Sales, it is a kind of accumulation of time, the accumulation of professional knowledge, the accumulation of combat experience, the accumulation of industry contacts. It breaks the traditional means of survival, it breaks the inherent mode of work, with a completely new face, into the annals of economic development. In its body, embodies the self-esteem and inferiority, pride and lowly. It absolutely varies from person to person, and different salespeople represent different values of the product. So how can salespeople improve their sales effectiveness? Below, follow me to find out, I hope you can be satisfied, thank you.
Ways to Improve Sales Efficiency One, to be good at reflecting on the previous work, summarize the experience, lessons learned
A good salesman to be good at reflecting on the previous work, and from it to summarize the success of the experience and failure of the lessons learned, in order to do a better job in the future. Failure is the mother of success? , there is no lesson of failure, there is no success in the future. Whether your previous sales work is successful, or failure, you have to seriously analyze, from which to summarize the lessons learned. Because only in this way, you can better improve the past deficiencies, better do a good job in the future sales work.
Tom is an expert in the marketing of archival equipment, he believes that there is a need to take a tough attitude in the sales process to attract the attention of customers, only so that the customer from the drowsy wake up. He said to the customer: ? Your office filing equipment is outdated, if you use our filing equipment, you can save several hours of work a day. But the customers were angry when they heard this, and some of them retorted: ? I just don't believe you when you say that.? Tom not only did not take the customer's rebuttal as a bad thing, but as an opportunity to show customers their own, the purpose is only to show customers that they are very familiar with these devices, is an expert, know-how. He said: ? I have a basis for what I say, and I can back up what I say.? So he started to explain. But he soon had to stop. Because the customers were already angry, they doubted what he said, or simply refused to do business with him.
Tom didn't do a very good job of summarizing his failure afterward, writing in his customer profile that he simply couldn't listen to reason. He believes that his sales approach is not wrong, the fault is that these customers are too stubborn to listen to the reasonable advice of the salesman. Tom continued to market his products with his tough sales methods, the result can only be bumped head, a big failure and back. Tom's failure in the end where is the reason? All customers are not listening to reasonable advice?
After many failures, Tom had to begin to seriously summarize the lessons of the past marketing failure to improve their sales approach. He finally realized that there was something wrong with his sales approach, because he realized that his competitors were winning prizes for selling the same products to customers who had rejected him. He improved his sales approach of selling according to his own opinion and disregarding the customer's feelings, and began to ask questions to get the customer's opinion: ? If it turns out that improving your filing equipment could save hours of work in a week, would you be interested? Would you like to hear more about this? Such a questioning method to promote the smooth progress of business negotiations, Tom also finally succeeded in selling the product. Because this is the only way to ask a question that doesn't irritate the customer, the customer can consider the salesman's point of view in a calm manner.
If Tom still does not summarize the lessons learned from the past, not to improve their sales methods, then his sales performance will never improve. Because customers will never accept his sales approach. As the saying goes: the customer is God, and which God is willing to be blamed by others? The salesman's timely lessons learned will be of great help in future sales. Managers of many sales companies have a great way to help their salespeople learn lessons to improve their sales efforts. They ask their salesmen to tell the problems and troubles they encountered in the previous day's work in the morning meeting every day, so that we can solve them together, and better help them to summarize the lessons learned in order to do a good job in the future and improve the efficiency of their sales work. And such morning meetings are often very effective. At the end of the morning meeting every day, the salesmen would go to visit their customers with confidence.
Methods to Improve Sales Efficiency II, Learning from Great Salespeople
It's worse than nothing to work poorly. No matter what, you should learn from others. Do not be afraid to make mistakes, only fools think they do not make mistakes, self-righteousness, solely for the purpose of showing their own. To have the knowledge of the difficulties, hard work and know the wrong will be corrected work attitude, any knowledge and genius can not replace this good work attitude and enterprising spirit. No knowledge or genius can replace such a good attitude and enterprising spirit. Salesmanship needs this attitude and spirit more than any other job. A salesman to improve their sales efficiency, should have? Empty cup of heart?
Two truck salesmen at the same time want to get a building contractor's order, Xiao Guo believes that he can get the order, and is sure of it, because his truck whether in the quality, speed or shape, are more than competitors, in the business negotiations with the customer, Xiao Guo from thirteen aspects of the truck's advantages, the customer responded favorably, and did not raise any objections. Although the customer did not order the truck right away, Xiao Guo thought that the business negotiation was very successful, and he firmly believed that the customer would order the truck from him sooner or later. A few days later, however, Kuo was surprised to learn that his competitor had been awarded the contractor's order, much to his and his boss's surprise. Much of the art of salesmanship is tailored to the customer's specific situation, emphasizing those quality features that make the customer particularly interested. While Guo listed and explained to the customer some of the advantages of the product's quality, his competitor centered his negotiations on the truck's capacity and maneuverability, which were the most important and interesting to the customer, a building contractor. If Kuo learns from his competitors and markets them in the same way, because his trucks also have these characteristics. This is much better than listing the quality features of the truck.
Ma Feng is in the green food? Edible cactus marketing work, at the beginning of his marketing work is often rejected, but he believes that his eloquence and marketing skills are not worse than others, so what is the problem? One of his colleagues, however, sells a lot every day and has signed long-term ordering contracts with several large hotels. Ma Feng thought it was very strange, so he asked his colleague for his successful sales experience at a party. The colleague said: ? I didn't use any method, just told the chefs of those hotels about the edible cactus and asked them to make it and taste it first. Because this kind of dish has never been eaten before, much less made. If you spend money to buy but will not do, then buy it for what? Ma Feng after listening to feel reasonable. In the future sales work he always patiently will cactus several practices to tell the hotel buyers and chefs.
There are times when our salesmen should really learn more from others, especially their colleagues or competitors, and learn from their successful experiences to continuously improve their sales skills and thus increase their sales efficiency. The stone of other mountains can attack jade? If we can achieve the same success with other people's successful experience, why don't we do it again? Do we still have to go to open up a thorny path to reach the pinnacle of success? The author believes that there is no such need, not at all.
Methods to improve sales efficiency three, to develop a practical sales plan
Salesmen have a lot of things to do every day: personal, trivial, emergencies, and then only with the sales related matters. So how to keep yourself from sinking into the daily personal and trivial things, have more abundant time to complete their sales work? It's all about making a plan, organizing your day, and having a plan to implement each visit. Preparation is part of the sales pitch. In the visit to a customer before, seriously think about it, and make a specific plan: first of all, you have to be clear about who your customers are, what he is doing; he has what characteristics and hobbies; he has no right to decide; what he needs. In addition to analyze their ability to meet the needs of customers.
And how to go to market to meet customer demand. The most important thing is to find out what you are ready to achieve the purpose of this visit, because only in this way, can the visit is successful evaluation, in order to summarize the lessons learned, in order to prepare for the next visit.
I have a friend who has done sales work, at the beginning, he was full of curiosity about this work, energetic, every day to make a visit plan, and according to the plan to visit a lot of customers, so his sales performance is also good. Later, as he became more familiar with sales work, his curiosity was gone and he stopped making daily work plans. He thought that he had enough sales experience to make customers buy his products. He went out to visit fewer and fewer customers every day, and visited fewer and fewer customers. It can be imagined that his sales performance could never be increased, but on the contrary, it might be reduced continuously. Because, no matter how rich his sales experience is, customers will not come to him by themselves. Later, a new salesman came to their company, and that new salesman worked hard every day and performed well. In the new salesman, he saw his former shadow again, so he awakened to his own today's laziness and depression. From then on, he made a detailed work plan every day, formulated a program for each visit, coupled with his increasingly rich sales experience, his performance has continued to rise, reaching new heights never seen before.
It can be seen, salesmen only to develop a practical sales plan, and in accordance with this plan to carry out the work of every day, in order to continuously improve sales performance; no plan, no purpose of marketing will waste valuable time, and even futile.
Improve the efficiency of sales methods to further improve the efficiency of visiting customers
If all the customers are open office door, warmly welcome salesman, already ready to pen and ink with you to sign a contract, then the sales promotion work is really easy and a profitable thing. But this is not the case, the salesman in the process of marketing products, often encountered a lot of unexpected things: customers hesitate to make a decision to buy, the customer's refusal to buy, or even no interest in the product, and sometimes, you run a long way to visit your customers for nothing, not to see the customer. All salesmen want their customers to accept their products, and want to improve the success rate of customer visits.
Methods to improve the efficiency of sales five, increase the amount of customer visits Don't wait for customers to come to visit you, if you want to get more orders, you have to visit more customers. Because a good salesman can only increase his sales in two ways: by visiting more customers, or by visiting customers more often. The more customers a salesman visits, the more people will be likely to buy his product. If a salesman lies under the covers all day long and is too lazy to go out, meet people, or communicate with them, then where, pray tell, will the customers come from? Will they fall from the sky? Or will customers automatically find their way to your door? We all know very well that this is absolutely impossible. The managers of China Life Insurance Company ask their insurance salesmen to insist on 6 or 10 visits per day. And every day to fill out the six visits to the book and work log, submitted to the office, in order to urge them to work, because of this, many insurance salesmen, only daily have a single can be signed, but there are some people, every day, the six visits to the book is also filled out, but in fact, they did not go out, and even did not visit a customer, the result is that by the end of the month, they are still zero single. Increase the amount of customer visits, can provide salesmen with more opportunities to sell products, but also can correspondingly improve the efficiency of sales promotion. A company selling machinery and equipment has a rule: salesmen visit more than six customers a day, the reward. The more customers a salesman visits, the more incentives he receives. In this way, each salesman visits more than 8 per day, and their sales performance has increased significantly. A particularly good salesman was once asked to describe his recipe for success, but he couldn't explain it. He argued that there was no difference between his sales approach and anyone else's, and that he wasn't a genius. He was no genius, and there were many less successful salespeople who appeared to be much better than he was. But those who knew him well and had worked with him could tell the secret of his success in a nutshell: he always loved to visit his customers. As soon as he realized that there was any possibility of closing a deal, he went by car or drove himself to the client. Before his competitors had a chance to write or call the customer, he was already there and talking to the customer. So he is often the first salesman, and in fact often the only salesman, to be given the opportunity to make a sale. And, if his sales efforts do not produce results within a certain period of time, he will visit the door again. Hard work makes up for bad work, and many of our salespeople could work harder and visit at least one more customer a day. If a salesman visits more customers, he can make up for his lack of sales skills and improve his sales performance. Ways to Improve Sales Efficiency VI, correctly deal with the customer's refusal It has been said that: the deal = many times the refusal of the last effort. Adversity is not long, the strong will always survive. If the face of a customer's refusal to retreat, or nothing to do, then only to lose this customer. If you are not using a tough attitude to sell, then even if you are rejected by the customer, you should be friendly words of goodbye. After some time, you will naturally have to visit him again, because after this time, perhaps the customer has changed his decision. Even if he did not change his attitude, you have to go to the friendly face, avoidance is not the solution. There is such an example, in the past eighteen months, a suitcase salesman to a local buyer of the largest department store made twenty visits. But each time he was rebuffed. On the twenty-first visit, he made a large production deal with the buyer. The real reasons for the customer's refusal are as follows: ① instinctive reaction; ② insufficient knowledge of your product; ③ distrust of the salesman (the sales promotion itself has a problem with the sales method); ④ they can not make up their mind; ⑤ want to make comparisons with other similar products; ⑥ there is no money. In fact, the customer's reasons for these rejections can be properly resolved, if you handle it well, he will eventually buy your product. Mr. Yu Wenbo, a famous insurance sales manager, had introduced insurance to one of his friends many times, but his friend never bought it. Mr. Yu Wenbo once said to his friend: ? If one day you are unfortunate, I will not go to your memorial service. The friend was angry: ? Why? We've been together for so many years, why are you so mean? Mr. Yu said:? Everyone knows that I am in the insurance business and I have been your good friend for many years, so I didn't introduce such a good thing to you, so that your family can't get enough insurance premiums after your misfortune and can't have enough money to live in peace as you did when you were alive. People will surely blame me for not being a good enough friend. And I've referred you many times, only you didn't take out insurance. What do you think, I'm going to do? Take the blame from everyone? My friend was so moved by what he heard that he finally bought an insurance policy for himself and a protection for his family. If Mr. Yu Wenbo had backed down in the face of his friend's one refusal, he would never have signed this policy. Can our salesmen learn certain lessons from this? Should we retreat in the face of customer rejection or should we remain undeterred? Ways to Improve Sales Efficiency VII, competing for competitors' customers The market is limited, customer resources are also limited, so the sales space of a product is also limited. At present, this limited market space, has been more and more brands squeezed out of the water, salesmen want to occupy a larger sales space, get more customers, it must be from the hands of competitors to fight. Otherwise, the sales promotion work will not be able to start, and even more unable to improve their sales efficiency. ? Dongri? Brand battery is a new brand, just entered the Zhengzhou market. And the current Zhengzhou battery market has been? Fengfan? Unity? and? Lingyun and other brands crowded airtight, to sell the product is not easy. How to open the market gap? They can only start from the loopholes in the market of these brands, to compete for their market share, in order to squeeze into this limited battery market. Their salesmen after several months of detailed market research, and finally found that other similar products are not only high prices, and the warranty period is three months. Thus, they committed to good quality, price concessions, rebates on the basis of a generous warranty period of one year. In addition, their salesmen to find the selling point of their products? Low-temperature startup, trying to make a big splash in this cold winter has arrived. After more than a month of shipping, ? Dongri? brand batteries have been gradually stabilized in the Zhengzhou market, to start further sales activities. If? Besides, it's a lot easier to get a good deal on a battery than it is to get a good deal on a car. The first time I saw this, it was a very good idea to get the best out of it. In addition, compared to the wind sail? These are the most important things you can do for your business. These old brands,? The company's name is also not as well known as the company's name. The popularity of Dongri is also far from the same. Even if there is a new auto body shop they will only choose those well-known brands, and will not choose? Dongri? The Salesmen can only compete for competitors' customers with quality service and good professional image to promote products and improve performance. In fact, this is true not only for new brands, but also for brands that are already well known in the market. Because of the natural loss of customers, they do not develop and compete for new customers, then sales will only decline rather than increase, and the limited market so that these salesmen have to point the finger at the competitor's customers, with better service to compete for the competitor's customers, to improve their own sales performance. Ways to Improve Sales Efficiency VIII, to prevent competitors from stealing their own customers Even if the salesman has got the customer's order, but they are not the end of the sales work. A responsible salesman, after getting the order, everything that happens should continue to take responsibility, but also to provide customers with a variety of services as possible. The salesman sold the product, in order to lay a good foundation for future work, they should always care about the old customers, to maintain a good relationship with them. Because whether they recognize it or not, any failure in this regard will make the sales work suffered. And if the customer is satisfied with everything, he will become your loyal customer and friend, and will also introduce you to some new customers. The salesman's regular return visits to old customers will be of great help to his sales efforts. ① can eliminate customer doubts and distrust; ② to make up for the lack of expansion of new business; ③ to meet the constant demand of customers, improve the quality of service; ④ to maintain the development of the business, improve customer stability; ⑤ high-quality service will enable you to effortlessly get more new customers from the old customers (Joe Girardeau's law: 1: 250, when a person to become your customer, he was surrounded by 250 people around him become your clients). Some people say: sales promotion is not extinguished cycle, turning the wheel of this cycle is the after-sales service, ignoring the after-sales service is tantamount to demolishing the wheel of the cycle. Your career from this cycle, your performance from this cycle, your sales career from this cycle. Good after-sales service is the foundation of a salesman's sustainable business development. The key to good after-sales service is to keep returning to old customers. Because, if the salesman in a sold products will no longer show up, not to visit the old customers, how he knows the needs of customers, product shortcomings, and how to do a good job after-sales service? Does everything have to be the customer to call him, or slowly waiting for him to come? If so, the customer is likely to lose patience and trust in the salesman, and even from now on no longer buy his products, because the customer will be skeptical of the salesman's products and quality, and even his person. In a cosmetic manufacturer's order, a salesman in charge of the region's sales director, set a few tens of thousands of dollars of goods, because at that time the manufacturer to the dealer's conditions are quite preferential, and the commitment to the end of the year rebate of 4%. But the end of the order for several months, the dealer has not seen the face of the regional director. Just occasionally received a phone call to ask the goods sold out or not. Later, when the regional director finally took the time to the cosmetic store, he saw the situation: his products were placed in the corner of the counter, the salesman only to introduce customers to other products of the same kind. There was no chance of selling his products, and the distributor showed a desire to return them. When a salesman has control of a product's market distribution channels, it is important to be extra cautious and to make sure that the relationship with the customer is good. Otherwise, he and his company's days are not long. Especially now that the market has shifted from a seller's market to a buyer's market, salesmen should pay more attention to this principle. A company produces the best paint in the market. However, their salesmen leave a bad impression on some customers. A purchasing and sales representative in a small town said: ? The people from a chemical company are simply unimpressive, they are uncaring and look down on our customers in small towns. In order to order from them, we have to kowtow and beg them. Otherwise, we're not going to get anything done. So after some consideration, we decided not to order paint from this company. Instead, we ordered from other companies. In fact, this has happened to many very successful companies and corporations whose salesmen thought they were saviors and overbearingly disregarded their customers. The customer is made to feel antipathy towards them and their company and the business relationship is broken. Customers need to be maintained from time to time, and your big customers, in particular, need your attention from time to time. You need to make regular visits, good after-sales service, to help them solve some of the problems related to the sale of products, otherwise you will face the loss of customers. For example, do insurance, if the customer bought your insurance after a year of time do not see your face, claims also had to go to the company to do, then the second year of renewal premiums he may no longer you buy, or turn to other insurance agents to represent their insurance business. The market is limited, the loss of customers directly affects the sales performance. Therefore, stabilizing old customers is one of the most concise and effective ways for salesmen to improve their sales performance.