[China Glass Network] Error 1: Sales are ran out, the quantity determines the quality!
When a new product starts to attract investment or the company wants to increase sales performance, the first thing that comes to mind is to let the sales staff collect as many customers as possible, and then make a phone call or door-to-door sales. Because they think that quality is changed on the basis of quantity. More than double the product recommendation opportunity, even if the sales do not double, there is a large increase.
However, according to some business surveys, most sales people with good sales performance are not visiting a large number of people, but the number of visits is average. Of course, too few visits are not too high performance.
Therefore, the quality of sales is not determined by the number of customers, but by the quality and demand of customers. If you can find the high demand of high-quality customers or customers before selling products, and then promote their products according to their needs and characteristics combined with their own product advantages, the effect is many times higher than the number of customers, and can effectively save More time, labor and financial costs for the business.
Mistake 2: Select sales manager must have industry sales experience
There is no doubt that sales people with industry sales experience are much faster than sales people without industry sales experience, but they cannot decide whether their sales performance is good or bad. Sales people with industry sales experience, because they are familiar with the industry, most people are very difficult to accept new things in the new company, most of them will start new work in the new company according to the old work habits. However, in the real world, it is difficult to find two enterprises with the same corporate philosophy, system, culture and sales policies. In this way, they are very likely to have nostalgia for the former business, resulting in incompatibility and complaints about the current business. This sentiment will also be brought into the recommendation of products to its old customers as their work.
According to a survey of sales champions in multiple industries in the United States, 80% of sales elites have no previous experience in the industry, but they all agree with their own companies, including corporate strategies, products, policies, and companies. Culture, and most people are honored to be able to work in this company.
Therefore, a salesperson who can create good performance, industry experience is not the main factor to be considered, but the degree of recognition of the salesperson to the company, including the degree of recognition of the company's products, strategy, leadership, and culture.
Mistake 3: A good salesperson, personality must be extroverted, eloquence must be good, and it is difficult to cultivate the day after tomorrow.
"Extroverted, eloquent must be a good salesperson?" The answer must be no. According to a number of decades of research conducted by world-renowned marketing expert Neil Rackham, the formerly extroverted and eloquent salesperson accounted for a large percentage of the total number of salespeople. However, his investigation found that companies that have been constantly looking for extroverted and eloquent salespeople have found that people of all traits can make sales, and they can achieve good sales performance as long as they can master sales skills.
So a good salesperson is not determined by extroversion and eloquence. Mainly, the salesman's acquired learning ability is determined.
Mistake 4: Direct contact with the higher leadership of the customer, in order to complete the transaction faster
In some "sales of the Bible", I found that when I look for a new client company to talk about business, I must find the right person, and I must find someone who can make a decision so that I can get a deal faster.
However, in the actual work, the sales staff found that, in the absence of knowledge of the client company, there was not much chance of finding a high-level leader in the company. Because it is too difficult to get the needs of the company from these high-level leaders and the problems that the company wants to solve, the result is that the sales staff does not know whether their products can meet his needs, and the materials and self-confidence previously prepared will be lost.
If the salesperson visits the new customer's senior leadership, the first thing to visit is the general manager and supervisor. The situation will be much better. Because these managers are also the leadership of the company, things are more clear to the company. If you take the initiative to ask for him, they will feel very comfortable from their psychological point of view, so they will be happy to cooperate with you when asking for needs. In this case, it is much easier to understand the needs of customers.
After understanding the customer's needs, the sales staff is ready to recommend the materials of the products according to their needs, and then visit the senior leadership of the client company, the success rate will be greatly improved.
Therefore, it is necessary to quickly reach a deal with the customer. The previous visit is not based on the position of the position, but the main goal is to fully understand the customer's needs. If you fully understand the needs of the company, you can quickly reach a deal with the customer.
Mistake 5: According to the authoritative 20/80 rule, focusing on 20% of large customers, enterprises can develop rapidly
In many authoritative management books around the world, 80% of a company's performance is from 20% of its customers, and 80% of its customers can only create 20% of its performance. Therefore, in many companies, large customers are managed. They are all placed in a more important position in the company's sales management.
However, in the actual development of the enterprise, it is found that with the support of the enterprise, 20% of the big customers can not bring the rapid double development of the company, which in turn causes the waste of enterprise resources. Even these customers are increasingly threatening the security of their business. On the contrary, 60% of 80% of the customers belong to the customer group that can be upgraded. They are much better than the 20% of the poorer customers. The better 20% of the customers are worse, because the average company ignores it. Their actual strength is to equate them into 80% of the customers who can only create 20% of the company's performance. Their potential has not been fully realized.
Therefore, in order to develop rapidly, enterprises must find 60% of medium-sized customers while supporting 20% ​​of large customers, and support them to promote their rapid development, so that enterprises can develop rapidly.
Mistake 6: Don't give customers a chance to ask too many questions, so the chances of closing will be greatly reduced.
Many sales managers will teach their sales staff in accordance with the many authoritative "sales of the Bible", "Do not give customers too many opportunities, so the chances of closing will be greatly reduced."
However, in the sales activities, the sales staff found that the customers who want to buy always ask more questions than the customers who don't buy them, and the more customer problems, the more sales people solve, the higher the customer turnover rate.
Therefore, in the sales process, the more questions the customer asks, the greater the sincerity of their purchase, so we welcome customers to ask more questions, so as to greatly increase sales opportunities.
Mistake 7: Don't attack competitors in front of customers, so customers will be very disgusted
In many sales books, it is written: don't attack competitors in front of customers, it is impolite, let customers see high-quality you, and then believe in the strength of the company.
However, in actual sales, sales people find that when customers choose between competitors and their own companies, they are often happy that salespeople can find the defects of their competitors. One is to examine the professionalism of sales personnel, and the other is that he Can choose a more secure cooperation from them.
Therefore, in the face of customers also need to attack competitors, but to seek truth from facts, so that customers will be more confident in the strength of the company and the professional level of personnel.
Mistake 8: When asking questions to customers, be sure to ask more open questions so that you can understand more about customer needs from the customer interface.
Open-ended questions are used in the sales process and are generally used to understand customer needs. Closed questions are generally used to transfer topics in sales.
But in actual sales, the sales staff found that customers prefer to answer closed questions because they are simple and easy to answer. Open-ended questions are getting more and more annoying.
Therefore, in the sales process, we need to ask more about the customer's needs, we must ask more closed questions, the customer's answer is simple and comfortable.
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