Seven steps for successful sales

Today, the role of business representatives has undergone great changes compared with the previous ones. Due to the complexity and multidimensional nature of customer requirements, business personnel must first be a consultant with rich knowledge, the customer is provided with consultative sales services. The current business behavior is not just a simple business behavior, but a matter that may be related to corporate strategy, culture, and so on, this requires the business personnel to establish a long-term disruptive relationship with the customer. Today, driven by the buyer's market, various products and promotions are filled with the nerves of everyone. Therefore, we must make our products or services stand out from each other, in this way, we can stand out in the market competition and be recognized by customers.
 

 

Sales procedure

Sales promotion is a process of discovering and meeting customer needs. To effectively carry out this process, you must first identify the customer's need to use your products or services. Demand refers to the desire to achieve or improve something, because there is a need to buy motivation. To make such a transaction, you must be familiar with the seven successful sales steps and apply the skills in each step to promote the company's products and services; by studying face-to-face communication skills, we can learn how to handle customer objections and help customers make win-win purchase decisions.

1. Rich product knowledge

First, you must understand your products, recognize the characteristics, advantages, and benefits of the main products in the industry, and analyze the characteristics, advantages, and benefits of the company's current products. Only by mastering a wealth of product knowledge can you gain a deeper understanding of the motivation of a customer to buy a product or service. After learning about the motivation, you can solve the problems such as promotion methods, pricing, and product selling points.

Product Features refer to the characteristics of the company's products or services. product advantages refer to the description of this feature and its uniqueness in the market, differentiation compared with similar products can often serve as a product advantage to meet specific groups of people. Product Benefits refer to the significance of this feature to customers and the benefits it brings to customers, if these benefits meet the customer's needs, the sales promotion process will be easier to continue.

2. Develop new customers

Any business will inevitably lead to loss of existing customers, and we must constantly develop and supplement new customers. At the same time, to increase market share, we also need to win customers from competitors or create new customers when marketing a new product. Developing new customers is a skill that a professional salesperson must possess.

Generally, the sources and channels of customer information that new customers can consider include:

Authoritative third party survey data

Information published by the Economic Department

Exhibitions or promotions

Street-sweeping visit

Yellowpage

Exchange intelligence with other salespeople or peers

Advertising

Self-developed

Developers need to consider how to meet customers. Generally, there are several methods such as direct visit, email, and phone reservation. Successful sales visits should contain several basic elements:

Purpose-a wise and mutually beneficial decision with the customer is the final purpose of the sales visit;

Task: fully grasp the visiting process to achieve the expected results of each stage;

Preparation in advance-to fulfill the task, preparation before entering the store and preparation for entering the store are crucial;

Target Audience: persons who have the right to decide or have an impact on your products or services; or those who possess funds and have the need.

Iii. Opening Remarks

The purpose of the opening remarks is to reach an agreement with the customer regarding the matters that will be discussed and reached during the visit. A good opening remarks are crucial to the conclusion of the transaction. Because the first impression is half done, and you cannot come back. Note the following when opening a successful business:

Prepare opening remarks

The customer's background information is investigated ".

Q: What is the purpose of the customer's meeting with me? What is the purpose of my meeting with the customer?

Opening remarks:

-- First, create a comfortable atmosphere, such as chatting about the decoration in the store and the weather today;

-- Talking about people who know each other or topics of mutual interest to establish a harmonious relationship first;

-- When both parties are ready to talk about business, switch the topic back to business and objective

Opening remarks:

Propose an agenda -- state the value of the agenda to the customer -- ask whether it is accepted

Iv. Inquiry

Mastering skillful inquiry methods and correct feedback are essential skills for business personnel.

A clear, complete, and consensus understanding of customer needs

-- Clear: what are Customers' Specific requirements? Why is this requirement important to customers?

-- Complete: Understand all customer needs and priorities to determine if you can meet and how to meet them.

-- Consensus: Fully communicates with customers to have the same understanding of things.

Requirements

Deep-seated requirements are usually the larger goals the customer wants to achieve, such as finance, job performance, production efficiency, and image. However, these needs are often obtained through technical inquiry.

Method of inquiry

Open inquiry: encourage customers to answer questions freely and learn more.

Limited standard inquiry: restrict the customer's answers to "yes" or "no" or select from the answers you provide.

Example: use open inquiry to collect information about the customer's situation and environment:

-- {What is your marketing plan for this year ?}

-- {Can you tell me the current sales status of your distribution products ?}

Discover problems

-- {Why is the sales situation particularly poor over the past few months ?}

-- {What is the most common problem that your salesman returns to reflect ?}

Impact level

-- {If the number of customers cannot be expanded, what will happen to your business ?}

-- {How much manpower and material resources do business personnel need to complete training ?}

Mining needs

-- {What products do you think can meet your needs ?}

-- {Based on this business demand trend, how should we work with you ?}

Are you sure you have a correct understanding of what the customer said?

-- {According to my current situation, our inventory problem was originally estimated wrong, right ?}

-- {So what is most important to your company now is to properly store customers' information ?}

Finally, determine each customer's needs.