In the eyes of many people, salesman is a very hard job. Let me tell you about the salesman's 10 pain points and solutions!

Pain 1: Running time is divided into day and night.

Leave as soon as you have customer information. So as not to delay the best business negotiation time. There are many colleagues now. If you are not careful, your customer will become his. No matter at night or on weekends. Invite customers out to play as soon as you have time. Forget about overtime pay. Not at all. This is an obligation. This is within the scope of work.

The product must be reviewed before it is released to Alibaba. Not a software user has many restrictions. Hey. Poor communication with BOSS is simply not feasible. Customer information has to be collected by yourself.

PS: Only business compatriots are exposed to the sun and rain every day.

Solution: classify customers. Plan a visit. There is a front and a back. There are light and heavy. The biggest advantage of a salesman. Free working hours are never limited.

Pain point 2: the number of running orders

Large orders are certainly welcome. But sometimes the list of tent nails is only 3000. It's not that I'm not interested But not interested in engineering. I regret why I didn't do it at Wal-Mart. That would be great. You can have whatever you want. In fact, how can the engineering side understand it? There are no customers who come here for the first time to make a big order. Can only be cultivated slowly. Just like you find a girlfriend, you won't have it all at once. You have to cultivate feelings. Hey.

PS: Only I know the mind of customers best.

Solution: Divide by quantity. Focus on cultivating a single big customer. Pay attention to potential customers. Resolutely lay off undeveloped customers before clearance. Your order is only big, not small!

Difficulty 3: Sample strategy

About sending too many samples. This is common in trade. According to our company's sample policy. Just operate it. This paper mainly expounds the policies and countermeasures of company samples. Understanding policies and countermeasures can reduce the troubles caused by samples.

A if the sample value is low. You should send it. After all, send the sample again. Just one more potential trading opportunity. Of course. The courier fee of the sample shall be paid by the other party;

B, if the sample cost value is high. Then the sample fee should be charged appropriately. You can make a promise to your customers. The sample fee will be refunded after the order is placed. . Of course. The courier fee of the sample shall be paid by the other party; For this way. If the customer agrees. The general turnover rate is relatively high. We should carefully prepare samples for our customers. Good quality can also give customers a feeling. It is worthwhile to pay the sample fee;

C, for those samples that need a variety of products. In order to avoid unnecessary disappointment. Explain the company's policy of sending samples to customers first. You can take pictures of your customers first. Let customers choose products that they are really interested in. Then send samples according to the strategy of a or b;

Sample game

In the case of a. If the customer is unwilling to pay the courier fee for the sample. Then we don't have to waste time on such customers. Maybe they're just collecting samples. Maybe they are our peers. Just want to know our situation for free;

In case B, if the customer is unwilling to pay the sample fee. That could be a hopeless client. There is no need to waste too much time. If the customer agrees to pay the sample fee. Then you must treat such customers wholeheartedly. Such a customer. As long as the sample quality can meet the customer's requirements. We can receive orders;

In fact: they are all businessmen in real need. Most of them are willing to pay the sample fee. This means that most businessmen who are willing to pay for samples are real buyers. As for our treatment of this kind of businessman, we still can't make a deal. First, the quality of our products can't meet the needs of customers; Secondly, our communication or service can not meet the needs of customers; That is to say. We need to find our own problems.

Pain 4: Ordering procedure

The most painful thing is waiting for the customer to place an order. Sometimes it's slow. You can shave, grow a beard, shave and shave again. . . Call him and ask him if he has given it to their department head or manager. Still under review. Oh, my God. You can wait. We can't stop the machine here. Oral orders still need to be confirmed on paper and then sent to the workshop for making. Sometimes I meet trading companies. Hey. . More painful.

PS: Order confirmation is not easy. Waiting for orders is more painful.

Solution: Do you have a sales contract in your bag? Why wait? Please bring the sales contract with the samples. After business, you should sign the bill. Wait.-You're wasting your time. At the same time, I also choose you as a purchasing agent!

Pain 5: ordering content

Now there are more than 100 products, and thousands of specifications have been ordered by me. This company has been established for several years. At least now the product has a standard. But buyers sometimes make specifications. Don't tell me what model it is. How can you let me place an order? We have to call and ask. Sometimes I will meet someone, just touch me and do nothing. She will tell you sweetly: wait. I'll call the mold department to ask. Then there is a long wait.

Now all my clients have information about our company. But according to our company's information, there are few orders. In fact, it would be much more convenient if everyone understood.

PS: The content is clear and convenient for you, me and him. ...

Solution: don't be stupid when you encounter stupid purchases. Teach him. He doesn't know our products. We do. Pick up the phone and tell him. I'll tell you. Remember. Just remember to place an order. What else to ask. I am an expert. Ask me directly! If you don't know your own product, learn it.

Pain 6: the face of the purchasing factory

Nowadays, it is more and more difficult for buyers to cooperate. High accuracy. Of course, the price will be very long. Unfortunately, customers don't listen. He will do it at the previous price. Not if you don't do it. Because it is an old customer. If you do this, your profit will be very small. Make an offer occasionally. Write the special price XXX at the back of the receipt. See you happy and sad.

Occasionally, the delivery date will not be met. A phone call urged him to scold him to death. Then another phone call urged me to scold. This is not to say that we want to delay. Who doesn't want to be a man of his word? But sometimes the workshop just can't deliver goods. Our business is also very affordable.

PS: The only thing that loses in business is laughter. Don't do impatient business. ...

Solution: do business. Doing business The supply and demand sides are mutually beneficial. There is no need to look at each other's faces. If the purchase brings you difficulties. Then invite him to dinner. Give it back to him and let him massage you. If you still have face, throw him some money. There is nothing wrong with your product. Your work is not done well. Doing business is more than just sending back samples. They gave you the bill. You can't even show it, it's not interesting enough!

Pain 7: the boss's face

Some customers have fewer orders or fewer customers. The business volume in January is not large. Or your offer is low. These times. The boss will think you are not diligent. There are colleagues whose business volume is better than yours. You are worse. ...

PS:PS:BOSS, there is nothing wrong with measuring business by business volume. ...

Solution: Go back to the top and look at it from the beginning. Remove all the above. The boss won't embarrass you.

Pain 8: the theory of business working hours

Business hours can never be fixed. No matter where you are. Whether it is Monday or Sunday. Not only the company phone will call you, but also the customer phone will call you. Both the factory and customers think that you are a 24-hour standby worker. He has the right to call you.

It is true that the boss pays his salary. But sometimes it's because of the time difference. Has affected personal life. Affect the harmonious coexistence of husband and wife. It has caused many social contradictions. These are all imaginable.

PS: The working hours of the business seem to be very casual. In fact, no one works longer than me. ...

Solution: Please read the labor law first. Tell your customers what the labor law says. If you really do business 24 hours a day. You are so stupid. Learn to tell customers. I'm resting now. Please call me during working hours. He called you at midnight. He has problems with the purchase. Although doing business is doing service. Be nice. But if you really do business, you don't even sleep well. What business do you do!

Off duty. Turn off your cell phone!

Pain 9: business reputation

In fact, every company. Make every comparison. I think credibility is the most important thing. This is also the most basic quality requirement for doing business. I noticed this from the beginning. So the customer leaflet came to find the price, and I will definitely express it as soon as possible. Sometimes people go out. Here comes the bill. However, it is common not to quote the price. The customer asked one phone call after another. The order was placed, and the delivery was slow, and the delivery date was not observed. The biggest headache besides customers is business. Because of credibility. You should fulfill your promise. If you do this every time, who will do business with you? !

Sometimes I make an appointment with a client to meet and discuss. Unfortunately, he was not in when he arrived at the client company. I still have to smile and call back to the company to make an appointment for the next meeting. ...

PS: Without credibility, there is no business. The most basic thing in business is to be a man. . .

Solution: How does credibility come from? Credibility is that you did it. What others say about you. Zhang San said to Li Si. Li Si told Wang Wu. That's how credibility is built. So what you have to do is to do your job seriously!

Pain 10: the fate of doing business

I always feel that this business is not suitable for anyone. If you want to do it, you must do your best. See that others are better than themselves. There is an unconvinced idea that I want to surpass him in it. The boss may have invited me because I am more handsome. But I'm also very aware of my situation. There is no single fire.

Did not do it well. Difficult to get along with. Maybe I'll be fired tomorrow. Do it in the factory. When did you ever worry? But a comfortable life is not what every enterprise expects. Business life just needs excitement. Need a challenge. Business spirit is immortal. This is a shameless spirit.

PS: It is not the will but the face that is honed in business. This is the fate of business. ...

Solution: Business work has no life. Do it as long as you want. See if you want to do it. To paraphrase Chen Anzhi's famous saying: There is no sales genius in the world. There are just lazy people who don't want to be sales!

Expand salespeople's eloquence skills

Communication skills in sales can help salespeople better understand customers' consumption psychology, so as to better design sales strategies and successfully achieve sales goals. The communication in sales not only includes the normal emotional communication between people, but also increases the purpose of sales. Therefore, communication skills in sales are paid more and more attention by salespeople.

Many times, talking too much is nothing more than trying to convince a person, but it is a very difficult thing, and sometimes one sentence can completely affect the other party. So what are the skills in this? I will teach you how to persuade others.

Persuasion skills 1: You can decide whether or not. ...

Making the other person feel that he has the right to choose is also an important key to persuading others. In fact, the technology of "even a penny …" mentioned earlier also uses this skill. In Brehm's reactance theory, it is said that feeling lost the right of freedom and choice will reduce the possibility that others will comply with the requirements.

This is how to convince others. I prefer the third explanation, because when the other party has the right to choose and makes a decision without pressure, he understands that the decision comes from the heart, not from external factors. Moreover, the possibility of obedience will be greatly improved after the respondent makes internal attribution.

Persuasion tip 2: We will give you more. ...

Everyone may have this experience. When you are shopping, you are attracted by a product and are hesitant to start. When the boss suddenly asks to buy something to send, you will find it very cost-effective, and immediately take out your wallet to buy it. In fact, this boss is using this kind of persuasion skill with high success rate, and using "time difference" to increase the sense of value of goods.

Psychologists have done such a field survey of consumer behavior: in a baking workshop on the street, when a pedestrian who randomly walks into the store is interested in cakes and asks about the price, the store will take the initiative to inform the price, but will discuss with another store employee (who has colluded first) for 5 seconds-10 second, and then inform the guests that they can get two more biscuits when buying cakes, and the number of people who are willing to buy is as high as 73%. However, if only pre-assembled cupcakes and two biscuits are sold at the same price, only 40% people are willing to buy them.

It seems that making good use of this skill can increase the turnover of the store! This persuasion skill is named "This is not all the skills". When I was a child, I played marbles with a plastic ruler. Even if you don't get any results, Aunt Pinball will still give you a bottle of "asparagus juice" with a smile, and you will feel that even if you lose, there will be a drink to quench your thirst. In fact, drinks are gifts for playing marbles, but if you are given drinks at the beginning, you will feel that playing marbles is a waste of money, and you will naturally not patronize next time.

So how to apply this skill to the current e-commerce? When planning the product page of online shopping, it is advisable to put the gifts at the bottom of the page, so that visitors can notice the gift information after reading the product price and product introduction, which will sell better than the combined products that provide gifts at the beginning. Try to surprise your buyer.

Persuasion tip 3: Even a penny helps.

Dr. Robert B. Cialdini, a professor of psychology, put forward the famous six principles of influence, which is an international authority in the field of negotiation. At a charity donation activity on 1976, he was surprised to find that after telling the people that "a penny can help us", not only did the people donate more money than before, but they also attracted more people to donate.

This sentence is called "a penny for a penny". Since its effectiveness has been proved, many fund-raising activities have also incorporated it into the standard coping process of public relations personnel.

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