First, the market need to master basic skills
How to improve the ability to sell? A Japanese marketing experts pointed out: "A third-class salesman want to be a weeding out of the top salesman should be how do we go? Get rid of the traditional practice of self-righteous, a solid grasp of marketing as a professional Members of the basic skills, in addition, no other way. "To do a good job marketing efforts, a salesman must have the capacity 5:
1. Find and identify potential customers the ability. Salesman out of the factory gates to the vast sea from the market to find the object, which is selling the first part of the process. In general, your sales and your prospective customers to find proportional to the number.
2. The ability to persuade. Promotion is to persuade. Process is the use of sales personnel to sell a variety of ways, methods and means to convince customers to buy process. Succeeded in convincing the salesman as long as customers can reach a final deal.
3. The ability to eliminate customer objections. Obstacles in the selling process from the customer's refusal to sell was rejected by the customer from the beginning, and only over the customer refused, in order to win market success.
4. The ability to deal with customers. The goal is to sell the deal, deal with customers, marketing is successful.
5. The ability of repeated transactions. Turnover is not the end of marketing activities, but the next marketing activities began. Maintain long-term business relationship with customers is the only way to success. Build strong relationships with customers, you need faith, strategies and skills.
Marketing is a science, it requires a salesman to sell a solid grasp of the basic principles and methods; marketing is an art, it requires salesmen to promote flexible use of the principles and methods. To know this truth to be successful salesman.
Second, marketing is working for the benefit of customers
What is marketing? Some say the wisest salesman is to sell security door beggars, monks sell the germinal essence, to sell a comb to the bald, selling bulbs to blind people. Hold this view believe that the so-called marketing, is to sell things, that the central issue of marketing is to sell goods, make a profit. This understanding, the product sold only as a marketing target. We say that this is not the right to sell the concept of guidance because, salesman not by fraud or violence so that customers buy products they do not need to win sales success. The goal is to double sales, it is necessary to sell products, but also must meet the needs of customers. Because, not only salesman marketing activities, and involving the customer, promotion is a unified selling and buying. No customers to buy, salespeople will not be able to sell products. Selling process, first, the process of customers to buy products, followed by a salesman selling the product process. The so-called sale of trading, the first to buy after the sale. Therefore, the salesman out to sell product, they must understand the needs of customers, the desire to stimulate customer demand, prompting customers to buy conscientiously. Therefore, the promotion is to help customers meet their needs. The use of all marketing strategy, designed to meet the needs of customers desire and resolve customer problems, while membership in order to achieve the purpose of corporate profits. Salesman, must help the customer so that they get what they want, and then their own to make money. Do not just think of how salesmen make customers money, but first want to meet customer requirements, so that customers willing to go out and buy your goods. Understanding of the marketing of content should take 3 points:
- Promotion is found and persuade customers to buy. Salesman's efforts should not be placed on how to "sell", but should help customers make their needs are met, and then re-sell their own goods. Salesman to understand customer needs and persuade customers that they believe you are selling goods can really meet their needs; or make the customer believe he does exist for your product needs. It is important to understand that. Xerox marketing expert Lan Dike said: "clearly the real needs of the customer, and explain the product or service how to meet this need is to improve the marketing, the sales results from an average level to a higher level of the key."
- Also benefit selling is to buy a fair profit to sales transactions. To make the business well, you have to make buyers and sellers are satisfied, no one suffered. Promotion is a win-win activity, the profit salesman, customers get the product benefits, the buyer happy, proud sellers. Salesman can not sell out their products at the expense of the interests of customers.
- Marketing is not a one-shot deal, but to establish long term relationships with customers. Enterprises and customers to establish long term business relationship, the business climate, the success of the enterprise will climax; in the business is bad, will maintain their survival. To establish long term business relationship, companies and salesmen to protect the interests of customers, promote their services to their customers.
Third, customer supremacy
In marketing activities, the most important thing is the customer rather than a salesman himself. "Customer first", the reason is simple but it is hard to do.
Many people are "me" as the center, they deal with the problem, the first thought is self-protection and self-interest. To increase sales, mainly as a salesman to become self-in customers. One marketing expert said: marketing is a suppress their will to satisfy the desires of others of the world. Although this is difficult, but can stand on the position of the customer the sake of customers is an important factor in the decision to sell results. Marketing experts pointed out the different winners and losers:
Who care for their poor sales performance above all else, to the customer to feel the cold, first consider their own interests, their own convenience or above all, facial expressions are always frosty, the rationale for their customers to compete; marketing for outstanding performance with great hospitality customers a warm feeling to each other, first of all consider each other's interests or the convenience of the other above all else, always friendly and good expression of love persuade customers to be treated; salesman only to stand up to consider the position of the customer "How to do in order to make customer satisfaction, happy? "," how to do it easy customers to buy "before you can obtain a deeper communication with customers and strengthen relationships with customers.
Fourth, to promote the three principles
1. Know your product. In a trade show, a customer fancy a machine, would like to know what steel manufacturing, which direction the wheels rotate, a salesman but can not answer. Very unhappy customer: do you sell products, their Dounong do not understand, others would buy it? This shows that we must understand the salesman to sell the product. Salesman to be able to sell products out, we must understand the psychological needs of customers, the desire to stimulate customer demand, and guide the customer to make purchase decisions, and to provide service to customers. To this end, a salesman only understand their own products in order more product to the customer that what benefits can bring customers, products which can meet the needs of customers, from product quality, functions to determine their own selling of products to meet customer demand can be To what extent? only understand their own products in order to satisfactorily answer questions raised by customers, eliminating customer objections; only understand their own products in order to guide customers on how to better use, storage products to the customer repeat purchase. Salesman should do: to understand the extent of product performance to insiders surprised; understand the extent of product use to customers by surprise.
Salesman should have product knowledge, including the following: give the customer what the product benefits; its production methods; its purpose and use; it among the similar products of other companies, between different types of products Comparison (advantages and disadvantages, price, etc.); its market status; business trading conditions, service provision, financial settlement of knowledge and so on.
2. Trust in their products. A salesman must be absolutely sure their products. The process of marketing is to persuade the customer, a salesman must make the customer believe that their products can bring benefits to customers. To convince the customer, you must first convince themselves that their sincerely believe that the marketing of products can give customers the benefit. Your products with confidence, and you think the customer is lucky to buy the product, rather than buy the product is a loss, so you can impress customers. The salesman made in Europe and America: "You buy it, and then sell it." Conversely, if you are not interested in their products to sell, do not want to buy, how to stir up enthusiasm for what the customer purchased the product?
3. Enthusiastically promote their own products. No enthusiasm, no sales. The so-called enthusiasm, is a state of mind a kind of work, career, feeling the heat of the customer. Ralph Waldo Emerson once said: "lack of enthusiasm, a great event can not be achieved without it." First of all, the face of the salesman who is the heart and mind to promote the exchange, a salesman must be used to infect each other warm. Enthusiasm means that with people, love, care, respect, sincerity, friendship, understanding, help, vitality, energy, smile ... ... all these are factors that favor to win customers. Enthusiasm can be moving, distributed by the enthusiasm out of life, vitality, sincerity and confidence, customers will be infected, causing the customer's resonance. Only paddled matches to light the candle. Lack of enthusiasm for a salesman, face expressionless, cold, lifeless like a robot, like, so who do not want to get close to him, let alone buy his product. Second, the salesman should be passionate about your career. Passion is the basis for success, love their job, to play to their potential, and thus do their work. Tuixiao work is hard, a salesman rushing to long years of absence, hard exception; 同时, in marketing will encounter various obstacles, difficulties and need to be addressed, they need a salesman to enthusiastically doing their job. In short, the enthusiasm is exciting agent, it can make the salesman optimism, hard work, upward, full of hope and pride of work; passion is a mental state, a salesman can encourage better and more complete the existing work of Discovery, maintain strong effort to work extraordinary spirit of perseverance; enthusiastic salesman can make more friends, and create a harmonious atmosphere to sell and win customer trust and goodwill, to create a good performance.
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