Five Steps To Be A Sales Elite

1. When a salesperson and a customer chat, which topics do not need to talk too much about technology and theory, they need topics like today's news and weather.

Therefore, salesmen must read more books and magazines about economy and sales when they are in daily life. In particular, they must read newspapers every day to understand state, social news and news events. This is often the best topic, so that we will not be seen when visiting customers.

2. About four hours in the evening.

The success of a salesman depends largely on how he spent the four hours in the evening.

The worst salesperson watches a TV in the evening, or complains, goes out to play.

Such salesmen are not promising.

Ordinary salesmen go to customers for entertainment, drinking and chatting.

Such salesmen will be single, but I personally think that it is difficult to achieve very high success.

A better salesperson collated the information at night, analyzed the customers, made plans and so on.

Such a business is a good business and should have a future.

The best salesperson, I think, after finishing the work of a salesman, still insists on reading for an hour.

I think this kind of business is promising and will have the chance to be a boss in the future.

3, about the salesperson himself.

Many people feel that salesmen are best to be tall and handsome.

Salesmen must be eloquent and talkative. They can spit oil out of their mouths to be eloquent.

A salesperson must smoke and smoke whenever he likes.

Salesmen must drink, Baijiu and beer.

In fact, I feel that these are not important.

As far as I am concerned, I am less than 160MM tall, and I feel inferior when I start running business.

[about finding customers]

The first three months of doing business just entered the company is the most critical three months to test the success of the salesperson. These three months can affect the business work of the salesperson.

The first thing that faces is how to find a customer's question and how to find a target customer.

Generally speaking, when a new salesperson enters a new company, he will have to visit the customer himself if he is familiar with the product knowledge for about 1 weeks.

If there is no business manager or boss to provide customer resources at the beginning, you can find customers through the following ways.

1, web search.

We can search through keywords, such as entering the names of the products we are looking for in Baidu, we can find a large number of customers.

We can also find customers through professional websites, such as China enterprise network and so on.

So we can find many customers' lists.

You can also find the owner's phone number and boss's name.

2, browsing job advertisements is just like in Guangzhou. There is a lot of recruitment information every week, and there are job advertisements every Monday in Guangzhou daily. We can get the customers we want by reading the recruitment advertisements.

We can also take a look at the recruitment market in the vicinity. Generally, the recruitment market will post the names of daily recruitment units and recruitment jobs at the door. We can also analyze what he is doing through the job he recruited, so that we can find the customers we want.

Besides, we can go around some large industrial areas. Now almost all factories are hired, and they can also be found through the advertising advertisements at their doors.

We can also look at recruitment websites on the Internet, such as Zhuo Bo recruitment network.

The advantage of looking for customers from a job advertisement is that we can find many new customers first, because there are many new factories. He has just opened or has just moved in. If we first find him, it will be the first step.

In addition, the factories that have the ability to recruit large quantities of workers generally have better business and are relatively confident in the recovery of goods after successful business.

3, yellow pages, general companies have a lot of yellow pages, such as "telecommunications Yellow Pages" and so on.

We can find our original target customers according to the above classification.

Now there are many professional yellow pages in Guangzhou, such as home electric yellow pages, toy yellow pages, etc., salesmen have better find such yellow pages to collect first-hand information.

These yellow pages are available in general libraries.

You can take a copy and copy it there.

4, we should often go to the streets to find customers. When we go shopping, I usually go to the home appliance market. They all have packages, or have brand names and company names. We can record them and go back to the Internet to find them.

We can judge the operation of a customer through the sale of the products in the mall.

This also reflects his economic strength from the side.

5, but I personally think the best way to find customers is to develop customers through mutual introduction of social networks.

After doing business, we should pay attention to the era of resource sharing.

For example, you make wires, I do plugs, and he makes resistors.

We also make a stereo customer.

If we can share resources and introduce good customers to each other, it will be very easy and easy for us to enter a customer.

And because our customers are looking at each other, there is no sign of trouble for customers. Can we be warned that the risk is much lower?

6, there is another best way to introduce customers to customers, which is the highest success rate.

After having several original customers, a good salesman will conscientiously serve these customers and make friends with them.

When they are familiar, let them introduce their peers or friends to you.

Don't let them give you the list. You can find them on the list. The main thing is to ask him to make a phone call for you.

If he makes a recommendation for you, it's better for you to make 100 calls.

You will mainly serve the customers he introduces later, and then introduce the new customer by analogy so that you can easily find your customer network pull.

So we have many ways to find the customers we want, as long as we have to work hard.

There are three things in the salesperson's body at any time. In addition to the shower, these three things are: pens, small notebooks, and business cards.

Others say that salesmen have 8 eyes, and they are very reasonable. They can find many business opportunities in life.

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[about phone calls]

After we find the customer, the second problem is to think about how to call the customer.

There are also some details.

Just pay attention to it.

1, many people will encounter such a situation when they call.

The customer has not listened to our introduction, and said no, then hung up the phone.

And you said you were going to visit him. He said he had no time to ask you to fax the information to him or put it in the doorway.

We must not send fax information to him in the security room. It is useless.

In such a situation, I began to feel very depressed. Later I thought so, maybe the purchasing lady scolded her boss when she went to work today, so she was not happy, so she refused me.

It doesn't matter. I'll find you next time.

Many of my clients have made many appointments by calling the phone many times. Sometimes this is so strange. The purchasing lady said yesterday that no more, so today you can bring the sample to see her again.

So the success of business often depends on your persistence.

2, no matter how skillful your business skill is, I feel that it is better to think about what I want to say on the phone than to pick up the phone.

Because we will chat and forget something we originally wanted to talk about. We often just hang up the phone and fight again.

Everyone is bad.

For friends who just do business, it is best to write them down on paper.

This will be more coherent.

3, I think standing on the phone is better (most of the salesmen don't care about this), because when people stand, I feel more focused, more serious, and when standing, I am full of breath and speak well.

You can't believe it.

No matter how angry you are, you'd better smile when you call.

The atmosphere is lighter and customers will feel it.

Business is a life of anger, but our customers do not have to share it with you.

4, we should not wait until we have customers.

We often call them, chat and greet them when we are in peacetime.

Until he heard the voice, he knew it was me.

Better let him remember you.

Doing business is like falling in love.

We can't expect someone else to marry you after we have made an appointment.

Purchasing is very forgetful. We have to remind him constantly.

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[how to maintain customers]

1, salesmen should do fishing, not sprinkling nets.

The most effective and comfortable way to run a business is to use the fishing method.

Just like we just started chasing girls, do we chase a couple of girls at the same time, then do we have a success in Bo?

We will see one of them and pursue it with abandon, until we succeed.

I run the business myself.

I will choose an industry, for example, I want to make headphones industry, I will pick 3 or so in the industry to attack him seriously, until I do it, then the rest will do well.

In this way, you will account for 80% of the earphone industry.

Let's go to another industry and copy it.

Just like fishing, you can see the big ones.

One by one fishing is very comfortable.

Bold and cautious, thick skinned.

When we were young, chasing girls, we told us more about being bold, cautious, and thick skinned.

Actually doing business is like chasing girls.

2, it is estimated that 80% of the business is completed because of friendship.

Competition is fierce now. In the same quality, the same price, the same service and so on, you have to compete with your opponent. Only if you rely on friendship, if you treat your customers more carefully than your opponent, will you become friends with your friends.

So who can take away your list? So you can get what you spend your time on.

So friendship is a treasure.

3, we must be enthusiastic and enthusiastic to infect customers.

Maybe we have many salesmen who will be very enthusiastic at the very beginning, but wait until you achieve certain results, they will become old ladies, losing their enthusiasm in the past. Sometimes you just feel that you are not doing so well. You will lose a deal with too much enthusiasm, but you will lose one hundred pactions because of your lack of enthusiasm.

Enthusiasm is far more contagious than rhetoric.

4, there must be a probation period.

A client does it just like a man and a woman get married.

Finding customers is like finding an ideal lover.

From calling to order is like launching a love letter to a long engagement.

Until you get married, you must spend your honeymoon before you can live a life of truth.

So we and our customers are also going to spend their honeymoon. We don't want to do it very quickly.

It's hard to maintain the freshness of love at first sight.

We should all give time customers and us.

Look at credit, service and so on.

[about paction]

1, when many salesmen start to do business, they often go to great lengths, find customers, send samples, and do not know what to do when they offer a price.

In fact, you should constantly ask him which time you go down and ask him constantly and know the result.

Actually, purchasing is waiting for us to ask him.

The crying child has milk.

Just like children do not cry, how do we know that he is hungry? So we have to ask customers to buy.

However, 80% of the salesmen did not make any request to the customer.

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2, if you fail to make a deal, the sales representative will immediately make an appointment with the customer for the next meeting date. If you and your client face to face, you can't make a date to meet next time. It will be more difficult to meet the customer later.

3, my feeling is that we must follow up, track and track business. If we want to complete a business, we need to contact with customers 5 or 10 times. Then you must stay up to tenth times to listen to purchase signals. If you are very attentive, when customers have decided to buy, they will usually give you a hint.

Listening is more important than speaking.

Doing business is a series of activities carried out for the purpose of paction.

Although the paction is not everything, there is no business without a deal.

[about receivables]

1, do business, do not save face.

Business has been done. When collecting money, a lot of people will think that I feel embarrassed that I am so familiar with the buyer, and I chase him all day.

Therefore, few chase money or chase several times, did not catch up do not catch up.

In fact, we also need to get the money to get the Commission.

If you owe him a debt, if you owe him too much, your business will not last long.

I usually pursue money rather than ask him to arrange.

Mr. *, you arrange payment for me on 3 this week. I'll take it that afternoon.

Sometimes he would say no day, then I would say, then Tuesday, Luo, he often said Wednesday was done.

2, for ourselves, before making a client, we should know everything about customers carefully.

For example, who did he do before, who is your competitor? If you know this, you can quote and make countermeasures.

Understand why customers want to do business with you.

If someone refuses to supply him, we can ask him to make cash.

He is sure to turn his back on it.

If the opponent is the cause, such as poor quality, high price and poor service.

You can make corresponding strategies to deal with him.

If you do something better than your opponent and make him do it with you, then you will know how to do it later.

3, the best way to prevent customers from dragging money is to investigate before the paction with customers.

We should seriously inspect all the information of the customer, including the wages level of his employees, whether the wages are paid on time, whether the factory is own or rented, and the boss is there.

Are things produced in China sold or exported?

It is best to know some old suppliers of customers so that they can understand their credit situation.