Market Development Of Sales Techniques

Market frontline

Marketing is a kind of practice. Although it contains scientific factors, but it is not theoretical science, marketing must be learned in practice, rather than a specialist or graduate student can do a good job in marketing.

In the market, rather than in schools or offices, the marketing professional class can only accumulate more experience in the market and find a sense of market in order to go further to a higher position.

I have always thought that if we want to have the ability to act as a senior manager or an office worker, we must go through the baptism and training of the market first, and even if we do not have this opportunity, we should create this opportunity.

I often suggest that senior managers and even bosses who have no actual experience in the market turn over to the grass-roots market to learn and find a real market sense. This kind of work experience is really rare and necessary.

Unfortunately, many sales and marketing staff have been stuck in this position and stage, and their incomes and capabilities have not improved significantly.

The main reasons for failure and abandonment are the lack of determination and endurance, nor the value and bright prospects of this job.

In addition, as a salesperson should possess certain sales skills and basic qualities, what qualities should a good salesperson possess?

The author thinks that there are the following 5 items:

1, perseverance: 99 C + 1 centigrade is boiling water, but many people often fail to achieve success. When they try to reach 80%, 90% or even 99%, they give up. In fact, they are only one step away from success. This is to see who can persist until the end, who is more persistent.

When you want to give up, think about it: others will give up at this time, and if you persist, you will outdo others and succeed.

In the sports world, this kind of thinking has made countless world champions, and this is also true in the field of sales and marketing. Perseverance is one of the qualities that an excellent salesperson should have first.

2, self-confidence: confidence is everyone's own, and it is also the most easily lost for everyone. Confidence is more important for a salesperson who is walking on the front-line of the tough and dangerous market.

If you have no confidence in yourself or the products you sell, can you expect customers to believe in you and your products?

Before you convince a client, you should convince yourself thoroughly, otherwise the result will be failure.

3, enthusiasm: if a salesperson is not enthusiastic about his work, he can basically conclude that the result 100% will end in failure.

Because market development is not only purely rational persuasion, but also requires a kind of appeal. Excellent salesmen will infect their high spirits to customers, which is helpful for reaching a deal.

Conversely, there is no enthusiasm for work, just to make this job as a hard work to make, face or tired look, these negative emotions will also spread to customers.

4, keen sense of smell: when communicating with customers, they only judge from the reaction of customers, often with low accuracy, and the possibility of success is naturally low.

We must listen to the voice of customers, and find that the key to success is the real intention behind the customers' surface.

This requires the ability to penetrate into details and reverse thinking.

5, continuous learning: Nowadays, society is no longer a time to earn money by physical strength alone. Some salesmen believe that raising performance is to rely on two legs. In fact, the result of such an idea is that salesmen can only earn their hard money by their legs, and their jobs are difficult to upgrade.

An excellent salesperson should learn continuously. In addition to learning relevant knowledge of the industry, he must learn new knowledge and new information so as to keep pace with the times.

In fact, many times, the key to success in a business is not only by hard work and professional knowledge, but sometimes by comprehensive knowledge.

If you have these qualities or are working on the criteria mentioned above and are determined to make a breakthrough in this position, please refer to the following 10 tips.

These ways of thinking and skills can help salespeople improve their sales.

1, know yourself and know it, and fight for war.

Make full preparations before visiting clients, mainly including understanding each other's detailed information as much as possible, then carefully analyzing, summarizing and refining the content that you want to express, the questions that may be raised by the other party, and how to answer them.

At the same time, consider what to do if the person in charge is not there.

How can I make a call to voice mail and fax?

The other side prevarication, refuse to do?

The more fully considered the possible situation, the more we can grasp the initiative in communication.

The chance of success is also increased.

2, if you want to take it, give it first.

Laozi said in the Tao Te Ching: "the more we have with ourselves, the more we give people the more we have", the only thing we want to do is to make money from our clients.

In fact, we should not rush to sell to customers. When we change our thinking and help customers solve their problems, the results will be very different. We should study the information of our customers before we visit them, find out the problems of the customers and the problems that we want to solve. We can also listen carefully when we communicate. We can find customers' concerns, cares and puzzles, and try to solve them as much as possible. For example, we can provide customers with some information and suggestions that they care about.

It is not necessary and impossible to solve all the problems, but as long as you can do a little help or even help, you can only be a sincere listener. At this point, you have created more or less value for your customers, and your customers' interest will also rise, and then it will be much easier to talk about your business.

3, with a straight line and a straight line.

General Vonklau Fitch, German strategist, said: "often the most circuitous and tortuous road is a shortcut to achieve the goal", so is marketing. The most direct way is often the stupidest and least effective.

When you communicate with your customers, don't be eager to say what you want to say, because customers want to hear what you want to say is never the same. It's the most sensible way to make customers interested at this time. It can be said that some topics that customers are interested in or related to business and can bring benefits to customers. After that, the topic will be introduced to your purpose after the elimination of a sense of alienation. The right questions will also stimulate the interest of your customers. At the same time, you can learn more about customer information. Some key customers need to make strategic roundabout progress. Direct customer promotion, the success rate is very low, if several rounds of bending

We humans have a common feature: when a stranger has a purpose to contact with another person, another person will instinctively repel. If the person does not have personal purpose, he or she will even help each other, and the other side will be happy to accept it.

When you become friends, it's easier to talk about business. The other side will even help you as much as you can to help your friends.

4, quality first, quantity second

The most important factor in sales skills is quantity. Success is a probability. The more quantity, the more chances of success.

There is such a saying in the market: "sales are always a game of numbers".

When we expand our business, we should improve the quality as much as possible and control the quality. The quality here includes more valuable customers, importance and negotiation skills.

Simply because quantity is likely to consume a lot of energy on customers who are of low quality but hard to produce benefits, 80/20 law applies here too.

Only by ensuring quality while increasing quantity is the basis for improving performance.

5, do not despise every business related person.

We usually neglect people who appear to be non clients, but sometimes these people are likely to be big customers or people who influence buying decisions.

For example, a car sales company came to a couple to pick up a car, and the salesmen were mainly communicating with the salesmen. But the salesmen were keenly aware that the woman who bought the decision-making power came together. When a saleswoman came to chat with the lady, the husband of the woman went abroad to work for 2 years, and was willing to buy a car for his wife for the convenience of his wife's going to work. But the lady had many worries and doubts, so the salesman attacked the lady, and dismissed all his worries and offered some suggestions, and finally made a successful paction.

In this case, men are purchasers, and women are purchasers and users.

If you look at the man from the surface, you may lose the deal.

Do not despise every person who is related to or even seemingly unrelated to the paction, and are good at finding out exactly who is the purchaser, who is buying the influencer and who is the user.

6. Become an expert in the products you sell.

We are all very receptive to the advice of experts in one area and are more likely to believe in the words of experts.

Therefore, being an expert in products you sell is very helpful for promoting business. Especially, the more asymmetric products are, the greater the role of the expert image. And the products that we are familiar with and understand are relatively small, such as food, clothing and so on.

If you are unfamiliar with or specialized in goods, that is, information asymmetry products, such as drugs, high-tech instruments, become expert consultants to promote sales will be very helpful.

Even the salesperson of general merchandise can know the goods they sell well, and it will increase the trust of customers. On the contrary, even if you don't know your products, how can customers be assured to buy them?

7, skillfully handling the relationship between value and price.

Salesmen often face customers' bargaining, and bargaining is normal. But what attitude to answer determines the outcome of the initiative.

It is usually the sales staff who constantly satisfy their customers' bargaining requirements in order to reach a bargain until they fall to the bottom line that they can afford.

Even if you get to the bottom line, you won't be able to make a deal, because when you compromise and compromise, you are also shaken the confidence of customers in your products. The more you drop, the less you will feel in your customers. The sense of value in your product is also decreasing.

The right thing to do is to try not to lower the price, but to add value to the merchandise, so that the customer feels that paying the money to buy your goods is a great value for money, such as emphasizing the advantages of the product and the benefits that can be brought to the customer, giving some other goods or value-added services, etc., which does not lose profits and guarantee the value of the goods.

However, for a commodity with a clear price cut, a little price will not make customers unwilling. At this point, we can lower the price a little and let the customer get a psychological balance.

But the price reduction will make the customers feel a great deal of effort, and the price cut will be very small, because the characteristic of human nature is that the more difficult things are, the more precious they will be.

8. Pay attention to the people around the decision maker.

Some of the decision-makers, such as assistants and secretaries, do not have the right to make decisions, but they have strong decision-making power. Even the key to success or failure is determined by these people. These people are the confidants of decision makers. The decision-makers will refer to these people's opinions, offend or despising or feel that they have been linked to the decision-makers and ignore them. The result may be the main reason for these people to become the failure of your business.

9. Dedicated maintenance and communication

Salesmen send out some invitations or greeting email to customers during festivals or major events. Because customers are numerous, in order to save time, they usually send mail by group, but the effect of such mail is very poor, because the mainstream mail will discard most of the bulk mail as junk mail.

It does not distinguish individual factors such as age, gender, identity and so on.

The same is true for sending short messages to customers during festivals. Most of them are looking for a blessing message sent to all customers. Customers receive such short messages in mind, and naturally do not value them.

Nowadays, many new phones also have the function of sending short messages to the firewall, which will automatically reject SMS as spam messages.

The correct way is to customize e-mail or text messages for different customers. If it is not the same for a relatively strange customer or first contact customer, it is also very useful to set up an attractive topic.

These practices seem to take more time but bring unexpected gains.

10. The best way to visit customers.

Nowadays, it is very popular to see "worshipping". It is generally believed that people are afraid of meeting, and trees are afraid of skin picking. The success rate of seeing a person is higher than that of calling, but the fact is that it is difficult for strangers to find the person in charge of the call. They are exhausted every day and can only visit 3 to 5 customers on average.

Telephone calls can call at least 50 phone calls a day, which is flexible and easier to find the person in charge.

The frustration of unfamiliar visits is much higher than that of the failure of telephone calls, because the cost and psychological state of them are different.

When a strange visit fails, the morale and self-confidence will be severely compromised. Therefore, first contact with the other person through telephone, e-mail and so on, at least find out whether the other person is in need or who is in charge.

There is a saying in marketing circles: "love a person, let him do sales, because it is full of wealth and dream, hate a person to let him do sales, because it is full of hardships and hardships". I hope to be a sales person and aspiring friends to read this article and then be able to have dreams and wealth in the market.