How to become an excellent sales engineer as soon as possible

How to become an excellent sales engineer as soon as possible

A girl from the company used to be an administrative assistant but turned into a sales engineer. The span of the industry is relatively large, so she may be under some pressure. Ask me When it comes to how to do sales, I am not a sales person, I am a technical person, and up to now I still have a very high enthusiasm for technology. Since people think so highly of me, I based my experience on many years of working with salespeople who come to the company to promote products. Experience in dealing with people.

For a salesperson who has just entered the industry, especially one who does not have a clear technical background, for example, if you studied this in college, you will be able to enter this industry very quickly. It does not mean that those who studied marketing can do it. To sell electronic components, both technology and professionalism are indispensable. Especially for electronic products, such as electronic components, not only non-industry people are not clear about it, but also those who come from this major. If they don't understand and learn for a few years, they don't know what new integrated circuits are now available to build the original components. The logic has been replaced, and technology is developing too fast.

Without further ado, let’s get to the point: Generally, for a new position, the company allows 3 months of adaptation time, which is the so-called probation period. Whether you are qualified, unqualified or outstanding, from these 3 months A preliminary conclusion can be drawn. People are judged young at the age of 3 and old at the age of 7. The same is true for a profession. Whether a person is a usable talent can basically be seen during the probation period. Over the years, the people recruited have also reached 10. , basically conforms to this rule. Although there is a proven asymmetry theorem, it cannot be said that one exception can negate everything. According to a basic time period, it can be as follows:

First, spend 10 days to clarify the content of the product you are responsible for selling: what it is used for, what the specifications are, the model and reference price are all recorded Come on, this needs to be memorized, regardless of whether you can understand or understand it. Then spend 5 days consulting with relevant personnel, what is going on with this, what is going on with that, and ask people questions you don’t understand. There is a skill in asking questions. No one likes to ask questions without purpose. , go check the information and read the book first, and ask when you see that the person is not very busy and is in a good mood. Everyone likes to be a teacher, including me, but I don’t like those who ask again. Next time I encounter the questions that have already been said, ask again. , Comprehension! ? When you are lost in time, you will learn how to overcome yourself. At the same time, you must be able to contact and reflect, and draw inferences from one instance to other cases; during the process of asking, you can also find out which customers are currently using it, what projects are being used, and how many specific shipments there are. What is the approximate market share of this product? Of course, these need to be recorded in a special notebook. The content must be detailed and reliable. Memorize what you can know. This will take about a month.

After a month, you will have a better understanding of the products you are responsible for. In any case, you already have a preliminary concept in your stomach, otherwise all the content you memorized will be in vain. I have read 300 Tang poems by heart and cannot write Tang poems. At least I will make a limerick. My goal for the next month is to find opportunities to go out with seniors to visit companies and customers who use this product, and to visit old customers. This will make it easier. There is no pressure. The first step is to introduce the new engineers and get to know them. The key is to stabilize the relationship and ensure that our company's products are used in their company. At this time, it is the time for the new engineers to be busy. They must record this: Who visited, what they said, and what the customer thought. Be careful not to ask any questions at this time, just think that what the old man said is right, even if he changed 100 US dollars into 100 RMB. You can use other hints. You don’t need to answer all the customer’s questions unless the customer mentions you.

Then remember to exchange business cards (this should be the first thing you do when you meet the customer, ^_^). It is best to remember their name and appearance at that time. If you find out that they have any preferences or care about something, Yes, you should also record it. This is your future wealth. Of course, during this process, you can compare what you memorized with what they communicated with them, and you can find out what content you memorized should be told to the customer under what circumstances. .

Remember, when you go to visit a customer with an old senior for the first time, you should talk less. If you don’t understand something or something you can’t understand, ask again after you come back. Don’t refute the customer’s objections. If you are having a social event, don't get people drunk. Stop it in moderation. One thing to note is that you don't want to overshadow the seniors, but you also need to leave a deep impression on the customers. The day after you come back, it is best to make a phone call or send an email to thank them. Regardless of whether they continue to use your product, you must thank them for providing you with time. If the questions raised during the visit were not answered at that time, You need to check the information and give them a reply, and then say that if there is a project in the future, I can contact you or someone from your company at any time. Your phone number and email must be included in the email.

After visiting several customers with the seniors, I want to summarize how the seniors negotiated with the customers from the appointment to the end of the visit, how they grasped the content of the discussion, and how they came up with new projects for the customers. The content includes how we discovered signs that customers are replacing our products, where we failed, what the estimated shipments are, and what customers are currently concerned about. Keeping in touch is a sign of respect for old customers, and it is also a necessary way to gain the trust of old customers.

After completing this month, you may need to develop new customers. Visiting strangers is the biggest challenge. You can look at relevant local companies based on friends' recommendations or advertisements to see the performance of their products, and then estimate whether they will use our products. If you are not sure, you can pretend to be a customer and call them to see what they use. Technology, come up with some content, and then visit in a targeted manner. Generally, you will enter the R&D department first, and then the purchasing department. Hey, the R&D department is responsible for trial products. If possible, then the purchasing department will be involved. Next, even if the customer is in hand, of course you must keep in touch and respond to them promptly if you encounter any problems. From the price to the planned delivery time, when you encounter unpredictable risks, notify them in a timely manner to make them feel that you have always been there. Thinking about them.

As for big customers, they apply for gifts from the company during the holidays and send them to them when the time comes. But don’t forget that when sending them, people who are familiar with them should say blessings, and those who are unfamiliar with them should say blessings. , or those who have not interacted with each other, in addition to blessings and exchanging business cards, hehe, doing sales is actually accumulating popularity.

After 3 months of this, it is estimated that a person will lose 10 pounds, but the progress will be rapid. There is no way, eating fast food will not make you fat.

Salespeople are generally positioned as businessmen. From ancient times to the present, the view that no businessman can be dishonest is still very serious. Cantonese people say that it is not profitable to start early, so in many cases, I can't believe the words of a salesperson, and he is a fledgling calf, so I have to be a good person first, focus on small things, accumulate trust, and build relationships. Generally, newcomers cannot decide to what extent the price can be lowered, but they can give enthusiastic responses and actively help customers find solutions when they run into trouble and ask you for help. If you do this more, the industry will have a reputation and your personal credit will be better. will be established.

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