1 thought on “Dry goods: three levels sold by large customers”
Darren
Text | Xiaomi No. 1
The is the time of the annual performance inspection results of each sales personnel. As in previous years, the performance of senior customer managers is always high, better year by year, and those ordinary sales and new employee performances always seem pitiful. As a result, discussions on sales skills and sales cheats have begun, and everyone hopes to have a greater improvement in the second half of the year.
Actually, many people have been participating in the training of sales management, but once they fall in actual combat, many people cannot experience and apply in depth. Combined with many years of big customers’ sales management experience, they summarized the about the sales management experience of large customers, summarizing the about the sales management experience of big customers, summarizing the about the sales management experience of large customers, summarizing the about the sales management experience of large customers, summarizing the about the sales management experience of large customers, summarizing the about the sales management experience of large customers, and summarized the about the sales management experience of large customers. Three levels of large customers sell.
. General sales managers sell the functions and interests of products and services.
This is the most basic requirement for sales and the most basic demand for customers. Customers choose to choose whether the products and services you provide to meet his needs and requirements are selected. This sales skills need to be able to have a clear interpretation of the interests of the product, so that the buyer has a deep understanding of the product itself. At the same time, it should be noted that the product interests required by consumers are the entire associative system of the product, that is, not a single product function and value, and the cost of obtaining the product, including the convenience of purchasing, the cost of learning and using (time and money (money and money ) Comprehensive content such as post -service acquisition and brand trust.
, today, when the market competition is becoming more and more intense, the homogeneity of products is very serious. Many enterprises can quickly adapt to the speed of innovation and product update. Therefore, it is not necessary to be able to succeed quickly from the perspective of product and service functions. Instead, it is necessary to further minimize sales potential mining and skills.
. The sales manager of the intermediate level is values.
In deep analysis of consumer psychology, most customers when they buy (especially corporate informatization products), they are not just purchased in order to obtain product functions. The recognition of the values generated by products, brands, etc. This potential demand needs to be cleverly excavated in the sales process, the values brought by the surrounding environment in products, brands and sales timing, and then passed to customers in a timely manner, and obtained the value recognition of customers, thereby promoting the success of sales. In this regard, it is necessary to grasp the customer’s psychological and background characteristics, because the same product is different in value for different people or enterprises. For example, some customers are stable, and the value brought by the stability of the product is required, and for innovative customers, the value of the creativity of the product needs to be enlarged.
. In addition, sales staff will comprehensively form their personal personal characteristics due to their family background, educational background, social background, work experience background, personal quality background, personal character preference, etc. Values are manifested as an individual’s attitude towards career, work, life, and interpersonal, and personal values will also directly act on the performance of sales. Once analyzed the company’s sales team, most of the customers of different sales personnel were expressed in the dramatic characteristics of the personality and life values that are similar to the sales staff. For example, the live -oriented salesperson also has more fashion and publicity, and the traditional heavy sales staff, the customers are more low -key and cautious.
“People are divided into groups, things gather together.” When buying things, people are unconsciously looking for the same symbols as themselves. This symbol shows personal values. Therefore, not only the brand values of products and services must be conveyed through marketing methods such as advertising and public relations activities, but also spread through sales staff. This is the second level of sales.
. Sales manager, sales passion.
If the first two levels are trying to sell something, but the passion is an invisible sword, the infectious power, and the kind of pure material and spiritual state Emotional and souls make it softened and happy to touch and feel. Passion is not pretentious, but persistence and love expressed in the heart. If the product and service are water and the values are water, then passion is the scenery of the water outside the water. It is the impulse that the show outside the water makes people feel willing.
In our daily sales management, I often find that those passionate sales managers can always infect customers and let customers be willing to listen to the functions and values of the recommended products and solutions, so as to thus Easy to get sales successfully. And those soldiers who are plainly and bland basically let customers have no desire to listen and understand, let alone feel value. Of course, in our big customers’ sales, there is also a saying that it is called “want to sell products, first seller”. This means that you first deal with personal relationships with customers to allow customers to gain a sense of security and trust, thereby promoting the success of sales. In this regard, passion is indispensable. No client is willing to deal with a cold, clumsy wooden salesman.
The passion determines the attitude, which affects the way of acting and affects the enthusiasm of sales managers and customers. Passion can stimulate the enthusiasm and creativity of learning, and it is also the source of innovation. There is a salesperson in the company for three consecutive years. Among his customers, there are always old customers who have already purchased their friends or buying secondary products and services. They are infected by his passion. His volunteer propagandist.
The passion comes more from self -challenges. As a salesperson, you must also carry out self -passion management. You should correct an incorrect behavior attitude such as the grievances, the passing, and the push committee, etc., love the sales business, find fun in sales, rejuvenate in self -challenge, through the accumulation of knowledge, the accumulation of knowledge accumulation Rich, seeking breakthroughs in communication and dialogue with customers.
In the analysis of the above three sales levels, you can see that products and services and corresponding sales skills are the basis for sales staff to complete the sales task. The connotation seeking communication with customers has laid the foundation for competitiveness. And where the long -term core competitiveness of a salesperson and the cheats from sales come from, that is the passion that can capture emotions. Share the fun of consumer experience together. After all, the customer’s consumption experience is the entire process from early inquiry, selection to purchase, use, and feel service, and sales staff is an important part of this experience process.
Therefore, the management of these three levels of sales process, especially the third -level sales passion management, is the source of long -term competitiveness for sales staff. The grasp of these three levels, we call it the sales content, the sales skills, or the sales culture. It is worthy of those who are engaged in sales positions or want to enter the sales industry. Slowly understand and use flexibly.
Sales are the most lofty and most challenging occupations. I also hope that more and more friends will join this career that is always passionate!
Text | Xiaomi No. 1
The is the time of the annual performance inspection results of each sales personnel. As in previous years, the performance of senior customer managers is always high, better year by year, and those ordinary sales and new employee performances always seem pitiful. As a result, discussions on sales skills and sales cheats have begun, and everyone hopes to have a greater improvement in the second half of the year.
Actually, many people have been participating in the training of sales management, but once they fall in actual combat, many people cannot experience and apply in depth. Combined with many years of big customers’ sales management experience, they summarized the about the sales management experience of large customers, summarizing the about the sales management experience of big customers, summarizing the about the sales management experience of large customers, summarizing the about the sales management experience of large customers, summarizing the about the sales management experience of large customers, summarizing the about the sales management experience of large customers, and summarized the about the sales management experience of large customers. Three levels of large customers sell.
. General sales managers sell the functions and interests of products and services.
This is the most basic requirement for sales and the most basic demand for customers. Customers choose to choose whether the products and services you provide to meet his needs and requirements are selected. This sales skills need to be able to have a clear interpretation of the interests of the product, so that the buyer has a deep understanding of the product itself. At the same time, it should be noted that the product interests required by consumers are the entire associative system of the product, that is, not a single product function and value, and the cost of obtaining the product, including the convenience of purchasing, the cost of learning and using (time and money (money and money ) Comprehensive content such as post -service acquisition and brand trust.
, today, when the market competition is becoming more and more intense, the homogeneity of products is very serious. Many enterprises can quickly adapt to the speed of innovation and product update. Therefore, it is not necessary to be able to succeed quickly from the perspective of product and service functions. Instead, it is necessary to further minimize sales potential mining and skills.
. The sales manager of the intermediate level is values.
In deep analysis of consumer psychology, most customers when they buy (especially corporate informatization products), they are not just purchased in order to obtain product functions. The recognition of the values generated by products, brands, etc. This potential demand needs to be cleverly excavated in the sales process, the values brought by the surrounding environment in products, brands and sales timing, and then passed to customers in a timely manner, and obtained the value recognition of customers, thereby promoting the success of sales. In this regard, it is necessary to grasp the customer’s psychological and background characteristics, because the same product is different in value for different people or enterprises. For example, some customers are stable, and the value brought by the stability of the product is required, and for innovative customers, the value of the creativity of the product needs to be enlarged.
. In addition, sales staff will comprehensively form their personal personal characteristics due to their family background, educational background, social background, work experience background, personal quality background, personal character preference, etc. Values are manifested as an individual’s attitude towards career, work, life, and interpersonal, and personal values will also directly act on the performance of sales. Once analyzed the company’s sales team, most of the customers of different sales personnel were expressed in the dramatic characteristics of the personality and life values that are similar to the sales staff. For example, the live -oriented salesperson also has more fashion and publicity, and the traditional heavy sales staff, the customers are more low -key and cautious.
“People are divided into groups, things gather together.” When buying things, people are unconsciously looking for the same symbols as themselves. This symbol shows personal values. Therefore, not only the brand values of products and services must be conveyed through marketing methods such as advertising and public relations activities, but also spread through sales staff. This is the second level of sales.
. Sales manager, sales passion.
If the first two levels are trying to sell something, but the passion is an invisible sword, the infectious power, and the kind of pure material and spiritual state Emotional and souls make it softened and happy to touch and feel. Passion is not pretentious, but persistence and love expressed in the heart. If the product and service are water and the values are water, then passion is the scenery of the water outside the water. It is the impulse that the show outside the water makes people feel willing.
In our daily sales management, I often find that those passionate sales managers can always infect customers and let customers be willing to listen to the functions and values of the recommended products and solutions, so as to thus Easy to get sales successfully. And those soldiers who are plainly and bland basically let customers have no desire to listen and understand, let alone feel value. Of course, in our big customers’ sales, there is also a saying that it is called “want to sell products, first seller”. This means that you first deal with personal relationships with customers to allow customers to gain a sense of security and trust, thereby promoting the success of sales. In this regard, passion is indispensable. No client is willing to deal with a cold, clumsy wooden salesman.
The passion determines the attitude, which affects the way of acting and affects the enthusiasm of sales managers and customers. Passion can stimulate the enthusiasm and creativity of learning, and it is also the source of innovation. There is a salesperson in the company for three consecutive years. Among his customers, there are always old customers who have already purchased their friends or buying secondary products and services. They are infected by his passion. His volunteer propagandist.
The passion comes more from self -challenges. As a salesperson, you must also carry out self -passion management. You should correct an incorrect behavior attitude such as the grievances, the passing, and the push committee, etc., love the sales business, find fun in sales, rejuvenate in self -challenge, through the accumulation of knowledge, the accumulation of knowledge accumulation Rich, seeking breakthroughs in communication and dialogue with customers.
In the analysis of the above three sales levels, you can see that products and services and corresponding sales skills are the basis for sales staff to complete the sales task. The connotation seeking communication with customers has laid the foundation for competitiveness. And where the long -term core competitiveness of a salesperson and the cheats from sales come from, that is the passion that can capture emotions. Share the fun of consumer experience together. After all, the customer’s consumption experience is the entire process from early inquiry, selection to purchase, use, and feel service, and sales staff is an important part of this experience process.
Therefore, the management of these three levels of sales process, especially the third -level sales passion management, is the source of long -term competitiveness for sales staff. The grasp of these three levels, we call it the sales content, the sales skills, or the sales culture. It is worthy of those who are engaged in sales positions or want to enter the sales industry. Slowly understand and use flexibly.
Sales are the most lofty and most challenging occupations. I also hope that more and more friends will join this career that is always passionate!