What stage is the sales in?
At which stage can it be sold?
What exactly should I do? How come? How to evaluate the effect?
How to adjust and improve the problem?
What are the sales opportunities? What's their status?
What do these different opportunities mean to accomplish current and future sales tasks? Wait a minute.
Why do people buy?
How did they make the purchase decision?
What factors participate in and influence people's purchase decision?
How do they exert their influence?
What effective measures should salespeople take at different stages?
First, the basis of behavioral sales
1 is our understanding of the cognitive, psychological and behavioral laws of customer "people" with "profit-seeking" in the process of value formation and procurement.
2. Widely study the sales behavior and sales management behavior of sales staff.
Second, the sales indicators
The combined use of each module can not only help to find the problems in sales and indicate which sales activities should be arranged next, but also automatically transform the "feeling" of sales staff into "visible and manageable" sales and sales management.
Third, a unified internal communication language
Sales demand involves all kinds of things that need communication, discussion and collaboration, and any communication, discussion and collaboration needs a * * * language. Whether the language itself is professional and effective will determine whether our communication, discussion and cooperation are professional and effective. Behavioral selling itself is a professional and effective working language of sales management, with clear meaning and appropriate internal logic. This unified and professional working language of sales management can not only help us to ask and answer all kinds of questions in sales conveniently, but also improve our work efficiency, save the time and expenses of sales management, and let sales staff devote more energy to their own sales work.
Four, refused to slogan, principles and slogan training:
In many sales training and education books that we have contacted before, we always feel that there is too much principled knowledge. Principle knowledge is vague, so when we use it to face sales activities, sales events and sales processes full of phenomena, it is difficult to find that these vague principle knowledge makes us feel like landing. This is like telling you that all kinds of fish may be gathered at the intersection of cold current and warm current, but you can't provide charts and fishing nets, which makes people feel that they can't use this knowledge in the specific sales process, or even start. In short, these principled knowledge lacks maneuverability. There is no professional operation concept to enjoy, which can effectively promote and grasp the sales progress.
Five, professional sales is different from other sales:
The unprofessional sales behavior of "do what you want, do what you want".
Behavioral sales and sales management can provide a set of professional systematic knowledge about the sales activities themselves, as well as relevant skills to effectively use this set of systematic knowledge. It has its own operating philosophy and is a professional language that can be used by both sales staff and sales managers. There is a clear logical relationship between the various elements that constitute this professional language, which supports and confirms each other.
Six, do not accept the personal subjective speculation or general feelings of the sales staff on the "sales situation"
A lot of "feeling" information is often generated in the sales process. Due to the lack of effective management tools to deal with "feeling" information, sales managers can only learn some result data through sales reports-success or failure is the most common report content, and nothing can be changed!
One of the biggest characteristics of behavioral selling is that it can help people to effectively select and use the relevant "feeling" resources in sales, so that people can reduce some subjective components as much as possible. With the help of appropriate operating concepts and specific operating status indicators, sellers can turn those "feeling" information that is often disorderly, fragmented and uncertain into well-founded knowledge and grasp sales opportunities. Understand every change in the sales process. Make the sales work more active, purposeful, targeted and creative.
Seven, sales action plan, action plan implementation control.
The formulation of the sales action plan and the execution and control of the action plan are arbitrary, so it is difficult to form a clear and well-founded view of the specific business status in time. Management by objectives can only be degenerated into a tool, which shows the realization of stage goals or final goals statistically.
Behavioral sales is to find out some laws about effective sales behavior that are helpful to sales or sales management: to find out the principles that conform to the laws and summarize various sales procedures, strategies, formulas, methods and skills.