Improve your performance with good sales habits

The Influence of habits on people is undeniable, and the power to accomplish something cannot be ignored. Good habits not only improve your job performance, but also improve your life.

I. Positive Attitude

Life is full of variables, and sales are faced with many challenges. A positive attitude is essential if you don't feel gloomy by the dark clouds. Yang Lan interviewed Huang qiusheng about his life experience: "life is a piece of shit, I want to try to make a flower life on it." Even if it is a rotten film, he also strives to make a distinctive performance, try to "play bad movies without playing bad roles."

A positive attitude brings positive thinking. For example, deny. First, we need to clearly understand that it is normal to reject the sales process. No matter whether you sell any product or service, it will be rejected. rejection or rejection is the twins in sales, inseparable. Everyone who is engaged in sales will meet, not only you, but also doesn't mean your ability is poor. So how can we do better? While rejection cannot be changed, it can reduce and reduce the number of dentions. The best learning resources are at your side, and the most information is from the network. The most effective way is to keep practicing. Taking a strange visit as an example: the first impression has an inevitable relationship with the success rate of a strange visit. When you get into the eyes of the other party, the proportion of the other party's interest in you: 55% of the body language, voice and intonation accounts for 38% of speech and content, and body language includes self-confidence and panic eyes. Smiles are calm or embarrassing, gestures are moderate or not attended, standing upright or unspirited, and expressions are calm or tense; make appropriate adjustments to the Speech Tone Based on the size and length of the space. It is best to be strong and smooth; the proportion of the content is not important, the purpose is to avoid the use of machine-gun tokens at the beginning. After a good first impression is established, the power of discourse content is revealed.

A positive attitude also allows you to see more value from the opposite. Rejected customers can help you grow: they allow you to reflect on why customers are rejected, how can I improve it to avoid being rejected? It also allows you to summarize the rules and find regular people in the sales process to get twice the result with half the effort. The most important habit has been developed. You must be able to face it in any situation or event and find a solution.

2. Diligence

Customers need to be visited every day for sales, and the performance in the office will not fall from the sky. Visiting customers is a daily action for sales staff. Why is there a big difference in sales performance in what everyone does? Let's take a look at the three types of customers. Among the customers we contact, there are three 1/3 customers:

In the first category, 1/3 of customers will certainly purchase our products or services, just like the products on the shelves of supermarkets. As long as they open their doors to do business, there will always be people who will purchase them.

In the second category, 1/3 of customers rely on your efforts for sales and promotion to purchase products or services, with her efforts, you have more or less experienced changing your mind and purchasing her products.

In the third category, 1/3 of customers do not purchase products or services regardless of what you say. Just like some products in the supermarket, you have scanned them at most and did not pay attention to their names.

Therefore, the customers that you can use to produce performance for sales are in the first and second categories of customers. When you accumulate more customers over time, you can find the first and second class customers, and learn to identify them and who are our target customers. What are the specific diligent behaviors? I have summarized several articles for your reference: three more customers will be interviewed before work, half an hour earlier than others, half an hour later than others, and customers who visit each day must be recorded and classified, it is best to plan the time and content for the next follow-up. Sales work is definitely a kind of hard work. If you are interested in researching the growth footprints of successful people, you will surely find that none of them have been diligent.

 

3. prepare in advance

Preparation in advance is like saying: You can't think of it. Preparing in advance is based on what you think. What you think is to enable us to achieve our goals in a planned and step-by-step manner, even if there is an emergency, we can be prepared. In many stages of sales, we need to be aware of the following:

Such as preparation of customer information, preparation of relevant industries, comparison of competitors, and preparation of customer product market conditions before the visit. The preparation of these content can increase your common language and understanding of the customer. It has laid a good foundation for establishing a good relationship.

When preparing for a customer's objection, raising an objection is the right of each customer and the customer's favorite task. Answering the objection is the obligation of the sales staff and is also one of the capabilities required by excellent sales personnel. For customers in different industries, you need to answer questions based on the customer information you prepared in advance so that the product's fab (benefits, benefits, and features) can be taken) integrate with the customer's needs. List customer objections in advance, and even use brainstorm methods to find more objection answers.

"When books are used, hate less." Have you ever had such an experience? Do you really want to go back to the past when a customer pays attention to a product that requires a detailed introduction, make up your product knowledge and try again. Start from now on ---- prepare in advance

4. Cultivate observation power

People who are good at observation will surely get more information than others. Information is resources, and resources bring us wealth. Therefore, developing the habit of observation in the sales activities will provide helpful help for our decision. When you enter the customer's office for the first time, have you observed his/her Indoor layout, smoking customers, and whether you noticed his/her brand, whether the calligraphy and painting on the wall and the ornaments on the table can help you understand his/her taste. What are the differences between his/her expressions throughout the conversation, what issues does he/she care about? What books and magazines are on the table. If you are good at observing these phenomena, you can have a better understanding of this person and the company, especially the customer type, it is helpful for us to adjust our communication methods and formulate follow-up strategies. Capturing such information is more conducive to establishing a good relationship. Old ancestor's words: Give it to others. Is a very practical sentence.

5. Caring for your customers

This sentence is not easy to do, because it is not only text messages and emails for the Chinese New Year holiday, but also shows your comprehensive value. Sales personnel should never limit themselves to the mobile advertisement of a product or service. Sales personnel should be a resource body for any customer and can provide

If there is a resource body with valuable information, what information is valuable to the customer? If you develop the habit of observation, it will be difficult for you to solve this problem. With your observation, you can find out how you can care about customers. Intangible help is more representative than tangible goods. Understanding the customer's values can help you

Guide customers to the correct path. If you are a customer focusing on family life, You can provide him/her with information related to family activities. If you have children, the information on how to make the child grow healthily will certainly attract him/her. Successful customers must be interested in enterprise development, talent cultivation, and strategic formulation; happy customers are easily attracted by the distinctive information about eating, drinking, and playing.

Sales work is a very easy job to meet friends in the journey of life. Today's society doesn't depend on how powerful you are, But on who you know. This statement clearly demonstrates the importance of interpersonal networks.

Many sales Predecessors will treat customers as their favorite girlfriends. I think the same reason is that customers have the same requirements as US-jin Chengzhi and Jin Shi.