2. Successful promotion is not an accidental story, but the result of sales representatives learning, planning and applying knowledge and skills.
3. Sales promotion is the application of common sense, but only by applying these concepts that have been proved by practice to the activists can it produce results.
Before making a blockbuster, you must be prepared for boredom.
5. Never neglect the preparation and planning before promotion, only when you are prepared can you win. Prepare sales tools, opening remarks, questions to ask, words to say and possible answers.
6. The combination of sufficient preparation in advance and inspiration on the spot often leads to the disintegration of a powerful opponent and success. 7. The best sales representatives are those who have the best attitude, the richest commodity knowledge and the most thoughtful service.
8. Be sure to learn and remember the information, brochures and advertisements related to the company's products, and collect the advertisements, promotional materials and brochures of competitors for research and analysis, so as to know yourself and take corresponding countermeasures.
9. Sales representatives must read more books and magazines on economy and sales, especially daily newspapers, to understand the news and news events of the country and society. Visiting customers is often the best topic. They will not be ignorant or knowledgeable.
10. The way to get orders begins with finding customers. Cultivating customers is more important than current sales. If we stop adding new customers, sales representatives will no longer have a source of success.
1 1. A transaction that is unfavorable to customers is bound to be harmful to sales representatives, which is the most important business ethics.
12. When visiting customers, the principle that sales representatives should believe in is to grab a handful of sand even if they fall. This means that the sales representative can't go home empty-handed. Even if the promotion is not over, ask the customer to introduce you to a new customer.
13. Select customers. Measure customers' willingness and ability to buy, and don't waste time on indecisive people.
14. The important rule of a strong first impression is to help people feel important.
15. Be punctual for appointments-Being late means: I don't respect your time. There is no reason for being late. If you can't avoid being late, you must call and apologize before the appointed time, and then continue the unfinished sales promotion work.
16. Sell to Mr. Power who can make a purchase decision. If your sales partner has no right to say buy, you can't sell anything.
17. Every sales representative should realize that sales can be successful only if you keep an eye on your customers.
18. Approaching customers in a planned and natural way, making customers feel favorable and negotiating smoothly, is the work and strategy that sales representatives must work hard to prepare in advance.
19. It is impossible for a sales representative to reach a deal with every customer he visits. He should try to visit more customers to increase the percentage of transactions.
20. Know your customers, because they decide your performance.
2 1. Before becoming an excellent sales representative, you should be an excellent investigator. You must discover, track and investigate until you know everything about your customers and make them your good friends.
22. Believe that your product is a necessary condition for a sales representative: this confidence will be passed on to your customers. If you have no confidence in your product, your customers will naturally have no confidence in it. Customers are not so much convinced by your high-level logic as by your high self-confidence.
23. Excellent sales representatives can tolerate failure partly because they have confidence in themselves and the products they sell.
24. Know your customers and meet their needs. Not knowing the needs of customers is like walking in the dark, wasting energy and not seeing the results.
For sales representatives, nothing is more precious than time. Knowing and choosing customers is to let the sales representative focus his time and energy on the most likely customers, instead of wasting it on people who can't buy your products. 26. There are three rules to increase sales: first, pay attention to your important customers; Second, be more focused; Third, be more focused.
27. There is no distinction between high and low customers, but there are grades. Determining the number and time of visits according to the customer level can make the time of sales representatives play the most effective role.
28. Approaching customers must not be formulaic, so we must make full preparations in advance and adopt the way and opening remarks that are most suitable for all kinds of customers.
29. Promotion opportunities are often fleeting, so we must judge them quickly and accurately, pay close attention to them so as not to miss them, and strive to create them.
30. Focus on the right goal, the right time use and the right customers, and you will have the eyes of a tiger in sales promotion. 3 1. The golden rule of sales promotion is to treat others as you want them to treat you; The platinum rule of promotion is to treat people the way they like.
32. Let customers speak for themselves. Let a person talk about himself, which can give you a good opportunity to explore similarities, build a good impression and increase the chances of completing sales promotion.
33. In sales promotion, you must be patient and visit constantly, so as not to be too hasty and not to be taken lightly. Be sure to take your time, watch the face, and facilitate the transaction at an appropriate time.
Don't be discouraged when the customer refuses to sell. Make further efforts to convince customers, and try to find out the reasons for their refusal, and then prescribe the right medicine.
35. If you are curious about the people around your customers, explain and introduce them enthusiastically and patiently, even if it is impossible to buy them. It should be noted that they are likely to directly or indirectly influence customers' decisions.
36. Sales are for helping customers, not for commission.
37. In this world, what do sales representatives rely on to resonate with customers? Some people convince people with agile thinking and meticulous logic; Some people move people's hearts with passionate and generous statements. However, these are all questions of form. At any time, anywhere, to convince anyone, only one factor will always work: sincerity.
38. Don't sell but help. Selling is for customers, and helping is for customers.
39. Customers' thinking is logical, but it is emotion that drives them to take action. Therefore, the sales representative must press the customer's heart button.
40. The relationship between sales representatives and customers never needs formulas and theories such as calculus, but needs topics such as today's news and weather. So, don't try to impress customers with simple truth.
4 1. Touch the customer's heart instead of his head, because the heart is closer to the customer's wallet pocket.
42. When you can't answer the customer's objection, don't perfunctory, cheat or deliberately refute it. You must answer as many questions as possible. If you don't get to the point, you must ask the leader as soon as possible to give the customer the fastest, satisfactory and correct answer.
43. Listen to buying signal-If you listen carefully, you will usually be prompted when customers decide to buy. Listening is more important than speaking.
44. The rules of the game of promotion are: a series of activities for the purpose of concluding a transaction. Although agreement is not everything, there is nothing without agreement.
45. Rule number one of the transaction rules: invite customers to buy. However, 7 1% sales representatives failed to reach a deal with customers because they did not ask customers for a deal.
46. If you don't ask the customer for a transaction, it's like you aimed at the target but didn't pull the trigger.
47. When you clinch a deal, you have firm confidence, and you are the embodiment of success. As an old proverb says, success comes from success.
48. If the sales representative can't get the customer to sign the bill, product knowledge and sales skills are meaningless. No deals, no sales, that's all.
49. Not getting an order is not a shame, but it is not clear why not getting an order is a shame.
50. The conclusion suggests that the right solution should be put forward to the right customer at the right time.
5 1. When closing the transaction, we should persuade the customer to take action now. Delaying the transaction may lose the opportunity to close the transaction. A marketing motto is: today's orders are in front of us, and tomorrow's orders are far away.
52. Overcome trading obstacles with confidence. Promotion is often the ability to express and create purchasing confidence. If customers have no confidence to buy, even if it is cheaper, it will not help, and low prices will often scare customers away.
53. If the transaction fails, the sales representative should immediately arrange the next meeting date with the customer. If you can't make an appointment for the next meeting when you meet the customer face to face, it will be even more difficult to meet the customer later. Every call you make must bring at least some form of sales.
A sales representative should never treat a customer rudely because he didn't buy your product. In that case, you will lose not only a sales opportunity, but also a customer.
55. Track, track, and track again-If you need to contact the customer five to 10 times to complete a promotion, then you must reach 10 times at all costs.
56. Get along well with others (colleagues and customers). Promotion is not a one-man show, we should work together with colleagues and become partners with customers.
57. Hard work will bring luck-take a closer look at those lucky people. They have worked hard for many years, and you can be as good as them.
58. Don't blame others for failure-taking responsibility is the pillar of accomplishing things, effort is the standard of success, and completing tasks is your reward (money is not a reward-money is only an accessory to successfully completing tasks).
59. Persistence-Can you regard "no" as a challenge, not a refusal? Are you willing to stick to the 5 to 10 visits needed to complete the promotion? If you can do it, then you will begin to feel the power of persistence.
60. Find out your success formula by numbers-determine how many leads, how many phone calls, how many potential customers, how many meetings, how many product introductions, and how many times you have followed this formula.
6 1. Face the work with enthusiasm-let every promotion make people feel that this is the best one.
62. Make a deep impression on customers-this impression includes innovative image and professional image. How did the customer describe you when you left? You are always making an impression on others, sometimes dim and sometimes bright; Sometimes it's good, sometimes it's not. You can choose the impression you want to leave others, and you must also be responsible for the impression you leave.
63. The first law of sales promotion failure is to compete with customers.
64. The most obvious offensive against competitors is courtesy, goods, warm service and professionalism. The stupidest way to deal with a competitor's offensive is to speak ill of him.
65. A sales representative is sometimes like an actor, but once engaged in sales promotion, he must be professional and confident, and affirm that his work is the most valuable and meaningful.
66. Enjoy yourself-this is the most important rule. If you love what you do, your achievements will be more outstanding. Doing what you like will bring joy to people around you. Happiness is contagious.
67. Performance is the life of a sales representative, but it is wrong to ignore business ethics and do whatever it takes to achieve performance. Dishonorable success will sow the seeds of failure for the future.
68. Sales representatives must always pay attention to comparing annual and monthly performance fluctuations, conduct introspection and review, and find out the crux: human factors or market fluctuations? Is it a competitor's strategic factor or a company's policy change, etc. , so as to actually grasp the correct situation, find countermeasures, complete the task and create good results.
69. Pre-sale flattery is not as good as after-sale service, which will attract customers permanently.
70. If you send away a happy customer, he will promote it everywhere and help you attract more customers.
7 1. Your neglect of old customer service is precisely the opportunity of competitors. At this rate, it won't be long before you fall into crisis.
72. We can't count how many customers have lost because of a small mistake-forgetting to call back, being late for an appointment, not saying thank you, forgetting to fulfill the promise to customers and so on. These little things are the difference between a successful sales representative and a failed sales representative.
73. Writing to customers is one of the best opportunities for you to be different or better than other sales representatives.
74. The survey shows that 7 1% customers buy your products because they like you, trust you and respect you. Therefore, selling is to sell yourself first.
75. Etiquette, appearance, speech and manners are the sources of the impression that people get along well with each other, and sales representatives must make more efforts in this respect.
76. Clothes can't make a perfect person, but 90% of the impression you get when you meet for the first time comes from clothes.
77. The first transaction depends on the charm of the product, and the second transaction depends on the charm of the service.
78. Credit is the biggest asset in sales promotion, and personality is the biggest asset in sales promotion. Therefore, sales representatives can use various strategies and means, but they must not deceive customers.
79. Sales will improve only when customers speak. So, don't interrupt the customer when he is talking, but allow the customer to interrupt you when he is talking. Promotion is a silent art.
80. As far as sales promotion is concerned, listening is more important than speaking well.
8 1. The most common mistake in sales promotion is that the sales representative talks too much! Many sales representatives talk too much and don't give customers who say "no" a chance to change their minds.
82. Win the favor of customers before selling. The best way to win sales promotion is to win the hearts of customers. People are more likely to buy from friends than from sales representatives.
83. If you want to sell successfully, you must press the customer's heart button.
It is estimated that 50% of the sales promotion is done because of friendship. In other words, because sales representatives don't make friends with customers, you are giving away 50% of the market. Friendship is the magic weapon of super promotion.
85. If you complete a promotion, you will get a commission; You can make a fortune by making friends.
86. Loyalty to customers is more important than loyalty to God. You can cheat God a hundred times, but you must never cheat a client once. 87. Remember: customers always like people who are liked and respect people who deserve respect.
88. In sales activities, personality and products are equally important. Only in the hands of sales representatives with excellent personality can high-quality products win a long-term market.
89. The sales representative's praise for customers should ring like a bell.
90. You will lose one transaction if you are too enthusiastic, and you will lose one hundred transactions if you are not enthusiastic enough. Enthusiasm is far more infectious than rhetoric.
9 1. The bigger your business is, the more you care about customer service. After tasting the sweetness of success, the fastest way to get into trouble is to ignore after-sales service.
92. Difficult customers are the best teachers for sales representatives.
93. Customer complaints should be regarded as sacred language, and any criticism should be acceptable.
94. Correctly handle customer complaints = improve customer satisfaction = increase customer purchasing tendency = rich profits.
95. Closing a deal is not the end of sales work, but the beginning of the next sales activity. The sales work will not end, but will only start from scratch again and again.
96. Successful people are those who learn from failure without being intimidated by it. One thing that sales representatives should not forget is that the lessons learned from failures are easier to remember than the experiences gained from successes.
97. Never blame the target for not hitting it. Business failure is by no means the customer's fault.
98. Ask any professional sales representative the secret of success, and he will definitely answer: persistence.
99. Nothing in the world can replace persistence. Talent is not good-talented people are everywhere: smart people are not good-people are used to poor smart people and education is not good-there are many educated people everywhere in the world. Only persistence and determination are the most important. Remember: the light that comes on first goes out first. Don't be a star of tomorrow. Persistence can last long.
100. When a person is old, he will be poor and miserable. It is not that the man did anything wrong before, but that he did nothing.