Be good at summarizing and improving sales methods

Be good at summarizing and improving sales methods

Being good at summarizing and improving sales methods can improve the performance of sales staff. The following is a summary of the methods I recommend to you to promote sales.

A big company wants to recruit a sales executive. When the advertisement came out, the response was like a cloud. Faced with so many talents, I was really dazzled and lost my mind for a while. The personnel director in charge of this work came up with a good idea. He said to the candidate. Horse racing is inferior to horse racing. We select talents through competition. Our test question is:? /kloc-sell as many monks' combs as possible in 0/0 days? . ?

Many candidates are puzzled by this, and some are even angry: the monk doesn't even have hair. What's with the comb? Didn't you make fun of others on purpose? With so many people gone, there are only three people left.

10 days will soon arrive, and the three people will return to the company to report their achievements.

The first man said:? These days, I have worked hard to sell wooden combs to monks everywhere, but with little success. Many times, many monks say I'm crazy. Fortunately, I met a young monk on the road yesterday. He scratched his scalp while basking in the sun. I quickly stepped forward and said that it was not good to scratch the scalp with my hands. I have a high-quality wooden comb here. You can shave with it. It's quite comfortable. Little brother, the latest scientific research proves that combing your hair with a wooden comb can develop your brain. ? The little monk bought one? The second one said:? These days, I went to an ancient temple The ancient temple is located on a high mountain, and the pilgrims' hair is blown out of order. I found the abbot of the ancient temple and said that it was disrespectful to the Buddha for pilgrims to be so unkempt. Wouldn't it be nice if you put a wooden comb on each incense table and let these good men and women comb their hair neatly? The abbot took my advice and bought a wooden comb of 100?

The third said:? I went to a deep mountain temple with strong incense. Pilgrims come and go in an endless stream. I went to the person in charge and said that all those who come here for pilgrimage have a sincere heart and look to the Buddha for blessing. I have a batch of high-quality wooden combs here. Your handwriting is very famous. You can carve three words on this wooden comb as a gift for pilgrims. This is a kind of Buddhist heart, and I believe many people will come. Besides, the mountains are high and the wind is strong here. These good men and women use this comb to comb their hair, which is also a kind of respect for the Buddha, which can be described as killing two birds with one stone. ? He ordered 1 000 combs from me. Sure enough, even these days, the number of people going to Hajj has been increasing.

The first person has tried to show his affection for others, and he can also tell some scientific truth. Because his sales target is people who don't need this tool, he has only one achievement. The second man changed his mind. He went to talk to the abbot about Buddha's heart and asked him to buy some combs for pilgrims to use for free. The result is 100. The idea of the third person is basically the same as that of the second person. However, he used the comb not only as a tool, but as a Buddhist gift to attract more pilgrims. As a result, 65,438+0,000 combs were easily sold out.

Selling wooden combs to monks is very interesting, and the topic is good. However, using different methods to promote sales can produce different effects. There is no difference in working ability and working attitude between those who sell one and those who sell 1000. But their grades are so different because they have different views on the problem. The purpose of a salesman is to sell things, not who he has to sell them to. This is the beauty of this idea. The first man failed because he wouldn't change his mind and insisted on selling the comb to the monk. The second person's performance is not as good as that of the third person, because his sales target is far less than that of the third person.

As the saying goes, thinking determines the way out. A good idea will bring you unlimited achievements. A salesperson should always sum up various sales experiences and lessons, and be good at summing up and improving sales methods, which is a shortcut for salespeople to improve their sales skills and performance.

Extended reading:

1 1 Top Sales Thinking

Rule 1: Think.

Thinking determines sales!

Compared with other factors in the sales process, a person's way of thinking about sales can more determine the final result of sales. Friendly, smiling, enthusiastic, positive, calm and confident. This will make sales easier.

Before selling, people will adjust their mental state in different ways. My approach is to make full preparations in advance, which includes thinking about how to get in touch with customers in the first place.

Your success is based on your confidence, and your confidence is based on your preparation. Have the belief of winning, let your thoughts guide the road to success and persevere.

? I think I can. I will. ? You can succeed!

Article 2: Faith

Believe in the company, believe in the products and believe in yourself!

Believe in your company, believe in your products and believe in yourself, otherwise your sales will not succeed.

Your belief system determines your destiny. You should believe that the products and services you provide are not only the best in the market, but also the most valuable to customers.

You must often hear that salesmen must sell themselves first. In other words, only when customers accept you will they agree with your company and buy your products or services. To do this, you must believe in yourself. And if you want to sell successfully, you must first sell yourself.

Article 3: Participation

Develop a good personal relationship and never take the lead in talking about sales topics!

Make potential customers interested in what you say and let them revolve around you. First cut into interesting topics, try to make them laugh, make friends with them, establish a certain trust relationship, and try to find a connection between you if possible.

Although you can't control the friendliness of others, you can control your friendliness 100%. When you enter the door, or when the meeting begins, you should speak first. What you say will set the tone and atmosphere for everything that follows.

Find common ground, and you will grasp the key to personal communication and trust. The purpose of doing this is not only to sell, but also to establish personal relationships and friendships. And this personal relationship and friendship will bring you more sales and customers.

Article 4: Discovery

People buy for their own reasons, not yours. Therefore, we must first understand their reasons.

This commandment can also be interpreted as: people don't like selling, but they like buying. This subtle sales difference (completely ignored by most people) is the reason why people buy. ? Why do they buy? More than that? How much is it? More important. Find them? Why? Is the basis for determining their real needs.

For sales, their purchase motivation is far more important than your sales skills by 65.438 billion times. Think from the perspective of customers' purchasing needs, not your sales needs, not your nonsense.

Article 5: Problems

The wrong question leads to the wrong answer!

Fact: The problem is the key to sales.

Fact: This problem turns the sales process into the buying process.

Fact: The question exposed the fact and the purchase motive.

Fact: The questioning methods in most textbooks are wrong ―― I hope your competitors are learning through them.

When setting and asking questions, you should not only let potential customers express their ideas, but also let them give the answers you want. Let them evaluate new information. Understand how they use the products or services you provide, or their specific views.

Article 6: Observation

Observation ability is as important as sales ability and listening ability!

Only by careful observation can we know the truth. The power of observation lies not in observation itself, but in seeing, thinking, thinking and doing based on observation.

When you enter someone's office, you should look carefully for clues, ideas and topics. Trophies, photos and licenses are not only the objects of observation, but also the objects of thinking. And in the process of thinking, the key is? Can you relate them, or better put it as? How do you relate them? If someone has a bowling trophy and you don't play bowling, then you'd better not start this topic.

Article 7: Courage

Sales is essentially an adventurous spirit!

In fact, risk and sales are synonymous. Your personal risk may be buying a house or investing in stocks. Your sales risk may be a humorous voicemail, a creative follow-up, an unusual suggestion, or a blind promotion.

? No risk, no return, no risk, no everything. ? Reveals the true meaning of sales career. Sales itself is a kind of risk, and if you want to get a return, you must take risks.

Article 8: Reflection

Reflect on the crux of sales failure!

What if they are arrested? Price? Whose fault is it to refuse you? If they don't call you back, whose fault is it? If they decide to buy from your competitors, whose fault is it?

Yours, because you didn't make potential customers expect it.

In the sales process, whenever something goes wrong or things don't go according to your plan, you will first blame others for the fault. They don't call you back, don't make an appointment with you, ask for a lower price, and after they said they chose you, they chose your competitor because your company's service quality is poor and other colleagues are not in place. If you miss an appointment, you may even blame your car, or the traffic, or the weather.

It is easy to blame others, but difficult to blame yourself. Don't criticize blindly, but take responsibility. Study, improve and continue to work hard. Learn from customers. Based on their reasons, their? Why? Create better ideas and methods.

Article 9: Purpose

Sales earn relationships, not commissions!

If you close the deal, you will get a commission.

If you make a friend, you will get a fortune.

In sales, your income is not earned, but earned. If the purpose of your sales is to help customers, rather than simply achieve sales goals, then you will definitely create sales records for the company. Help them develop, help them win, help them produce, help them make profits, and you win sales. Similarly, your loyal customers will introduce you to others, and they are willing to provide you with proof.

Article 10: Evidence

One proof is better than 100 sales methods!

No matter how good you say, customers don't believe you.

A greeting from a customer and a greeting from a third party are worth a thousand words.

Proof materials are more marketable than salesmen!

Proof materials show that your evaluation of yourself is correct and your evaluation of the performance of your product or service is correct. Video proof material is a kind of sales support, and if used properly, it will become a weapon of mass destruction in sales.

Article 1 1: transformation

Successful sales is by no means an overnight achievement, but a long process from quantitative change to qualitative change.

Every day's efforts, every day's achievements, towards a big goal. On the axis of successful painting, every day's activities are recorded, every tiny and insignificant activity.

I started my sales career at the age of seven. But it was not until I was 26 years old that I learned my first sales concept. There is no shortcut to sales, and salespeople often ignore one of the most open secrets: perseverance on the road to success.

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