Marketing Manual: A Sales Training Manual That Has To Be Read

　　 Business It is a more common economic behavior. Everyone is in contact with all kinds of sales and services in daily life. But how to sell well is a question across many disciplines. At the end of the week, we organized a widely distributed training manual for many people who read and read out of print. If you have read it, you may read it again.

What is the sales in the sales process?

Answer: yourself

1, Jo Gilad, the first automobile sales person in the world, said, "I am not selling my Chevrolet car, but I am selling it myself".

2, trafficking whatever The first thing you sell is yourself.

3, there is an important bridge between products and customers: salesmen themselves.

4, in the process of face-to-face sales, if the customer does not accept you, will he introduce you to the product?

5, no matter how you tell the customer that your company is first-class, the product is first-class, the service is first-class, but if the customer sees your person, like five flow, you listen to what you say is more like a layman, generally speaking, the customer will not want to talk with you at all. Will your performance be good?

6, you have to make yourself look like a good product.

7, dress up for success and dress for victory. The sales personnel's investment in image is the most important investment for salesmen.

Two, what is sold in the sales process?

Answer: concept.

1, selling yourself is easier to sell, or is it easier to sell customers?

2, is it easy to change the concept of customers, or is it easy to cooperate with customers?

3. therefore Before you sell your products to customers, try to find out their ideas and cooperate with them.

4, if the customer's purchase concept conflicts with the concept of the product or service we sell, we should first change the customer's concept and then sell it.

5, it is the customer who pays for what he wants to buy rather than the money you pay; our job is to help customers buy what he thinks is most suitable.

Three, what is bought in the process of buying and selling?

Answer: feeling

1, if people buy or buy something, there is usually a decisive force in governing, that is, feeling.

2, feeling is a key factor that affects people's behavior without seeing or touching.

3, it is a comprehensive interaction between man and man, man and environment.

4, if you see a high-end suit, the price, the style and the cloth are all good, so you are satisfied. But when a salesperson talks with you, he doesn't respect you and makes you feel uncomfortable. Will you buy it? If the same suit is on the stall next to the butcher in the market, will you buy it? No, because you don't feel right.

5, enterprises, products, people, environment, language, intonation, body movements will affect the feelings of customers.

6, in the entire sales process to create a good feeling for customers, then you find the key to open the customer wallet.

Four, what is sold in the course of buying and selling?

Answer: benefits

The advantage is what happiness and interests can bring to the other side, which can help him reduce or avoid any trouble and pain.

1, customers will never buy because of the product itself. Customers can buy the benefits that can be brought to him through this product or service.

2, second rate salesmen sell products (ingredients), first-class salesmen sell results (benefits).

3, for customers, customers only have to understand what benefits the products will bring to themselves and avoid any trouble. So first class salesmen do not focus on how much they can get, but rather on the benefits that customers will get.

4, when customers get real benefits through our products or services, customers will put money in our pockets, and they will also say to us: Thank you!

Five. What are the customers thinking in the face to face sales process?

Answer: Six eternal questions in the minds of customers.

1, who are you?

2, what do you want to talk to me about?

3, what do you do to me?

4, how can you prove that you are telling the truth?

5, why do I want to buy it with you?

6, why do I want to buy it now?

These six problems are not always asked by customers, but he thinks this subconsciously. Let's take an example: when a customer sees you, he feels like this: I haven't seen this person. Why did he come to me with a smile? His subconscious mind is wondering who this person is. When you come to him and open your mouth, what do you think you want to talk to me? When you speak, he is thinking to himself, what is it to me? If he is not good, he doesn't want to listen to it, because everyone's time is limited, he will choose to do something good for him. When he thinks that your product is really good for him, he will think, have you deceived me? How can I prove that you are telling the truth?

When you can prove that the benefits are true, he will surely think that this product is really good. Is there any better place in other places, or will someone else sell it cheaper? When you can give him enough information to make him understand that it is the most cost-effective way to buy it, he will surely think, can I buy it tomorrow, and buy it next month? Can I buy it next year? So, you must give him enough reason to let him know the benefits of buying now, and the loss that he does not buy now. Therefore, before visiting your customers, you should take yourself as a client, ask these questions, answer these questions once again, design the answers, and give sufficient reasons, and customers will buy the best and most suitable one he thinks is best for you.

Six, how to compare with competitors?

1, do not belittle opponents.

If you want to belittle your opponent, there may be some source of customer relationship with your opponent. For example, he is using his opponent's product now, his friend is using it, or he thinks the opponent's product is good. If you degrade it means that he has no vision and is making mistakes, he will immediately resent it.

Do not arbitrarily belittle your competitors, especially when the competitors' market share or sales are good, how can they become your competitors because of how the other side really fails? Your unrealistic belittling of your competitors will only make the customers feel that you can't trust them. When it comes to opponents, they say others are bad. Customers will think you are guilty or have quality problems.

2, compare your three strengths with your opponent's three weaknesses.

As the saying goes, goods are better than three. Any product has its own merits and demerits. When making product introductions, you should compare the three strong points of the past with the three weaknesses of the other party, even if the same grade products are immediately compared with your objective counterparts.

3, emphasize the unique selling point.

The unique selling point is that we have unique advantages that our competitors do not possess. As everyone has a unique personality, any product has its own unique selling points. When introducing products, it highlights and emphasizes the importance of these unique selling points, which can add a lot of success to sales success.

Seven, although the service is after the end of the transaction, but it is related to the next transaction and the success of the introduction, then, how can you make your after-sales service to make the customer satisfied?

Answer: your service can move customers.

Service = concern. Care is service. It may be said that the concern of salesmen is false and purposeful. If he is willing to care about you for a lifetime, are you willing?

1, three kinds of services that move customers.

Take the initiative to help customers develop his career: no one is willing to be promoted, and no one refuses to help others to expand his career.

Sincere concern for customers and their families: no one is willing to be promoted, and few people refuse to care about him and his family.

Do nothing related to the product: if your service is related to your product, the customer will think it should be. If you have nothing to do with your product, then he will think that you really care about him, it is easier for him to move, and moving customers is the most effective.

2. service Three levels:

Part of the service: what you and your company should do is done. Customers think you and your company can do it.

Edge services (do not do services): you have done it. Customers think you and your company are very good.

Sales free service: you have done it. Customers think you and your company are not only partners in the mall, but customers also regard you as a friend. This kind of human relations, competitors can not grab away, is this the result you want?

3, the important belief of service:

I am a service provider. The quality of my service is directly proportional to the quality of my life and my personal achievements. If you don't care about customers, customers and your competitors, you will be happy to do so.