How to expand business

The first task of a salesman is to sell. Without sales, there is no hope for products and no hope for enterprises. At the same time, the salesman's job also has the ability to open up the market. Only sales are hopeless, because you are selling products or services. Only by constantly developing the market can you establish a long-term market position, win a long-term market share, establish important intangible assets for the sales channels of enterprises, and win stable performance for yourself.

So what should an excellent salesman have? Consider the following eight situations:

First, confidence.

Self-confidence is the motivation for people to do things, and self-confidence is a kind of strength. As long as you have confidence in yourself, you should encourage yourself at the beginning of your work every day. I am the best! I am the best! Self-confidence will make you more energetic, believe in the company, believe that the products it provides to consumers are the best, believe that the products it sells are the best of its kind, believe that the company provides you with opportunities to realize your own value, and believe that you can do your own sales well. To be able to see the advantages of the company and its own products, and keep these in mind, to compete with competitors, we must have our own advantages and face customers and consumers with the belief of winning.

Before selling products, you should sell yourself and have confidence in yourself. Only by selling yourself to customers can you sell your products to customers.

Second, sincerity.

Everyone should have sincerity and mentality, which is the basic requirement to determine whether a person can succeed in doing things. As a business person, he must treat customers and colleagues sincerely with a sincere heart. Only in this way will others respect you and treat you as a friend. Business representatives are the image of the company, the embodiment of enterprise quality, and the hub connecting enterprises and society, consumers and distributors. Your words and deeds will directly affect the company's image incompetence. No matter what industry you are engaged in, you should have a sincere heart to face your customers, colleagues and friends.

Third, there is a will.

Pay attention to everything and learn. We should cultivate the habit of thinking hard and be good at summing up sales experience. Review your work every day.

Look at those places again. Why? This is not good. Why? Ask yourself more why? Only by discovering the shortcomings in our work can we continuously improve our working methods, and only by improving our ability can we seize the opportunity.

Opportunities are reserved for those who are prepared and for those who have the heart. As a salesperson, we should know every change of customers, try to grasp every detail, be a conscientious person, constantly improve ourselves and create a more wonderful life.

Fourth, willpower.

In fact, starting a business is very hard. I visit many clients and write many reports every day. Some people say that half of the sales work is done with feet, and the other half is done with brains. I want to visit customers constantly, coordinate customers, and even provide services with consumers. Sales work is by no means smooth sailing, and there will be many difficulties, but we must have the patience to solve them, the indomitable spirit and the strength. Only in this way can you do a good job in sales.

Five, good psychological quality

No matter what line you are in, you should have good psychological quality, so that you can face setbacks and not be discouraged. Every customer we deal with has a different personality. We should be able to keep a calm mind when we are hit, analyze our customers more, constantly adjust our minds and improve our working methods, so as to face all the blame. Only in this way can we overcome the difficulties. At the same time, we should not be carried away by temporary success. We should face our work with a normal heart. Face your career.

Sixth, there must be execution.

An excellent salesperson must obey the arrangement of the superior leader and seriously carry out the company's instructions. Some salespeople like to do their own thing. The company's instructions go in one ear and out the other, thinking that they are the best, and the leaders don't listen. This is a terrible business. Although your leadership is not as good as yours, he is your leader after all. There must be a better place for the company to ask him to be your leader and have better management ability than you. Therefore, we should be an excellent salesman.

Seven, teamwork.

Sales depend on cooperation, and salespeople can't do without the wise decision of the business department, the strategizing of the sales office, the scientific planning of the region, the support and cooperation of various departments, and even the grace of God. However, it still needs the efforts of sales staff. "The mountain is high and the sea is wide." Even if it is a brick and tile, at least dedication is the professional quality that salespeople must have, and individual heroic salespeople can't do well in sales.

Eight, we must continue to learn.

Salespeople have to deal with all kinds of people, and different people pay attention to different topics and contents. We must have extensive knowledge in order to have the same topic and talk about speculation with each other. Therefore, salesmen should read all kinds of books, no matter what kind of books, as long as they have leisure, and they must develop the habit of continuous learning. We should also learn from people around us, constantly consult our colleagues and cultivate the ability of learning opportunities.

A salesman should form the habit of thinking and summing up frequently, and make daily summary, weekly summary, monthly summary and annual summary. If you face different customers every day, you should negotiate in different ways. Only by constantly thinking and summarizing can we reach the most satisfactory transaction with our customers.

As a salesman of the company, selling products is the primary task of the work, but to sell products, you have to find customers. As a novice, finding customers is really a big problem, so how to find customers?

1, when you start looking for customers, the first thing you should do is to thoroughly explore the products you want to sell and master as much knowledge about the products as possible, because this knowledge will help you overcome the difficulties you encounter in business work. Imagine how a person who doesn't know his own product can persuade others to buy your product. However, if you lack product knowledge, customers will mind you. Therefore, in the early stage of business work, you must first know your own products clearly, so what you need to know is: product name, product content, usage, product characteristics, after-sales service, product delivery date, delivery method, price and payment method, production materials and production technology, as well as peer products. After completing these tasks, you can run your business. With this knowledge, your business work will get twice the result with half the effort.

2. How to find customers? For new salesmen, finding customers online is the best choice, so first search some information about your customers through some commercial websites online. Because you have mastered the knowledge of your products, it is not difficult for you to contact customers even by phone.

In addition to finding customers online, you can also find customers through professional magazines. Now the magazine industry is quite popular, and the customers of this kind of magazine are used to it. Generally speaking, companies exist as long as they appear in magazines. Better magazines are HC, Universal and so on. , clear classification, easy to find customers.

4, the front is the beginning of the salesman to find customers, every new salesman can find customers in the first two aspects. But after the business work starts, finding customers will leave those methods, because after the business work is over, customers will come to you, not you. Engaged in business work, can not be separated from visiting customers, so how to cultivate their own customers in visiting customers? Many salesmen will focus on customers when visiting them, because visiting customers is what they want to do, but it shouldn't be like this. The customers you visit are only your potential customers, and your success depends on your personal performance ability. You'd better leave such customers alone. So what should I do when visiting customers? Every time you visit a customer, you'd better know the salesmen who are sitting in the waiting room waiting for the purchase interview with you. Knowing those talents is the purpose of your visit to customers. Those people have real customers you want to be, and they are all people who have started to cooperate and know the details of customers. As long as they are willing to introduce you, are you afraid that no clients will do it? Every factory or company has to purchase a lot of materials in the production process, and these materials are bought back from the salesmen who sell these materials through procurement. You should know very well how many companies produce those materials. As long as you have the sincerity to make friends with those salesmen, no one is unwilling to make friends with you, and they are willing to exchange customers with you if you take out your contact book. They will not only introduce customers to you, but also recommend your products and you to their customers. Of course, you should do the same, so that your customers will automatically find you!

In the final analysis, doing business is a process of building a network. The bigger your network, the easier it is to do business. After you have gone through the above steps, your direction of looking for customers should shift from customers to getting on well with those salesmen. If you have nothing to do, you can run to their company and chat with them to exchange customers. As long as you have the skills and sincerity, there will always be good customers for you, and your customers will increase in the process of your communication. Because you can exchange B for A's customers, and then exchange A for B's customers. If you exchange C for customers, your customer base will snowball.

6. In addition to asking salesmen in related industries to introduce customers to you, you can also find customers in another way-that is, ask your customers to introduce customers to you. Although this method is difficult to say, it is not difficult to do. When you are sincere to customers, customers will introduce your advantages to his friends, because business owners have few friends in the same industry. Otherwise, he won't be a successful boss. Doing business depends on mutual support. After all, there are very few people who start from scratch, and relatives or friends start first and then propose it. Especially in this era when family businesses are blooming everywhere. In this way, the customer introduces his friend to do business with you, because he is introduced by a friend and he is sure of you. Such customers are almost effortless and feel very safe.

7. Finally, this method is very skillful and sincere. Of course, if you can't do this, you don't have to. You have mastered all the above methods, and you are already a very successful salesman. I lost a lot of customers in this way, but I believe it exists and can be implemented, that is, let your competitors introduce customers to you. Doing business is a kind of management, and in the end, you can operate flexibly, because the products produced by your company may not meet the whole market, so when you meet customers that you can't meet, such as your price is too high and the quality is too high for customers to accept, then you can find a manufacturer that produces the same products as you and introduce them to him. Similarly, when that manufacturer meets your product requirements but can't produce it by itself, he will introduce customers to you. Although the truth is feasible, it is not easy to operate. It is very likely that the ideas of the manufacturers you meet are different from what you think, so you will suffer a lot.

B (a) code of conduct for salespeople

1. Health is the most important capital of a salesman.

Don't get into bad habits.

It is the salesman's mission to complete the performance stipulated by the company.

4. Have sufficient product knowledge, especially new products.

5. Establish business relations.

6. Strengthen the development of new dealers.

7. Investigate the dynamics of competitors.

8. Prevention of bad debts

9. Properly handle complaints.

10. Cultivate the spirit of loving the company.

It is not difficult for everyone to try to work as a C salesman, but it is not easy to say. Not everyone can do it well, but no matter what industry a salesman is, he must first understand product information and technical information, and he must be the kind of customer who can analyze from a professional perspective no matter where he talks. The second is publicity. Tell it widely and publicize it through the free website. In short, it is possible to get an order by casting a wide net. One aspect is communication with customers. How to get customers to recognize you, your major, your products and finally make a deal? I think only we can experience it ourselves, communicate with customers more and deal with any problems in time. I believe that the improvement of our business ability is just around the corner.

D Win new customers with Robert Goldman's seven steps.

The first step is to determine which customers you must have (they have bought products or services similar to those you sell and paid similar prices. The quality that is important to them is equally important to you, but they are still the core customers of others) and turn them into core customers (that is, customers who like the products or services provided by your company and are willing to pay reasonable prices for them).

The second step is to have a realistic and accurate market positioning. That is, what do you represent in the eyes of essential customers and core customers?

The third step is to find the best market position closely connected with customers.

The fourth step is to prevent satisfied customers from becoming competitors' customers. To turn a satisfied customer into a loyal customer, you need to understand and follow the customer rules.

The fifth step is to know what you don't know. Conduct in-depth investigation and integrate the results into the company's strategic plan.

The sixth step is to actively recruit and retain necessary employees.

The seventh step is to communicate effectively with the customers that the company must have.