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Milu, former head coach of the Chinese national football team, said: Attitude determines everything! I believe the door of luck is always open to those who are diligent. There is no humble job in the world, only a humble work attitude. As a sales representative, only by facing each day's work with a humble and positive attitude can success be waiting for you and me not far away.
In the process of sales, I have found a strange phenomenon: for a newly developed market, a sales representative with weak business ability but thorough preparation will always achieve higher performance than a representative with stronger ability but no preparation. Why? Although many related factors affect the sales process, the most important thing is to understand what you want to do. There are no first-rate salespeople, only first-rate preparers.
Perhaps the work of a sales representative is repetitive, repeating yesterday's work content every day, but you must understand that the customers you face every day are different. Zhang Ruimin of Haier once said: If you repeat simple things, you can accomplish extraordinary things. Let every day of yours be ordinary, but not mediocre.
What should a sales representative do from getting up to going to bed? The training notes are organized as follows, which may be enlightening for those who have just entered the industry.
1. Preparation before work
Get up on time every day, and get up quickly after waking up. Tell yourself that a new day's work is about to begin, and you should be full of energy. You can exercise appropriately.
On the way to work, greet acquaintances warmly. If possible, read the day's newspaper or recent news.
Try to arrive at the company 10-20 minutes early and actively participate in the company's pre-work cleaning activities.
In short, before going to work, you should have a positive attitude and a happy mood!
2. After signing in at the company
Briefly report your work plan to the supervisor or relevant person in charge, clarify the day's sales goals and priorities, and detail the visit route and remedial measures. The more detailed the plan, the better. Before going out, call and confirm with the scheduled visit target, and check whether the sales tools are complete:
- Product catalogs, order forms, delivery forms
- Relevant materials for negotiation with customers: such as business cards, customer information, customer records, price lists, phone books, notebooks, calculators, product manuals, samples, product photos, product advertisements, and other promotional materials.
3. Preparation before the visit
- Understand the name, age, address, phone number, experience, interests, personality, family situation, social relationships, and recent business situation of the person being visited.
- Always keep abreast of competitors' sales conditions and general customer evaluations of them, and understand the latest changes and product information of peers and related products.
- Make a detailed visit plan, coordinate with the customer's time, try to find the buyer with decision-making power, and find ways to approach him.
- Prepare topics for conversation, be mentally prepared, and have countermeasures for the other party's inquiries and price haggling, so as to be clear in your mind.
4. After meeting the customer
- Introduce yourself politely and clearly, with a gentle attitude, neither humble nor pushy.
- Listen carefully to the other party's speech, show concern, and ask questions in a steady tone.
- To grasp the customer's heart, you must first do the following:
1 Have confidence 2 Be sincere in attitude, strive for the other party's goodwill 3 Smile and look happy during the conversation 4 Use concise language, not verbose, ask questions clearly, and be able to target the problem 5 Pay attention to the other party's strengths and give appropriate praise 6 Do not argue fiercely with the customer during the negotiation 7 Induce the customer to answer affirmatively 8 Think for the other party and analyze the maximum benefits brought to him
- Negotiating with customers must be done step by step
1 Upon meeting the customer, first greet, offer a cigarette, then chat, and give gifts 2 Further approach the customer and stimulate interest in the product 3 Tell the customer the benefits the product can bring him 4 Propose a deal, prompt the customer to order or deliver immediately 5 Collect payment 6 After a transaction is completed, do not rush to leave; continue talking with the customer to establish a long-term cooperative relationship and tell him that you can provide services at any time.
5. After work, check the day's work and summarize gains and losses
- Fill in the daily business report in detail
- Check whether business is carried out according to plan and whether tasks are completed according to plan
- Write a daily marketing diary, summarize work methods, handle customer complaints promptly, make a memo, and report to the superior supervisor in time.
- The content of the marketing diary includes:
1 Description of work situation 2 Summary of gains and losses, opinions and suggestions 3 Methods for improvement 4 Customer opinions and suggestions 5 How to handle 6 Work insights and feelings
6. List the work plan for the next day
- For matters that need urgent handling or are particularly important, list them as priority items for the next day.
- Determine work priorities, draft preliminary visit routes, and eliminate unimportant matters.
- For customers who need to make an appointment in advance, arrange the meeting time.
- Sales goals and related cooperation from other departments of the company.
For a sales representative, being able to complete the day's sales according to plan and satisfy customers is the greatest comfort. But for a successful sales representative, whether they can provide customers with comprehensive services will be the foundation of their successful sales.
Of course, the work of a sales representative is full of changes. You must be flexible in managing time, facing customers, and using sales skills. At the same time, you must distinguish priorities and urgency. Although this is the principle, you must know that the only constant in this world is change. Use standard behavioral norms to require yourself, but do not tie your hands and feet like a rope, affecting your performance.
The above are the processes of some large companies. If it is a small company, you can simplify it by doing a good summary and the next day's plan, as well as a weekly plan and monthly summary!
More people in small enterprises do not have plans. However, in the future, these enterprises will find it difficult to survive.
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