Ten Skills of Being the Best Salesman

The company organized training for new salespeople and invited me to give a keynote speech. I summed up the following ten suggestions, hoping to help sales people become the leaders of enterprises and even industries as soon as possible.

1. Build a reputation

You should let people know about you in your area, in your industry, especially in your existing and potential customer base. There are many ways to know your fame, one of which is to look up your Chinese name on Baidu and Google to see if you can find your name. If you can't find it, it proves that you are not famous enough. If you find it, but after ten pages, you are still not famous enough. Because few people will have the patience to look through more than a dozen pages of information on the Internet. What is the most painful thing in sales? After you visit customers, or make a phone call and introduce products, customers are very moved and attracted. Did you say there was an order? The customer replied, sorry, we just finished shopping last month. Then you ask, when is the next time? But the customer said that after three years. But if you are well-known in the industry, customers will definitely choose suppliers without you.

2. Make full preparations

Before you do any sales action, you should do some homework whether you call, visit or send an email. You need to know which company you visit, what products they produce, what they care about, what value I can bring to him, and will what I give help it? Do a lot of preparatory work before contacting customers. If possible, you should make a list of what preparations I should make, because different industries have different preparations, your customers are different, and the people you contact are different.

3. Look for similarities

You should find similarities with customers. You have done a lot of preparatory work and learned a lot about your customer, but if you know all about her energy-saving needs and cost needs, this has something to do with us, but our customers may be more concerned about security, safety, fire prevention and escape. So you need to find some information related to it, or related to its industry. For example, at 21: 31 on October 6, a serious fire broke out in the wholesale market of Shanghai Agricultural Products Center, No.2111, Hunan Road, Pudong New Area. The fire has caused 5 deaths and 14 injuries. Think about what this fire has to do with my client. With the increase of income and the solution of the problem of food and clothing, more and more customers are concerned about safety, and the safety of life and property has increasingly become the focus of attention of thousands of households and government agencies.

4. ask questions

ask questions to get a deeper understanding of customers' needs. Some requirements are known to customers, while others are unknown to customers. The challenge for salespeople is how to collect some insightful, passionate questions that involve users and find out its deep-seated needs. Different customers have different needs. For example, the fire I just mentioned is a demand, but the person in charge of the hospital or hotel may say that we have never had a fire here. But think about it, what will happen if there is a fire. You go to see its buildings again, and tell him what will happen if there is a fire in the building, and then tell him what will happen to this problem if the dead person dies? He may know, he may not know. In addition, many enterprises and institutions have a demand, access control attendance system. When you introduce the access control system to customers, they may say that it has nothing to do with attendance. But ask a few more questions, many companies have attendance requirements, especially the enterprises you visit have hundreds of employees. These enterprises often allocate employees from several personnel departments for statistics: how many people are at work today and how many are not at work. Figure out how much these two people are worth. Ingersoll Rand provides these customers with the most cost-effective attendance system. If you don't ask him about this demand, he may not know. Because this is a matter for the personnel department and has nothing to do with the office or the security department. By asking more questions, we can explore this kind of demand of many enterprises.

5. Looking for decision makers

How can I find key decision makers? The premise is that you know who makes decisions about this project, this project and this procurement. Otherwise, you have found a lot of people and still don't know the ideas and requirements of the decision makers. People who have just started selling, or who have been selling for many years but entered a new industry, may not know the process of customer decision-making and who will make the decision. I have done sales myself, and I have also taken the sales team. I found that everyone who just started to do sales has a painful process. When you talk about a project, he said that he would talk to his supervisor and the project would be signed with you. But the result of the final bid opening came out. He neither purchased the products and services provided by your enterprise, nor purchased from the enterprise of your most important competitor. Because the salesperson didn't know the whole process and who made the decision, it took a long time and finally failed. We in sales should try our best to find out who is the decision-maker and meet the decision-maker.

6. Get recommendations

From now on, you should collect, sort out and keep the recommendations from customers. Because you said how great my company is and how good our products are, these are certainly helpful, but what is more convincing is the recommendation of customers. If you are doing it now and clinch a project, you should collect a customer's recommendation. But the prerequisite for you to get a customer recommendation is to satisfy the customer first. If you close the project but make the customer unhappy in terms of product quality, delivery and after-sales service, will he write you a recommendation? It's good that he didn't write you a complaint. When you close an order, you have to serve a customer; To serve a customer is to ensure the success of a customer; To be a successful customer, you must collect a recommendation. Collect a recommendation, write down what he said and what he thought, and preferably make a video.

7. expand the relationship

don't just see one or two customers. Although the decision-maker is very important, many projects with a larger amount are not decided by one person, but by the bid evaluation Committee through bidding. Sometimes it has two bid evaluation committees, one in charge of technology and the other in charge of business. So you only see one person or two people, but this person only has one vote, even though he is a very important vote. Many times the tender committee has seven or nine votes, so if you have only one person, it is definitely not enough. So learn how to build relationships with relevant departments and people. After all, our project involves design institutes, general contractors, decoration and customers. There are always four units, each unit has several departments and each department has several people. If you only have one, two or three good relationships, it is not enough for him to be persuaded to buy. Therefore, sales need to learn how to understand stakeholders and establish and maintain good relations with them.

8. Become a trusted friend

I just started to sell our products and our company. With the deduction of time, sales staff should recommend our solutions, our services and our designs from the customer's needs, and become customers' reliable friends and consultants in some aspects. I've tasted a lot myself? Sweetness? Yes. In 1991, I started selling construction machinery. At that time, I was in charge of exporting products. Since 1992, salesmen and even business managers of many domestic import and export companies have come to me for help. At that time, most of the business personnel of import and export companies were from foreign languages and foreign trade, and they didn't know much about machinery. I studied German for science and technology, and spent a lot of time learning from the chief engineer and the sales section chief after work, and learned a lot about construction machinery manufacturers, products and applications. I know a lot about which manufacturers of construction machinery in China make what products, so many import and export companies get a bid evaluation plan from abroad. If it is construction machinery, many people will come to me to ask where this excavator is produced, what manufacturer makes this bulldozer and where this truck crane is produced. At that time, I was mainly responsible for road rollers, because our company only made road rollers and pile drivers at that time, but there were many other products in this list, so I would tell them that this machine was for Xugong, this machine was for Liuzhou, and this machine was for Guiyang Mine. . . But as long as the list involves rollers, they will definitely recommend the products of my company. In just two years, the export of construction machinery in my company has increased fivefold. Think about it. In sales, some customers have to find you. No matter whether we have products or not, they will find you.

9. Be diligent in summing up

Every sales experience is a process of practice and growth.

you should be diligent in recording the details of communication with customers, who you met, their preferences, interests, competitors and competitive advantages. Our company provides a platform for customer relationship management (CRM), which is to help you record the bits and pieces of information collected every day and lay a solid customer information foundation for yourself and your team.

11. Firm belief

Last but not least, you must have firm belief in yourself, your products, your company and your team. Any company has something to improve. Apple has problems now, too. Now Samsung seems to be more Niu Yi than Apple, so Samsung has no problem? Every company has something to improve: if there is nothing wrong with the products of this company, then the sales staff will be worried, because this enterprise does not need to sell; If there is nothing wrong with the product, there is no need for service. Any salesperson must have a firm belief in the products and services he sells, and this firm belief should be passed on to customers. I think anyone can be a salesman, whether he is eloquent, proficient in technology or has a bottomless capacity for liquor. But there are two prerequisites: first, you should believe in yourself, the company, the products and our team; The second is attitude, which determines everything. We should deeply understand that customers need not only products and services, but also understand their situation, provide them with reliable and safe solutions, and hope to help their good friends.

I hope you can achieve rapid progress in sales performance by learning and applying the above ten skills. ;