With the development of China's economy and the formation of a buyer's market, salespeople occupy an increasingly important position in enterprises. Excellent salespeople have broad promotion space and right to speak in enterprises, but it is difficult to become an excellent salesperson among tens of millions of marketing troops. Therefore, for the current sales staff, we should first examine whether they have the seven core competencies of sales work, and constantly improve and enhance them.
keep patience
Patience is the hardest thing to do Anyone who has done sales knows that you should be patient when customers don't have them at first. I have seen many people who have just entered the sales industry give up halfway, which is the result of not sticking to it. Maybe you need to be patient for a month, half a year or even a year before you start to accumulate some customers, so that your performance and income can be improved accordingly. So, if you are an opportunist, don't do sales.
Attitude is the most important. Facing a customer, the sales target is a group of customers behind him. There is a saying that the distance between people is no more than 6 steps, (the reader himself) is my friend (the friend of a friend's friend's friend's friend's friend's friend), "Everyone knows 33 friends who don't repeat, and the sixth power of 33 definitely exceeds the population of China". This formula is completely valid. This example focuses on a huge network of relationships. Therefore, in the face of individual travelers, we must also pay all our attitudes.
Self - control
The management and control mode of the enterprise is work report and daily meeting to report personal work status, but if you really want to be lazy, it will be easy, such as deliberately going to distant customers and taking a rest on the road; We talked for half an hour, but lied about talking for three hours and so on. This way not only harms the interests of enterprises, but also hinders our own development. A friend of mine, Mr. Zhang, was then the account director of an international media company in China. He once said that when he first joined the sales work, he went out at 8: 00 every morning and went home at night 10, rain or shine. When I was hungry at noon, I ate bread and drank mineral water. I didn't rest for three months before signing my first customer. It is with this requirement of self-development and good self-control that my friend can succeed. This kind of achievement is not driven by "daily access list" and "daily situation report", but entirely by self-control.
Communication ability
Communication is an indispensable ability for salespeople. Communication has two meanings: one is to accurately collect each other's information, understand each other's real intentions, and at the same time accurately convey their own information to each other; The other is to make it easy for both sides to reach an understanding through appropriate communication methods (such as tone, intonation, expression, way of speaking, etc.). ).
observe
Observation is not simply looking. The first lesson of many salespeople is to learn to "see" the market. This kind of reading is not just browsing, but carefully observing with professional eyes and knowledge, and discovering important information through observation.
Salespeople are also the information feedback members of every enterprise, and it is a big responsibility of salespeople to get a lot of accurate information feedback through observation.
analytical ability
Analysis and observation are inseparable, observation can get information, and analysis can draw conclusions. What can be analyzed by looking at the product distribution on the shelf? In the best display position, it is either the best variety sold or the flagship product of the manufacturer at this time; Through the analysis of production date, the closer the production date, the more normal the sales circulation of products, and the slower the sales of products with longer production date. Through the analysis of the price, the larger price reduction than before shows that the product is under too much pressure from competing products, the sales situation is not ideal, the price has risen sharply, and the overall price of the raw material market has risen, resulting in a sudden increase in the product cost, or the product market is in a state of short supply. These indirect information must be obtained through careful analysis.
Similarly, in the negotiation with customers, you analyze each other's "card" and mentality from the information revealed by their manners. For example, if you enter the negotiation and the buyer gives you an offer, being a salesperson is definitely not a promise. Analyze the expression and tone of the other person's speech, snoop with words, and then analyze whether it is possible to reduce the price and how much space there is.
Implementation ability
Execution reflects the comprehensive quality of sales staff, and it is also a spirit of not giving up until the goal is reached. Salespeople often encounter difficulties in carrying out plans. At this time, if you just say "the manager is too difficult to do." Then your leader can only say "Well, I'll find someone who can do it". Nothing difficult is not a task, and what everyone can accomplish does not reflect your value.
learning ability
As a salesperson, you need to be exposed to a wide range of knowledge, from marketing knowledge to finance, management and related industry knowledge. It can be said that sales is definitely a "comprehensive quality" competition. Faced with so much knowledge and information, it is impossible to participate in the competition without good learning ability. Take sales skills as an example, from guided sales to listening sales, to questioning sales and then to consultative selling ... sales skills are constantly changing and innovating. As an excellent salesperson, only by mastering all kinds of sales skills can we win in the competition.
Of course, salespeople need to learn far more than sales skills, and they must also have the ability to draw inferences from others. Therefore, without good learning ability, those who decide the outcome and the future will be eliminated.