Many bosses start their businesses from sales. How to be a successful salesman? Salespeople need certain qualities. Some of these qualities are innate, but more are acquired efforts. Sales ability is also the basis for a person to start a business. Be familiar with the characteristics of the products you sell. Advantages, disadvantages, price strategy, technology, varieties, specifications, promotion, competitive products, substitute products. Especially in front of customers, we should pay attention to showing that we are very familiar with the products. Familiar with the target customers who sell their products. These target customers should be classified into core customers, non-core customers, key customers and non-key customers. Customers can be divided into several categories, and according to what method, different strategies and methods should be adopted for different customer categories. The time and energy allocated to different types of customers are different. Familiar with product market. How to subdivide the market, competitors, market capacity, geographical distribution of customers and time distribution of products, and short-term development trend of product market (development trend in the next 2-3 years). ◆ When selling products, we should arrange time and allocate space reasonably according to customers' buying habits and geographical location. Pay attention to methods and strategies. Sales promotion is not blind and reckless, we should always sum up experience and constantly improve. Moreover, there is another characteristic of sales, that is, it is difficult at first and there is no way to start. As time goes on, it will gradually get better. Many business opportunities will be excavated from it. The process of sales is also the process of expanding interpersonal communication. Through this activity, the interpersonal network will be greatly expanded and the amount of information will be greatly increased. These interpersonal networks and market information will provide a lot of opportunities for further entrepreneurship. ◆ Keep a sales diary every day. The ideal record is that you can check the details of each sales record at any time, keep a record of customer visits and keep abreast of customer trends. Keep customer records, sort out and analyze customers from time to time, so as to query any customer information at any time. ◆ Study customer psychology. One is to adopt different ways according to the individual psychological characteristics of customers (reading books on psychology), and the other is to adopt different ways according to the characteristics of customer units. For example, the customers of public and private units are different. The other is to know where the real needs of customers are. Before contacting with customers, we should analyze customers' data and learn negotiation skills. Be good at smiling and listening to achieve a win-win situation. Consider the problem from the customer's point of view. Learn promotion skills. Sales promotion is not to force sales to customers, but to guide customers from their perspective. Customers sometimes value your service spirit more than your products. In reality, sales promotion is not completed at one time, and it often needs to communicate with customers many times. In communication, some sales promotion will fail and some will succeed. So make a reasonable choice. Some can give up, some should continue to work hard, some are short-term customers, some are temporarily unsuccessful, but as long as the relationship is good, there is hope of success for a long time, and we cannot give up. Understand the real needs of customers. Some customers actually have needs, but they will talk to you immediately, so sometimes they have to run several times to get information, and some will talk to you when they need to get closer to each other ◆ Understand the world. Some unreasonable demands on customers should also be tolerated and considered. ◆ Understand the importance of old customers. Considering the cost and effect of marketing, it is much more useful to keep old customers than to find new ones. At the same time, the old customer himself has social relations, and his social relations can also be used by you. ◆ What kind of promotion method, telemarketing? Internet marketing? Home sales? By mail? Television direct sales? Sell by sending promotional products? Wholesale adoption? Retail? Wholesale and retail? Agent? What kind of payment method is used? The above product promotion methods should be based on the characteristics of the products promoted and the company's situation, and one or more of them should be selected. In another sense, sales is also a way of interpersonal communication, so in a sense, learning to sell is actually learning to be a person. ◆ Sales staff should have good psychological quality. The most common phenomenon encountered in sales is being snubbed, so they have to suffer from rejection, being left out in the cold, being satirized and so on. There is another phenomenon when selling, that is, you can't enter the door. This is to use your brain to achieve your goals. In particular, we should pay attention to overcoming inertia and fear of difficulties. ◆ When direct means can't get close to the target, sometimes you have to learn curve attack. A good image appears in front of customers, which includes clothes, conversation and necessary manners. Pay special attention to leaving a good first impression on customers. Ability to close the psychological and emotional distance with customers. How to deal with disputes with customers is also a difficult problem. Dealing with disputes is a very artistic thing, and it is not easy to study now. The causes of disputes are different, and the methods of handling them are different. Different methods should be adopted for different types of disputes, and this practice is constantly being explored. When there is a dispute, the first principle is that you won't suffer. But sometimes it is more effective to eat a small loss by yourself. The second principle is not to have a big conflict with customers and try to maintain the relationship. The third principle is to have the skills to deal with disputes, which will not be discussed here. (Common disputes, such as product quality, customer's late payment, late delivery, customer's non-compliance with the contract, unsatisfactory product style, unreasonable price, inadequate after-sales service, etc. It may take various forms in the future, and the key lies in improvisation. )