Map Of Salesperson'S Work

There is a regular job content map, sales staff do.

Before we begin, let's look at two sets of data to find out where the managers of these big companies and companies spend their time every day.

Conduct

Data 1:

The following data are obtained from a well-known IT company's statistical account of the key account department before the implementation of consultancy sales, which is 2001.

The average project cycle for large projects with a level of more than one million is 46 weeks, of which 14% of the project cycles exceed 2 years.

The average number of visits was 11 times.

Average per time

The average time spent on communicating with customers needs and programmes is 6.5 hours.

The average time to eat with customers is 15 hours.

Other activities related to customers (call, arrange customer visits, etc.) for 4.5 hours.

Data two:

In 2009, during a consultancy sales training, I conducted a scenario simulation test for 40 trainees, all of whom were salesmen, and worked for at least 2.5 years or more.

The topic of the test is very simple: how to talk about the first meeting with the customer? The way of testing is to simulate 5 different roles of the customer by the lecturers, and to set up the 5 questions to purchase the 5 questions that we care about.

Introducing customers to their company accounts for an average of 24% of their time.

Commended customers on average 38% of their products and services.

Warm words and polite words account for 15% of the time.

Customer accounts for 4% of the time.

Salesmen asked questions and excavated demand for 3% of the time.

Other topics not related to the conversation account for 16% of the time.

Among them, the customers who are really interested in and interested in the conversation of Sales account for only about 3%.

Map of salesperson's work

Looking at these two sets of data, will they be surprised? The guys seem to be busy every day, like a drop in the sky, as if the earth is pushing them forward.

But look at it carefully. It didn't work properly. Even the big companies and the old guys didn't do anything serious.

For many salesmen, there are two reasons why they do not work properly: one is that they do not know what is right, or that eating and drinking is just the right thing; two, the subjective view is that the client is not doing anything serious, so he has nothing to do with himself.

Let's start with the first question. Actually, for a salesperson who is a big customer, he should be very busy. Because there are too many things to do, some of these things will be done by customers. Some salesmen must motivate their customers.

If these things are not finished, the project will not be closed.

You may as well take a look at the sales funnel below.

From the perspective of sales funnel, salesmen have to do at least a few baskets. In fact, there are more salesmen in larger projects than in baskets.

The sales funnel is a map of salesmen in large projects.

Many years ago, when I first came into contact with this stuff, I was disdain by many people. I thought at the time: sales are all about recruiting and recruiting. There are rules to follow. Can this basket of vegetables buy my work?

Disdain is due to ignorance, knowing that after such a basket, it is often more unconsciously compared to the projects in their hands, the more frightened they are.

This basket is too divine. It's too accurate.

Whenever I am lazy and think that some things can be bypassed, I always find in the end that classes should be filled, and efforts should be made to supplement them.

There's no hurry in front of you. It's bound to rush behind. It's the magic of selling funnels.

The sales funnel is the sum up of countless sales martyrs' experience and lessons. These guys have been eating a lot of losses and many times before finding out that most of the sales can be done on top of the table except for a few things under the table.

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The sales funnel looks rather complicated and more complex to use. Let us briefly talk about its characteristics:

1. the whole funnel is in sequence, and the preceding thing can not be done behind, and vice versa.

2. different products, funnel level may be different, may be 7, 6 or 10.

3. each person's projects can form a funnel. The propulsion process of a project can form a funnel according to time, and all items of a sales department or a company can also be a funnel.

4. the shape and velocity of the funnel reflect the operation and management level of the sale. It looks basically healthy when it looks like a funnel. When it looks like a toilet or spittoon, there is a problem.

How do you sell your customers?

Do you remember this military rule? Any sales behavior is determined by purchasing behavior. If purchasing is not needed, you need not be fooled around, especially those who always think they can fool customers.

The successful sales route must be derived from the general purchasing route.

The general procurement route is the procurement cycle mentioned earlier.

Any normal purchase will follow the route established in the procurement cycle (abnormal procurement is not counted, for example, for a certain purpose, continuous road repair, road cutting, road picking and road repair).

There are a few words about purchasing.

1. all customers will undergo a series of predictable and logical steps in each purchase decision.

Although these logic and steps are changed in the game, the basic logic of customers remains unchanged: paying close attention to personal interests.

2. each step of a person's decision making process can be discerned and tracked in a certain, predictable and logical category.

The so-called "stare" customers, is staring at these things.

3. when you follow a systematic process of such a result, when helping your customers follow such a process, you will find that either there is something that customers need and you can provide, then there is a tangible fit and can bring quality sales, or there is no such agreement, which will change the customer's vision or give up.

We are sales, not liars.

Don't fall into the dilemma of winning or losing.

4. if you ignore and violate the decision-making process, you will be confused, dissatisfied and stagnant. Sooner or later, you will lose the business.

There is a need to explain a problem, there are many cases in sales, did not experience too complex sales process, with one or two masters of three axes, instant grab.

This situation is often based on two reasons:

One is luck, for example, there is an unresolved situation in the internal game of a client. Find a lucky person to come in and resolve it. Two, the contract is signed but the sales have not been completed.

At that time, the customer was dizzy and confused.

But the next thing should be done step by step.

At that time, I did not know what to say, but I had to understand later.

We call this phenomenon "digging holes" for service providers.

In most cases, you need to systematically and honestly do things on a regular basis, and the more commonly used sales processes are as follows.

This process does not seem to have any magic. Indeed, sales itself is a very scientific thing. There is not much art element, but scientific things always seem old-fashioned and unnatural.

But tricks will change, and each will have cleverly different ways.

The purpose of consultant sales is to find a sales path with the highest success rate in this ordinary process.

First, explain several important steps of the above process:

1. find customers: This is divided into two cases, you take the initiative to find customers and customers to find you on their own initiative.

This is the most difficult step for many new sales.

2. planning visits: for customers to visit, especially for the first time, plan and prepare questions rather than prepare answers.

3. try to find the concept of customers and gradually develop pain.

No pain, no change.

4. contact with the right people with pain and try to establish a better vision after changing the pain.

If customers already have, then try to break them up and rebuild them.

5. build relationships with people who really have power. This relationship is based on shared vision.

6. grasp the customer's purchasing process, and sell the process tightly to the customer's purchasing process.

Try to stop every step.

As Huang Jianxiang said, don't give Australians any chance!

7. Negotiation: find a price acceptable to both sides, rather than being hacked to death.

Special point: many salespeople will ask, when I find the customer, the customer's purchase has entered a very deep stage, for example, it has reached the fourth level of the sales funnel. Under such circumstances, do I have to go step by step? Is there any magic trick to cut the waist and cut off so that customers can directly invest in my arms?

There are many tricks to deal with this situation, but please be careful: before using any unique skills, the lessons before us must be filled.

Because the customer's buying cycle can't be changed. What you can do is to buy time instead of omitting steps.