Business, start doing sales start!

Many business owners are starting from the sales. If previously the founder of IBM is a good salesman. Good sales, on the one hand the accumulation of capital, make material preparations for the venture. On the other hand the ability to exercise his own business. Whether it is restricted to the work or open their own company, sales are one of the most important. In the present era is no shortage of products, but the market, to produce marketable products, and the market need for products to sell out, you need marketing. I think the sales are a core part of marketing. If you learned to do is to learn the business sales. Therefore, for some people, to entrepreneurs, may wish to start doing sales start.

So, how does a successful salesman. Seller requires a certain quality. The quality of some innate, but more effort is acquired. Sales ability is a human venture basis.

◆ familiar with the characteristics of their own products to sell. Advantages, disadvantages, pricing strategies, technologies, varieties, specifications, promotional marketing, competitive products and alternative products. In particular, pay attention to display in front of customers are very familiar with the product.

◆ familiar with their target customers to sell products. The target customers to be classified, which are the core customers, those of non-core customers, which are key customers, which non-key customers, customers can be divided into several categories according to what way classification, compete for different types of clients should be any different were used strategies and methods. On the distribution of different types of customers the time and energy is not the same.

◆ familiar with the products in the market. What market segments, competitors, what, how the capacity of the market, the geographical distribution of customers and products, how the time distribution, the short-term market trend (the trend the next 2-3 years.)

◆ selling product, arrange a time to be reasonable, based on the customer's buying habits and geographic location for a reasonable space allocation. To pay attention to methods and strategies. Not always the reckless marketing, to sum up experience at any time, continues to increase. But sales also has such features, is a very difficult time started, no start, grow over time, will be better and better. Will dig out from a lot of business opportunities. Expansion of the sales process is an interpersonal process. Through such activities, personal relationships will be a substantial expansion will be a substantial increase in the amount of information, these interpersonal networks and market information will provide many opportunities for further business.

Formula 1: Success = Knowledge + contacts

Formula 2: success = good attitude + good execution

◆ to promote their products is to sell yourself introduce themselves, promote their own products to sell is more important than

◆ continuous distribution of business cards

◆ any place at any time should practice what they preach, is to give customers confidence in the guarantee

◆ customers not only buy your product, it is to buy your spirit of service and service attitude.

◆ body movements and language from the speed and action with the customer's language

◆ Plan to make arrangements to plan first in order to improve time efficiency and improve sales results. In developing the plan, according to the characteristics of clients make the appropriate preparations. Course plan is not fixed, as the environment and conditions at any time to adjust to the changes. The main contents of the plan are: schedule next few days, next few days, the customer arrangements which materials should be prepared and how to tap the potential customers (where potential customers), the short-term sales targets. Necessary to develop sales schedule, schedule sales generally have several elements, one is a short summary, one is selling the mission objectives, one is the actual completion. Sales Schedule a weekly, once weekly formulation. Week weekend schedule of sales analysis, the main objective is to identify the law of sales, completed or not completed because of what the task is to develop an unreasonable interference caused by external factors. Is subjective or objective reasons why. Is still immature and sales techniques ineffective implementation due to root through this form of analysis, an improved approach.

◆ make daily sales journal, the ideal record is ready to check the specific circumstances of each sales record, make customer visits records, keep abreast of customer demands. Make customer records, from time to time customer classification and analysis can be done at any time for any one client's information.

◆ Research on customer psychology. One is based on the individual psychological characteristics of clients in different ways (read about the book related to study psychology), a unit based on characteristics of clients in different ways, such as public sector units and private units are different customers. Another is to know the real needs of our customers in any place. Before contact with customers to analyze the data to the customer

◆ learn negotiation skills. To be good at smiling and listening, to achieve win-win situation. From the customer's point of view to consider the issue.

◆ learn marketing skills, marketing is not mandatory to sell to customers, but to a customer perspective, the customer boot. Sometimes customers value your attention even more than the spirit of service products. In reality, marketing is not a complete and often multiple needs and customer communication in the communication, some will fail to sell, and some will succeed. Therefore, the rational choice, and some can give up, and some should continue its efforts, some short-term customer, and some although not successful, but as long as a good relationship, there is hope of success in the long run, can not give up. To understand the real needs of customers. Some customers actually need, but he once confided to you, so sometimes in order to have the information to run a few times, and some need to shorten the distance with each other only when you tell the news to

◆ To understand the ways of the world. Unreasonable demands of some customers, but also tolerance and consideration.

◆ To understand the importance of customers. To keep old customers on the cost and effectiveness of marketing considerations, a new customer than to find more useful. Meanwhile, customers themselves have social relationships, his social relations can also be used by you.

◆ What kind of marketing by way of telemarketing? Network Marketing? Door to door? Mail? TV direct sales? Send promotional products through the marketing? By wholesale? Retail? Wholesale and retail? Agent? What kind of payment? All of the above product marketing approach, according to the characteristics of the products being sold and the company to choose one or a few.

◆ sales from the other sense, is also a way of interpersonal communication, so in a sense, to learn to learn to behave themselves in society is actually sold.

◆ sales staff have a good psychological quality, sales, the most frequently encountered the phenomenon of denial is cold, so bear rejected, neglected, being sarcastic, and so the phenomenon. When there is a sales phenomenon enter the halls, it is necessary to achieve the target brains. In particular, to pay attention to overcoming inertia and overcome the fear of hardship.

◆ When a direct means to not be close to the target, sometimes curve to learn to attack.

◆ good image in front of customers, this image includes clothing, conversation, the necessary rituals. In particular, to pay attention to the customers a good first impression. Closer with the customer's ability to have psychological and emotional distance.

◆ When a dispute with the client how to deal with is a problem. Handle disputes is a very artistic thing, this thing is not good research, the causes of disputes, different treatment methods are also different. Disputes of different type is used to using different methods, this practice of continuous exploration. Disputes arise, the first principle is that they do not suffer. But sometimes eat a small deficit but their was more. The second principle is do not have a big conflict with the customer, and strive to maintain a relationship, and the third principle is to have skills in handling disputes, this technique not discussed here. (Common disputes such as product quality, customer payment is not timely, not timely delivery, the customer does not comply with the contract, the product design are not satisfied, the price reasonable, service is not in place so that future disputes may form the ever-changing, the key is adaptable)

◆ always pay more attention to the successful sales person to ask, after all, can not rely on theory to be successful in this industry, experience and ability is more important than theory.

◆ sometimes use the power of the team, and sometimes run into problems when they can not, you can seek assistance from others. But usually not easy to help as much as possible themselves.

Note that sales in the market information is important

Can sometimes use unconventional methods, sometimes possible to achieve leaps and bounds. To be innovative, creative, innovative, others are developing, you want to achieve greater results than others, you must constantly innovate. Why is the development of Haier faster than others, the key is good at innovation.

Sales force to take advantage of others, alone, after all, the power of individuals is limited, even succeed, but also limited success. Why can accelerate the development of the establishment of the company, primarily a collection of other people's power companies

How to do a good sales representative

The primary task of a sales representative sales, without sales, product no hope, companies have no hope. Meanwhile, the sales representative's work also expanded, only the sales there is no hope, because you sold a product or service, and only continue to expand the market to be able to establish long-term market position and win long-term market share, for the enterprise sales channels established important intangible assets, earning himself a stable performance.

As a good sales representative, should have those mind?

First, the good faith

Attitude to work is to determine the success of a person's basic requirements, as a salesperson, you must hold a sincere heart and sincere treatment of customers, treatment of colleagues, the only way people will respect you and treat you as friends. Agent is the enterprise's image, reflects the quality of enterprises, is to connect business and society, and consumers, and distributors hub, so a direct impact on the attitude of the business on behalf of the enterprise product sales.

Second, self-confidence

Faith is a force, first of all, to have confidence in ourselves, when the start of each day, we must encourage their own

To be able to see the advantages of the company and its products, and these lies at the heart, wants to compete, we must have their own advantages, it is necessary in a will to win to face customers and consumers.

As a sales representative, you are not just selling products, you are also selling their own customers to accept you, will accept your goods.

Car sales king called Guinness World Record creator Joe? Girard, retail sales in the year more than 1,600 vehicles department, an average of nearly five a day. When he went to apply for car salesmen, the boss asked him to sell off your car? He said no, but I had to sell commodities to sell off electrical appliances, I can sell them, that I can market themselves, of course, be able to sell cars.

Know that no power, I believe that only force. Joe? Girard's success is because he has a sense of confidence, believe they can do it.

Third, to be a conscientious

"Look for all learning," to cultivate the habit of hard thinking, to be good at summing up experience in sales. Every day to review his own work again, look at those places to do good, and why? Do not, and why? Ask yourself a few why? Lack of work can be found to promote the continuous improvement of their working methods, only the capability to seize the opportunity before.

Opportunities are equal for everyone, as long as you are a caring people, we will be able to become the industry leader. Taiwan entrepreneur Wang Yung-ching has just started to operate their own rice store to record customers to buy rice every time, remember that many people are there at home, so he can eat a few days work out people meters, coming when finished, give customers to send in the past. This is Wang Yung-ching carefully, only to their own career development and growth.

As a sales representative, customer changes every point, have to understand, to grasp every detail, to be a conscientious and always improve yourself, to create a more exciting life.

Fourth, toughness

Actual sales is very hard work, which requires agents to have to endure hardship, perseverance toughness. "Eat bitter kind of hard, people will gain the Master." Half of sales come out with their feet, and to constantly visit customers, to coordinate customers, providing services to consumers and even tracking, sales will not be easy and will encounter many difficulties, but patience must be resolved, there must be indomitable spirit.

U.S. stars Sylvester Stallone became famous in the absence of the former, in order to be able to play movies, various film companies in Hollywood, a family to recommend themselves, in the fifteen hundred times he touched the wall, finally has a film company was willing to use him. Since then, he embarked on film, on their own gritty toughness, the interpretation of a large number of tough-guy image and become one of Hollywood's most famous movie stars.

Problems encountered in daily sales representatives, are the difficulties encountered than Stallone still big? No.

Fifth, good psychological quality

Good psychological quality, only to face frustration, not discouraged. Each customer has a different background, there are different personalities, life skills approach, they have been hit to be able to maintain a calm state of mind, how many more of our customers, and constantly adjust their attitude, improvement of working methods, so that they can face all the blame . The only way to overcome difficulties. At the same time, we can not smooth and carried away because of a momentary, notes, "Queer," the only way to win without pride, defeat.

Sixth, communication skills

Everyone has strengths, does not necessarily require that each sales representative is smooth and slick, glib, but we must communicate more with others to develop their interpersonal skills, make friends as much as possible, so many opportunities, you know, friends more than the road we go away. In addition, friends are also resources, you know, have the resources will not succeed, use of resources to be successful.

VII, passion

Enthusiasm is contagious kind of emotion, he can bring people around to pay attention to certain things, very warm when you go and customer communications, your customers will "cast them with Lee, as quoted in peach." When you walk on the road, just touch your customers, your hand and very warm with the Fanghan Xuan, perhaps, he did not encounter such a long time to value him, perhaps, your passion to contribute to a new transactions.

Eight wide range of knowledge to

Sales representatives should and diverse, with people at all levels, different people are concerned about the topic and content are not the same, only with extensive knowledge, talent and other common topics to talk about speculation. Therefore, studied under all kinds of books, regardless of astronomy, geography, literature, art, news, sports, etc., as long as there is idle, to develop the habit of continuous learning.

IX, responsibility

Sales Representative demeanor represent your company if you no sense of responsibility, your customers will learn from you which will not only affect your sales, will also affect the company's image. Undoubtedly, this will form the market damage.

There is a family of three moved into a new house, his wife and son do not see her husband pay attention to health, to write a slogan in the home: pay attention to health, everyone's responsibility. Son came home from school, met with the slogan, pen the slogan to "pay attention to health, adult responsibility." The next day, her husband saw, also picked up a pen, the slogan changed to "pay attention to health, his wife has the responsibility."

Although this is a joke, but the description of a problem. Can not shirk its responsibility, only responsibility, as the story of that one, how can we make family becomes more health? First of all, pay attention to their health, can not shirk its responsibility. As a sales representative, your responsibility is your reputation, your sense of responsibility, determine your performance.

X. negotiating power

In fact, the ever-agent negotiation, negotiation process is a process of persuasion, is to find the best interest of both the point of integration process. In the negotiations, to find out each other's situation, the so-called know ourselves and understand each other, the more the better of their own, seize the initiative's chances.

Sun Tzu said, know ourselves, know yourself. The performance of bargaining power is not a torrent of words you can, but you can get the point, first of all to meet customer demand, to meet their own needs, in both objections, to see how much you usually control of the customer information, So, the more information you possess, your initiative is likely to better use. The purpose of bargaining power is to achieve a win-win, mutually beneficial.

A sales representative to develop hard thinking, hard summarized the habit, every day you face the customer, it is necessary to negotiate different ways to achieve the most satisfaction and customer transactions, the purpose of this is what you negotiate .

Milutinovic, former football coach, said: attitude is everything! Fortunately, I believe the door is always open for people who paid off, not the humble world of work, only a humble attitude. As a sales representative, only with humility and positive attitude to face each day's work, success will be waiting for you I'm not far away.

In sales process, I found a strange question, the market for a new development, a business sales representative is not strong, but as long as he was prepared to the full performance of his ability to be higher than that of a business than he is strong, but not for the sales representative, why? Although the sales process, by many related factors, but most of all you have to understand what you're doing? No first-class salesman, who only first-class preparation.

Perhaps the sales representative's work cycle, repeated every day of work yesterday, the content, but to understand that you face every day is not the same customers. Haier's Zhang once said this sentence: the simple things that repeat, you can make simple matter. Had to make their ordinary every day, but not mediocre.

A sales representative from the beginning to get up to go to bed, this day have to do what things? The author notes the training three years ago, finishing as follows, and Xu Duigang to inspire friends to join.

1, preparatory work before going to work

To get up every day, to quickly wake up together. Remind yourself that the work would be a new day begun, to dynamic, you can properly exercise it.

Tidy appearance, check to see if the sales along all the necessary supplies, such as business cards, pens, notebooks, product information.

Way to work, enthusiasm and understanding to people who say hello, if possible, can look at the day's newspapers or the recent news.

Well in advance 10 - 20 minutes to the company, the company actively participate in work activities before the sweep.

In short, before going to work to have a positive attitude, have a happy mood!

2, after the company sign

Responsible person to the supervisor or a brief report on their work plan, with clear objectives and priorities of sales that day, and visited the elaboration of routes, and remedial measures, plans more detailed the better. Out before the object and scheduled telephone call to confirm, and check whether the complete sales tool brought:

1) product catalog, order forms, delivery notes

2) and customers to discuss the relevant information: such as business cards, customer information, customer records, price lists, phone book, record book, calculator, product brochures, samples, product photos, product advertising and other promotional materials.

3 Preparations before visiting

1) Learn to be going to see the name, age, address, telephone, experience, interests, personality, family situation, social relationships, recent business and so on.

2) To keep abreast of competitor's sales and general evaluation of their clients, colleagues and related products to understand the latest changes and product information.

3) to make strict visiting scheme, and the time to visit with customers, trying to find buyers the right decision and try to get close to him.

4) prepare a topic of conversation, should be psychologically prepared for the other side of the bargain should be asked and countermeasures, be aware of.

4, meet with clients after

1) polite, well clear of self-introduction, attitudes to moderate, reasonable manner.

2) To carefully listen to each other's speech, and expressed concern, asking each other, the tone should be smooth.

3) To know how to seize the hearts of customers, first of all they have to do the following:

① have confidence

② your sincerity, goodwill for each other

③ In the conversation, to smile, happy face

④ terms to simple, not wordy, questioning clearly, can pinpoint the problems

⑤ attention to each other's advantages, appropriate to give praise

⑥ In the course of discussion, not heated debate with the customer

⑦ induce customers to respond to positive words

⑧ to sake for each other, brought him to maximize the benefits of

4) discuss with the customer must proceed step by step

① meet with clients, first of all a greeting, a smoke, then chat, gifts

② closer to customers to stimulate interest in the product

③ tell customers to bring products to the interests of his

④ proposed transaction, prompting customers to order delivery, or immediately

⑤ receive payment

⑥ made a business, do not rush to leave, and customers continue to talk to in order to establish a long-term cooperative relationship, and told him he was always able to provide services.

5, after work, check the daily work, gain and loss summary

1) fill out the daily business daily report

2) Check whether the business plan, whether it planned to complete the task

3) write a daily diary of marketing, summing up the work methods, customer complaints to be in time, and make the memorandum, report to higher authorities in time.

4) marketing diary include:

① job description

② summary of gains and losses on the work, opinions and recommendations

③ improved method

④ customer comments and suggestions

⑤ how to deal with

⑥ sentiment and feelings of work

6, the work plan set out the next day

1) For the need of emergency treatment or special important things, the matters included in the next day given priority.

2) to determine priorities, develop a preliminary visit routes, eliminate unimportant things.

3) the need to pre-agreed time, customer, an appointment time

4) required the company sales targets and associated with the work of other sectors

For sales representatives, in accordance with plans to complete the sale of the day to make their customer satisfaction, this would be the greatest joy. But for a successful sales representative, the ability to provide customers a full range of services, will be the basis for his sales success.

Of course, the sales representative's work is full of changes, to be able to grasp the flexible time and flexible to face the customer, flexible use of sales techniques. Meanwhile, we must prioritize and priorities, the reason though is the case, but you know, the world's only constant is change. Norms of conduct with the requirements of their own, but not the same as a rope tethered their hands and feet, affecting play.

Now the market is an open type, homogeneity and variety of the market. For many products, it is the same, most of the functionality similar, but the selling point of each of the similarities and differences in the product itself does not have the advantage, how to do? How to complete the sale, and be able to continue development?

I think that only through quality, perfect service system, to provide more benefits to their satisfaction. However, customer satisfaction is only the product into the distribution channels to complete the first step, the product of the ultimate goal is to achieve consumer satisfaction, completion of the sale of products in the chain of money changing adventure to hop channel of dealers and consumers in order to achieve of satisfaction, in such a process, only through high-quality services to achieve their goals.

90 years ago in the 20th century, the first-line sales staff and more business with its silver tongue, through the man child loyalty, treat, Latin American relations and other means to establish a solid customer relationships, as long as the relationship with customers pull close, there is some sales, then China, time is a commodity shortage, is a market demand for the product to as long as a steady stream of customers (dealers) where there was no sale does not go out of the thing. After ten years of the baptism of the market economy, the current market conditions and the time Yiyou worlds apart, the great wealth of goods to meet the needs of businesses and consumers, although the greater room for choice, but it homogeneity and to customers (dealers), and consumer confusion. In this case, contact alone is not enough love, need is a standard service system, and ultimately achieve a manufacturers, distributors, consumers, three win-win situation.

As a market-based sales staff, the two groups to service are: customers (or distributors) and consumers. To talk about how customers (or distributors) for services?

Pre-sale services - a good start is half the sales success

Pre-sales service is the products have not yet reached the shelves of dealers, in his communication, the exchange process, lead distributor, so that an understanding of your product and generate interest in the process. In this process, to grasp some of the performance of customers, which enables you to capture the performance of the psychological dealer, to accelerate transaction opportunities. Interested customers will have the following several performance:

1, quite seriously listening to you, it is natural to chatting with you. This shows that he in love with you, willing to talk to you, to seize the opportunity to deepen their feelings.

2, the constant watch products, or even his put it down. This shows interest in his product, his purpose is to look at some of the problems found, see if there is unsatisfactory, this time to dispel his concerns, increased his confidence.

3, products and companies want to know more information. He wanted to know after a more comprehensive background to the distribution of products, this time to brief introduction, he asked for details of when to tell him more.

4, carefully asking price and distribution policies, rebates, concessions, or even mention some objections, such as the price is too high, packaging and color too, too many other similar products. On the interpretation of these issues to be patient through the different contrast, such as the price is high, but more than similar products, consumers are more willing to buy affordable products so that you do not sell more? Sell more, earn more soon!

For the various manifestations of customers, to grasp, to respond seriously to answer customer questions. At the same time, in good faith to be able to understand others, when appropriate, can provide some good advice to customers, non-similar products in the market, expanding the scope of communication with customers, increase feelings.

And customer communication in the process, to pay attention to strategy, not to their companies, products and all of the advantages of all told him that they have a leeway to be able to induce customers to create better conditions.

Customer is a businessman, often for the protection of self-interest, without fully understanding the interests of his or products to meet their requirements, he may be refused. And as the sales staff, is to create opportunities, and ultimately achieve sales, how to do it?

First of all mentality to be calm, to be able to deal decisively put forward the signal. There is a simple three-step transaction method:

The first step: introduce the product to the customer an advantage

Step two: ask your customers the advantages of facing the identity of a

The third step: When the Customer agrees that the product has the advantage, to the customer transaction requirements

If not successful, continue to introduce new benefits to customers until the deal. Of course, not every customer have to accept your product, accept your service. You can end the customer's visit, and leave a thread of her conversation for the next visit for a reason.

The sale of services - good customer relations is the business of sustainable development link

When our sales staff completed the first step in marketing, that the consent of the customer's approval, has been traded, the following should do anything it? For prospective customers we have established a list of regular visits to, for the purchase of a small amount of customers, but there have sales potential, we must increase the number of visits, deepen customer's impression, we must tell the customer, and other local sales very good.

Establish good customer relations is the main task of marketing services, you must bring your ideas, to promote the sale of state customers now, even a little proposal, be sure to customer perspective, for his sake, to use his sales experience, to help your customers.

To be able to sell long-term to achieve your sales goals, the product to the customer's shelves, and so much more important work to do.

1, "Education" to your customers

The reason why the "education", because many customers can not be more scientific understanding of consumer demand, let the customer know what consumers like shopping environment, and then change their own inadequacies, to improve the shopping environment and increase sales.

1) In general, consumers are more willing to merchandise available for shopping

◆ The latest products on the market

◆ The products are often advertised

◆ has a full range of daily small articles of daily

2) consumers are more willing to go to good service, atmosphere, good local shopping

◆ must first have a deep understanding of the product

◆ be able to help and guide consumers to purchase

◆ Services are friendly, cordial, accessible

3) consumers are more willing to go to the place clean and tidy store shopping

◆ goods to be neatly placed, the goods can not have dust

◆ their goods to be classified, easy choice

◆ If the lighting is dark, we should always turn on the lights

In fact, you and your customer communication, communication process, is the education process, you can put some of the content can improve his business to tell him, of course, to be sure your customers first, so he was more receptive to your ideas and advice, the most important thing is what you can do for customers?

2) Manage your customer

First of all to understand, manage your customer's purpose is to increase sales, so in the course of visits, the method used to manage your clients?

Management needs through a channel, using a method.

A channel: through the "customer management card", a detailed understanding of the customer display case, stock situation, sales, and customer at the competing products and so on. According to this management card, customers have a clear understanding of the dynamic.

One way: to help customers do the work of merchandising. The purpose of this order to enhance not only the feelings is more important is the obvious place on the product and increase sales opportunities, enabling customers to earn more profits.

Through the "education" and "management" of your customers, products reaching consumers throughout the process, you provide customers with more suggestions to help him achieve the conversion of profits, and this is his best sales service .

After-sales service - every sales call or the beginning of the end of the next

When the sales representative to complete the sales plan, is not selling is over it? The answer is no. Supposedly, the development cost of a new customer is ten times the consolidation of an old customer, therefore, only through continuous service, be able to retain customers and make sales more stable.