Focus on products, emphasizing that products are powerful and affordable

Provide customers with a set of solutions that can help them solve practical problems and benefit them, helping them defeat competitors and achieve long-term returns and benefits.

Starting from the customer's philosophy and mission, we propose value concepts that can be shared with customers to achieve win-win results.

Appearance

Internal knowledge: information about the company’s products, services, and brands

outside knowledge

Inform the returns and get to the point

Demonstrate quality, explain product functions in detail and clearly, and feel the product

Explain how to use, after-sales service, and answer questions such as "Will it affect daily work, ease of use, and improve work efficiency?"

develop and cultivate

that power

Achievement

be appreciated

accepted

Organized

sense of security

financial needs

performance needs

image needs

Use TV to test to determine whether it can be made public

Personal and business needs cannot be met

Meet personal needs, not business needs

Meet business needs, not personal needs

Meet personal and business needs at the same time

Such as software, equipment, etc.

Such as authority, experience, image, etc.

Such as product quality, functions, advantages, etc.

Price system, discount system, position in the price spectrum of similar products, whether there is a price advantage, and pricing reasons

If you always respond vaguely without directly stating the local quotation, not only will you not be able to attract the other party, but it will also be counterproductive.

Value is different from benefit. It is difficult to quantify with numbers, and it may not be immediately reflected in the moment.

Clear expression is a reflection of professionalism

Reasonable and competitive, with a straightforward personality, bold and willing to take risks. During communication, he will always look at the other person, speak in plain language, and speak with vivid expressions

Reasonable and easy-going, attaches great importance to facts and logic, likes to speak with data, rarely expresses personal emotions, works seriously, likes to pay attention to details, and is good at thinking critically

Easy-going but passionate, does things in a leisurely manner, does not argue or quarrel with others, tries to avoid conflicts, and likes to ask questions more than make statements

Passionate, loving competition, good at expressing yourself, outgoing and cheerful, with rich facial expressions, and love to use exaggerated gestures

professional sales

Channel management

right thing

To people

communication skills

presentation skills

Negotiation skills

Write about the pain points and joy points of your own sales job (the psychological motivation for being willing to pursue a career in sales)

Set up several sites in several stages. Each stage must have quantifiable goals and assessment standards, and strive to reach different sites in stages.

Professional standards, external image, internal qualities, ability to visit senior executives, etc.

The first stage: Portrait the customer, list the customer's organizational structure, understand each role in the structure chart, and put little red flags on the roles you don't understand.

The second stage: Evaluate sales opportunities based on customer portraits, clarify the corporate needs and personal needs of each customer's buying role, and analyze competitors

Make a sales tracking table based on the sales process, implement the sales plan according to the table, and continuously compare and adjust during the process

Seizing the last minute opportunity to show the uniqueness of your plan and your company is something you need to practice repeatedly before the sales call, and you need to reach a level of proficiency that allows you to express it naturally.

Be straight to the point and have a clear purpose

Appear as a more objective and neutral third party, put forward some problems that may exist in the client company or industry, and provide corresponding suggestions.

Limit the presentation time to no more than 5 minutes

Control the number of key points in the content, no more than 3 points

Grow into a senior salesperson in the industry, with sufficient qualifications, deep knowledge, and a good sense of proportion

Wear a suit, preferably a dark suit

Wear a tie or pocket square with your suit. Be careful not to wear the same tie every day.

Pants should be slim-fitting, not too long, and wear socks

The clothing should be simple and elegant, elegant yet meticulous, preferably a professional suit

The color should be mainly dark, and the color of the inner and outer clothing should be coordinated. Also, be careful not to have the same color all over the body or all dark colors, which can easily give people the impression of being old-fashioned, conservative, and inflexible.

You can wear simple trinkets and scarves to add personal charm while maintaining a good personal image.

Situations to avoid

You can refer to Tang Jing in "The First Half of My Life" and Andy in "Ode to Joy"

Search for customer-related information: such as business nature, registered capital, business type, financial status, etc., and create a portrait of the customer

Understand the organizational structure of the company in detail, list the important positions that are related to whether you can win big customers, clarify the names and functions of the corresponding personnel, and even write down their respective attitudes towards you.

State your needs and be as detailed and specific as possible, including purchase history for old customers.

More importantly, prepare written statements about the products and solutions provided to customers

Follow the customer's sales cycle, clearly distinguish each sales stage, and plan your work content and sales actions to be completed at the corresponding stage.

Having access to this information is the difference between a senior salesperson and an average salesperson

Check whether there are any small red flags, and have a deeper understanding of the objects of the small red flags. If there are no objects of the small red flags, conduct random checks of relevant information; ensure that there are project informants

Using -5 to 5 to quantify your customers' attitude towards you is very important information to master.

Analyze the different roles of customer personnel and their "enterprise needs" and personal needs, all marked in the same customer decision tree

Stage 1: Customers have one or several needs

Stage 2: Customers gradually gain a clear understanding of their own needs and hope for practical solutions

Stage 3: Before the customer decides to sign the contract, pay attention to the risks, consider whether the partner is trustworthy and make the final decision.

Who are your channel distributors?

How to efficiently develop channel distributors

When you arrive in a new region or industry, how to start channel sales?

Sales target management

Sales order management

Help channel sales

Channel strength and weakness management

Five major methods of channel control

Conduct adequate regional situation investigation and analysis, including at least

According to channel dealer sales

Establish channel dealer profiles, understand financial operations, and answer questions immediately

Be very familiar with the company's products, regional markets, industry trends, industry specifications, etc., and accurately grasp relevant information

Don't follow evil ways

Represent vendors and remain professional

Analyze industry development trends, regional competitive landscape and the status of competing brands in the region

There is money to be made

harvest name

Development layout, such as cultivating future markets

Develop your own future

Ask both parties under equal status

Improve the strength of channel dealers, find excellent channel dealers from competitors, and cultivate new dealers

Reserve excellent distributors and win over competitors’ distributors

The most important thing is to choose the best channel dealer

First maintain the original channels, business and sales capacity, and then start developing or solving problems

Make judgments based on the actual sales capabilities of existing channel dealers, market competition, etc., and do not believe in promises

Don’t blindly pursue large channel distributors, but pay attention to the channel distributors’ dedication to your business.

Focus on credibility and long-term channel development interests

Use all data to inform channel dealers about their performance

Understand the actual turnover situation, inventory-to-sales ratio, current market opportunities, sales and inventory status of channel dealers

Stay on top of monthly, weekly and daily sales progress

Use Sales Tracking Tool - Sales Funnel

Reason 1. Manufacturers set too high targets for channel distributors

Reason 2. Channel dealers themselves have problems

Avoid oversupply, which is the source of disorder

Solve inventory and bring value

Promotional means

Go to channel dealer training

Depth of knowledge about customers

Have you ever visited and tracked customers with your channel dealers?

advertise

Image of online flagship store

Subsidies for market development

Meeting personal and business needs

The approval of both bosses, etc.

Demonstrate the manufacturer's strategy to channel dealers and clearly understand that there is money to be made

Ability to provide a set of practical market operation plans

Represent manufacturers and channel distributors to jointly formulate a policy for channel distributors that can achieve a win-win effect

Ensure that there are certain incentives to mobilize the enthusiasm of channel dealers so that they can obtain more benefits

Return visits: Do more business return visits in daily work, help your channel distributors do some market research, and provide successful business cases

Socializing: Hold some awards conferences, social gatherings or social games for outstanding channel dealers, and connect with each other at the dinner table.

Life: Outside of work, provide more small gifts to channel dealer bosses and their families, remember their birthdays and even family members’ birthdays and send blessings, learn about hobbies and invest in them.

Commitments made to channel distributors must be fulfilled in a timely manner

On behalf of manufacturers, there should be no fatigue at work

Inputs include the product itself, product depreciation, company rent, and personnel costs

Accounting, including revenue from selling the manufacturer’s products and final profits

Analysis: Risks of Transformation

Increase the rebate while keeping the deduction points unchanged

Provide channel dealers with more funds for marketing activities, cooperate in organizing marketing activities, and sell products with added value

Apply to the company for incentive policies for channel distributors

Humbly ask the other party some exploratory open-ended questions, try to reduce the expression of your own opinions, directly let the other party talk freely, and give him sufficient time to express himself.

Grasp the signals conveyed by customers both inside and outside their words, and make corresponding diagnoses. Ask questions clearly and to the point.

Confirm the customer's needs, or even confirm the needs behind the customer's needs. Be clear and short, and wait patiently for the other party's answer.

Want to show them your control and influence

I hope that whatever I do can achieve the desired goal

Desire to be among others and be respected by others

Looking forward to deep participation and eager to gain a sense of participation

I hope that his clear thinking and ability to do things in an orderly manner can be recognized by everyone.

Hope everything is safe and without any risk

Need a broader vision and higher values

human Resources

Customer resources

product resources

intangible resources

goal consistency principle

efficiency principle

Clarify the principle of responsibility

Strengthen communication principles

Whether a complete product knowledge system is presented

Have you made systematic comparisons with competitors?

The three stages correspond to different focuses

Determine whether and how much money will be invested

Determine whether there is a clear time plan

Pay attention to the person in charge of the project, the person in charge of the department, the project decision-maker, the technical gatekeeper, and the end user

See if you and the customer have needs that can be met by each other

Look at the customer’s advantages in the industry

Look at the client’s financial situation

Look at the customer’s investment in this project

See if the customer has a sense of urgency about advancing the project

5 points to consider

Are there project informants or supporters within the client?

Recognition of the cooperation by senior management of both parties

Compatibility of corporate cultures of both parties

Degree of standardization of client project approval and financial processes

Client relationship with local government

Will the client start this project within a short period of time?

Attitudes of both parties towards long-term cooperation

Expectations of return from both parties

The risks both parties bear on this project

The strategic value of this cooperation to both parties

opening remarks of speech

body of speech

end of speech

build a ramp

Find the sweet spot in your speech

Engage your audience at the end of your speech

Practice eye contact with customers to enhance interaction

Practice controlling your voice. The rhythm should not be too fast or too slow, and the volume should not be too loud or too soft.

Practice body language and send friendly signals to give customers a feeling of comfort rather than oppression

Practice transitional expressions and idioms to help improve your expression fluency

Practice tapping into your enthusiasm

Enrich the presentation of speech content, such as appropriate use of slides, short videos, etc.

Make customers feel that the solution has nothing to do with them

Expressed customer needs have nothing to do with what the customer really wants

The speech is too complex and lacks focus

The speech is too long and illogical, making it easy for customers to forget

Determine how to talk and what to talk about

Collect all kinds of customer information as much as possible to verify and correct assumptions

gain initiative

Clarify your negotiation goals and priorities

Category four

Have five feasible options ready as your alternatives

Choose exchangeable terms that are win-win for both parties

Give some other conditions for elastic intervals

Give in to less important differences in small steps at the right time

Make concessions on inconsequential issues

All compromises have a premise, and they cannot really harm the interests of your company.

Ask questions boldly and collect information to better achieve negotiation goals

Learn to put aside these emotionally disturbing messages and find the only true message that is meaningful to you.

Be careful to make concessions. Once you make a concession, you may retreat step by step until there is no way back.

Used to exchange conditions and discuss additional benefits with customers, and be good at using them to facilitate negotiations

Show your concessions and losses in a timely manner and let the other party see your attitude.

The final solution depends on the chemistry between the two parties to see if they can accept each other

Seeking win-win cooperation is the unremitting pursuit of sales staff

Customers are most worried about risks and will consider whether they are a trustworthy partner. This is also the hesitation period when they are most likely to give up on orders before placing an order.

Individuals must have excellent sales combat capabilities

Ability to organize a team to achieve sales goals

Have leadership skills to lead a good sales team

Teach the disciple step by step, guide him to learn product knowledge, company knowledge, and industry standards, improve his sales ability, cultivate enthusiasm, and enable him to grow rapidly and enhance his competitiveness.

Have empathy, reduce stress for subordinates, and truly care for them

good character

Match corporate and team values

Basic interview questions

Tough interview questions

Sensitive interview questions

three questions

Sales performance in different regions

Make assessments based on regional historical experience

Your experience and judgment, including knowledge of product classification, department allocation, and sales staff capabilities

top down

bottom up

Such as the daily morning sales meeting or the 30 minutes before get off work

filter filter

Sales visits, quotations

Business negotiations and deals

information factor

behavioral factors

The definition of a sales master is formed by combining the ideas of new salespeople with the opinions and expectations of others.

Gradually recognize your own sales identity

Have your own sales territory to implement talents

Work hard to grab orders, win orders, acquire customers, and continue to grow and mature.

Regularly affirm subordinates

Actively communicate with subordinates, patiently listen to their opinions, and help achieve personal goals

The willingness to let subordinates realize that they are indispensable to the company and have special value to the company

Entrust subordinates with important responsibilities and affirm their value

Let subordinates feel that their own value and abilities are recognized

Create a positive and open working atmosphere in the department, where everyone learns and grows together

Let employees be satisfied at the value level and have a sense of belonging to the team

Salary and bonus

Realization of self-worth, sense of belonging to the team, fair recognition, monetary rewards, promotion of position

Target and role model for new sales team members to learn from

Explore potential, stimulate inner motivation, and sense of autonomy

Be a good supervisor and coach of the team from a broader perspective