a minute. (2) Greeting skills should emphasize that you can't simply say welcome when greeting, but pave the way for the next sales. 2. The best time to approach customers. Experienced promoters should know that when a customer blows his head, it means that he has decided to buy this product, otherwise he will not want this product. If the customer makes a negative decision, the promoter should try to understand the reasons why the customer doesn't like it, which will be helpful for future sales. To find the right time, the promoter should strike out and walk to the customer, but don't get too close and say, did you find something you like? As long as the customer opens his mouth or nods in agreement, it means that the attack has been basically successful. Before the customer decides what kind of goods to buy, instead of rushing to deal with it, it is better to let the customer browse freely, and the promoter only needs to be prepared to deal with it. According to the following examples, analyze what is right, what is wrong and why. How to correct it? . (1) Xiao Wang warmly greeted a customer: Aunt Zhang, come on, you look great today! Aunt Zhang: Are there any fresh fish today? Xiao Wang: Yes, please look here. I'll help you choose. The new promoter Xiao Li is very active. As soon as Uncle Zhao came in, he quickly greeted him and asked enthusiastically, what can I do for you? Uncle Zhao said that I was just looking around. Xiao Li said, let me introduce you. Uncle Zhao looked at his posture and said, no, he left in a hurry. (3) Xiao Ming eagerly looked at the robot model in the counter. Zhou Xiao, the founder, kindly asked: Do you like it, children? Xiao Ming said: I like it. Zhou Xiao: Then let Mom and Dad buy one for us, OK? Xiao Ming: OK. Looking back, he shouted, Dad, I want a robot! To determine the customer's needs is to know yourself and know yourself. Promoters can only give customers the right medicine, recommend suitable products, provide necessary services and promote sales by determining the real needs of customers. The process of determining customer needs can apply the steps of looking, smelling, asking and cutting in traditional Chinese medicine. 1) I hope that the promoters can determine the types of customers and preliminarily judge their spending power and habits through close observation. 2) Smell promoters should listen carefully to customers' conversations and must not interrupt or use negative words to draw conclusions. To learn more from it, carefully analyze the sales opportunities. 3) Ask some customers who are not good at the goods they want to buy, it is difficult to explain their real needs clearly, and some customers don't like to take the initiative to speak. Therefore, promoters should effectively promote sales by asking and answering questions. Q is the key stage of sales. 4) According to the information obtained by reading, smelling and asking, comprehensively analyze and judge to determine the real needs of customers. ......
Teach you how to do sales.
After 6 years of sales training, 1 year, I summarized the following points; Second: it is to pay more attention to "details" than customers. What do you mean, more attention to detail? For example, the motherboard and shell of many domestic mobile phones are the same, and many configurations are the same. So if you want to sell products well, you must learn to distinguish products. When the products are basically the same, we must know how to distinguish the prices. What can we exchange for the same price? For example, the same 300,000-pixel camera, how can we get different effects? That's the detail. Many times, many things can be distinguished as long as we pay more attention. As the saying goes, who makes perfection! When you study a product several times, you can master some of its skills, such as the photography skills of Waco mobile phone and the use skills of voice king I wrote before. Many times, what we change is not the product, but the way we sell it. We pay more attention to details than our customers. Details are the way we practice product functions. Third, we should analyze our products from the customer's point of view. Many times, when we explain the function of the mobile phone, we always feel that the function of this mobile phone is very good. Even if it is not good, we will say with conscience: this mobile phone is good, this mobile phone is good, and it is easy for customers to see that you are selling melons and bragging. So how can we analyze our products from the customer's point of view? Should we be honest with our customers? No, if we are honest, it will be difficult for us to sell the products we want to sell and then passively sell the products that customers want to buy. How can I sell what I want to sell and make customers agree with our products? Even when we are selling, I still have to fully analyze and demonstrate our products from the customer's point of view on the premise of fully understanding the products. For example, if the customer wants to find a mobile phone with clearer photos, can we show the customer our photo effect? Many times, we have to think about what functions customers want to know in advance. We can introduce the functions of our products in a preconceived way, or for example, if the customer is looking for a mobile phone with a clearer picture, then we can demonstrate our camera effect to the customer and help the customer analyze that our camera function is different from other mobile phones, and our camera is better than other products. From the customer's point of view, don't be too eager for success and rush to clinch a deal. Can you change my sales method? The homogenization of brands and products, our sales can't be homogenized. We should make progress faster than our customers. We should pay more attention to details than customers. We should be able to predict the functions that customers want and analyze our products. Only in this way can we make better sales and make continuous progress.
How to do a good job in sales data analysis
The focus is on the actual effect that data analysis can bring to marketing. Even if more and more companies and organizations try to operate in a data-oriented way, many of them still can't really relate data analysis to business results. Microcode Dunbar believes that whenever we do data analysis, we should start from business problems and find the necessary background for accurate business analysis.
How to be an excellent salesman
match
[novice]
Sales success = diligence+inspiration+skill+luck
Sales and marketing are two different concepts, and sales should be included in and part of marketing. Marketing refers to "management and sales". In the development of an enterprise, two factors are indispensable, that is, "marketing" and "public relations", just like a pair of wings of a bird, you can't fly without either! In the concept of marketing, "management" is more related to management and more inclined to internal management of enterprises; And sales are more external: how to make our products flow to consumers smoothly and make profits under the extremely fierce market competition. How to manage our sales team well, fully stimulate the potential and maximize the team strength; How to establish our sales network; How to maintain and manage our customers is the content of sales work. Therefore, sales can not be separated from management, and there can be good sales without good management.
Nowadays, many enterprises are not necessarily proficient in sales, and a sales expert is not necessarily a good manager, so there is a shortage of talents who know both management and sales.
For example, Shi Yuzhu of Giant Group, the brain gold miracle is well known. Although he knows sales, his management can't keep up, and the giant building is gone; Shida Computer in the IT field once created a myth from 16 people to1600 million people, but IT finally disappeared in the IT field because of a group of people who only knew management but didn't know the market. Zhang Ruimin, president of Haier, is the first in the home appliance industry, because he knows how to manage and sell. So don't just work hard, learn the way of management. Each of us has a chance. As long as everyone is ready, maybe one day a marketing expert of biological products will be born in our "Riel Alliance"!
So how can we do a good job in sales?
There are two aspects here: first, as an enterprise, how to do a good job in sales, with so many leaders here, I dare not talk about this issue. The second is how sales staff do a good job in sales. Today, as a grassroots salesperson, I would like to discuss with you how our salespeople should do a good job in sales from the perspective of salespeople.
Edison once said: "There is no real genius in the world, and the so-called genius is 99% sweat+1% inspiration"; Yolanda, a famous marketing god, said: "The success of sales is 99% effort+1% skill"; Joe girard's 76 golden rules also said: "The success of sales is 99% diligence+1% luck". There is no denying that they are all successful people, so what they say is reasonable. From these three sentences, we can see that any success has a price, which requires us to pay a lot, and "inspiration", "skill" and "luck" are also indispensable factors for success. Think about it, we can get the following formula:
Sales success = diligence+inspiration+skill+luck
I wonder if you agree with this formula?
Then how to do a good job in sales has the answer:
First: Diligence. (Brain diligent, eye diligent, ear diligent, mouth diligent, hand diligent, leg diligent-six diligent)
If you want to do a good job in sales, you must first be diligent, which is also an essential quality for a business person. There is a saying in the marketing field: "The performance of a sales mediocrity who stays with customers all day must be higher than that of a sales genius who stays in the office all day." This sentence is very good, "diligence can make up for it"!
Diligence is reflected in the following aspects:
First, study hard and constantly improve and enrich yourself.
1. Learn the knowledge of the products you sell, the knowledge of the industry and the knowledge of similar products. Only in this way can we know ourselves and ourselves, can we appear in front of customers as "professional" salespeople and win their dependence. Because we also have the feeling that when we go shopping, or when others recommend products to us, if the other person has a little knowledge or a little knowledge, there is no doubt that we will discount what we want to buy and the impression of this person. When we see a doctor, we all like to go to an "expert clinic" because it is reassuring. Now the advertisements are also: China Mobile-Communication Expert, Jiu Wang Mu-Pants Expert,-Kitchen Expert. Our customers are the same. They want a "professional" salesperson to stand in front of them, so that they will accept us as people and our company and products.
2. Learn and accept other knowledge outside the industry. Just like literature and art, sports, politics and so on, we should keep learning. For example, how the Houston Rockets in NBA won or lost recently, Yao Ming's performance, the status of the six superstars of Real Madrid, whether Pele joined Real Madrid and so on. These are all materials for chatting with customers. no ......
How can we do a good job in sales?
Sales should be diligent and skillful. First of all, analyze the characteristics of your products and find out the differences with your competitors. Advantages and disadvantages are irrelevant, but we must first subdivide and understand clearly; The first thing to do a good job in sales (except those with special network resources) is to be familiar with and understand the products! Second, analyze the reasons why customers buy your products. What impact will the advantages and disadvantages of the above comparison have on the use of customers? And customers are divided into decision-making layer, management layer, use layer and so on. Different people have different concerns. It is better to find out what they need most and explain it in detail. It is much better to guide customers to discover your advantages than to tell them all by yourself. Remember to encourage customers to "discover" your advantages in time and affirm their professionalism and wisdom! Third, understand why customers want the potential demand of your products, find the support point of demand, and break through sales from the side! Fourth, always remember to help guests sincerely, make friends with your heart, and don't hurt others' interests. Remember to give up before you get it. Only by letting customers recognize you from the heart, will your sales road get smoother and smoother! The last sentence: to do one thing well, love him first! Find a sense of accomplishment from the process, don't be intimidated by temporary difficulties, success belongs to the one who laughs last!