The sales representative is the first person in the company, and his image directly determines the image of the company. For some small businesses, a sales representative can even determine the success or failure of the company in the market. Therefore, many multinational companies attach great importance to the selection and training of sales representatives. In IBM, the sales representative must take the two-year cold bench, and then contact the actual business. Domestic companies have also paid more and more attention to the training of sales representatives, but what excellent sales representatives do?
From the sales representative itself, in terms of knowledge: excellent sales representatives must have a wealth of product knowledge, industry knowledge, marketing knowledge. In terms of skill: excellent sales representatives must have good communication skills, team spirit. In terms of attitude: Excellent sales representative must first be passionate and up-minded; secondly to yourself, the product is full of confidence; the third should have a desire to success from the bottom of the heart; fourth to develop hardworking habits; The five challenges from the market. Of course, it is necessary to communicate, good at cooperation, and other basic qualities. The above knowledge, skills, and attitude description are to stand in sales representative itself. If you stand in someone else's perspective, you can only see what the sales representative presents, therefore summarizes the four-capable of excellent sales representatives. Everyone is shared.
The first can be dry
Sales representatives are working, is an executor in corporate strategy in the front line, and is the "high-grade blue collar" in the sales team. Its main way of work is to run outside, facing the external customers of the enterprise, is not like the "white collar" sitting in the office, facing internal customers. The manager issued a number in the office, "strategizing", the sales representative is "lowering thousands of miles away" in the front line. Each sales representative must face the challenge of our customers, facing the competition of competitors, facing consumers' picking. In some companies, sales representatives are even delivers, payee, order, after-sales waiters. The manager judges that a sales representative is that the first indicator is to complete the task of leadership allocation, that is, it is to do, can work, can work, the value of the sales representative, if this "live" is completed in the specified time Sales tasks, the use of any way, it must be achieved. The means taken may be to press the customer, which may be the traffic, flow direction, flow rate of the customer product daily. The manager's instruction must be executed, not discounting. This is the good sales representative in the eyes of the manager. It has fulfilled his duties. If this "live" is a recycled payment, then it must be recycled, no matter what you use is "drinking customers" get the payment, or use "逼 利". Receiving the payment can solve the company's financial crisis, and the future is to consider, the sales representative don't worry. If this "live" is to achieve a good communication with the retail store owner when doing new products, then use the means to deal with girlfriends to deal with the retail store clerk, and they come to the main products. Some sales representatives invite Miss the clerk to watch movies. Please ask Miss Women to go to Judui. Please ask the clerk to eat. When the clerk birthday, give her a beautiful gift. Waiting for the means. All of all of all, is a good sales representative to do. Only if it is a manifestation, it can get the manager's identity, there is basically "sales performance".
The second can I want to think
Sales representatives face the changes in multi-end market, often have to make a decision, but there are often some powers that are not mastered in the hands of the sales representative. This is facing a situation in time to decision, and the power is not in place, can't always say "I want to ask the manager" in such a situation. What is the use of sales representatives if everything is requested? The Weixin in the customer is also damaged, so excellent sales representatives must have a smart method to deal with such situations, so that their prestige will not be lost. These methods are to be coming out according to the actual experience. For example, customers always emphasize the price too high, affecting the sales of products. Sales representatives must guide customers to see "consumers buy value, rather than single price." You can think about it is to have a good "IDEA", good idea, often have good and creative sales representatives to constantly Customer, create value for the company. Enhance your customers' services to increase your influence in the company. The boss will use a dried sales representative, but will not reuse, it will eliminate them at the appropriate timing. Third can be said
Communication skills are the key to the success of excellent sales representatives. Many customers leave the company because of the communication of sales representatives, many sales representatives are not improved because they communicate with leadership. Carnegie said: "The success of a person is the success of interpersonal relationships, and the success of interpersonal relationship is the success of communication." Put the communication in a very high position at once. Therefore, the sales representative should develop good communication habits and style. And the customer wants to say that the company's policy "is smashed, chewing" to listen to the customer. To guide customers through this way, ensure customers' loyalty, and make customers happily sell the company's products. To know when to say some nonsense, let customers admire, this kid can say that "straw is said to be a gold bars". At the company's internal meeting, you must also speak eager to convey your own good "IDEA" to enhance the influence of the company. I contribute my best ideas and share it, which will drive the entire team's business performance, such a practice will come back to a good team to enhance the work efficiency of the entire team.
Fourth can write
Write a lot of sales representatives, many "old fritters" sales representatives, do not pay attention to personal learning summary, no hand writing, and even work plan and summary do not write, the text ability is extremely degraded. I have heard that there is a good practice in work, I want to write down, after two weeks to remove, still don't finish. He said "I want to write something, it is better to kill me." Such a sales representative is not experienced, but it is difficult to retreat. In fact, writing things is very exciting, ideas and creativity only know what shortcomings and vulnerabilities. Write something to sum up your experience, expand your influence in the company and society, can have the income of the draft fee, why not do it? If a sales representative writes his experience and case, his experience will be re-organized and upgraded, and the company will leave a valuable experience. The so-called knowledge management of the company comes from here. Just like "Maslow", the theory of the needs, can do, can think, can say, can write four stages of an excellent sales representative, is the ladder of his growth. In real life, it is not every sales representative to go through these four ladders, which may also have leaps, but no matter what, every sales representative must have basic qualities that can be said, otherwise it is difficult to survive More don't talk about development.
