Learn how to do sales before starting a business

Core tips: many bosses start from sales. For example, the founder of IBM used to be a good salesman. Do a good job in sales. On the one hand, you can accumulate capital and make material preparations for start-ups. On the other hand, you can train yourself to do business. Sales is one of the most important content, whether it is working for someone or starting a company by yourself.

Many bosses start their business from sales. For example, the founder of IBM used to be a good salesman. Do a good job in sales. On the one hand, you can accumulate capital and make material preparations for start-ups. On the other hand, you can train yourself to do business. Sales is one of the most important content, whether it is working for someone or starting a company by yourself. In the current era, there is no shortage of products, but the market. To produce the products required by the market, marketing is required to promote the products required by the market. I think sales is the core part of marketing. If you have learned how to do sales, you have learned how to do business. Therefore, for some people, to start a business, you may wish to start from selling.

So, how to be a successful salesman. Sales personnel must be qualified. This kind of quality is inherent, but more is the effort of the day after tomorrow. Sales capability is also the basis for a person to start a business.

◆ Be familiar with the features of your own products. Advantages, disadvantages, price strategy, technology, variety, specifications, promotion, competitive products, and alternative products. Note that you are very familiar with the product, especially before the customer.

◆ Familiar with target customers who sell their own products. These target customers are classified into core customers, non-core customers, key customers, and non-key customers. Customers can be classified into several categories based on the classification method, which of the following policies and methods should be used for different customer categories. The time and effort assigned to different types of customers are different.

◆ Be familiar with the product market. Market segments, competitors, market capacities, geographical distribution of customers, product time distribution, and short-term development trends of the product market.

◆ Reasonable time should be arranged during product promotion, and reasonable space should be allocated based on customers' purchase habits and geographical locations. Pay attention to methods and strategies. Sales promotion is not just a dry job. We need to sum up experience at any time to continuously improve. In addition, sales also have this feature, that is, it is very difficult to start from the very beginning. As time increases, it will get better. This will explore many business opportunities. The sales process is also a process of expanding interpersonal relationships. Through such activities, the interpersonal relationship network will expand in large quantities and the amount of information will also increase. These interpersonal relationship networks and market information will provide a lot of opportunities for further entrepreneurship.

Formula 1: Success = knowledge + contacts

Formula 2: Success = Good attitude + good execution

◆ Selling products means selling yourself to introduce yourself. Selling yourself is more important than selling products.

◆ Continuously distributing business cards

◆ Consistent words and deeds at any time and place are a guarantee of customer confidence

◆ Customers not only buy your products, but also your service spirit and attitude.

◆ Match the customer's language and movements in terms of physical movements and language speed

◆ It is necessary to make a plan and make a plan first to improve time utilization efficiency and Sales Effectiveness. When preparing a plan, make appropriate preparations based on the customer's characteristics. Of course, the plan is not fixed and should be adjusted at any time as the environment and conditions change. The main content of the plan is: the schedule for the next few days, the customer arrangement for the next few days, the materials to be prepared, how to mine potential customers, and short-term sales targets. When necessary, you need to develop a Sales schedule. The Sales schedule generally includes a few items, one is a brief summary, the other is the sales task goal, and the other is the actual completion. The Sales schedule is set every week. During the weekend of one week, the Sales schedule is analyzed to find out the sales rule, what is the reason for completion or unfinished, whether the task is unreasonable or caused by external interference.

◆ Make a daily sales diary. The ideal record is to query the specific situation of each sales record at any time, make a good customer visiting record, and keep abreast of the customer's dynamics. Make customer records, classify and analyze customers from time to time, and query the information of any customer at any time.

◆ Study customer psychology. One is to adopt different methods based on the customer's individual psychological characteristics, and the other is to adopt different methods based on the customer's unit characteristics. For example, the customers of public and private organizations are different. The other is to know where the customer's real needs are. Perform data analysis on the customer before contacting the customer

◆ Learn negotiation skills. Be good at smiling and listening, and achieve a win-win situation. Consider the problem from the customer's perspective.

◆ Learn the sales promotion skills. sales promotion is not a mandatory sales promotion to the customer, but to guide the customer from the customer's perspective. Customers sometimes attach more importance to your service spirit than to products. In reality, sales promotion is not completed at a time. You often need to communicate with the customer multiple times. In communication, some sales promotion will fail, and others will succeed. Therefore, we need to make a reasonable choice. Some can give up, some should continue to work hard, some are short-term customers, and some are not successful for the time being. But as long as the relationship is well established, we hope to succeed in the long run, you cannot give up. Understand the real needs of customers. Some customers actually have requirements, but they immediately reveal to you, so sometimes they have to run several times to have information, and some need to close the distance with the other party to reveal messages to you.

◆ Be considerate of the world. Some unreasonable requirements on customers should also be tolerated and considered.

◆ Understand the importance of old customers. Maintaining the costs and effectiveness of marketing for old customers is much more useful than finding a new customer. At the same time, old customers have social relationships, and their social relationships can also be used by you.

◆ What kind of marketing method is used for telemarketing? Network marketing? On-site promotion? Mailing method? TV direct selling? Through advertising products? Wholesale? Retail? Batch and zero concurrent operation? Proxy? What payment method is used? The sales promotion methods of the above products should be selected based on the characteristics of the products to be sold and the company's situation.

◆ Sales in another sense is also a way of interpersonal communication, so in a sense, to learn sales is to learn how to behave.

◆ Sales personnel should have a good psychological quality. The most common phenomenon during sales is cold rejection. Therefore, they must bear such phenomena as rejection, cold reception, and sarcasm. There is also a phenomenon in sales that it is not allowed to enter the door, it is necessary to use your brains to achieve the goal. Pay special attention to overcoming inertia and fear.

◆ When direct means cannot be close to the target, sometimes you must learn curve attack.

◆ A good image appears in front of the customer. This image includes clothing, conversation, and necessary etiquette. Pay special attention to the first impression on the customer. Be able to narrow down the psychological and emotional distance with the customer.

◆ How to deal with disputes with customers is also a challenge. Dispute handling is a very artistic thing. It is difficult to study it now. The reasons for the dispute are different, and the handling methods are also different. Different dispute types must adopt different methods. This practice is constantly explored. When a dispute arises, the first principle is that you do not suffer losses. However, sometimes it is more effective to reduce your losses. The second principle is to avoid conflicts with customers and strive to maintain relationships. The third principle is to be skillful in dispute handling. This technique is not discussed here.

◆ Pay more attention to consult with successful sales personnel. After all, we cannot rely on theory to succeed. in this industry, experience and ability are more important than theory.

◆ You can seek help from others when you need to take advantage of the team's strength and sometimes encounter problems that you cannot solve. But in general, do not seek help easily, and try to solve it by yourself.