1) intrinsic motivation
"Different people have different motives-self-esteem, happiness, money, as long as you can think of it," said an expert. "But all excellent salespeople have one thing in common: endless motivation to become outstanding people." This powerful internal motivation can be formed through tempering and tempering, but it is not taught. Motivation comes from different sources-some are money-driven, some are eager for recognition, and some are fond of extensive communication. Gallup research reveals four gender types (competitive, successful, self-fulfilling and relational). These four people are excellent salespeople, but they come from different sources. A competitive person not only wants to succeed, but also longs for the satisfaction of defeating his opponents-other companies and other salesmen.
They can stand up and say to a colleague, "You are the best salesman of the year. I am not disrespectful to you, but I will compete with you. " The salesman who pursues self-realization just wants to experience the glory of victory. No matter how competitive they are, they want to set their goals higher than they can. They can generally become the best marketing managers, because as long as they can let their own organizations complete their tasks, they don't care much about the success or failure of others. The last one is a sociable salesperson. Their strength lies in whether they can establish and develop good business relations with customers. They are generous, considerate and do their best. "This kind of salesman is very rare," said Minolta's domestic training manager. "We need the kind of salesman who can patiently answer the tenth question that customers may ask, the kind of salesman who is willing to be with customers."
No one is a purely competitive, accomplished, self-fulfilling or relational salesman. Most excellent salespeople belong to one type or another. "If a competitive salesman has some sense of relationship, he may get a lot of business besides taking care of customers." The director of Gallup management consulting company thinks, "Who can ask more of such a person?"
These internal motivations are:
1. Confidence
A confident salesman is half the battle. Self-confidence includes:
1) Have confidence in your products;
2) Have confidence in yourself;
The most important part of sales promotion is the salesman. Salespeople should accept themselves, affirm themselves and like themselves. If you don't even like yourself, but expect customers to like you, it's really hard for customers. Hong Kong salesman Feng Liangnu put it well: "The secret weapon of salesman's success is to like himself with the greatest love." Not only that, the confidence of a salesman should also include confidence in the goods he sells.
2. Tough personality
Once rejected by customers, 5 of the 10 salesmen will stop; Rejected for the second time, two of the five people disappeared; After the third rejection, only one person will make a fourth effort, and then he will have no competitors. Successful salesmen often fail and fight. They don't believe in failure, but only think that success is a stage, and failure is just an incorrect way to achieve success. After a short failure, they learned the methods of change and promoted their own progress. Continuous progress, continuous improvement, starting from scratch again and again, will have the final good results. A business master put it well: "An effort is a fortune. If you don't get it, you won't come."
3. High enthusiasm and good service.
Top salespeople regard customers as their long-term lifelong friends. Caring for customers' needs is manifested in caring for customers anytime and anywhere, providing customers with the best services and products, and maintaining long-term contact. A successful salesperson can see the customer behind the customer, and can see that he is not his own customer today, but it does not mean that he will not be tomorrow. Respecting others is not only a virtue, but also a manifestation of one's own personality charm.
4. Extraordinary affinity
An amiable, cheerful and straightforward salesman will stimulate customers' interest in buying goods. On the contrary, a dark salesman will disgust customers. Such a salesman is naturally interested in others, likes to associate with others, and is easy to find the advantages of others, compassionate and sincere. Many sales are based on friendship. The first product that a salesperson sells is the salesperson himself. How to get a good first impression is very important when salespeople sell services and products. At this time, your personality charm, your self-confidence, your smile and your enthusiasm should be mobilized to impress customers as much as possible in the first few seconds, which requires salespeople to have extraordinary affinity.
5. Be responsible for the results, 100% for yourself.
Successful people keep looking for ways to break through, while unsuccessful people keep making excuses to complain. To succeed in sales, you have to rely on yourself. Find a way to succeed, not a reason to fail! In the process of sales, mistakes are inevitable. It's not terrible to make mistakes. What's terrible is the fear of making mistakes. Commitment equals completion, and if you think about it, you must do it. A person who dares to take responsibility is often easily accepted by others. Who can imagine the reason to cooperate with a person who is pretending to be wrong? Successful salespeople are responsible for the results themselves, 100% are responsible for themselves.
6. purposeful learning
Knowledge is not only strength, but also the core ability of enterprises to create wealth. Learning is the only way for everyone to grow up. Any top salesperson is constantly learning, and through continuous learning, he can grow into an excellent salesperson. Learning is not only a slogan, but also a correct learning method.
The correct learning method is divided into five steps:
(1) A preliminary understanding. This understanding includes many aspects. As a salesperson, we should first study the art of sales seriously, then understand the responsibilities and quality of a salesperson, and then understand the goods we sell, including advantages and disadvantages, and secondly understand the objects we sell.
Repetition is the mother of learning. Repetitive learning is an indispensable means, and the completion of any learning process is a repetitive process.
(3) begin to use the knowledge and skills you have learned.
(4) achieve mastery through a comprehensive study. Incorporate the learned content and skills into sales.
(5) Strengthen again.
2) Strict work style
No matter what their motives are, if salespeople don't have good organization, cohesion and hard work, they will not be able to meet the growing needs of customers. A good salesman can insist on making a detailed and thorough plan and then stick to it. There is no magic way to promote sales, only strict organization and efforts. The president of a small materials trading company said, "Our best salesmen are never short of people." "If they say they will meet again in half a year, you can be sure that they will come to the door to find customers in half a year." Good salespeople rely on hard work, not luck or skill. "Some people say they can get lucky, but that's because they go out early and come back late. Sometimes, for a project, they have to work until two o'clock in the morning, or when people leave the office at the end of the day, they have to talk to people. "
1. The work is planned. Who is your client? Where does he live? What is his hobby? How do you contact him? If you are a salesman, you might as well evaluate yourself first, choose an industry or a region, learn more about the trend of this industry or the characteristics of this region, so that you and your target customers have the same topic or characteristics.
2. A salesman with excellent professional knowledge should have commodity knowledge, business knowledge and related knowledge. "How to use this function" "Do you provide installation services?" In the face of consultation, you can't provide a complete or immediate answer, "I'll go back and check", "I'll ask the manager to explain this problem to you", "I'm not sure about this" ... your value will be discounted immediately.
3. Doing the Right Thing A salesman selling goods or services is just doing the right thing, but whether it is done correctly or not is debatable. Women never want to buy these chemicals when they buy cosmetics. What she wants is youth and beauty. Of course, applying for a credit card is not for this plastic card, but for convenience and pride. Do you know what she wants to be young and beautiful, and what he wants to be proud of?
In addition, because in modern industrial and commercial society, everyone is more or less burdened with pressure, relatively tired of pressure, and hopes to be happy and calm. What some salesmen hate most is to pester them to death and pass on the performance pressure to customers, while super salesmen are communicators of happiness and hope, and stress-free sales will be the best personal image.
4. Clear goals and plans (vision). Successful salespeople have goals in their minds, and some people only have wishes. Successful salespeople should improve their self-expectation with the goal of making their self-expectation clear. A successful salesman will define his own success, make clear the motivation of an achievement, and make clear the reason for achieving the goal.
Successful salespeople should have long-term goals, annual goals, quarterly goals and monthly goals, and subdivide the clear goals into your action plan for the day, constantly adjust their goals according to the development of things, and strictly follow the plan. Carry out our plan and plan our work. For example, how many visits do you have to complete every day to achieve your goal? How much sales do you want to achieve? Where did you visit today? What is the tour route for tomorrow? Every day, my heart should be clear.
3) the ability to complete the promotion
If a salesperson can't get customers to place orders, all other skills are empty talk. If you can't close the deal, it can't be called promotion. So, how can we become an excellent salesman? Managers and sales consultants think it is very important to have a persistent spirit. One of them thinks, "A good salesman is like a good athlete. They are not afraid of failure and will not give up their efforts until the last moment. " The reason why excellent salespeople have low failure rate is that they believe in themselves and the products they sell. Excellent salespeople are very confident that their decisions are correct. They are very eager to reach a deal-no matter what method is used, it will succeed within the scope permitted by law and morality.
4) the ability to build relationships
In today's relationship marketing environment, the most important thing for an excellent salesperson is to become an expert in solving customer problems and establishing relationships with customers. They can instinctively understand the needs of customers. If you talk to the marketing director, they will describe you as an excellent salesman: dedicated, patient, thoughtful, witty, careful and sincere. A good salesman can stand in the customer's position and look at the problem from the customer's point of view. Today's customers are looking for business partners, not golf partners. "The root of the problem," said a marketing consultant in Dallas, "is to have a clear goal. Excellent salespeople don't like others, they want profits. " He added: "excellent salespeople always think about big things, where the customer's business will develop and how they can help their customers."
5) Good image
What was your first impression? A person with a neat appearance can easily win the trust and goodwill of others. Psychologists have done a very influential experiment, in the absence of red lights and cars, arranged for two people to cross the road, namely, people wearing straight clothes and people covered in oil. As a result, there are obviously many followers wearing straight clothes, but few or no followers wearing work clothes. Therefore, "clothes make the man" is true.
6) Establish a customer base
A novice salesman worships a super salesman who happens to have a business phone number. She immediately dug up the customer's information from the cupboard behind her. This document completely records all the information of customers and the contents of each service. When asked why her performance was so good, she opened the filing cabinet and said to the novice, "With these 600 customers, am I afraid I can't do it well?"
It is impossible to master 20 million people, but it is not impossible to master 200 people. The chances of getting to know 1000 people through networking efforts are far more than just knowing 10 people. From understanding to becoming a customer, customers can also derive customers and gradually establish their own customer base, and their performance will naturally improve.
7) Make good use of the power of the subconscious.
People's consciousness can be divided into expressive consciousness, subconscious and super-consciousness. Subconscious is the external image on the surface, while superconscious is the inner feeling of people. Only decisions from the super-consciousness are the real decisions in people's minds. Successful salespeople are people who dare to stick to their dreams. The way to stick to your dreams is to input concrete and inspiring images into your visual system, stimulate your mind with a voice eager for success, read more successful and inspirational books, read biographies of successful people, and listen to some sales and success lectures.
After having these basic qualities, sales staff should also pay attention to the following matters.
1. Work hard for old customers
I believe such a ratio of 28%: 80% of the business is completed with 20% of customers.
This is because when a customer buys something from you once and feels satisfied, he is likely to come to the door again, which is very common in the business world. Whether it is a signing giant or a new advertising company, they rely on three or four big customers to support most of the company's expenses. I find it strange that some people don't realize that old customers are their best customers.
This 28% tax rate is equally important for individual dealers.
2. Let customers be infected by you
From hosting sports activities, I have gained an experience that it is not difficult for a person who loves sports to sponsor a sports activity. Even a person who is slightly interested in sports hopes to infect him through gradual contact.
Catch big fish in a small pond
Young people had better find a job in the international department of the company. Because in that environment, you can have a sense of honor and achieve the greatest success in less competition. Good salespeople should also avoid those "crowded" areas.
Have you noticed that the decision-makers of a company frequently go in and out of places that look inconspicuous and have no potential at all? The following example is about Waterford, Connecticut, which is one of the largest piano sales areas in Steinway, USA. Waterford, a suburb of New London with a population of only 1.80 million, ranks 46th among the 50 cities in the United States. How did this meritorious employee Michael Iger manage it? The secret of Iger's success mainly lies in:
1) His piano is the best (although people will wonder why other Steinway piano manufacturers can't achieve such good results);
2) Although he chose a small sales area, there are many rich people who can spend $35,000 on a piano.
3) There is no competition. At least the competition is not obvious.
Give a similar example on a golf course. You can easily win the league title against a weak team. Of course, this easy victory on the court will make people feel chicken ribs. However, I guarantee that it is very popular in the mall.
4) innovate every time;
Many salesmen will make a good first impression. They are well-dressed, humorous and humorous. However, if they don't try this way at the second meeting, they may lose customers because they feel that they lack something substantial. Excellent salespeople instinctively realize that they must further promote the project at the second meeting, even if it is only a small progress.
They seize every opportunity of promotion and bring something new to each other.
5) Retreat for progress;
If a salesman can really say "this is not for you, let's talk about it later."
It will be very refreshing. Excellent salespeople know that in most cases, this retreat strategy is more conducive to future success. When you say "Let's put this aside in advance", customers will not only trust you, but also be more acceptable when you sell other goods.
6) moderately eliminate confrontation;
It is said that a good salesman can foresee the different opinions of customers. They only rely on patience and logical persuasion to "grind away" the different opinions of customers. Of course, they may offend customers at any time or make them feel stupid. Super salesmen can eliminate the hostility of customers without their knowledge.
7) Be sure to perform the contract;
Salesman, with good quality, is the kind of person who will succeed no matter what he sells. The trouble is that he never keeps his word, and he "disappears" after every transaction, and there is no news again.
Now he is using his excellent sales talent to try his best to get himself out of some troubles.
—— Quoted from the Marketing Encyclopedia of Yanbian People's Publishing House.