What skills should a salesperson master?

First, the five qualities that a salesman should possess \x0d\ 1 and \x0d\99℃+ 1℃ are boiled water, but many people often fail and give up when trying to reach 80%, 90% or even 99%. \x0d\ is actually only one step away from success. When you want to give up, think: at this time, others will give up. If you persist for a while, you will surpass others and succeed. This kind of thinking has made countless sports world champions, as well as in the field of marketing. Persistence is one of the first qualities that an excellent salesperson should possess. 2. Self-confidence \x0d\ Self-confidence is something everyone has, and everyone is easy to lose. For a salesperson who walks in the front line of a difficult and sinister market, confidence is more important. If you have no confidence in yourself or the products you sell, can you expect customers to believe in you and your products? Before you convince a customer, convince yourself thoroughly, otherwise the result will only be failure. 3. Enthusiasm \x0d\ If a salesperson has no enthusiasm for his work, it can basically be concluded that 100% of the results will end in failure. Because market development is not only a simple rational persuasion, but also a kind of appeal, excellent salespeople will infect their high emotions to customers, which is very helpful to reach a deal. On the contrary, if you don't have enthusiasm for your job, but just treat it as a hard job, and look straight and tired, these negative emotions will also be passed on to customers. 4. A keen sense of smell \x0d\ When communicating with customers, it is often judged only by the superficial reflection of customers, and the correct rate is very low, and the possibility of success is naturally low. \x0d\ Be sure to listen to the words behind the customer's words and discover the real intentions and ideas behind the customer's surface, which is often the key to success. We should cultivate the ability of insight into details and reverse thinking. 5. Keep learning \x0d\ Nowadays, the society is no longer an era where people can make money only by physical strength. Some salespeople think that improving your performance is \x0d\ walking on two legs. In fact, the result of this idea is that such salespeople can only earn hard money with their legs, and it is difficult to have opportunities for promotion. And an excellent salesperson should keep learning, in addition to learning the relevant knowledge of the industry, he must also absorb comprehensive new knowledge and information in order to keep pace with the times. In fact, many times the key to the success of an enterprise is not only hard work and professional knowledge, but sometimes comprehensive knowledge helps you a lot. \x0d\ II。 Ten skills that a salesperson should have \x0d\ If you have these qualities or are working towards the above standards and are determined to succeed in this position, please refer to the following 10 skills. These thinking modes and skills can help salespeople improve their sales level. \x0d\\x0d\ 1。 Know yourself and know yourself, and you will win every battle. \x0d\ x0d \ Make full preparations before visiting customers, mainly including knowing all the information of the other party in detail as much as possible, and then analyzing it carefully, \ x0d \ summarizing and refining what you want to express, the questions that the other party may ask and how to answer them. At the same time, consider what to do if the other person in charge is not there. What happens if the phone is transferred to voice mail or fax? What if the other party prevaricates and refuses? The more fully you consider the possible situation, the more you can grasp the initiative of communication. So the chances of success have increased. \x0d\2。 If you want to take it, give it first \x0d\ Lao Tzu said in Tao Te Ching: \x0d\ "The more you give yourself to others, the more you give yourself to others. You just concentrate on making customers make money, but the more anxious you are, the less you can make money. Actually, don't sell it to customers in a hurry. At this time, we need to change our thinking. From the perspective of helping customers \x0d\ solve their problems, the results will be very different. Before visiting customers, we should study their information and find out their problems \x0d\ and the problems they want or want to solve. When communicating, you can also listen carefully to understand what customers are paying attention to, caring about and bothering. It is impossible to solve all its problems without \x0d\, but as long as you can help a little, even if you can't, just be a sincere listener. \x0d\ At this time, you have created more or less value for your customers, and their goodwill towards you will increase. Then it will be much easier to talk about your business. \x0d\\x0d\3。 Take the detour as a straight line and curve forward \x0d\ German strategist von Klow? General Weitz said: "x0d" is often the shortest way to achieve the goal. \x0d\ marketing is the same, the most direct method is often the most stupid and ineffective. Direct customer promotion has a low success rate. \x0d\ Take more detours, and the chances of success will be obviously improved. For example, when communicating with customers, don't rush to say what you want to say, \x0d\ because what customers want to hear is always different from what you want to say, and at this time, it is the wisest thing to make customers interested. It can be said that \x0d\ some topics that customers are interested in or related to business can bring benefits to customers. Then, after eliminating the strangeness, lead the topic to your purpose in \x0d\. Appropriate questions will also stimulate customers' interest and learn more about customers. \x0d\ Some key big customers need to make a strategic detour, and even don't talk about your business in the first few contacts, just to establish contact with them and try their best to solve problems for customers. We humans have a sexual characteristic: when a stranger contacts another person with an interest, the other person will instinctively refuse. If this person has no personal purpose to associate with him or even help him, the other party will be happy to accept it. When you become friends, it is much easier to talk about business, \x0d\ the other party will even help you like friends. \x0d\\x0d\4。 Quality first, quantity second \ x0d \ x0d \ The most critical factor of sales skill is quantity, and success is a probability. The greater the number, the higher the probability of success. There is a saying in the market: \x0d\ "Sales will always be a numbers game \" Yes, but this sentence can be added: \x0d\ "Pursuing quality will make this game more exciting". When doing business, we should improve the quality as much as possible while exp\x0d\ing the quantity, and control the quality, which includes more valuable customers. Because simply asking for quantity \x0d\ is likely to spend a lot of energy on low-quality customers who are difficult to generate benefits. \x0d\80/20\x0d\ The law also applies here. \x0d\ Only \x0d\ Continuously improving quantity while ensuring quality is the basis for improving performance. \x0d\\x0d\5。 Don't underestimate everyone involved in the business \x0d\ We usually ignore people who don't look like customers, and sometimes these people are likely to be big customers or people who influence the purchase decision. \x0d\ For example, a couple from an automobile sales company come to buy a car, and the main person who communicates with the sales staff is the man. However, the salesperson is keenly aware that the decision to buy is in the hands of another lady. At this moment, a saleswoman came to chat with the lady. It turns out that her husband is going to work abroad for two years soon. For the convenience and safety of his wife's commute, he plans to buy her a car, but this lady has many worries. In this case, the man is the buyer and the woman is the decision-maker and user. On the surface, if we pay attention to this person, we are likely to lose the deal. Don't underestimate everyone who has something to do with the transaction, even if it seems irrelevant, be good at accurately finding out who is the buyer, who is the buyer and who is the user. \x0d\6。 Become an expert on the products you sell \x0d\ We are all easy to accept the advice of experts in a certain field, and we are more likely to believe what they say. Therefore, being an expert on the products you sell is very helpful to promote business, especially when selling goods with asymmetric information, while selling goods that we all know and understand, the role of experts is relatively small, such as food and clothing. And if \x0d\ is an unfamiliar or professional commodity, that is, a commodity with asymmetric information, such as drugs and high-tech instruments, it is very helpful to become an expert to ask questions about \x0d\ to promote sales. Even if the sales staff of general commodities can know the products they sell like the back of their hands, it will increase the trust of customers. On the contrary, if you don't even know your own products, how can customers buy with confidence? \x0d\x0d\ 7。 Cleverly handle the relationship between value and price \ x0d \ It is normal for salespeople to often face the bargaining of customers, but what attitude they take determines who has the initiative and the outcome of the transaction. Usually, in order to reach a deal, the salesperson will continue to meet the customer's bargaining requirements until he reaches the bottom line that he can bear. Even if you reach the bottom line, you may not be able to reach a deal, because if you compromise on the price reduction, you are also shaking customers' confidence in your products. The more you drop, the more uncertain your customers are, \x0d\ the sense of value of your products is decreasing. As the sense of value decreases, the price they are willing to pay will also decrease. \x0d\ The correct way is not to reduce the price as much as possible, but to improve the value of the goods, so that customers feel it is worthwhile to pay for your goods, such as emphasizing the advantages of the products and the benefits they can bring to customers, and giving away some other goods or value-added services, so as to ensure the value of the goods without losing profits. However, for goods with obvious price reduction space, if the price is not allowed at all, customers will be very unwilling. At this time, the price can be slightly reduced to give customers a psychological balance. However, the price reduction should make customers feel that they need to make great efforts, and the price reduction range should be very small, because the characteristic of human nature is that the harder it is to get, the more precious it is, and it will be cherished only after it is obtained, and vice versa. \x0d\8。 Pay attention to the people around the decision-maker \x0d\ Some people close to the decision-maker, such as assistants and secretaries, have great influence on decision-making although they have no decision-making power. Even the key to business success is decided by these people. These people are close friends of the decision makers, who will refer to their opinions, offend, despise or ignore these people because they feel that they have established contact with the decision makers. \x0d\9。 During holidays or major events, sales staff will send some invitation or greeting emails to customers. Because there are many customers, mass mailing is usually used to save time, but the effect of this kind of mail is very poor, because most of the mass mailing will be discarded as spam by mainstream mailboxes. Regardless of individual differences such as age, gender and identity. Mass mailing also seems to pay insufficient attention to customers. \x0d\ The same is true for sending messages to customers during holidays. Most of them are looking for a blessing SMS to send to all customers. When customers receive such news, they know it well and will not pay attention to it. Nowadays, many new mobile phones also have the firewall function of mass SMS, which will automatically reject mass SMS as spam. The correct way is to "tailor-made" emails or text messages for different customers. If you are a stranger or a new customer, not only that, it is also very useful to set an attractive theme. These practices seem to take more time, but they can bring unexpected gains. \x0d\ 10, the best way to visit customers \x0d\ Generally speaking, people are afraid of meeting, trees are afraid of peeling, and the success rate of meeting is higher than that of calling, but the actual situation is that it is difficult to find the person in charge when visiting strangers, and they are exhausted at the end of the day, and they can only visit six customers on average (the number varies according to different industries). You can call at least 50 times a day, which is more flexible and easier to find the person in charge. However, when a strange phone fails, the frustration is much higher than when the phone fails, because the cost and psychological state are different. When a strange visit fails, morale and self-confidence will be severely hit. Therefore, it is more appropriate to establish contact with each other by telephone or email. , at least after find out the situation.