Sales experience summary 200 words 2022 (1) Sales is a traditional technology, and many people write books here.
I am used to classifying the theories of these sales masters into four categories: "success", which emphasizes self-transcendence; "Purchasing Psychology" emphasizes the study of customers' purchasing psychology; "xx Key Account Sales Law" emphasizes the decision-making process of the customer's organization; "Industry benchmarking" refers to the practice of benchmarking companies in the industry.
Direction 1: sales of "skill view" should start from talking about problems, not from talking about product characteristics; What should be sold is the utility of the product, not the product itself; The basic tool is "six-layer resistance".
Direction 2: "process view" sales, like production lines, must have strict processes; With the process, we can find the restrictive factors and use various management methods to be effective.
Some experiences in the process of implementation
First, can you introduce the product features first?
According to the textbook, the "skill view" challenges the assumption that "the characteristics of products can be introduced first to increase sales", that is, it does not advocate introducing the characteristics of products first, but starting with the problems (preferably "big" problems).
But judging from my three recent projects, this is not the case!
I found that the first-line shopping guides are faced with customers in a hurry and dazzling furniture. Although they are dizzy, they remain alert and aggressive. The problem they want to solve is how to make these customers have a basic understanding of the products and styles of their own stores in a short time and strive for a good impression.
Generally speaking, the shopping guide must be "confident and generous;" Dare to lead, can be short or long; Introduction in place, clean and neat. "Xx research report points out that x% of consumers' sofa knowledge comes from the introduction of sales guides. This has nothing to do with the problem (even a big problem).
On the surface, this contradicts the "skill view" of TOC sales model. After further observation and thinking, I realized that this is actually not contradictory.
When consumers choose furniture, they are actually choosing a lifestyle. Faced with many choices, consumers are at a loss. At this time, what an excellent shopping guide should do is to give her (him) guidance and help it find the furniture that suits it; Give her (him) confidence, this is the lifestyle that suits her (him). Therefore, the key to the problem is not whether to introduce the product functions first, but to calm down the bewildered consumers. The specific method is to introduce the specific characteristics of the product and lifestyle together.
Several of my projects revolve around this. In the sofa industry, I have developed a set of shopping guide methods for sofa language. Several customers and friends kindly encouraged me to say that my "Sofa Language" has greatly changed the training direction of shopping guide in sofa industry.
Second, the marketing problem of most enterprises lies in the sales process, not the sales skills.
Most of the marketing directors I know started as front-line salespeople and gradually rose up. After entering management positions, these leaders pay special attention to sales skills and disagree with the sales process. This is the advantage of TOC sales "process view".
My approach is: starting with job analysis, first analyze the time arrangement of sales staff (especially those in key positions). Then, deliberately discuss with the director to see which jobs are valuable for sales, which ones are not, and why? Finally, you can start communicating the following principles with the marketing director.
The "sales process" and the daily "workflow" of salesmen are two different things;
No matter what the salesman is busy with, as long as he is not negotiating with customers, it is a waste of time;
A salesperson wearing several hats is the most terrible waste of resources;
It is the job of the marketing department to let the salesman have customers to talk about;
Help sales staff to maintain old customers and prepare copywriting ... This is the work of sales logistics and customer service.
What does a director do? Cultivate effective personnel (preferably yourself) to manage the buffer and ensure the smooth progress of the whole sales process.
Let the marketing director realize that he needs a "process".
Once the idea of "process" is implanted, it is much easier and more effective to introduce various management means in the direction of "buffer management". Such as customer card, interaction and shopping guide process analysis.
Third, TOC sales method and SPIN sales method are linked together, and the effect will be more obvious.
Rotating sales method is unique in problem mining, which is very valuable for salespeople to expand their thinking. TOC sales method is based on the six-layer resistance model, focusing on the logic of persuasion, emphasizing what materials are used for each layer and what goals are achieved ... This has a strong guiding significance for ensuring the stylization and regularization of the team.
Sales Experience Summarize the sales experience of xx electric heaters in 2022 (II), focus on the sales and operation strategy of xx electric fans, and further make a good work plan for the new year.
First, the past is not forgotten, and the future is a teacher.
Summing up the past is to think deeply about our gains and losses, and further remove obstacles for the work in the new year. At the meeting, Mr. Liu affirmed the achievements made by domestic sales companies in xx heater sales year. He pointed out that with the correct guidance of leaders at all levels and the unremitting efforts of all employees, domestic marketing companies have made a good start since their establishment, but we should also be soberly aware that there are still some shortcomings in our current work-the control of market prices needs to be strengthened, the terminal entry rate and sample delivery rate need to be grasped, and the construction of model stores has not yet mentioned the strategic height, so our work needs to be further unified.
Xx, senior manager of marketing department, summarized the promotion, terminals and products of marketing department in 20xx. The heads of various departments in the headquarters reported and shared the work in xx years from the aspects of products, terminals, promotion, ka system, planned logistics, marketing management, customer service and finance, and expounded the work plan for the new year in xx years. In order to spread excellent practical experience widely, guide and encourage national sales staff to continue to grasp the local market, the managers of four product management centers in xx shared their experiences in heater sales.
Second, innovation and self-transcendence
The theme of this conference is "Change, Passion and Transcendence". All the participants made in-depth summary and reflection, which made everyone realize the shortcomings in their work and made clear the direction of struggle in the new year. The fan sales work of xx is about to begin, and the formulation of fan strategy in the new year is related to the development and convergence of the whole market work of domestic marketing companies. In order to better understand the market demand and work bottleneck in different regions and help the sales in the new year, the participants conducted extensive and in-depth discussions on xx's fan sales strategy. After heated discussions, the meeting basically determined the guiding ideology and policies of fan sales in the new year, and defined the annual work tasks of the sub-center, which provided a strong support for quickly turning ideological achievements into practical actions.
After some inspiring group discussions, General Manager X presented trophies and certificates of honor to the top six in the off-season assessment of heater sales in xx area, and expressed sincere gratitude to them for their unremitting efforts.
At the end of the meeting, General Manager X made a comprehensive summary of the two-day working meeting from a strategic perspective and put forward the expectations of various departments and regions in the new year. He pointed out that it is necessary to make profits to the market according to the large-scale development strategy, grasp the pulse of market progress, comprehensively deal with the remaining problems, and strive to achieve the sales target for the new year.
The intense and substantial meeting will soon be over. After two days of study and discussion, the backbone personnel of domestic marketing companies have engraved their work ideas for the new year in their minds and sent them to their hearts. I believe that domestic marketing companies will surely usher in a year of vigorous growth and fruitful harvest in xx!
Sales experience summary 200 words (3) customer first-arrange time reasonably and do business with valuable customers.
As salespeople, our time is limited. For those customers who nodded and agreed to serve, we can't all feel hopeful, but we won't let go for a month, thus wasting a lot of time on those customers who have to cooperate after objective reasons. But you can use your spare time to make a phone call, try to find out the wind and determine the urgency of the customer. This is what I mentioned in the last paragraph. After meeting a customer, the first thing is to classify the urgency of the customer, so as to find some of the most important customers among them. What is the most important customer? It is generally believed that there are the following situations:
1, met the boss.
The boss really knows what service we do.
3, have a greater sense of identity (preferably in communication, he himself has clearly expressed his approval of our service).
4. There is a relatively recent commitment (of course, you need to place an order for the first time to get it).
Don't forget to leave an excuse for coming up earlier next time (for example, send the plan, send the information, visit him when you have time, go back and apply for a discount and let him wait for your answer and payment, etc.). ).
Summary of sales experience 200 words 2022 (4) As a salesman, I just joined the company in xx. Although I am a newcomer, at work, I take every job seriously, constantly learn and reflect in my work, and improve my ability as a salesperson step by step.
Although, as a salesman, I am just a newcomer. In terms of ability and performance, I am much worse than other senior leaders, but through the promotion and promotion in my work, I have greatly improved myself and improved my achievements in my work! Now, based on my own experience, I will record my experience in sales as follows:
First of all, thoughts and experiences
As a salesman, the first thing I realized in my work was to find my own attitude. As salespeople, we are also service providers. At work, we should take customers as the core and strive to meet customer needs. To this end, clear thinking is very important.
In addition, I have experienced a lot in attitude. When I didn't have much experience before, I constantly improved myself through study and practice. But because I was always rejected, I felt that I lost my confidence later. But fortunately, with the constant encouragement of leaders and predecessors, I persisted. Therefore, I also realized how much influence persistence and enthusiastic working attitude will have on my work!
Second, the work experience
There are too many things to learn in sales work! In the company, to learn all kinds of knowledge of the company, in addition to sales skills and methods, the most important things are product information, parameters, applicable people and various problems. When this information is added together, there is often a lot.
But in addition, in order to better strengthen the work, we have to spend more time to understand the market, competitors and their products! This can help us finish our work better. But it will also take more time and energy.
Personally, I am willing to spend more energy to make full preparations. After all, know yourself and know yourself. But in real work, opportunities and time wait for no one! To this end, I also make progress while learning at work, so that I can improve myself at work and master experience in practice.
Third, self-experience.
Reflecting on my work during this period, although I am only a newcomer, I have learned too many experiences and methods during this period. Although this helped me understand the job well, it also gave me a lot of burden. To this end, in the future work, I want to analyze what I have learned now and thoroughly understand and master my ability! Only in this way can we exert our strength in the next work!