Three, led lighting, communication and power
do not easily tolerate the most, did sales people know, just the beginning of a client when you do not have to be patient. Have seen a lot of people who have just entered the retail industry can not remain unfinished are the results, you may need to be patient a month, six months or even a year before beginning to build up some customers, your talent accordingly incorporated into the story with the progress, so If you are an opportunist who do not to do sales. sale seven elite
six core competencies, to fulfill the sales force
process still need to be patient. Appointment with the customer time, time to reach you, but the customer is in a meeting or something permanent, you should be how? Patience, or you will lose to the customer. Early years I have been a knock on the door sales, a twenty nine-story building, eight people each winter from the pod “sweep” on the go, see the door to knock, the results are 20% of people knocking on your extremely ill, the door will not open you “roll”; 40% of people are not very patient, open the door to tell you “brisk walking”; 30% showed little reaction, said, “I do not have to,” only 10% of people may have the patience to listen to After you introduce your product, and will not buy. Do not bear endurance to do next?
seven, learning ability
Fourth, look at power
you have not pay attention to other people to sell a good product because of what? Prices, premiums, packaging … with what gifts? What material? How made? Packaging done well, good? Color, shape, material, there may be another use (for example, food packaging, may run out when the jar). Promotion of competition and what brand? Specific time segment? Activities in specific situations, which participate in method? Competition within the store brand manufacturers from 28 to 29 pods plant winter which increased pod winter whether we have the threat of ambush? It important how the product with the price positioning? … … Too much information have you look carefully, a lot of sales staff in their training for a long time present to him to “see” the market still can not get useful information, then I can only say that you are not in sales this job .
along with China economic development, the composition of a buyer market, sales are increasingly important position entrenched in the enterprise. Excellent sales staff has a broad promotion in the enterprise space with the right to speak, but the number of ten million sales in the army to become a good sales staff talk about how easily, so the current sales staff, I should first examine whether they have competent sales of the seven core skills, and always be perfect, promotion.
Second, self-control
analysis and look closely, to see the information, analysis draw conclusions. Product from the shelf to see that you can analyze the distribution of what? Put in the best position on the display is either the best-selling varieties, Beijing interpretation of the manufacturers at this time or is the main product; analysis by the date produced, date produced closer to clarify the flow of product sales and more deformity, date produced over a long time to clarify the status of the product is sold; through price analysis, a significant reduction in the price lower than before the products are competitive products to clarify the pressure is too large, not fantasy sales, prices go up higher, the product of raw materials overall market prices, causing capital surge, or the market is in short supply situation. These indirect information must be obtained through careful analysis abilities.
This article published by the dark horse from automatic mass blog, this information will appear in the article section of the end;
[spoof] bureaucracy borrow record 562
good communication is the key to successful sales, a There is a supermarket owner, sales director with a number of talks can be bent on refusing to do our other products approach, able to fulfill the tasks which were sold to a very large head felt pressure, I decided to look at this situation with him to call the “unreasonable reasonable, “the boss. However, in view of the head has always been to before, “proactive” style, I have repeatedly told “Today you only when Peiqia, do not talk, let me repeat that control of each other.” To see the supermarket boss, the other thirty less than the invention has been opened in the city three medium-sized supermarket, and a look of brilliance naturally be conceived to be. A brief introduction in the sales charge, I stand with more Gongqian today just to tell him that “talk”, “pay a friend,” “know how to learn from him about the local market with the situation”, and then up to 3 hours conversation, I basically just say “on”, “ah” “amazing”, the boss of his pioneering family history were all poured out, and finally he said, “really good talk with you.” I mentioned the last 5 minutes into his store for the products into the event, vitiligo mouthful he promised. Too far back to look at ways to communicate with the sales director, Ben saw each other only theme, “We are well-known brand Factory pod winter, you may enter our goods entirely relieved.” The show that white or useful to individual stores, but for The “young and promising,” the boss, he do not think these famous enterprises, what is the brand name may not. Which may be seen that communication can play a decisive role in the sales process.
as a sales staff have extensive contact with the very common sense, common sense from marketing to finance, management, and coherent industry knowledge, etc., may be said that the sales do right or “overall quality” competition, with the face of so much common sense information is not very strong frustration of learning to participate in competition. Only sales skills, for example, from selling to listen to the leadership style sales, selling only to then ask questions based sales staff is always changing … … sales skills renovation, as only a good sales staff ability to control a variety of sales skills to win in the competition . Of course, sales staff need to learn much more than sales skills, and abilities must also exist by analogy, so bad to good learning, decide the outcome in terms of speed, speed is bound to decide future of today will be eliminated.
sales staff are often fighting single-handedly, and sales staff development day to customers, to protect customer intelligence, all of which can not be completely under the supervision of the leadership, the control of unique business day the report is to and to report daily to meet the individual work situation, but if really want to steal the length of regular ground easily, for example, deliberately to distant customers, where the road may rest; had half an hour talking about the, the results lies three hours so crazy dirt so, this method against the company in addition to the benefits, more importantly, also hinder their development. When one of my friend Mr. Chang Yim international media company in China Account Director, he said that sales of the year just to join the work regardless of wind and rain to go out every day 8 am to 22:00 noon, hungry winter pod back to eat bread with mineral water, three times without a break, before signing the first customer. With this self-development is just a request with good self-control skills, talents I have friends who get the results today. This result does not depend on the “Daily access to the table,” “daily report on the situation,” forced out, relies entirely on self-control.
five analytical
First, endurance
communication is essential for sales staff in order, to communicate with two implications: First, collect the right information on the other side, to understand each other true intent, while their information is also communicated to the other party the right, the second is through the exchange of appropriate methods (such as tone, intonation, facial expressions, modal, conversation method, etc.) makes conversation easy reach of both sides call. Beijing
English translation of each company sales staff is also member of feedback, a lot by looking for the right information feedback is one of the major responsibilities of sales staff.
fulfill in order to reflect the overall quality of sales staff, it is a non-stop until the energy does not reach the target. Sales staff in the performance plan often encounter hard, then you would say if the “manager of this thing too hard, do not.” Leadership you can only say, “Well, I find Jen climbing possible to do. ” Events can not be called task is not hard, everyone may not realize things also reflects your values.
also in talks with the customer you are showing the information from each other and conversation analysis of the other “cards” with attitude, such as entering the talks, reported the buyers to give you a price, determined as the sales staff is not a allow to analyze each other face conversation tone, with words inquire, and then analyze whether there is pressure cell may be cheaper, so much spatial extent.
2011 年 06 月 21 日
Examples of this are not uncommon in sales. Therefore, the sales staff to carry out not to find the cause of the incident, but you find ways to achieve results. The results of your leaders is the most caring, but also a manifestation of your order.
look not simply look at a lot of sales personnel, first class is to learn to “see” the market, this look is not just browsing, but with a professional look with the common sense to look carefully, by looking at important inventions information. For example, an individual may stroll to the store to know what products in the promotion, how much money what products, and professional sales staff may look at more information:
A city home to large chain stores, A ten stores in the city How many stores, occupying the city end of the market is extremely important, B decision to allow sales staff to get this matter Zhang, Zhang took first in the number of the fine has been defeated in sales is a result of the store in the local the retail boss, so the usual high-handed, not acquaintances costs associated with entering the high asking price, but do not give the opportunity to counter-offer. But the company requested in a “fair” under the cost approach, how to perform under this command to? Zhang received the task of sleepless nights, if the meaning of seeking to achieve, promotion is far-fetched thing, but the company also will feel able to fulfill the task that he “can not, but unfortunately the company intends to fulfill.” Next, Zhang negotiation to access the store manager, Huang A number of times, so for a long time did not even see the face, he knew it was the other deliberately did not give him any opportunity to lower prices, forcing his approval of harsh the premise. Zhang subordinates know at this time to turn from Hwang Hwang wife in a bank, he found a friend to do insurance, the insurance dumping grounds of the initiative are familiar with Hwang wife, Yuesao then introduced his wife, Zhang and Huang familiar with, and then through to the kids to buy gifts and other means to narrow the interval, the opportunity to mature later introduced to his wife by the Hwang Hwang, Hwang as one of Zhang care and thought deeply, and finally Zhang smooth implementation tasks. Recycling cartridges
joined the company, the director gave me three things: 1: You never know what guests want (so do not take mental to guess); 2: You never know, I do the wrong (so do not shy away from the event); 3: You never know today customers, competitors to Japan will not be (so no matter how associated, some event must confidential). 1: In the factory, the guests complained about the price too high, I always say that you pay for good quality to reply. Enter into the trading company, it is hard know the price reasonable, especially large customers, the price of every pair is considered higher than that of quality considerations. And do not I do not think the price of others can not do, here in your penny stock, other plants may be a half cents. Electronic plant, for example, just have a premises in Dongguan, Guangdong more than 3,000 large and small, pod length winter guest room for a very large choice. So the threat is not in the guests when the price on a single turn, do not think that he could not turn to the basic price. 2: If the guests said to test plant, you opportunities to make money, do not bother, only a single large customer will be before the next inspection plant. 3: Do not over-willingness of customers to tout the existing deeds. I have run into some business, talk to me the price, talking about how one of his major clients, how to say that someone orders a month 200K is the price. This talk about law, tantamount to seal my mouth, I had felt he had to eat stays, meals and do not give up. 4: allow the event to do, even if told in advance to achieve can not have guests, do not climb onto the guest kernel to ask to speak. Integrity is too important, not only is the company, personal integrity is very important, even if no list made, at least to keep the integrity in front of the guests, either for business or for my future development are good. 5: offer to have the skills. For this title, has a lot of posts, but I really need to say, because even some factories reported a business the price sky high (higher than the other plants 3 to 4 times!!), That I am better because of the psychological quality of the mark, I asked in the end was good, said engineers to understand more, I do not know!! guests are not stupid, if similar capacity MP3, SONY offer is higher than the words, and who would feel like it? 6: received Guests should promptly hearing panel, even if a public reply to the pattern you will let guests know of the work force and respect for the guests. Sometimes waiting for you to consider how to respond better, offer, guests have to fly out. Ali, or those who advertise on global resources, daily plate of a large number of telecommunications business, which is especially important. 7: SENSE on essential business. More difficult to describe this stuff, simply, it is possible to consider whether the invention guests orders, the most important factor is. I have lost a 500 million dollars the list, the specific cause is not convenient to clarify, however, was only one phone call to clarify OK, I did not find out the importance of this phone, the results list by others Joe Ye, gloomy and quite a while. 8: guests do not easily say “no.” Slick handling is good choice. For example, guests do not effectively target the price down, it may say “I will help you fight with the boss about,” or recommended price of the product may reach the target to the guests. 9: to attend the show, my best to wash the first day of camp bamboo brush for utensils, because in addition to the first day, most of the exhibition business is not a ***, the number of guests seeking price is struggling almost perfunctory. Those who think they have the eyes of fire eyes of business is differential treatment of customers. These are very deadly. So how many days on the show, you play the full 12 minutes commissioned energy to each booth to your guests a good impression. 10: Sitting in the office, repeated with monotonous work, send mail, receive e-mail … … how many months a lot of people did not order, not even a closed thread. Most trusted salesman have experienced such a situation. I have been in the factory so confused, to trade company, before he, had developed very targeted customers, that is, not grasping the basic key customers, but the general approach the difficult natural results. Doing business in the beginning of the mail to the new guests before, we must confirm your e-mail is valuable for the guests. For example, if you do cheap little gifts, want to develop the U.S. market, you have to know the target customers is WAL-MART, DOLLAR TREE, DOLLAR GENERAL. … … Do stationery guests will know the target OFFICE MAX, OFFICE DEPOT … … do the appliances should know CIRCUITCITY, RADIO SHACK, STAPLES … … capture a pod of these winter guests only enough volume of business owner how many months a laugh. 11: For the quotation of the title. I have had great customer quotations pattern, to facilitate the comparison, however, can not understand the business and factory, and even stealing ground, always can not be timely, complete and correct filling, I always feel a quotation is OK, do not have to re- Then fill in the complex stuff. However, standing in the position of the guests, if a plant business, and even quotations that simple stuff done well, how could his mind to the order to you. 12: Trade skills for the title. If you would like to become a real business, then we would look carefully beyond the stuff of foreign trade, I mean in addition to documents, customs, and so only the foreign trade of goods will be affected, but also learn a lot of sales to the domestic business skills. Which I previously posted messages, but not widely recognized, and I am deeply touched in practice how to do business in foreign trade, and trade on the sense of smell worse than a lot of domestic sales. True face of the market with all the different guests, however, trade skills is interconnected. (PS. my LP in the world largest trading company, is recognized as one of the gold salesman and I was to learn trade skills to help LP) 13: For the payment method. Do foreign trade business, payment great danger, so, in considering the payment method, you should first pay attention to risk control, the sense we all understand, then, if the payment method with your guests control the risk of conflict with, the impact of transactions, the How can both get orders, but also to ensure that collection yet. I only awkward, to find China Export
