Details of successful sales

 First 15. Exercises a strong memory
memory is one of intangible assets. For the Seller, the super-memory is your avenues to success, is a necessary capability. If the goal is to be a excellent sales staff, then your memory to remember those who support their important things enough; if you want to be the top salesman, then we must exercise a strong memory.
to remember their names < br> This is the Wisdom - sul mm an American town that nobody on the success stories of how mid-century 30 .20 Wisdom - sul took over his father at the hotel restaurant, is this only 20 seats a small restaurant that would become famous across the family business in Michigan, and its many branches to form a band around the restaurant in southern Michigan, it was named one of the nation's best restaurants. When sul took over his father The hotel restaurant before, was an active athlete, is an American football quarterback and halfback, baseball's first baseman, is also the basketball point guard. At that time he had exaggerated his teammates and to know each other player's name. During World War II to become a Navy logistics officers Sool. during his business trip in Washington, the capital of the food tasted the same time, he also maintained his good memories of the good habit, every contact with him officers, as long as he know the name, he will keep in mind.
Now, the company has been handed over to the son of Hans and grandson Sool to taking over control, and now this restaurant is well known in Michigan. Su Le's success can in part be back to work on his very famous restaurant has a secret system of small snacks, but the most important factor is that sul super memory. his name to others can be said to Guomuchengsong. Thus he was able to come to the store for each customer are warmly welcome, as welcome guests to his home to visit the same. Meanwhile, he also has contact with him to remember every name of the person had the habit, these people almost all by his name firmly in mind. sul way is to get a first meeting of each person, whether customers, partners, competitors or their employees, he would ask each other's full name. and then repeat the name three times, and try to chat in the next dialogue or her name used. After the Road program after sul basically you can never remember the name of this person.
of course, also has a number of sul Shortcuts: When a group of strangers appear at the same time when the customer, he always will be their names linked to their position to help them remember. To avoid confusion, he will be the name of each person with a direction of the back or front of the word. After he recorded before going to bed at night, who will provide a chance to browse and remember the name again.
for sul, repetition of the memory is very effective. In fact the modern scientific research shows that people need to repeat 7 times more memory, will form a life-long memories. and sul also confirmed the success of the importance of memory: remember the name of each client, to truly realize the guests to return to the intimacy as it is a strategy for success .
If you feel that your memory has begun to decline, or had not so good, a lot of people need to meet at least three times to remember each other's names, then you must start now to practice your memory, the super memory is of great help to your career as a quality.
develop a remarkable memory
salesman should have a remarkable memory. because you must keep in mind a variety of performance products, and even a competition for each commodity characteristics. You have to remember the names of your customers at the next meet, do not need to remember to be blurted out. Perhaps the other side can not remember your name, but that does not mean you can not remember their name . can not remember their name, is a taboo for sale!
you can enhance memory through self-suggestion. means that you want to learn something, only half the battle, you also have to say to yourself: ; I remember it. Remember to learn more than you are just browsing over the contents, not to deliberately perform much better memory.
record the information and names of traveling salesman
need to travel, each trip will provide a lot of new information, so you need your own super-memory to write them down for future use. of course, just heard a positive message on human memory was only 50%, but the champion salesman has some effective methods can be used
to progress in the efficiency of their memory. The following tips first volume, hope to see help you develop their own quality in this area.
1. repeat of useful content
just heard the other after the finish , immediately to the other side, then use their own language to re-expression. aim is to one side repeatedly, while for their own gain time memory. If we do not take the initiative to repeat the words, they will continue to give you some new information, then your brain's memory device to will be overwhelmed.
2. quickly familiar with each other's speech patterns
If you can talk a few minutes at the beginning, summed up the pattern for the other to speak, or to remember one of the typical examples, and then their Refresh combination of conversation, also can help memory. and because the grasp of the characteristics of each other, it is easy to sit in the right into the seat. There is a small clothing store owner, she may remember the names of no less than every customer, but she always considered out of you, because she was the first face you see when you record in mind the characteristics: a big eye or a dyed red hair girls girls.
3. the use of certain memory method
and skills in this area have a lot of books, as a growing emphasis on memory, so people will study more. You can access some information, then according to their actual situation, to find their own way.
student Why do they always have good memories? there is one important reason is because when you study and had to take notes. quickly record some key words on paper, or on behalf of their own design specific meaning of symbols, after Rereading the impression will be a lot of depth.
second 16. Speech is silver, gold
listen is saying: more useful. If the customer places an order on the other side there for a while silent, and you must not think themselves bound to say something. Instead, you give customers enough time to think and make decisions. Do not self-assertion to interrupt their train of thought, otherwise you will regret was vomiting blood.
effective listening
front of the customers and sales staff to do the first volume of goods to their full advantage, which of course is essential. However, listening to the sales staff also has an important role. sales staff not only to encourage customers to talk and speak after the customer, but also learn to listen, then do not speak more than a few
. Some sales staff, For a priori reasons, introverted, quiet, customer-facing, at times I have a lot of want to say, no way open, the only thing they listen to, but their business is not imagined it could not carry out, on the contrary, they performance is not bad. This is the idea that they can listen to the customer, the customer is willing to deal with such people.
can be seen, the salesman how to say this is not the most important, the key is to learn to speak. speak speaking and listening skills, into the ears of its more important than that. A good listener who will be a good salesman. Listening is a skill worth developing, good at listening to people at social gatherings and career will occupy the upper hand. representing expert survey, 20 species in the sales manager's characteristics and capabilities, the top two are: listening and communication skills. during working hours, sales will be 70% -80% of its time to do the work of communication, of which the main activities is to listen. Therefore, listening is a successful sales person should have the most important quality.
listen, is often misunderstood as is very dangerous, and this misunderstanding will lead to to ignore this important communication functions. even terms, as a listener, it is only 35% efficiency. the lack of effective listening often leads to missed opportunities, misunderstandings, conflict and poor decisions, or failure to make timely discovery by subject led to the crisis. effective listening can be acquired through learning, familiar with their own listening behavior of web pages will help you become a proxy efficient listener. listen to the sales staff is essential. When speaking with customers to understand their own is a listener, rather than waiting to make a sale and purchase of the governed, they do not hide to give advice and share emotions. In this way, between customers and sales staff to creatively solve the issue, and not passing the buck accused. learn effective listening can make you establish good relationships with customers, sales staff access to important information needed to improve the professional image of your sales to ease tension, so that the sales job easier, relatively easy to convince customers.

listening is the best compliment is a courtesy to listen to, is a respected speaker's performance, the speaker is a high degree of praise, but is the best compliment to the speaker. listen to to each other like you, trust you. hope to see everyone get the respect of others by other people's attention. When we dedicate ourselves to listening to each other about, hard to listen, to listen attentively even when the other party must be respected and there will be a the feeling of being taken seriously, is bound to narrow the gap between the two sides.
through a friend's first volume, heavy-duty car salesman George, who used to visit the merchants bought their company cars. meet, the manner of George offers his own business card: car all the unpleasant, such as bad attitude, quotes false, false built and equipped, the handover time waiting for the car too long, etc..
customers chatter endlessly with George providing the car companies and the original Seller, George had to stand aside quietly, listen carefully, do not say a word. Finally, to all previous customers who have grievances spit bare headlong. When he took a break a little only when found in front of the sales staff seemed very strange. So, a little embarrassed, he said to George: capacity of the first capacity to me first, right. purchase, the entire process, George said, then do not add up to more than 10. heavy-duty vehicles the key transaction finalized by the road out of that client, he said: lying to you before the winter so I buy a car. therefore benefit.
second 17.
to win customers by listening to listening to our customers talking salesman, the most common weakness is that he only put on listening to our customers talk, the way my heart can not wait to wait for an opportunity within , want to talk about his own words, completely > listen to win customers
Joe - Gilad said: I observed that some sales staff chatter, so that their performance is always flat. why God gave us two ears and one mouth? I think, is to make us listen, speak! Ladd deep feeling on this point, as he learned from his clients this truth, but also come from the lessons.
One day, Joe - Gilad accompany clients to switch half an hour, on the He should have full grasp of buying a car, and sent into the office filling the order.
their way into office again to talk about winter and spring sounded customers to his son. > .
to be a doctor. suddenly said:
. Joe, you heard me. tell you, Mr. big shot, some people tell you what he likes does not like something, you should listen to them, listen attentively! something wrong, quickly said: ; any ideas?
br> Three years later, that client again, Joe - Gilad sell him a car. He not only buy their own, but also the first volume of the several dozen colleagues to Joe - Gilad here. and then later, that customers and from Joe - Gilad here to buy a car, the doctor gave his son Jim.
Joe - Girard 12 years and more cars were sold, known as the set into the goods patience. On the contrary, customers are willing to spend time with those who care about their needs, questions, thoughts and feelings of people together. Joe - Gilad on listening to do a simple sum, he thought, when we do not chatter, br> but listen to what others say, at least can gain three benefits.
(1) reflects your respect for each other;
(2) the opportunity to get more transactions;
a customer focused attitude of listening to our customers needs, goals in a timely manner to customers is not sure you understand what he wanted to say that the attitude of sincere focus on customer say that he can stir the heart more ideas.
2. to allow customers to finish, and note the key to remember is to meet customer needs you, you are to bring the interests of customers, let your customers to fully express his condition after, you can correct to meet his needs, as doctors described the patient to be listened to their condition before beginning diagnosis.
3. to grasp the idea that customers really
customers customer attitude, he probably will not really think tell you, he might use the excuse or false excuses, or for diversion to other purposes, or do not have a hidden reason inconvenience clear. so you have to listen to the customers as much as possible the idea of the real.
take customers inside The idea really is not an easy thing, you'd better listen to customers in the conversation, ask yourself the following questions.
(1) customers said what?
(2) it mean? he said is a fact or an opinion?
(3) Why did he say that? he said What is the purpose?
(4) from his talk, I know what you need him ?
(5) from his conversation, I knew he would like to see the conditions you buy?
if you can keep track of the above 5 points, I believe you will definitely become a burnt person.
second 18. The first time we met I remember the first time and exchange business cards
meet customers must remember to exchange business cards. Even in the appointment of the phone has spoken to each other has also been reported to name the generic term, or should be exchanging business cards. cards is salesperson for an important interpersonal communication tools, often used, but essential. a good sales staff attached great importance to business cards, and will properly use the card.
respectfully delivered and accepted delivery of a business card business card
, should be cautious, respectful and politely handed it to each other. in the delivery of well-known films, the salesman should not use the following method: pinch the part of business cards handed out to; to hand out business cards tucked finger. these two delivery methods easily towards the other side where the sharp is very incompatible with the etiquette. the right delivery method should be: the fingers close together, the business card on the palm, thumb grip around both ends of the card, respectfully to the other breast; or Bend the index finger and thumb grip the left and right ends business card offer.'s name on the card back on himself, so that customers can clearly read out their names, and easy to walk to the other party on receipt of the interval to delivery, which delivery is the most basic business card etiquette. Similarly, out of a business card, please do not forget to smile on her face, and not slowly and, procrastination, as this might make sense of anxiety, and even your sales generated sense of exclusion.
1. visiting cards to produce business cards with the attitude of tough
seriously can not take so-so attitude. first meeting by the time customers will produce a business card salesman approach to measure its character, determine whether it is worthwhile contacts. go out, the salesman should be easy to take out the card in advance to place out smoothly at the proper time, gave each other respectfully and politely said: . each other's business card, be sure to read through attentively, cut can not be casually stuffed into the pockets of a trouble; while exchanging business cards with a few people, and because is the first encounter, the other party to the temporary seats on the order of cards on the table , when talking with each other, while the iron is to remember each other's names and faces, the only card in the appropriate opportunity to close up. If there are several customers present at the same time, we must keep track the location of customers and business card, do not do can be mistaken identity, read the wrong name, as this will make you and your clients are selling discount goods.

Keep business cards business card if the wrong delivery of other people to each other, will be a very rude things, but also result in embarrassing scenes. putting the card in the back pants pocket, it will not respect each other's sense impression, so the card or on a better suit jacket pocket.
following these is salesperson details should be very aware of the place.
(1) business card holder may use the relatively long time, so please buy some of good quality.
(2) Do not place the card in the ticket holder, a small notebook inside , when the access is very convenient nor decent.
(3) business card holder should be placed on a suit jacket inside the bag, not in his hip pocket, especially after the pocket more than to put the card folder. < br> (4) When exchanging business cards, should be left to take their business card, right to receive other people's business cards, business cards so each handover.
(5) exchange of business cards into the seat after completion, to correct each other's business cards placed his business card folder.
(6) is not easily read the name it has to ask each other, but do not directly ask how to pronounce the word, you can repeat each other's names, will not be a word was stopped, indicating the other side, usually the other will not mind repeating once.
(7) If there are conference table when the talks, do not rush to put away the business card, business card in the collection after the other, if there are people, should be order on the table and went away, be sure to receive a good business card. not the other things on the card, this is a big taboo.
Dell Kan, director of marketing, said Roberts, when he went to see regular customers about this statement: get a more favorable discount. must be proficient grasp. excellent sales staff will use the special way people keep business cards.
second 19. to develop sales targets
establishing goals is very important. to establish goals to keep in mind: to achieve goals process, its progress is more important than achieving goals. As a salesman, not without their own goals and action plans, or sales will not be able to start, If it is messy, the scattershot visits to several customers, the probability of success and how many?
no goal to no direction
as a salesman, just found the right target, it should go forward and not be a temporary failure of the difficulties and short intimidated, we will certainly succeed. goals Seller is not everywhere clear. If a sales clerk casually asked: Q: Ladd, to their own goals and plans is to visit 30 clients every day, if the day was not reached, he would certainly not have to adhere to the night out to dinner. is with this spirit of persistence made him worthy of a top sales king, but also brought him great wealth.
To be a successful person, we must first have a clear goal in life. no goal in life, there is no specific action plan, work will muddle through, improvise, there is no sense of responsibility, let alone what a strong will and high-spirited. Yiping said the former marketing guru: passive, negative; if doing things for themselves, the target will be able to determine their own plans for their implementation, then his action is positive and proactive. no target seems to be no sales to buoy the ship, only in the river on the drift. no goals, sales staff can not conduct their own evaluation and summary of achievements, he does not remember where the goods sold, he wants to waste a lot of time, his performance stagnated, with no records. there is no record the things that is not happening.
goal setting sales targets three-step development of the general three-step
.
1. to set an ideal target in the choice of targets, to follow the was almost one br> asking price. is mutual respect for the interests of both conditions, so that their own interests to maximize the target.
2. seize the end of a vertical target
in Scotland, a small tire company had started only 4 days a week, manager enhance the competitiveness of commodities in the market, hope to see can start working five days to one week. However, the trade unions refused to make the meeting on the grounds that the ideal of union does not start on Friday. In the long sales process, company managers have repeatedly statement, if the union refused to cooperate, the Company may be *** of business. may be the ideal goal of union insistence. final sales failed, the company announced closure, the workers are unemployed. The union is due to the pursuit of ideals and goals at the expense of final vertical target mm to keep their jobs. end goal is survival longitudinal subject, the ideal goal is the development of topic, the ideal goal for the final vertical goals. If the subject did not solve the survival of talk about development? the end goal is vertical and the bottom line mentality.
3 . better to have a target range of objectives and end
longitudinal ideal goals, it is best to have a clear target range in order to leave room for negotiation and customers, allow customers to psychological sense of accomplishment.
market, A paper that says the shirt stall No price, 30 yuan each. but you can bargain, but also through the bargain, generally or in 25 per transaction, daily sales is not bad. customers excited about it, will buy a tie.
the same transaction is 25 yuan, B Why sales stall A stall than good would stall because the price of B has a target range of 30 per mm is his highest ideal target, the lowest 25 per longitudinal end of his goal. and this target range setting to allow customers to accept psychologically.
sales success can set goals, do not set goals, it can not fully develop their potential. particularly in terms of a salesman, if no target, it will become depressed, irritable , will be lost to the focus. We can see how important goal setting.
a goal is not afraid of failure
Whenever we start something, you always can not avoid failure, as Like a child learning to walk, not a child can not learn wrestling to go and run. from failure to success, this is the way, do not think it will succeed without fail, it is fantasy. fame and mediocre Inaction person will experience failure, the difference is that failure is success and fame were to be successful, a new dynamic, but also the gap between mediocrity are insurmountable.
When a new customer to the company Jie, When to visit him, Jie both excited and nervous, almost afraid to make eye contact with customers on the exchange, the customer's questions answered is also hesitant, until after the end of conversations with customers found themselves with palm also nervous full of sweat, sweat shirts are soaked. This visit customers with predictable results, the initial sales Jie so failed. but Jie did not blow because of the failure to do see, he seriously analysis of the merits of their location: they certainly have a wealth of theoretical knowledge on the sale, but no practical experience. in the goods sold on their own understanding of the skills of dealing with people's knowledge is still quite lacking.
second 20. to develop a sound marketing plan 2
morning time is the key to victory or defeat, when it decided to sell, salespeople have to study carefully how to formulate a plan of action as early as possible. In making plans, let us look at ) The first is reading, thinking marketing programs, develop action plans that day's sales. (3) 6:30 into the client's home to hang up in order to finalize the visit time.
(4) 7 o'clock breakfast, and his wife to discuss the work.
(5) 8 o'clock to the company to work.
(6) 9 o'clock ride in his favorite car out to the Cadillac sales.
(7) 6 pm after work home.
(8) at 8 o'clock to study, reflect, and organize customer information, and arrange the new program.
(9) 11 o'clock bed time.
Mr. Saito, the success of the help of bamboo every day because of his careful planning, and strictly implemented according to plan, work nonstop from morning to night. you know, he was only 57 years into the desperate into the sales profession mm Asahi Mutual Life Insurance Company. and he only 5 years from the debt, became Japan's chief salesman. at age 70 years by the United States's become the world's chief salesman, this is done by the merits of his unshakeable brought. good marketing plan is divided into two types: for the sale and development of operational plans and to provide customers with the plan as a reference.
first kinds of plans, the salesperson's action plan, also known as battle plans.
how to develop operational plans, many ways, generally includes the following steps:
(1) setting goals, establishing sales outlook. determine the marketing concepts or creed, but also to make specific, detailed the total target decomposition, making it the guiding principle of the work of the part of the business and direction.
(2) to guess. No matter how the salesman's subjective intent, in fact, is surrounded by the objective environment. If ignored guess the objective analysis of the environment, marketing plans are just building a tower on the sand, the air-made floor.
(3) envisaged marketing plan. sales plan is based on sales staff intention two kinds of plans, to provide a reference plan. It produces a very large role, if well developed such a plan, you can say that the sales is half the battle. salesperson to develop sales plans, always taking into account the following two things: One is usually sales have in common; the other is the sales target due to the various situations that may arise. In general, the sales staff at work are used to prepare the products of the company manual. Company goods manual, an overview of the main features of the operation of commodity, is applicable to all customers, all sales staff a common language. As fits, we all use it, therefore, not only the usefulness of the sales will not achieve much, And to make customers feel tired easily. Therefore, the sale should be based on different objects, their preparation of the corresponding file. Handbook of goods issued by the company, based on repeated study, imagine, if they are customers, how will think, should provide What is the best reference programs. This would be vary, just kind of.
when the customer is a company, it is necessary to the company's product manual as a reference, according to the size of the company to write programs . whether the other has a hundred or a thousand staff ...