Skilled marketing skills-what qualities do excellent salespeople need? As salespeople, professional knowledge is a powerful weapon for us to knock on customers' hearts. Then we need to constantly strengthen the study of professional knowledge, face customers' questions with ease, use our excellent professional knowledge to solve problems for customers and provide good services, so that customers will trust us and need us. 1, enterprise knowledge marketers should be familiar with the development history, enterprise scale, business policy, rules and regulations of the enterprise. 2, product knowledge marketing personnel to understand product performance, use, price, usage and other aspects of knowledge; Understand the advantages and disadvantages of competitive products in the market. 3. Customer knowledge marketers should be good at analyzing and understanding the characteristics of customers and their cooperation motives, conditions and decisions. According to the different psychological conditions of different customers, different sales strategies are adopted. 4. Market knowledge marketers should understand the product market operation channels, be good at discovering the actual and potential needs of customers, and understand the market trends and trends of products. Two, six kinds of mentality 1, sincerity and modesty are the basic requirements that determine whether a person can do things successfully. As a salesman, he must treat customers and colleagues sincerely with a sincere heart. Only in this way will others respect you and treat you as a friend. In terms of sales, we also have some things we don't understand. When an important potential customer tells us something that we don't know very well, but we should know, we should sincerely admit what we don't know and ask him to explain. In the face of tough questions, a sincere attitude is sometimes more important than the answer to the question. Business representatives are the image of enterprises, the embodiment of enterprise quality, and the hub connecting enterprises and society, consumers and distributors. Therefore, the attitude of business representatives directly affects the product sales of enterprises. Second, self-confidence is a kind of strength. First of all, have confidence in yourself. At the beginning of every day, we must encourage ourselves. I am the best! I am the best! Self-confidence will make you more energetic. At the same time, believe in the company, believe that the company provides consumers with the best products, believe that the products you sell are the best of its kind, and believe that the company provides you with opportunities to realize your own value. To be able to see the advantages of the company and its own products, and keep these in mind, to compete with competitors, we must have our own advantages and face customers and consumers with the belief of winning. Only when you show enough confidence in the product can you infect the customer, make him trust you and have confidence in the product. As a sales representative, you are not only selling goods, you are also selling yourself, and customers will only accept your goods if they accept you. Known as the king of automobile sales, Joe girard, the creator of Guinness World Records, once sold more than 1600 cars in one year, with an average of nearly 5 cars a day. When he applied for a job as a car salesman, the boss asked him, have you ever promoted cars? He said, no, but I have sold daily necessities and electrical appliances. I can sell them, which means I can sell myself, and of course I can sell cars. Knowing that there is no power, I also believe that there is power. Joe girard can succeed because he is confident that he can do it. Third, be a conscientious person, "pay attention to everything and learn", develop the habit of thinking diligently and be good at summing up sales experience. Review your work every day to see where you are doing well. Why? This is not good. Why? Ask yourself more why? Only by discovering the shortcomings in our work can we continuously improve our working methods, and only by improving our ability can we seize the opportunity. Opportunities are equal for everyone. As long as you have the will, you will definitely become a leader in the industry. When Wang Yongqing, an entrepreneur in Taiwan Province, started his own rice shop, he recorded the time when customers bought rice every time, and remembered how many people were there in his family. In this way, he worked out how many days people can eat and distributed them to customers after eating. It is Wang Yongqing's carefulness that makes his career grow and develop. As a sales representative, we should know every change of customers, try to grasp every detail, be a conscientious person, constantly improve ourselves and create a more wonderful life. Example: (Cao) On the phone, I noticed that the client was coughing. If you pay more attention to your health, your customers will be deeply impressed. Delivery, pay attention to which logistics company is convenient for customers to pick up the goods, so that customers will be more willing to cooperate with us. Fourth, hard sales work is actually very hard, which requires the spirit and perseverance of business representatives. Sales work is by no means smooth sailing, and there will be many difficulties, but we must have the patience to solve them and the spirit of going ahead. Before becoming famous, American star Stallone recommended himself to Hollywood studios one by one in order to be able to appear in movies. After he hit the wall 1500 times, finally a film company was willing to use him. Since then, he has embarked on the film industry, and with his perseverance, he has performed many tough guy images and become one of the most famous movie stars in Hollywood. Example: (Zhang 0 Customer-Ben is not interested in the product and intends to operate it because Zhang has contacted it many times. 5. Good psychological quality Only with good psychological quality can we face setbacks and not be discouraged. Every customer has different backgrounds, different personalities and different ways of doing things. If you are hit, you should keep a calm mind, analyze customers more, constantly adjust your mind and improve your working methods, so that you can face all the blame. Only in this way can we overcome the difficulties. At the same time, don't be carried away by temporary success. You should know that "joy begets sorrow". Only in this way can we win without arrogance and lose with grace. Sixth, communication skills Everyone has strengths, not necessarily requiring every sales representative to be versatile and eloquent, but be sure to communicate with others more, cultivate your communication skills, and make as many friends as possible, so that there will be more opportunities. You know, more friends are the only way out. In addition, friends are also resources, you know, owning resources will not succeed, but making good use of resources will succeed! Three or seven abilities 1. Observation ability observation is not simply looking, but carefully observing with professional eyes and knowledge, and discovering important information through observation. For example, if you go to the store, most people may know what products are on sale and their prices. And professional salespeople can observe more information: why do they sell well? Have you noticed why other people sell good products? Price, gifts, packaging ...), what is the sales strategy. What gift did you use? What material? How is it made? The packaging is very good. What's so good about it? Colors, shapes and materials can be used for other purposes (such as food packaging, which can be canned when used up). ), the situation of competitors? What are the promotional activities of competitive brands? What is the specific time period? What are the specific forms of activities and ways of participation? The number of competing brands in the store has increased from 28 to 29. Which manufacturer has increased, is it a potential threat to us? What are its main products and price positioning? ..... too much information needs our careful observation, and the salesperson is also the information feedback member of every enterprise. It is the main responsibility of sales staff to get a lot of accurate information feedback through observation. Second, listening ability In the process of developing dealers, many salesmen will talk about how good their products are, how complete their products are, how excellent their companies are, and how rich benefits dealers can bring by selling such products. It may be noted that most salesmen who sell products in this way are in vain. In fact, whether it is to develop dealers or deal with customer complaints, listening is more important than speaking. Why? (1) Listening can help you find out each other's personality, hobbies and interests; (2) Listening can let you know what the other person is thinking and what the other person's real intention is; (3) Listening can make the other person feel that you respect him and attach great importance to his ideas, so that he can let go of his burdens and concerns; (4) When the other party has a lot of complaints about the manufacturer, listening can let the other party vent and eliminate the other party's anger; Listening can give you enough time to think about how to respond to each other strategically. How do salespeople listen? First, listen to all the contents, sort out the key points, and listen to the emotional color in each other's words; Second, retell the information you hear, record the key words quickly, and improve the memory effect of listening; The third is to respond with appropriate language, ask appropriate questions, keep silent in time, and let the dialogue continue. Third, analytical ability In the negotiation with customers, you analyze each other's "card" and mentality from the information revealed by each other's words and behaviors, such as the price issue and the customer's counter-offer. As a salesperson, you must not agree, analyze the tone of the other party's speech, spy with words, and then analyze whether there is a real willingness to buy, and how much room we have. Fourth, the executive power reflects the comprehensive quality of sales staff, and it is also a spirit of not giving up until the goal is reached. Salespeople often encounter difficulties in carrying out plans. At this time, if you just say "the manager is too difficult to do." Then your leader can only say "Well, I'll find someone who can do it". Nothing difficult is not a task, and what everyone can accomplish does not reflect your value. Example: The sales story of Wu Zhenhua, a friend who sells Wuliangye in Fuzhou. There is a large chain "Yonghui Supermarket" in Fuzhou. Yonghui Supermarket has dozens of stores in the city, and there are more than 20 Class A supermarkets alone, which is extremely important for occupying the terminal market in this city. The company decided to let Wu handle this matter. Before Wu took over, several excellent salespeople had talked about it, but none of them succeeded, because Yonghui Supermarket Company required to enter the market at a "reasonable" cost. How to execute this order? My friend Wu Can couldn't sleep well after receiving the task. It is natural to be promoted if he completes the task, but the company will also feel that he is "incapable of carrying out the company's plan." Next, my friend Wu visited the purchasing manager of Yonghui Supermarket several times. I waited for a long time, but I didn't even see it. He knew that this was because the other party deliberately refused to give him any chance to reduce the price and forced him to agree to harsh terms. Friend Wu learned from the subordinates of the purchasing manager that his wife works in a bank. He found an insurance friend, took the initiative to know the purchasing wife on the grounds of promoting insurance, then introduced his friend Wu to the purchasing wife, and then narrowed the distance by buying gifts for the children. When the time was ripe, the purchasing manager was deeply moved by his friend Wu's good intentions, and finally his friend Wu successfully completed the task. This kind of example is not uncommon in sales work. Therefore, the executive power is not for the sales staff to find out the reasons, but for you to do your best to achieve the results. The result is what your leader cares about most, and it is also the embodiment of your ability. How do salespeople improve their execution? First, the salesman should have clear goals, including annual sales target, monthly sales target and daily sales target; Second, the salesman should get into the habit of making plans, especially the daily work plan. He should determine the sales plan for the next day the day before, plan when and how long it will take, what customers to contact and what knowledge to reach with customers. Third, the sales staff should develop the habit of reviewing, and simply review and summarize the completion of the sales plan, the success or failure of sales, existing problems and matters that need the support of manufacturers every day, and write them in the sales diary; Fourth, salesmen should strengthen business training and learning, and improve their sales skills, including customer negotiation ability, communication ability and time management ability. The main task of a sales representative is sales. Without sales, products and enterprises have no hope. At the same time, the work of sales representatives is still expanding. Only sales are hopeless, because you are selling products or services. Only by constantly expanding the market can we establish a long-term market position and win a long-term market share, establish important intangible assets for the sales channels of enterprises and win stable performance for ourselves. V. Communication ability Communication is an indispensable ability for salespeople. Communication has two meanings: (1) is to accurately collect each other's information, understand each other's real intentions, and at the same time accurately convey their own information to each other; (2) It is through appropriate communication methods (such as tone, intonation, expression, way of speaking, etc.) that the two sides can easily reach a consensus. Good communication is the key to successful sales. The salesman is the representative of the manufacturer, and the basic information, product characteristics and sales policies of the manufacturer are all passed on to the dealer through the salesman. When the salesman communicates with the dealer about the manufacturer's policy, some dealers quickly know and understand the manufacturer's intention, some dealers don't know or understand the manufacturer's intention, and some dealers are disgusted with the manufacturer or even cut off the cooperative relationship with the manufacturer. Why did these things happen? The reason is that different salespeople have different persuasion abilities. How do salesmen improve their persuasion ability? First, the salesman should make full preparations before formally persuading the dealer: first, he should know the dealer's needs from the dealer's related people or the dealer himself by asking questions, that is, what he is thinking, what he wants and what he is worried about, so as to prescribe the right medicine; Secondly, according to the needs of dealers, draw up a persuasion plan, write down how to persuade dealers and what points touch him, and keep them in mind; Third, the speech should be vivid, concrete and operable. In the process of sales persuasion, it is necessary to specifically talk about when, where, who, what method to use and what effect can be achieved after implementation; Finally, from the dealer's point of view, help him analyze his own situation, let him understand that the manufacturer's policy can help him improve his own situation, explain to him the specific operation method of the manufacturer's policy, and describe the benefits and values that can be brought to him after implementing the manufacturer's policy. 6. Learning ability As a salesperson, I have a wide range of knowledge, from marketing knowledge to financial, management and related industry knowledge. It can be said that sales is definitely a "comprehensive quality" competition. Faced with so much knowledge and information, it is impossible to participate in the competition without strong learning ability. Take sales skills as an example: from guiding sales-listening to sales-questioning sales-consulting sales ... sales skills are constantly changing and innovating. As an excellent salesperson, only by mastering all kinds of sales skills can we win in the competition. Of course, salespeople need to learn not only sales skills, but also the ability to draw inferences from others. Therefore, without good learning ability, they will be eliminated today when speed determines the outcome and the future. 7. The salesman with excellent coaching ability can maintain high sales performance because he can effectively integrate resources and improve his business level and ability by training and guiding dealers, salesmen and dealer end customers in his own regional market, so that they can be as good as themselves. What does the salesman teach dealers, dealers' salesmen and terminal network customers? First, product knowledge, teaching them the main selling points of products, differences from competing products, characteristics and functions, usage methods, etc. The second is management methods, teaching them how to make market planning, how to develop offline customers, how to manage offline customers, how to establish good customer relations with offline customers, and how to deal with offline customers' objections and complaints. The third is to guide the operation, and constantly discover the problems existing in the actual operation process of dealers and their salesmen, such as inadequate distribution, slow development of regional markets, and low efficiency of effective sales time. And put forward suggestions and opinions for improvement, so as to improve sales execution.