(a), planning objectives:
1, to improve the comprehensive quality of salesmen.
2. Increase the sales of products.
(B), market research and analysis and coping strategies
1, the vast majority of salesmen do poorly in details.
For example, knocking at the door, some knock very hard and too frequently, some floors knock and knock until there is a noise inside, some stop ringing when they see the doorbell, and some even hum a tune in alto while knocking. ......
At the morning meeting every day, we should remind the salesman to do the details well and be calm when something happens. Look at the house number before knocking (in case the target customer suddenly asks "which door are you knocking at?" When the target customer opens the door, we can also say "Hello! Excuse me, is this number XX? " For the beginning, this may bring him closer), tidy up your hair and clothes, then tap two or three times, then take a step back and wait for the target customer to open the door.
As long as we have time, we should often let the salespeople do practical exercises in the company.
All the salespeople are engaged in one-off business, but they failed to win the battle and realize another transaction after the transaction.
For example, they didn't leave a business card for the target customers. Even if the deal was made, some of them didn't show the same courtesy when they left, and some even got the money and left directly.
At present, it has become a company fashion to establish a customer information base and provide "customized goods" according to customers' special needs. Although our company can't do this at present, we can record a customer's information every time we visit him, especially the customer who clinches a deal. Call and say hello on holidays, close the distance between us, and strive to cultivate the customers who have clinched the deal into their own repeat customers and permanent customers, and the customers who have not clinched the deal strive to cultivate them into their own customers.
After the transaction, we should pursue the victory and strive for another transaction. When parting from the target customer, it is best to wait until the other party turns around.
Remember: treat customers as lifelong friends! Keep in touch with them!
Almost all salespeople start with the same sentence, which is debatable.
Because saying "don't want money" before saying "want" will give customers a feeling of dishonesty and seriously affect the company's image and the credibility of products.
We should get rid of "free, free". Introduce yourself, the company and the products to customers first, so as to impress customers sincerely.
If the target customer asks "Do you want money" from the beginning, we should not answer directly, otherwise you will be passive. You should skillfully let customers feel that their hearts are closer to you after you answer. For example, you can answer this question: A, can you not talk about money? What a difference! Let's talk for a while, shall we? Can I have two minutes of your time? Maybe in two minutes, you won't ask about money again. Pay attention to your expression when you say these words, and try to make him feel that he is chatting with an old friend.
Most salesmen performed well at first, but when the target customers hesitated or had a tendency to say no, they almost gave up, and their expressions changed, failing to bring basic polite expressions and smiles to every target customer.
No matter how our customers treat us, we should keep smiling and tolerant. In any case, we should stick to it and never give up easily. For them, you can't be stingy with your blessings. You can also say some compliments on the basis of respecting yourself, which will make him feel comfortable and leave a good impression on him. This may make customers who have a bad attitude from the beginning feel guilty and will do business with you next time. Never be angered by the other party, or you will fail. If the customer hesitates, it means that there is a great chance of closing the deal, which means that what you say can't completely impress him. At this time, as long as you work harder, this wish will come true.
5. The patience of salespeople is not very good.
For example, a family on the first floor opened the door and heard the introduction, then turned and walked into the back room. The door was open (I guess it was to call another person), and then the salesman knocked on another door. It turns out that my guess is correct.
When doing door-to-door sales promotion, we can only face one customer at a time, so as to give customers a feeling of sincerity and respect, so as long as this customer has not locked the door, we can't go to another customer.
6. Salespeople are not good at catering to customers' psychology.
For example, once an old woman bought it for her daughter-in-law, but she couldn't find the money at the moment, so she took ninety cents as a dollar. As soon as the salesman saw it, he said it. I found the old woman a little embarrassed. She walked around the back room for a while and then took out a dollar. For example, once a salesman had no change, but he wanted to give the customer 20 cents less change. Obviously, the customer was not satisfied until I took out the change.
We can get ten to twenty dollars for selling a box of products. Why not cater to customers? What's wrong with earning a few cents less and winning the trust of customers? For this old woman, maybe she will worry that her daughter-in-law won't like it after buying it. We should tell her that if her daughter-in-law doesn't like it, she can return it. Making money is important, but human feelings are more important. Can't let customers suffer a little injustice. Only in this way can customers trust you, become your permanent customers and introduce more customers to you.
7. Salespeople don't know much about respecting customers.
For example, in and out of the customer's home, the door failed to maintain its original state. Some people sit down without waiting for the customer's invitation, and some even pour their own water.
If you are a person, you want to be respected by others. If you respect him, he will have a good impression on you. So always pay attention to those things and respect customers.
This salesman doesn't pay much attention to appearance and dress.
For example, some nails are long and yellow (smoked), some are wrinkled, some shoes are covered with dust, and even cracked.
9. Salespeople are not very flexible. For example, everyone is a "teacher" in uniform.
What we do can't stand still and stick to the rules. If you want to analyze specific problems, different people should have different names.
10, most salesmen use inappropriate language. Please look at the dialogue I heard below.
A. after knocking at the door, "who is it?" "Hello ..." "Wrong number." "So afraid? This is not robbery. "
B, the target customer hesitated, "do you want it? Do not let me give it to others. " "No, you go." Turn around and leave at once. People are still humming.
C.i met a woman on the stairs. "Who opened the door for you?" (pointing to the switch) "It's not you anyway, and we're not bad people."
D. When the customer says "We don't want it" and closes the door, "Are you so timid? So scared in broad daylight? " Speak louder.
E, "I don't want it" "I know you don't want it. You don't want it, others want it, and you don't know the goods. " "Still a boss, so stingy?" (When her house was renovated, the worker called her "boss" for help.)
After so many days of market research with the salesman, there are countless irregular and inhuman conversations. This is the performance of a salesman's professional quality. To put it more seriously, it is the performance of comprehensive quality. What the person in charge can do is to remind them of one thing from time to time, and if they don't change after repeated instructions, they can consider dismissing him.
(3), customer problems
The following are the customer problems I found in the process of research. The company can consider them, or let each salesman write down the customer's questions, and then synthesize them to come up with the answers. Write them on a card, and every salesperson will have one, so that they can answer similar questions with ease.
1, "I have never seen this brand."
2. I haven't waited to introduce the product. "How much?"
3. "This is for women, we don't need it."
4. When introducing products to customers, someone came down from upstairs. "Do you believe this, too?"
5. "We only believe in famous brands." Don't worry about product quality.
6. A small hole was opened. "Hey, are you the owner here?" "no"
7. "We don't need it."
8. "Both, there are too many brands."
9. "Do you want money? Accept it or give it up. "
10, "It's too expensive."
1 1, "There are no women at home."
12, "No money."
13, "Never use this, like natural beauty."
14, open the door and shut it after listening to a few words.
15, "Don't believe in sales promotion."
16, the woman was tempted, and when the man came back, he pulled her into the house.
17, the customer was tempted, but when he heard that he wanted money, he didn't want it.
(iv) Concluding remarks
Marketing, in layman's terms, is to walk over, speak out and get the money back.
Many people think that salesmen are capable as long as they sell their products, and the means are not important. I don't think so. I think sales is important, but it is more important to maintain the company's image, be a man, communicate with customers with heart, face it sincerely, let customers trust themselves, and thus cultivate them into permanent customers.
Undeniably, most salesmen work hard, but improper methods and uncivilized language will often get twice the result with half the effort, and will also make customers feel bored, thus affecting the company's reputation. The person in charge should be trained strictly in this field, and it is best to list the small details that the sales staff are easy to ignore and tell them at the morning meeting every day. At the same time, let the salesmen have time to do a simulation training, and strive to train our salesmen into excellent business teams in all aspects.
My advice to sales staff on how to do business well.
1. You should be able to introduce the company and products fluently without reading the instructions. This is the most basic.
The manager can take time out to visit the sales staff. Strive to let every salesman speak freely and fluently about products and companies.
2. The salesman should write down the problems encountered during each visit to a customer, including the customer's difficulties, report to the manager in time every day, and further discuss the solutions with the manager. Try to deal with such problems and difficulties next time.
3. Practice.
You can use the morning meeting or the afternoon meeting to do a practical exercise, so that two salesmen can exchange problems face to face and take turns to play the roles of customers and salesmen. Ask each other questions and answer each other (the content of the questions can be the introduction of the company and products or the problems encountered when visiting customers, etc. ). You can send another salesman or manager to observe this, write down what is not good enough, and let him write it down for thinking, so that he can get into the state better and faster when facing customers. As the saying goes, onlookers see clearly. After such a long period of accumulated practice, I believe that salesmen will grow faster. So as to achieve the goal of "win-win".
4. Do the details.
Some people say that details determine everything. Therefore, I think doing the details will greatly promote the business.
For example, before entering or leaving the store of the target customer, you should tidy up your hair and clothes and try to face the customer in the best state. You can't go in and sit down without waiting for the customer's invitation, let alone pour water yourself. Especially in front of customers who are not very familiar and have a good relationship.
Everyone wants to be respected by others. If you respect him, he will have a good impression on you. So at any time, we should pay attention to these things. Respecting customers means respecting ourselves.
For example, when you enter the target customer store, you should pay attention to greetings. Also be flexible. You can't always use the same greeting to everyone. What we do can't stand still and stick to the rules. If you want to analyze specific problems, different people should have different names.
For example, when handing a business card to a target customer, hold it with both hands and lean forward slightly. Let the customer feel that you respect him. Although customers are difficult for us and have no intention, we should also show the same courtesy when saying goodbye to customers. If you get the order, you should pay more attention to it. You can't just leave as soon as you get the order.
For example, when chatting with a customer, you should pay attention to your expression and try to make him feel that he is chatting with an old friend.
We should remind the salesman of some details at the morning meeting every day!
5. It has become a company fashion to establish a customer information base and provide "customized goods" according to customers' special needs. Although our company can't do this at present, we can record a customer's information every time we visit him, especially the customer who clinches a deal. Call and say hello on holidays, close the distance between us, and strive to cultivate the customers who have clinched the deal into their own repeat customers and permanent customers, and the customers who have not clinched the deal strive to cultivate them into their own customers.
Remember: treat customers as lifelong friends! Keep in touch with them!
6. Visit customers with perseverance and persistence. I didn't perform well at first, but when the target customer hesitated or had the intention to say no, I almost gave up, and my sentence and expression changed. No matter how our customers treat us, we should bring them basic polite expressions and smiles.
For customers who have made things difficult for themselves and have no intention, don't worry about hitting a wall again. Try to visit him with the same smile and the same courtesy.
No matter how our customers treat us, we should always keep smiling and patient, stick to the end and never give up easily. For them, you can't be stingy with your blessings. You can also say some compliments on the basis of respecting yourself, which will make him feel comfortable and leave a good impression on him. This may make customers who have a bad attitude from the beginning feel guilty and will do business with you next time. Don't be angered by the other party, which is equivalent to blocking the opportunity. If the customer hesitates, it means that there is a great chance of closing the deal, which proves that your expression can't completely impress him. At this time, as long as you work harder, this wish may come true.
7. Be patient.
For example, when visiting customers, someone in the store is shopping, so we have to wait patiently. If the customer is too busy, we can also help him.
8. Be good at learning to cater to customers.
For example, some customers are greedy and cheap, and we can give them a little kindness. Of course, this can be decided according to the company's situation or by yourself.
We can't let the customer feel that the products or services we give him are deceiving him, but let him feel that we are helping him. Only in this way can customers feel that you are a reliable person, become your permanent customer and introduce more customers to you.
9. Pay attention to the image, from appearance to dress.
For example, you can't wear wrinkled clothes, often shave and cut your nails, keep your shoes clean and so on.
References:
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