Selling happy sales tips
[China Glass Network] Self-introduction, I am a travel agency business person. Leather Toddler Shoes,handmade Leather Shoes,Soft Baby Shoes,Soft Leather Shoes Ningxia Sunnymall International Trading Co., Ltd. , http://www.momcn-handmade.com
First of all, I am proud of being a sales practitioner. Because experts believe that one of the five major positions facing China in the future is sales. How to improve sales skills is also a problem that I have been working on for six years in sales. Closer, I heard the training of the senior consultant Cui Wei, I feel that I have benefited a lot.
The sales ROI (return on sales) consists of several parts: 100% incentive, 100% knowledge and 100% skill.
I think that as a salesperson, 100% of the knowledge must be available first. If you don't even know what you are selling, you can't grasp the "qualified". So ignore it here. However, in the process of practicing, it is still necessary to continuously learn, absorb new knowledge, and improve their own business literacy.
With 100% incentive, I think the new salesperson is easy to do. The key is that the old salesperson who has been engaged in a certain period of time has developed a slack mentality in a certain environment, or a person who does not have a positive understanding of the sales work. “Incentives†lie in the workplace environment and personal mindset. If you can be proactive, then it is easier to get the perfect incentive.
In the ROI, it is the sales skill that plays a key role. The difference in skills will be different. From the essence of skills, we can divide it into three stages.
One is the more basic "questioning skills". It must have professional sales skills, basic sales methods, and basic product knowledge. This basic skill that every salesperson can have is called: primary skills.
Intermediate skills can be promoted to "consultative skills." It refers to the solution type, the more complicated situation in the whole sales process, and the channel for solving the problem for the masses.
Advanced skills are corporate behaviors that pursue customer loyalty and pursue long-term, solid performance in the enterprise.
A salesperson does not have the psychological barrier of "up and down" in the process of contact with customers. To get the ideal ROI, we can do a funnel-style selling process:
Asking the facts, producing the symptoms of the situation-type problem, producing the symptom-type problem, discovering the facts, generating the influence-type problem and then actively guiding it, and drawing the income-type question about the above-mentioned trafficking procedure, Mr. Cui gave a case in the classroom.
In ancient Rome, a small country often defeated you. A merchant selling nails called for the king in the name of "I can give the king how to fight." The king summoned it.
Merchant: Your Majesty, is our army closer to the battle? (ask the facts)
King: Yes, I am worried about it.
Businessman: So what do you know?
King: I have studied a lot of things and think that our horses are not running fast. (symptoms)
Merchant: Why can't the horses run fast, because many of our horses don't have saddles. Just as people don't wear shoes, they are definitely not going fast. The saddle is the horse's shoes. (Discovering facts, producing influential problems)
King: The saddles are all loaded and easy to fall off on the battlefield.
Merchant: It is the nail that is loaded with the saddle is not secure and easy to fall off. Underarms can't watch this kind of sturdy saddle-specific nails. After installing the horses, they must be very stable, so that the horses can be as fast as they can on the battlefield. (return problem)
A nail can determine a shackle and determine the fate of a country? ! Buy? Of course buy it! !
If the businessman asks for the reason of "I sell nails to the king", can I face the holy?
This is a very smart salesperson.
At present, more than half of China's huge sales force team has not received systematic sales training. The situation in the “primary skills†phase accounts for the majority. How to improve my sales ability, I think we can pass the following points:
1. Constantly improve your business quality and master more comprehensive and comprehensive product knowledge.
2, separated from the traditional sales model thinking, into the question-style or promoted to consultative sales. Get rid of the psychological barrier of "being the next home", hold the mentality of "selling the channels to solve problems, give you the happiness after solving problems", and extend the channels of selling happiness to your customer base.
3, customized schedule, regular return visits to customers, not only pre-sale enthusiasm, but also better after sale. Strive to develop a simple mass trafficking channel to a long-term stable customer base and pursue customer loyalty.
I hope that every sales-loving worker (including me) will continue to improve sales skills and achieve the desired ROI.