I have done for years. When working, after the Department Manager of the training centre, excellent colleagues, who, as well as their own trial and error, I finally into the sales of the door, he also summed up some experience, but also cut out a general approach to summarize, now, the moment can think of and write down.
I was told no art, thought for a half day or first summarize as sales people often make mistakes. Everyone together. I think people just have fewer mistakes, nature will succeed. A common mistake is the lack of confidence in the performance of, or on its own overestimate.
No self-confidence is common, feeling of novice visiting clients mind no bottom, do not know how to express, do not know how to communicate, if recommended by your own. Of course, visiting customers, naturally a bottom, but newcomers? my suggestion is well prepared. To tell the truth, often call on the customer's friends may know, sometimes the customer Office, often just a few words, often very kind not to came out, how you use this for ten minutes, is a University asked. Many excellent sales, this 10-minute presentation, made in the following may be 10 hours, or even a 10-day preparation, from the customer's age, gender, preferences, to the customer's hobbies, how, and so on are talking to are prepared and, more importantly, is built around customer needs points to ask those questions, how to ask, how to show more accurate. ..... And so on. In fact, while these seem complicated, but if you always make your own with this, but it handy and very comfortable.
Similarly, on their own overestimate is also very harmful, it is often reflected in modest, arrogant, let customers create resentment.
Both are mentality. The second common mistake is not enough patience and detailed.
In fact, sales is not a light will only talk to people, only expression so simple, you also need to have a strong personality and meticulous care. Have the patience to let you can slowly to lead customers to your thoughts on the transfer, this process may be slow and difficult, but necessary, patience out of particular importance, the impatience of mentality will only push customers to scare, or let customers. The third common errors are not do plan and summary.
Now most companies will allow sales staff to plan and concluded that there is to do monthly plan and concluded that there is to do week plan and summary. My company's everybody doing summary and every day. Only has a clear plan to have clear ideas and action. There is one of the employees to the company every morning, sitting there idle, and then on the why today, want to, like, half a genius and a customer I haven't contacted, so temporary call customers to visit him, and after the rush away information were on the account, send the data, said a few words to wait until the evening return company cross.. ..... Hehe. Imagine the sales work useful? even every day out visiting customers, to the end of the performance of your salespeople is zero that is in the affirmative. The fourth common errors is not looked down at work, not devote sufficient time to study business.
Many sales people are busy all day, every day to visit three-five customer, can be said to be very hard, but strangely, to the end of his sales were very unsatisfactory (especially project sales, those of domestic FMCG or low product not applicable). Why? I feel that he is not looking for direction, wander in search of customer, aimless visiting clients. This way it is wrong to see those excellent sales, they are often a week before we went out a couple of times, but at the end of the sales performance is very good.
I feel it is not just hard sales on the line, you also need brains. So make sure you always looked up direction to go into work. Fifth common errors were the lack of detailed information search customers.
Many sales people visited this customer no less than 10 times, turn around you and ask him the customer age? he shuffle half-day and could not answer, finally, that there may be more than 40 years old. In fact, these are small things, there is no need to investigate, but you can see that a salesperson on the customer's study levels. Just imagine you with some basic information on customers without ever understand, how can you expect him to tell you to millions of orders negotiations? why to trust you? the six common errors are too dependent on the price of products sold.
In fact, 80% of customer choice you have is not the only value your price. If you only rely on the lower price than others to win customers, the company does not need to find undergraduate to do this, pupils can do. Hehe. Therefore, excessive reliance on price is often the sole means too, sales skills-poor performance. The seven common errors are not clear on the customer's purchase (decision-making) process (process).
Many sales people faced with more complex customer, there is no clear relationship between characters, it is not clear who is a little program to complete the decision-making process. This kind of error in the face of large-scale tender when 100% is to fail.
More complex customer actually key figures also one or two, the other is false or is not important, you can not use ignore, but newcomers do sales often customers saw a man he when God is carefully attended to, fear of offending, in fact, this is not wrong, but you don't have a focus on people is wrong. Eighth ordinary mistakes is too early to introduce their products.
This is done project sales when most people are easy to make. Sales staff are often very worried for our product features and products, such as exposure to the customer advantages, but in fact most of the items sold are rational, premature exposure will only become rivals attack target or become a customer of objects,
Often also premature exposure of your products. Appropriate time, bring your own product features, to competitor critical strike, this is very critical. The first of nine common errors were tells too much, too little.Hehe. In fact, this is common of many novice, to customers, it is a narrative, from its own product has always said to my company. ..... With that came back, asking the customer what he don't know, ask the customer demand is what he doesn't know. .... Then we'll ask him the next time you go to the customer wish to say anything more? hehe tenth common mistake is not done after-sales follow-up.
Products sold after vanishing, customers feel your product is good, would like to put you recommend to a friend of his, as a result of trying to find what you are looking for. Hehe. In fact, this is a stupid practice. Visit the purchase of your product customers, new customers than you want to find a lot of effort in and look better.
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