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How To Sell Tiger

2008/11/4 9:24:00 41860

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To win a battle, there must be a strong team. Excellent sales performance must also be worked out by the marketing team that is brave and brave.

As a sales director, of course you want to have a team of tiger wolves, but this is not waiting for you to come or not. It's up to you to build your own brains. Do you have a brilliant idea?

The author of this article may enlighten you.

Sending an untrained business team to the market is like sending an untrained army to the battlefield. I am afraid they will not be able to shoulder any heavy responsibilities besides being cannon fodder.

However, it is impossible for enterprises to train their business in headquarters every day, so a large part of the training task falls on the sales supervisor or sales manager on the front line.

So, how should a sales supervisor or a sales manager train his subordinates in the industry to make his team a teacher who is brave and good at fighting?

I have worked as a regional manager, a provincial manager and a branch Marketing Director in an enterprise. I summed up the following ways of training industry generation from many years of work experience.

　　1.以身作則，在工作中進行培訓。

Sales managers and sales managers usually start at the grass-roots level. They have rich practical experience and theoretical knowledge. They can carry out a one to one communication training with the industry representatives when they reach the market where they are responsible for business trip. They can analyze and answer the problems and puzzles raised by the industry representatives. They can also visit the market and visit distributors with the industry representatives, and correct the impropriety in the industry's endorsement at any time.

　　2.利用月底月中銷售例會進行培訓。

In order to facilitate the work and summary, enterprises usually arrange regular sales meetings at the middle and the end of the month. It is very rare for business people who are often away on business trips to have such a centralized meeting.

The sales supervisor or manager can take advantage of this opportunity to make special training for the industry.

Training can be carried out in the following ways:

　　（1）主管和經理親自進行培訓。

　　（2）讓業代輪流當講師對其他業代進行培訓（可以在團隊內指定一名培訓負責人由其具體組織培訓）。這種培訓的好處有：滿足業代的成就感；無形中給業代以壓力和動力，因為要給大家培訓，自己必須先有東西，這樣就會使業代自覺養成學習的好習慣；培養業代的演講能力和現場發揮能力；由于業代所講的內容大多是自己的親身經歷，所以就更具有說服力，更容易讓大家接受。我在做銷售主管和經理時，就經常采用這一方法，收到了很好的效果。

　　（3）案例培訓。經理或主管可以在平時收集一些案例（包括正面的和反面的），在培訓時讓業代學習討論。這些案例可以是經理或主管自己親自經歷的，也可以是發生在其他業代身上的。采用案例培訓的最大好處就是說服力強，業代容易接受。

When I was a marketing director of an enterprise, I launched a new product. Because the products belonged to medium and high grade products, the promotion difficulty was relatively large, but the product had a good market prospect in the market under my jurisdiction.

I have tried many ways to popularize the product, but most markets have not improved except for individual markets.

In view of this situation, when I set up a regular sales meeting, I asked the well done salesman to train his own successful experience as a case, and rewarded it on the spot. At the same time, I also asked the poor salesman to tell you why it did not do well, and punished it on the spot as a negative case.

Then, I promoted the successful experience and made a mandatory provision. We should take the lessons of failure as negative teaching materials.

After such a few training, everyone worked together, the sales of the product quickly went to the front of the other branches.

　　（4）問題培訓。每次例會時，業代都會提出各種各樣的問題，經理或主管可以就這些問題組織大家集中討論，這樣往往會集思廣益，有這些問題的業代可以受到啟發找到好的解決方法，其他業代今后在遇到類似問題時也知道該如何處理了。

　　（5）游戲培訓。如果只是采用課堂式培訓，往往容易使大家疲倦和注意力分散，致使培訓效果打折扣。針對這一情況，我在做銷售主管和經理時經常采用游戲式的培訓方法。根據需要讓部分業務員充當經銷商、經銷商的合作伙伴、經銷商的員工、二批商、零售商等角色，然后讓其他業務員和他們“打交道”。在游戲活動中，業務員們把自己平常遇到的情況融入到角色中，表演得活靈活現，大家在一片笑聲中學會了很多銷售技巧。

For example, we all know the importance of distributing goods, but many salesmen often fail to do so in practical work.

Once I opened a regular sales meeting, I asked everyone to set up different scenes in the various situations that might appear in the distribution, and let the salesmen play a variety of roles to let experienced salesmen "deal with the situation" at the scene.

Although some of the salesmen performed in the game made everyone laugh loudly, but I soon found that many of the salesmen in the later work could skillfully use various shopping skills.

　　3.利用網絡培訓。

Although it is possible to use the opportunity of regular meetings to train the industry generation, it can achieve good results, but business people spend most of their time travelling outside, and there are few opportunities to gather together.

Is there any way that the sales supervisor can conduct off-site training for the dispersed generation?

Yes, with the help of network and developed network, training can cross the geographical space and be economical.

Although it is impossible for every business representative to own computers, it is now possible to find Internet cafes everywhere in the county or even in towns and townships. This provides a good condition for training across geographical space.

When I was a sales director and manager, I asked all the industry representatives to learn to go online. They should have their own QQ number and inform everyone in the team, and at the same time establish a public mailbox, and everyone in the team can enter.

In this way, I and other team members can send the good training and learning materials they find to the public mailbox for everyone to learn, exchange and consult.

If you need to communicate with each other for a long time, you can make an appointment in advance and enter QQ group chat at the same time.

　　4.組織現場培訓。

In practical training, a sales supervisor or manager can organize the industry to take effective training in the market or representative problem market, so that it can often get twice the result with half the effort.

　　5.一本書計劃。

Some people like to learn book knowledge, some do not like learning book knowledge, how to make them learn book knowledge, and make one thing learned by everyone.

When I was a sales manager, I launched a "Book Plan", which stipulates that every generation must read a book or magazine every month. When he opens a sales meeting at the end of the month, he will tell the main contents of his book or magazine and the useful part of the magazine to other industry listens, communicate with one another, learn from each other, make progress together and grow together.