I was very fortunate to participate in the training of the course "The Core of Consulting Marketing Skills and Sales Ability" organized by the company. Through the study of this course, I learned the concept and principle of consultative selling's skill training, and learned the sales processes and steps such as establishing relationships with customers, making sales call plans, determining priority issues, expounding and strengthening product benefits, getting feedback and responding to commitments. Through the study, I know that

skill training in consultative selling is a sales method widely recognized by salespeople at present. It refers to a sales method in which salespeople use their professional sales skills to introduce products, and at the same time, they use their analytical ability, comprehensive ability, practical ability, creative ability and persuasion ability to fulfill customers' requirements, predict customers' future needs and put forward positive suggestions.

Through the study, I realized that to be a good salesman, especially in the financial industry, we must establish the consultative selling concept of customer-centered and helping customers solve problems, and focus on the solutions to customer problems instead of products. Secondly, before discussing visiting customers, we should make full analysis and preparation. When facing customers, the key points of attention in each link and the details that need to be paid attention to. Third, we must take the customer as the center and show the benefits brought to customers. Explore the customer's problems and reflect the value of our scheme. Fourth, improve the service quality, let customers feel the value brought by the follow-up service, and then lock in customers and let them continue to buy. Fifth, in the face of different customer groups, it is necessary for us to formulate sales strategies for different customer types through personality type analysis. In my study, I have learned the following points:

1. Doing sales with my mind and serving with my heart

Doing sales skills training with my mind is to let us use our brains, find ways, do market research, develop and design innovative products, build effective sales channels, do a unique publicity campaign, and target groups with network counterparts to promote our products efficiently. Doing service with heart means that we should not only sell our products, but also do a good job of customer service and maintenance in the pre-sale, middle-sale and after-sale stages, so that customers can fully realize the professionalism and professionalism of our sales and really enjoy satisfaction, security and comfort. As salesmen of financial products in the financial industry, we should follow the concept of selling with our brains and serving with our hearts, and do a good job in the sales and service of financial products in a down-to-earth manner.

2. Persuasiveness and credibility

The power of belief is infinite, and what kind of belief has what kind of result orientation.

Through learning, I realize that as a sales consultant, the role of his beliefs is far greater than his skills. If you want to do a good job in sales, you must have a firm belief that the company you serve is the best company and that the products you sell are the best products. Believe and you will get, doubt and you will lose. Where is the heart, where is the wealth!

3. Commodity+service/price = value

Through learning, I fully realize that the price of a commodity depends on the value of the commodity itself and the quality of the service provided in the sales process. Therefore, what are we selling in the sales skills training process of financial products? Is it the financial product itself, or the banking service itself, or the financial product plus banking service? Obviously, what we sell is our financial products and services, and what customers buy is not only financial products and banking services, but also a feeling. Because most people think rationally and buy emotionally, people now pay more and more attention to the sensory and psychological feeling that the products they buy can give him. In the financial market with fierce competition and outstanding homogeneity of financial products, how can customers accept their own products? This needs to cater to customers' feelings, which is an intangible carrier, but in the process of sales skills training, we must create a good feeling, including the enterprises, products, people and environment that customers know and pay attention to and strengthen.

4. Avoiding pain is greater than pursuing happiness

Through learning, I realize that the motivation of customers' behavior is to pursue happiness and avoid pain. What do customers sell in the process of buying and selling? A customer will never buy a product, but what he buys is the benefits that the product can bring him and the pain that he can escape. Customers will not only care about the product itself, but also the interests, benefits and values of the product. What kind of benefits and happiness he can have when buying your products, and what kind of trouble and pain he can avoid. First-class sales consultants sell the benefits of results, second-rate sales consultants sell ingredients, and third-rate sales consultants sell prices. This also made me fully learn that in the future sales of financial products, we should prescribe the right medicine for the pain of customers, explain the value and benefits they have, and let customers eliminate the pain and bring many benefits, so as to effectively sell our financial products through the law of pain and speed.

5.F.A.B rule

Through learning, let me realize that FAB rule refers to that a salesman uses the product's feature F(Feature) and advantage A(Advantage) as support, connects the product's benefit B (Benefit) with the needs of potential customers, and introduces in detail how the products sold can meet the needs of potential customers. Feature F is the inherent attribute of the product, which describes the facts or characteristics of the product; Advantage A explains the function of features and shows how products can be used or help potential customers. Benefit B shows what benefits the product can bring to potential customers, and shows how the product can meet the clear needs expressed by customers.

through the study, I also fully understand that in the training of our financial product sales skills in the future, we must flexibly apply the FAB rule, match the benefits of our financial products with the needs of customers, and emphasize how potential customers will benefit from the purchase, so as to stimulate customers' desire to buy and let them make a purchase decision.

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