Sales is the most attractive job, which can not only bring people rich income, but also enjoy the most precious freedom. If you are a salesperson, it means that you don't have to work nine to five or eight hours in an office building, day after day. Every day will be brand new, and your life will be full of adventures and challenges. In the process of meeting these challenges, your income will continue to increase and your career will continue to develop.
But before entering this perfect industry, you must recognize one thing: business people can't be 100% successful. In the sales industry, 80% of the performance is created by 20% of the business people. These 20% people are not all handsome and beautiful, nor are they all easy-going people, and some people are not even diligent. They can create extraordinary achievements because they have mastered the sales skills and grasped the true meaning of business work.
Before entering the sales industry, many people had the idea that as long as they are willing to endure hardships, they can get good performance and rich returns. But this is not the case. Many salesmen never frown when they talk about suffering. They go out early and return late, not afraid of the cold and heat, trekking all the year round and putting all their time and energy into the sales business; They also have perseverance and patience, and they have repeatedly lost and fought, but they have repeatedly lost and fought. So not afraid of hardships, so hard, the final result is not excellent performance. Why? The reason is to do business well, not to suffer hardships, but also to master sales skills and enhance their influence. Business is not "run". What can really win orders for us is not our feet or sweat, but our brains and wisdom. Therefore, some people say: excellent people rely on skill, and mediocre people rely on hard work.
To be an excellent salesperson, you must master some sales skills and win orders with wisdom. People who don't shine on their faces will never become stars. If you want to shine on your face, you must first enrich your mind and use wisdom (not sweat) as a weapon.
Second, the principle of using sales skills.
Some people say that selling is hard work. You have to break your leg and pierce your mouth, and you have to make up a jingle to describe the salesperson: "You have traveled all over Qian Shan, gone through all kinds of hardships, eliminated all kinds of difficulties, talked a thousand words, and tried every means to promote sales." Others think that there are "six difficulties" in sales: first, it is difficult to enter the door. When I heard that it is selling things, the doorman immediately blocked it; Second, the face is ugly, the buyer's market, it is common to meet the bench, and it is not unusual to be driven out; Third, the stomach is uncomfortable, who can accompany the guests to drink, but the stomach has suffered; Fourth, people are difficult. Clients say I kill people, friends say I lie, colleagues say I bully people, and the boss says I lie. Fifth, the road is difficult to walk, paved, plain and mountainous, the train is late, the plane is grounded, the parcel is lost, and it is trapped in the fields; Sixth, the merits and demerits are hard to remember. Fire is a good product, and the credit goes to the collective. Once the treasury is pressed, the salary will be paid out. However, there is also a saying that "if you don't want to be president, you should be a salesman". Sales has a huge development space, training people's comprehensive quality. However, with the fierce competition and the appearance of homogenization, the promotion of sales performance has always been a problem that puzzles sales staff. How to improve sales performance? How to find sales shortcuts? The key is to master some basic principles in the sales process.
First, mentality is fundamental.
Many salespeople have no confidence in themselves, the products and enterprises they sell, and think that sales are to "ask for help", that sales are disgraceful and have no positive attitude. As an excellent salesperson, you should have a sense of responsibility, that is, who you live for; Have a sense of mission, that is, for whom to do it; Have a sense of tolerance and be able to tolerate all reasonable things in the sales process; Have a sense of morality, sell with heart, and touch customers with sincerity; Have a sense of pride and belonging, know who to do it for, and make customers feel safe. Positive attitude and quick action are the keys to successful sales. Take action immediately, and establish the spirit of smiling, cheerful, initiative, sincerity, enthusiasm, enthusiasm, dedication, accepting challenges, persistence and optimism.
Second, details determine success or failure.
Sales need to pay attention to the details of different links, such as words and deeds in the process of negotiation with customers, insight into buying signal, and grasp of customers' interests and personalities, which are all reflected in different details. Sales need perseverance and attention to details. We should start with small things in different links, and details determine success or failure.
Third, counterpoint is the key.
Effective sales need to be targeted at the right time, not only to determine the target customers, but also to "target" sales at the right time, including the qualification examination of customers' purchasing power, "the attack of target customers", the use value of products, customer needs and so on.
Fourth, thinking should be transposed.
As a professional salesman, you should have the ability of "good looks, two suits, three glasses of wine, four rounds of mahjong, five parties making friends, six trips to Qishan, seven flattery skills, eight bragging skills, nine efforts and great patience". In other words, salespeople should pay attention to self-image design, learn to quickly integrate into society and teams, have good communication and negotiation skills and self-sales awareness, endure loneliness and resist external temptations. Only in this way can they achieve their own lives. You should change your thinking position. You can't listen to your heart, think about excitement, or simply don't act.
Five, the potential to develop.
As a salesperson, you need not only innate factors, but also acquired training. To develop its potential, it is difficult to change everything innate, and we need to change ourselves through the planning of the day after tomorrow. Need to train and cultivate some key abilities (such as self-leadership, self-management, win-win thinking, interpersonal leadership, effective communication, creative cooperation, etc.). ), but what is needed is the development of acquired potential (such as the potential development of sales staff). Mainly from the following aspects: First, "lure". Constant pursuit is human nature, self-design, self-realization, and luring the development of one's own potential through goals and visions. The second is "forcing". For example, Cao Zhi was forced to write a seven-step poem; Marketers can implement it through study, work and examination, and maximize their potential. The third is "practice". Potential development exercises, such as topics, tests, training, brain teasers, one-minute reasoning, etc. Subconscious theory and suggestion technology, emotional intelligence theory and relaxation and quiet technology, success principle and bright technology, self-image theory and visualization technology, other practical training techniques for action success, thinking innovation and scenario simulation training, etc. The fourth is "learning". There are thousands of reasons for failure, but in the final analysis, there is only one: the power of knowledge is supreme, how knowledge determines fate (for example, from frogs in wells to frogs in streams, frogs in rivers to frogs in the sea), and how to learn (the methods and forms of learning can be learned from books, colleagues and peers, from customers, from training, from collective discussions, from online learning, and from establishing a personal knowledge base).
Sixth, innovation is indispensable.
Sales needs innovation and innovative thinking. For example, you should know how to make a decision for your customers: customers like Monday morning quarterback, and you should agree with him. To be good at praising others, we should focus on F (family), I (influence center), N (neighborhood living environment), D (direct other media) and S (community society) to find the target customers quickly. Explore customers through different ways and levels (such as different levels of public relations, all-round customer experience, etc.). ); Maintain customers and cultivate customer loyalty through interest chain and emotional cultivation; Improve customer satisfaction through service improvement (effective intangible service, more services, greater satisfaction, self-help, service automation, improvement of service facilities, rapid service recovery strategy, etc.). ), effectively integrate terminal promotion and advertising promotion, effectively combine rural surrounding cities and cities to radiate rural areas, and ultimately promote product sales, increase sales and profits, and improve sales efficiency and sales efficiency.
Seven, dream of selling.
Sales need sales dreams. For example, you can post your dreams and form a strong visual stimulus, thus encouraging your beliefs and reminding yourself that "persistence is victory." At the same time, when selling to customers, customers need to dream of a bright future and let them have imagination and association.
As Hindes M. Goldman, a famous American sales expert, said: "Effective sales require careful study of visiting customers; Put yourself in the customer's shoes; Find out the common ground between the two sides; Create a harmonious atmosphere; Use persuasion ability; Pay close attention to the development trend of negotiations; Express your views correctly and induce customers to give positive answers; Determine the main and secondary objectives of the negotiations; Ease the atmosphere of negotiations; Urge customers to confirm the agreement. " Remember, "as long as I make up my mind to succeed, failure will never crush me!" "