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How Do Sales Novice Go On The Road?

2008/11/25 11:35:00 41894

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　　推銷準(zhǔn)備

Marketing preparation is very important, and the quality of sales promotion is directly related to the success or failure of sales activities.

Generally speaking, the sales promotion mainly includes three aspects: the first is the salesman's self preparation; the second is the salesman's full understanding of the products he sells; third, he should make proper preparations for the customers.

Every salesperson should make preparations for these three aspects before marketing, so that he can know what he knows and win.

In a sense, most people are born salesmen.

Since we were very young, we have been selling ourselves to people around us, letting them like themselves and accepting ourselves; we persuade others to lend something to ourselves; and to reach agreements with others to exchange something.

When we come out to face the society, we have learned how to get what we want in the most favorable situation. We have to sell our talents, and sell ourselves is the ability of everyone. When we enter the real business world, we need to consciously use our marketing ability, many people feel at a loss.

Yes, there is a gap between conscious merchandising and self promotion. How can we bring our sales to full play?

1. believe in yourself.

I believe I will succeed.

This is very important.

Not everyone is clear about his marketing ability.

But it does exist, so trust yourself.

For thousands of years, people firmly believe that it is impossible for a person to run 1 miles in 4 minutes.

Since ancient Greece, people have been trying to achieve this goal.

Legend has it that the ancient Greeks kept lions running after the runners, and people tried to drink real tiger milk, but none of them succeeded.

People firmly believe that running 1 miles in 4 minutes is physically impossible. The skeleton of the human body does not meet the requirements, and the vital capacity can not reach the required level.

When Roger Bannister broke the limit of 4 minutes and 1 miles, miracles appeared, and 300 athletes reached the limit within a year.

How can we explain this phenomenon?

It can be seen that training technology has not made much breakthroughs, and the human skeleton will not be greatly improved in the short run to facilitate running, which only changes people's attitudes.

People no longer think that is a physical thing that is not allowed. On the contrary, it can be achieved.

Believe in your strength, what an incredible source of strength!

One of the greatest enemies of human being is oneself. Transcending oneself is a necessary factor for success.

Salesmen should face up to themselves and take the courage to face their customers.

It doesn't matter if someone says you are not doing the job. The key is how you look at yourself. If you say so, then everything is meaningless and that is the key.

Before the appearance of Banis class, people believed in physiologic experts, so that they could only be limited to that limit.

And he believed he was successful.

What is more important is that he allows more people to have the courage to pcend themselves, and more people succeed.

Therefore, believe yourself at all times, do not retreat, never.

2. set goals.

With the necessary confidence, everything can start easily.

Setting up an appropriate goal is one of the necessary preparations for salesmen in the preparation period.

Without goal, it is impossible to reach the other side of victory.

Everyone and every business need to have a set of basic goals and beliefs, and many people tend to be a monk in a day, and their goals are blurred.

In medicine, one type of experiment is very famous.

The 100 cold sufferers were divided into two groups. They were given special and non lactose, and they were given the same type of special drugs. The improvement rate of the two groups was over 60%.

The same test was done for headache patients.

This fully shows that the suggestive effect can exert great effect on people's psychology and thus affect physiology.

As a salesman, his stated goal is self suggestion.

When you suggest that you must sell more than 500 thousand yuan next month, you will always get what you want.

Of course, this is just the simplest goal.

A good salesman not only uses self suggestion, but also formulates detailed goals, and sets out a plan to achieve his goal. He calculates the time on the basis of goals and plans, and ensures that the plan is realized with sufficient time.

We believe that a good goal should be hierarchical, long-term, medium and immediate, with different objectives.

In short, the immediate target is how many products will be sold in second days or next month, and the mid term may be a quarter or half a year.

The target should be various. Sales volume is only one aspect. Making potential customers a reality customer, digging more customers, setting up corporate image in the process of sales promotion and so on should all be the components of the goal.

This question involves what the salesperson actually sells during the sales process, which will be discussed in detail later.

In addition, the goal should not be too detailed. The important thing is to be practical. The high goal that can not be realized will recognize that people are suffering from the failure. Maybe you are not doing too bad, but everything is far away from the high goal. If this happens, courage and strength will be lost.

A successful salesperson introduced his experience and said, "my secret is to put the target number table on the head of the bed. When I get up and go to bed every day, I will record the amount of completion and the target of tomorrow, and remind myself to strive towards the goal.

It is evident that where there is a will, there is a way.

Set your goals and work towards them.

3. grasp the principle.

There is a great difference between modern selling technology and traditional marketing techniques. Salesmen are no longer simply selling goods. A good salesman, after setting up confidence and setting goals, goes out of the way, and should also grasp the principles that should be followed as a salesperson before customers.

　　（1）滿足需要的原則。

The modern selling concept is that salesmen should help customers to satisfy their needs.

Salesmen should be prepared to find customers' needs in the sales process, and try hard to avoid forcing sales so that customers can feel that you have failed when they are forcing him to accept something.

The best way is to use your marketing to enable customers to find their needs, and your products can meet this need.

　　（2）誘導(dǎo)原則。

Marketing is to create interest and desire for customers who do not understand or do not want to buy this product at all, so that customers who have this interest and desire take practical actions to make the customers who have used the product to buy again, and of course, it will be more successful for customers to speak for us.

The implementation of each stage requires salesmen to grasp the guiding principle, so that customers can keep pace with the salesmen's thinking step by step.

　　（3）照顧顧客利益原則。

One of the fundamental differences between modern marketing and traditional promotion is that traditional marketing is highly deceptive, whereas modern marketing is centered on honesty and the interests of salesmen and customers.

Enterprises can only beat their peers, but never win over customers.

Customers in the market as the center of today has become the object of competition for all enterprises, only let customers feel that the enterprise is really due to the angle of consumers to consider the problem, their own interests in the whole process of purchase have been satisfied and protected, so that the enterprise can get profit from the customer.

　　（4）創(chuàng)造魅力。

A salesman is actually selling himself before selling it.

A disheveled salesman, no matter how attractive the merchandise he brings, the customer will say, "sorry, I have no plans to buy these things now."

The salesperson's appearance does not have to be beautiful or charming, but it must make people feel comfortable.

So what you can do at the preparation stage is to prepare a clean and decent garment, remove any foul image that is offensive and disgusting, and rest fully, ready to appear in front of the customer with abundant physical strength and best mental outlook.

Language is a powerful weapon for a salesman. Salesmen should carefully examine their normal language habits.

Are there any unpleasant mantras?

Is it easy to speak too much?

Is there any habit of interrupting others and so on?

A lot of self reflection, it is not difficult to find their own shortcomings.

Salesmen should also choose their customers to choose clothes. Generally speaking, your customers are white-collar workers in suits, so you should also wear suits. When your customers are buyers of mechanical parts, you'd better put on your work clothes.

Two well-known Japanese sales experts did not let salesmen wear blue work clothes.

His proposal is based on decision makers who are wearing blue work clothes instead of usual suits at work.

It can be seen that avoiding disharmony should be a principle of dressing.

After making adequate psychological preparations, salesmen should understand and study the products they sell.

If you don't know your product, people will be angry at your lobbying.

It is essential to make preparations for products before departure.

Of course, this is your secret to success. At the same time, this preparatory process is also very knowledgeable.

1. know your product.

We say that no salesperson is more familiar with his products than he is, making it easier for customers who want to buy them to run away.

We can't ask customers to be experts in commodities, but salesmen must be experts in the products you sell.

Understanding your product should be as follows:

　　（1）了解你推推銷的產(chǎn)品的特點(diǎn)與功能。

It turns out that a salesperson who only sells specific products is quite different from the salesperson who sells products.

The fundamental purpose of people's purchase is to satisfy their needs, and the function of commodities is the possibility of satisfying them.

According to the needs theory of psychologist Maslow, we can know that the needs of customers are divided into physiological needs, security needs, love and attribution needs, and the need for respect.

因此，一位優(yōu)秀的推銷員應(yīng)該能夠正確地認(rèn)識(shí)自己的產(chǎn)品，了解它最能滿足哪一個(gè)層次的需求。如有可能應(yīng)該開發(fā)出它的多層次性特征，以便根據(jù)將來面對(duì)的各種不同需求可以應(yīng)對(duì)自如。例如，一輛小汽車是否能給人們以安全感自然至關(guān)重要。那么你所推銷的汽車究竟是以滿足何種需求為中心的呢？是小型輕便的家庭用車還是豪華轎車？