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2135081 2010 年 11 月 16 日 09:50 Reading (loading. ..) Comments (0) Category: Workplace Reference
With China's economic development, the formation of a buyer's market, sales staff more and more businesses occupy an important position. Excellent sales staff have a broad space and the promotion of the right to speak in the enterprise, but in the tens of millions in marketing force to become a good sales manager, easier said than done, so for the current sales staff, we must first examine whether they have competent sales The seven core competencies, and continue to improve and upgrade.
one, endurance
patience least likely to do, did sales people know that a customer does not start when you have to be patient. 've Seen a lot of people just halfway into the sales industry is the result of not insist, you may need to be patient a month, six months or a year began to accumulate to some customers, your performance and income to the corresponding increase, so if You are opportunists do not do sales.
in the sales process still need to be patient. And customer appointment time, you arrive, but temporary emergency or are meeting customers, how you? Patient,
readme, or you will lose the customer. In earlier years I have been a knock on the door sales, a twenty-nine of the buildings, each eight people, from the bottom , the door will not open you After your product, but not necessarily to buy. No patience to do forever?
Second, self-control
sales staff is often one-man operations, and sales staff development day to go to customers, maintaining customer intelligence, all of which can not be completely under the supervision of the leadership , corporate control is working only statements and to report daily to meet the individual's work situation, but if really want to be lazy is very easy, such as deliberately to distant customers there, the road to rest; After talking for half an hour had The results lied about three hours, etc., in this way in addition to damaging the interests of enterprises, more importantly, also hinder their own development. When one of my friend Mr. Zhang Renmou international media company in China Account Director, he said that sales of the year just to join the work regardless of wind and rain every day from 8 am to 10 pm go home at noon and ate the bread and mineral water, three months without a break before the first customer to sign. It was with this self-development requirements and good self-control, my friend can be achieved today. This success does not depend on the
Third, communication power
communication is essential for sales staff, communication with two meanings: First, collect accurate information about each other, understand each other true intentions, while their information is also accurately convey to each other, and second, through the appropriate communication (eg tone,
マックス狩り, intonation,
Space navigation code - Qzone Log, facial expressions, demeanor, manner of speaking, etc.) makes the conversation easier to reach consensus on the two sides.
good communication is the key to successful sales, a sales director and have talked many times in a supermarket owner, you can insisting on the other side refused to approach our products, not finish This task is very big names head of sales feel the pressure, look at this case I decided to go along with him called the But before you go has always been given the charge of To see that the supermarket owner, found each other less than thirty have been opened in the city three medium-sized supermarket, and a look of brilliance naturally imagine. Sales director in the short introduction, I compared the attitude that today is only Gongqian to him conversation, I basically just said I mentioned last 5 minutes on what products to enter his store, he promised mouthful. Back and look at ways to communicate with the sales director, Ben only see each other the theme, young and promising,
中国香烟排行榜, It can be seen in communication skills important in the sales process.
four observation
observation is not a simple look,
エアマックス95, a lot of sales people is to learn the first lesson careful observation, the observation that important information. For example, people might stroll to the store to know what products in the promotion,
エアマックス グレー, how much what products, and professional sales staff can observe more information: you have not noticed someone selling a good product because of what? Prices, gifts, packaging gifts ... ... with what? What material? How to make it? Packaging done well, good? Color, shape, texture, can have other uses (such as food packaging, that can be used when the jar.) What are competitors promotional activities? Specific time period? Specific forms of activity, which involved methods? Competition within the store brand manufacturers increased to 29 from 28, which manufacturers the increase and whether a potential threat to us? Its main product and price positioning how? ... ... Too much information needs of you look very carefully, a lot of sales staff in their training for a long time after,
エアマックス 91, asking him to .
sales information feedback is also member of each enterprise, by observing a large number of accurate information for sales staff feedback is a big responsibility.
V. analytical
analysis and observation are inseparable, observed information, analysis concludes. Shelf products to see that you can analyze the distribution of what? Put in the best position on the display is either sell the best variety, or is the factory's main product at this time; analysis by production date, production date of the more recent description of the product sales and circulation of more normal, the production date shows that the product is too long, slow-moving state; through price analysis, price range larger than the previous description of the product down by excessive pressure of competing products, sales is not ideal, the price go up more, the product of the overall market prices of raw materials , leading to surge in cost of products or the products are in short supply in the state of the market. These indirect information must be obtained through careful analysis.
also in negotiations with customers were showing you the information and conversation from the other side of the other's newspaper had a price, as the sales staff is definitely not a promise, spoke to the tone of each other, with the word spy, and then analyze whether there is the possibility of lower prices, increase how much space and so on.
VI execution
execution is reflected in the overall quality of sales staff, but also a non-stop until the target is not up to the spirit. Sales staff in the implementation of plans often encounter difficulties, then if you only say to do. It can not be called the task without difficulty, everyone can do something also fail to reflect your values.
A city home to large chain stores, A store a dozen stores in the city, for the occupation of the city's most important end markets, B Zhang, the company decided to let the sales staff get this, Zhang took the first of several excellent sales staff has been defeated, because the oldest retail store is local, so has always been high-handed, no acquaintance offer high entry costs, and not to bargaining opportunities. But the company requires Zhang received the task of sleepless nights, if the task is completed, promotion is a matter of course, but the company also will be able to fulfill the task that he Next,
nike air max, Zhang went to visit the store's purchasing manager Huang A few times, so even the surface of a very long time no see, he knew it was the other deliberately did not give him any chance of lower prices, forced him to agree to strict conditions. Zhang then turned to the wife of Huang Huang subordinates understand the work in a bank, he found a friend to do the insurance selling insurance on the grounds to take the initiative to recognize the wife of Huang, and later wife of Zhang and Huang understanding Then by means of the kids buy a gift draw closer, the time is right after his wife introduced to by the surname of Huang Huang, Huang Zhang deeply well-intentioned, Zhang successful completion of the final task.
Examples of this are not uncommon in the sales work. Accordingly, the Executive is not to sales staff to find reasons for things, but you try every means to achieve results. The results of your leaders is most concerned about is your competence.
seven, learning ability
as a sales personnel need to reach very wide range of knowledge,
エアマックス ライト, from the marketing knowledge to the financial, management and relevant industry knowledge, and so, you can definitely say that the sales the face of so much knowledge and information is not strong learning ability is not to compete. Only sales techniques, for example, from sales to listen to guided selling, and then only to the question selling consultative selling sales techniques ... ... the changing renovation, as outstanding sales staff only to master a variety of sales skills in order to win in the competition . Of course, salespeople need to learn much more than sales skills, and must also have the ability to learn by analogy, there is no good learning ability, to determine the winner in speed, speed, future decisions will inevitably be out today.
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