How to do a good job in sales

Introduction: Service has become the most discussed topic. What kind of service is good service? Many colleagues think that service beyond customers' expectations is good service. How can sales provide good service? Let's take a look at the related contents that I have sorted out for you.

▌ 1. Avoid ups and downs.

when you see something on the market that makes money, you rush into it, and when there is no market, you rush into it. So "ups and downs", the business is done in a muddle. To avoid this "ups and downs", we need to pay attention to the following five points:

1. Self-knowledge.

shopkeepers should be aware of their own business experience, business ability, and the thickness of funds. Give full play to strengths and avoid weaknesses, don't be too strong for your own difficulties, don't follow the fashion, keep a clear head, and analyze the reasons and conditions for others' good sales, and measure whether they have it. We should proceed from the subjective and objective actual conditions, and not just rely on wishes and imagination.

2. Learn with an open mind.

know your own industry, be familiar with technical details, including the operation essentials of weighing and measuring instruments. If you don't understand, you should ask for advice in time.

3. broaden your horizons.

you should have a strategic vision, and don't just focus on immediate interests.

4. Pay attention to information.

use radio, television, books and newspapers, computers, mobile phones, traditional media and modern media to obtain relevant information, keep abreast of market changes and try to establish extensive contacts with the outside world.

5. Legal protection.

We should attach importance to the role of law and learn to use legal weapons to protect our legitimate rights.

▌ Second, the secret of "knowing how to do business"

Success in business is praised by everyone as "knowing how to do business". Being able to sell, manage money and publicize are all very important, but they are all discussed from one side, and the secret of "being able to do business" is not fully and deeply revealed.

the promotion of goods is only a link in the process of doing business, but if there is no satisfactory goods, reasonable prices and reliable credit, it will not be effective for a long time only by selling skills.

financial management is of course important, but if the market can't be opened and the goods can't be sold, no matter how you manage and calculate, you can't bring the occupied funds into full play.

as for publicity, after all, it is necessary to base on real good goods before satisfactory results can be achieved. Otherwise, it will backfire and even ruin your reputation.

it is true that paying attention to the above points is of great significance for doing a good job in business. But people who really know how to do business are most concerned about customers. They plan their own business activities based on customers' needs and hopes. They always take care of customers as their foothold, and make profits by making customers truly satisfied. Only when there are customers can business flourish. Shoddy, fake, deceive users, although sometimes they can get lucky to make money, but they all lose credibility, block the back road, and finally lose more and more money, so they have to quietly close the door.

▌ III. Correctly treat the goods returned

Customers should calmly handle the goods returned: no damage, no hindrance to resale, should be returned; Commodity damage, customer responsibility, negotiation; Food and medicine, no change, no refund, make it clear.

In order to reduce returns, precautions should be taken:

Pre-sale inspection, general goods are unqualified and not sold; Shortage of defective goods, to be completely transparent, commodity quality, damage degree, price reduction range clearly explained; The whole sales process is patient, meticulous and thoughtful, so that customers can choose carefully; Carrying out after-sales service, implementing warranty and earnestly safeguarding consumers' interests can greatly reduce the phenomenon of return and exchange.

▌▌▌▌▌▌▌▌▌▌▌▌▌▌▌▌▌▌▌▌▌▌▌▌▌▌▌▌961 Clear target, focused, tight-footed, straight to the counter, eager to show what to buy, the salesperson should immediately receive, take whatever you want, and don't keep him waiting; Hesitant, slow-footed, stop until they are interested in a certain commodity. Salespeople should take the initiative to greet, understand the demand, actively display the commodity, and patiently answer the consultation; Shoppers don't have a certain goal. Take a walk and have a look. Shop assistants don't rush to receive them. They don't receive them warmly until they are interested in a certain commodity and observe it carefully.

When customers buy goods, they usually have the following motivations:

1. Being realistic.

the products I hope to buy are the most suitable, of good quality and easy to use. This is a common purchase motivation of customers.

2. seek speed.

customers are quite familiar with and trust a certain brand of goods, and often use them. They walk into the store, buy by name, and make a quick deal.

3. be innovative.

The purchase motives are "fashion" and "strangeness". This kind of customers pay special attention to styles and social popularity when purchasing goods.

4. Seek beauty.

this kind of customers pay special attention to the beauty of the shape, color and art of the goods themselves, and attach importance to the beautification of the human body, the decoration of the environment and the edification of people's spiritual life.

5. Be honest.

with the pursuit of cheap goods as the main purpose, this kind of customers often want to buy goods with treatment price, discount price, special price and internal price.

6. Seek a name.

this kind of customers pay special attention to the trademarks and brands of goods. Where brand-name products are rushed to buy, or even over-purchased, the actual demand and quantity are not considered very much.

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seek truth from facts when introducing commodities, without boasting advantages or concealing disadvantages; Inferior goods, completely transparent; Sell goods, guarantee repair, return and exchange. No disguised price increase, no shortage of weight, so as to achieve "balance, full, full size."

2. It is convenient for the masses.

sales methods and business hours should be convenient for the masses.

3. Skilled operation.

the shop assistant is familiar with the skills of taking, putting, wrapping and tying goods.

4. Warm service.

enthusiasm, initiative, patience and thoughtfulness.

5. Beautiful display.

the merchandise display is beautiful and eye-catching, which is convenient for customers to choose.

6, clean and tidy.

the goods are placed neatly, and the inside and outside of the store are clean.

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A reporter investigated that in a cotton shop, a waiter dressed in dirty clothes sat next to the snow-white cotton cloth and smoked, and customers who wanted to buy the cloth left one after another. A waiter in a restaurant has long black nails. When he brought the steamed stuffed bun to the customer, it caused the customer's nausea and vomiting, and he didn't want to eat it after buying it. A middle-aged male shop assistant asked the female customer who stopped to watch the clothes, "What do you want? I'll show it to you. It doesn't matter if you don't buy it. " Finally, she bought a plaid shirt. When she left, she said, "I was just browsing, but it didn't matter if you said not to buy it, which made me moved. I needed to add a shirt myself, so I bought it."

the appearance language of a salesperson is an important factor in determining whether a business is successful or not.

▌▌▌▌▌▌▌▌▌▌▌▌▌▌▌▌▌▌▌▌▌▌▌▌▌▌▌▌961 It reveals the relationship among goodwill, credit and customer. Shopkeepers want to create a brand for their stores, so they should sincerely think about their customers and make them feel trustworthy. Reputation has gone out, customers come here, business is booming, and it comes naturally.

The "reputation" of a store has two main contents:

First, the quality is reliable, including the quality of goods and repairs, and the catering industry has service quality besides the quality of dishes; The second is to keep your word, such as promising "three guarantees", which will be truly honored, repaired and delivered on time.

▌ VIII. Don't underestimate small businesses

Some shopkeepers think that small businesses are troublesome and can't make big money, while big businesses are simple and earn more, and one big business is worth hundreds of small businesses. This is actually a misunderstanding. Small businesses are related to thousands of households, and they are large in quantity, well done, sold much and consumed quickly. The higher the turnover, the more money you earn.

experienced shopkeepers can manage small commodities in the following ways: first, based on customer needs, make small commodities with uniform specifications and many varieties to meet the' different needs' of various customers. Second, according to the characteristics of small commodities, we can operate flexibly, break up the whole and sell the parts, process and reform, such as lacking-matching pairs, cutting by size, selling clothes and needles at retail, selling balsam at two prices and so on. Third, it takes pains to provide convenience, out-of-stock registration, timely purchase and convenient receipt. Small commodities with various colors and strong selectivity are introduced in various forms, and where conditions permit, there are also services such as purchasing electricity, mail order and making an appointment.

▌ IX. Pre-sales and after-sales service

Pre-sales service, based on careful study of customers' psychology and hobbies, induces customers' desire to buy. To do a good job in pre-sales service, we should make efforts in the following aspects: First, be a good customer consultant, cater to customers' psychology, hobbies and needs, and stimulate customers' love for the goods they need with a series of methods. The second is to provide all kinds of convenience for customers. What should I do if I think of a few more for customers? How to buy big items? What if I can't move it? What should I do if the home appliances I bought need maintenance? Introduce our delivery service and maintenance service. The third is advertising, which introduces the performance, characteristics, use and maintenance methods of goods with concise words and vivid pictures, and strives to expand the influence and guide consumption.

after-sales service is to be responsible for selling goods to the end. Specific measures are taken and the following measures are taken: First, those who fail to go out and the quality is not up to standard will not go out; Don't go out without teaching customers how to use it; Don't go out without explaining the warranty method and place to the customer. The third is to carry out consulting activities, teach and popularize commodity application technology, and provide original parts of commodities in time.

▌ 11. Praise "harmony makes money"

Numerous facts have proved that under the same conditions, the service of salespeople determines the success or failure of business, and they receive customers with a pleasant face, which makes many seemingly unsuccessful businesses close, and makes many seemingly closed businesses ruin.

Some salespeople think that paying attention to service is too much, and "condescending" is degrading personality. As long as things are good, they are not afraid that no one will buy them. These understandings are all wrong. In a harmonious society, people live in harmony, that is, we should pay attention to attitude, not only for dealers, but also for other industries. A kind attitude is a noble personality, and being rude to others is a low personality. In addition, in the era of market economy, good things are everywhere. If you have a bad attitude, he will buy them elsewhere. As the saying goes, "harmony makes money" is a business experience through the ages. ;