Seven successful tips from a skilled entrepreneur managing a sales team

Sales are the company's blood supply line, the sale of poor management companies may go bankrupt. As a technical entrepreneur how to manage the company's sales team is particularly important, small series in this excerpt some of the relevant sales listed for everyone to learn reference.

How to choose Sales?

It's too hard to pick a good sale, you don't know how to judge a sale. I think if you want to simplify the complex view of people, you will mainly judge whether he is diligent and whether he knows the sales http://www.aliyun.com/zixun/aggregation/9807.html " > Workflow is enough. Most half-baked salespeople don't really know how the list is taken down, they usually just say to you, "I want to meet the needs of our customers, and I want to let our customers know that our products and services can be connected to him." When you ask him how to master customer needs, most of them will become tongue-tied. And the right people can speak a lot of specific methods, and even details to ask customers skills.

How to manage a good sales team?

One, Sales funnel

The sales funnel is a sharp tool for sales process management, which accumulates all the sales staff according to the sales progress, for example, it can be divided into: 1, new contact customer (just find contact) – 2, customers who have already introduced the product and heard feedback – 3, customers with intention and proposal – 4, customers who confirm proposal entry into business negotiations – 5, has contracted to start the service customer-"6, Closed payment customer

From the sales funnel you can see that the number of customers in each phase should be decreasing, if the number of new contacts is less than the number of customers to negotiate, indicating that the salesperson may not plan to open up new customers, may have to leave; if the negotiation of a large number of customers but always did not appear intent to customers, may be the sales of the proposal ability is too poor, need help; If the negotiation stage, the customer can not enter the signing stage, the negotiation ability is poor, may need you personally.

So every week to carefully analyze the sales staff of the customer sales funnel, find problems, timely follow-up to solve.

Second, the information collection process is very important

Our entrepreneurial team's products are often unprecedented, sales more difficult than the market maturity of high products, but also need to do a good job in the management and guidance of the sales process. And the most important point of the sales process is to tap customer demand, so that accurate and effective to guide customers. But customer demand is shrouded in mystery. Need to be patient with the salesman digging.

What information should we collect?

1, the structure of the customer company, we often ask the sales staff to touch the customer's department structure, draw a clear architectural map. This makes it easier for salespeople to find key players and to master the way customers make decisions;

2, the key person's work function, characteristic. Key figures usually include decision-makers and people who influence decisions.

3, the customer company's various news and rumors.

4, the key person's work goal and the work pressure.

5. Customer's previous purchasing behavior

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How do you collect this information?

Salespeople should pay attention to collecting various customer-related information from the media and, more importantly, getting information from the customer's mouth. Never ask a very open question: "What's Your new plan?" Oh, my God! It's so hard to answer and there's no need to talk to you about it. So try to design a number of closed issues to guide customers to say his message.

You should have a meeting with the sales team every day to sum up the information that he collected this day and to propose corresponding countermeasures. You don't have to ask him about the number of bills he might sign.

Iii. 28 Principles

28 principle for the intuitive feeling of sales is "particularly rich customers are particularly difficult to do!"; Must urge the sales staff to conquer the big customer.

IV. Transporting ammunition for sale

1, for the sales staff to provide a clear and simple and powerful product introduction documents and words and practice repeatedly.

Carefully designed a variety of introduction scenarios, if only 30 seconds how to introduce, if five minutes how to introduce, if do demonstrate how to introduce. And ask all salespeople to recite them backwards and practice them in front of everyone in the company. I have seen too much overconfidence sales, I think I have seen the company to give customers a good explanation of the information, but it is not! Do not believe in their own ability to improvise! Be sure to do enough practice and preparation!!!

2, weekly or monthly sales staff to provide conversation

Sales staff to contact customers repeatedly, but often feel no topic, do not know what to say, the old to the customer to find out the news also seems too dry. So you should often tidy up some industry information, industry knowledge or your case collation, product new features introduction and so on, so that your salespeople always have fresh valuable information to communicate with customers.

V. Values

must establish the sales personnel the correct value, lets them truly care about the customer the company demand and the individual professional development demand, truly provides the valuable product and the service to the customer. Don't encourage salespeople to bribe customers. If your customers are all bought, then why do you have to work hard to make products? And what is your life force?

Vi. importance of the proposal

When a customer is stuck with your salesperson in a "cross-correlation" debate, you should let the salesperson use the proposal to avoid the customer's sharpness.

You will find that your sales bring back a variety of customers ' negative opinions and product improvement suggestions every day, as if you had just accepted these comments to improve the product, you can get these customers. So you are very likely to fall into a vicious circle, no matter how you modify your product according to the customer's opinion, they still do not buy. And your salesman becomes the product manager, completely messing up your product planning. In fact, the customer is not kind to help you improve the product, but find an excuse to send your salesman.

Why not in turn to guide customers, not to debate with customers, but to guide customers to imagine if the cooperation with us will have what value. A simple oral proposal can be given to the client at the outset, and the client is also presented with his ideas, and if the customer has contributed to the wisdom Spark and invested in the time and energy, then his chances of giving up cooperation have decreased. If the customer has the intention, must make the detailed proposal as soon as possible, and further invites the customer to participate in the new proposal design, for instance asks him to have some their material, the material, lets him list his request and so on.

What if the salesman is not rich enough to make an oral proposal in a timely manner? Then you have to organize the team to envision the various scenarios, or to summarize the success proposals of the salespeople, and to replicate the changes appropriately between the same type of customer.

VII. Emotional Counseling

Salespeople are extremely vulnerable to setbacks, many of the quality of the party is not high, they may cause harm to your sales staff.

1, mood leave, you can every month to the salesman a day of holiday mood, which day he is particularly bad, you can not come to work, want to do why.

2, the daily sales regular meeting, guide the salesman to speak out today the most proud of the most happy things, and then say the depressed things, say is a kind of catharsis, if it is too uncomfortable, cry out can also. But you must not with the salesman scold the customer, do not together in the company shouted "the death of those party a"! But to be with the salesman to understand the care of your customers, pat on the shoulder even a hug will be a good relief.

3, to respect the sales team, and throughout the company to praise and encourage the sales team, to the full support of sales.

VIA:36KR Author: @ Jianghai Wang Lei