Sales is a process. Getting the customer's contact information means that the customer is willing to include you in his choice plan, which increases the possibility of successful sales. Stores are the most important units to collect customer information, so it is necessary to strengthen the collection of store information. The summary is as follows:

First of all, in terms of furniture expertise:

1) product knowledge: strengthen the familiarity with the production technology, material characteristics, specifications (including fabrics and products), production cycle and delivery date of office furniture products. Understand the use, maintenance and repair knowledge of products; Understand the relevant situation of competitive products in this industry;

2) Company knowledge: In-depth understanding of the cooperation background, product production capacity, production technology level, equipment, service mode and development prospect between the company and other furniture manufacturers.

3) Customer demand: Understand the consumption psychology, consumption level and basic requirements of furniture buyers (including potential customers) for producing products.

4) Market knowledge: Understand the trends and changes of the furniture market and the purchasing power of customers, and conduct market analysis in different regions.

5) Professional knowledge: further understand other technical knowledge related to furniture, so as to better communicate knowledge and business scope with different customers, and understand the changes of design thinking of different decoration design companies in the new year, so as to better cooperate.

6) Service knowledge: understand the basic etiquette of receiving and meeting guests (pay attention to the taboos of foreign guests and social knowledge about nationalities and religions), and handle documents seriously, seriously and quickly; Effective use of body language (including posture, language, movements, etc. Passing information is an effective way to gain trust.

Second, their own sales culture:

1) Psychological testimony at work.

Under the leadership of xx and xx, I have carried out a series of basic quality training such as strengthening self-awareness, self-analysis, customer analysis, signing skills and back support, which has made a more comprehensive preparation for me to know and face different negotiation skills of different customers in future sales. I will definitely think of you when I get a high salary, and I will definitely thank you with my actions. You all gave me opportunities and platforms for development. It is precisely because I have learned a lot of sales skills from you, improved my negotiation ability, and based on these previous experiences, I believe that I can grow independently in my post more smoothly in my future work. In the course of my work, I have grown a lot with the careful training and example of the two leaders. Thank you for your help in my work. These are the accumulation of my knowledge and wealth.

2) Adjustment of professional mentality.

A salesman's day should start at the first sight in the morning. Every morning, I will wake up from the cheerful and radical alarm, and then greet the day's work with a full of energy and happiness. If I have less experience than others, then I am more honest than others; If I don't have as many lists as others, then I am better than others. 3) Development of key customers.

Here I want to say: I have classified all my customers; If there are customers such as AB, I will treat the customers of Class B as Class A, so as to have one more Class A than others, and one more Class A will give me one more chance. Visit customers at least three times a week. I think attacking customers is the same as setting goals. First of all, we should focus on becoming customers. Only in this way can we achieve results. When the key customer approves, I will shift my energy to the second key customer.

4) Training of signing skills.

Although I have been in the company for three months, it is a pity that I have not signed a single order, such as how to get customers → follow customers → business negotiation → scheme design → successful signing → after-sales installation → after-sales maintenance → interpersonal maintenance. We need to strengthen our understanding of such a process.

5) Shortcomings in your own work.

Business experience is not rich enough, and the toughness and business skills of salesmen need to be broken. I hope to improve my own shortcomings as soon as possible, give play to my own advantages, lay a good foundation for future sales business, and improve my self-confidence and business sales ability. I want to practice and summarize in my future work, actively learn and consult the business knowledge of old salesmen, and improve my sales skills as soon as possible.