Keywords: salespeople easy to overlook sales details Exchange is human-specific activities, the exchange of both parties ' needs can be met. Sales is a great cause, a passed value and help others. She contributed to the Exchange, has realized the value of the delivery. Marketing is the process of meeting customer needs, as sales of the product characteristics advantages can bring customers. But it is undeniable that, in addition to the product, the sales staff in customer call handling in some details, for sales success also has important implications.
Sales details are often able to increase sales success. A rainbow vacuum cleaner company called tradesmen in marketing before you ask for a glass of water to drink, the results of this small requirements increased turnover ratio. There is a market manager heard the story, just next door, let his sales of 30 in marketing before you ask for a glass of water to drink, a few weeks later, he found that this experiment group sales increased 3%, the next, he let the other 30 salespeople selling before please drink a glass of soft drink, as a result of this request to improve sales without help. The moral is: have a small favor, easier to get great grace, an inch more easily after a mile. Why is that? one explanation is that the customer help us a little busy, like his and our human relations on an investment. Because everyone hates to lose, so he was afraid to lose this investment, hence he appended a greater investment to keep a small investment before. Another explanation is that customers help us a little busy, he creates an impression that he himself would prefer we helped our busy, in order to maintain consistency, he must continue to like us, so he had to then help us a lot.
I am under 13 years of sales experience, summarized the six sales details for your reference, this six sales details let me not to smoke or drink alcohol sales in 1996 to become Asia's best sales department, also created my 12 years of sales management.
1, the salesman's dress code: just a little bit better than the customer. Sales in Western dress Briefcase, reflects the company's image, but sometimes depends on the object being called, but the contrast is too large to dress will make each other like a fish out of water, the distance separating the two sides. Such as building materials sales frequently visit designers and construction management package, which of course to the performance shirt tie to your professional image; the latter to the same dress code is wrong, because the construction site and environmental constraints, staff may not emphasize a dress code, if you wear too good clothes run site, not to speak with a customer conversations might even where the Office is hard to come by. Experts say the best dress is only customers are well dressed "point", this could embody respect for customers, without pulling the sides.
2, always better than the customer later dropped the phone. Many salespeople have no other side to hang, snapped the first hung up, especially in the relatively mature and talk to the customer. Never too late to put down the phone than customer reflects the respect for the customer.
3, and customer conversations do not answer the phone. In talking with customers, while in the phone has been prior consent from the customer, the customer in mind like: "it seems the phone than I even more important, why he speaks so long?" so the salesperson at the initial visit or important call, never answer the phone. And so after the talks in the past again.
4, say "we," "I say less." Salespeople are saying "we" will be give each other a psychological hint: salespeople and customer is standing together, standing at the customer's perspective, while the "we" only "I" in a Word, but many had some close.
5, note the customer's requirements. Carry a Notepad, call time with notes from a place and at a customer name in the title; record customer demand; promised customers to do a thing; the time the next time you visit; when a salesperson devoutly take notes while listening to the customer as you speak, a respected felt in customer dismalness, the sales work can be successful.
6, keeping the same conversation style. In the long term, the silver-tongued salesman is difficult to maintain excellent performance, agile and eloquent, talk is no object like open machine guns like fast paced, easily lead to customer. But those who do good to ask will listen to salespeople, and with the customers ' different, adjust their speed and style talking salespeople will become a great salesperson.
Details reflect the art and science, but sales is the art and science of fusion, salespeople need to increase customer psychology and mathematical analysis, scientific knowledge, the need to accept sales behavior of education, this is science. At the same time according to the prevailing circumstances to adjust sales approach, attention to detail attention to the customer, this is art. Sales can exercise one's stamina and style, sales in denial, not refused, no sales. The sales as one of helping others to do the great cause of salespeople, tend to be self-confident, self-discipline, passionate blend of salespeople. In the network, the sales needs moral, in the Internet era, one bad message will soon passed to every corner of the world, and long-term technical in the virtual world.
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