How to be a sales person who completely conquers the customer and what a good sales person should be, what qualities should they have? This has already been discussed in depth in the previous article “What is a good sales person?â€, we now have to discuss It is what the best sales person in the customer's eyes looks like. Why should we talk about this issue? The reason is very simple. Sales personnel promote the products of enterprises not only to meet the needs of the enterprise's aesthetic value, but also to meet the needs of the customer's aesthetic value. From a certain point of view, customers' recognition of sales is much more important than the corporate identity. Because the salesperson is the bridge between the value exchange between the enterprise and the customer, it is better to say that the service is for the customer rather than for the customer. Therefore, knowing the sales staff in the eyes of customers will be helpful for improving the selection and training of the targeted staff. The following is the customer's understanding of the characteristics of a good salesperson after a long-term follow-up survey. Honestly, almost all customers will put the honesty of the sales staff first. We also talked about “honesty†in “What is a good sales personâ€. That honesty is for the company, mainly in the real response. Does not distort implementation or conceal facts. There is a big difference between the honesty of the customer and the honesty that the company believes. The honesty that the customer believes is more to be understood as "sincere and real." This may be both a quality and a skill. He said that he is a good comprehension of quality and that it is not easy to understand that he is a skill.
In fact, all sales are technically the process of continuously gaining trust from customers. We often find this phenomenon. It may be that a salesperson’s sales skills are poor and even dull, but it is because of his dullness. Instead, it can win the trust of customers and get a good sales performance. How to win customer trust is the highest level of sales, which is a concept and a skill. There is a close relationship between gaining customer trust and honesty.
The state of "honesty and truthfulness" can be effectively selected and trained. For example, when we select sales personnel, the appearance of the salesperson is too clever and the aura is not necessarily a very good phenomenon. This will give customers a sense of instability and lack of security. The best state is "sufficiently stable." It seems best to have some stupid, of course not really stupid. The meaning here is to say that you don't have to be smart and write it on your face. This appearance of the sales staff is often very easy to obtain success, which is closely related to his appearance. For another example, our training of sales personnel often focuses on how to obtain customer needs, how to communicate, negotiate, public relations and other skills. Many of these skills seem to be like teaching the “drilling camp†technique. What they teach inside is "How to steal money from customers' pockets." This situation is very dangerous for the enterprise and is also very dangerous for the general sales staff. Do not regard customers as “foolsâ€. People who regard customers as “fools†first become “fools†on their own. Customers are very smart. They not only care about products but also care about character. Therefore, the highest technology of sales It is not the technology itself, but it should be "honesty." As long as the sincerity from the heart, even if only a little bit, customers will soon feel. Back to the beginning of the sentence, the highest sales skill lies in "sales trust."
Hard work can hard work, in other words, hard work, such sales staff is very easy to cause customers to love. We often find that customers like the salesman's tiredness, especially when they encounter problems. They are very hopeful that no matter when or where they are, you can be on call, no matter if it is rain or rain. You must try your best to do it, either in natural disasters or in humans. What's more, many customers have abusive psychology, and only when they are repeatedly tortured by salespeople can they have great satisfaction.
I once encountered such a thing. A salesman had an appointment with a customer. At this time, the weather suddenly began to rain heavily. The wind was strong. The water on the road was very serious. Because the appointment customers were far away, the sales staff Some withdrew and wanted to make a phone call to the customer. Hopefully, the other person had some time. At this time, the head of the salesman strongly disagreed and forced the sales staff to take the rain to the customer. After arriving at the client's office, the salesperson was already soaked in body water. Many people passing by could not help laughing. When I saw the customer, although the salesperson was soaked, the information he had brought to the customer was very well preserved. At that time, the customer was very shocked and satisfied with his satisfaction. At that time, he and the salesperson were satisfied. Signed a one-year contract. Through this matter we can reflect on the hard work of the sales staff to make the customer satisfied and win the respect of the customer.
If you carefully understand, hard work may be the most direct embodiment of the customer is respected, as God's feeling seems to have to go through a certain torture process before it can be fully demonstrated. This phenomenon is not only evident in the service industry, but also in the product-centric industry. What's more, when comparing the quality of products, customers sometimes prefer to choose products and technologies, but they are willing to accept customers' suppliers. A typical example is Haier. Haier’s service is “sincere and forever†and “sincere and forever†is the “difficult work†that customers can enjoy in sales. Although Haier's product quality may not be the best, customers can experience the feeling of God through “hard workâ€.
Resolutely, many customers do not like introverted and indecisive people. The more senior leaders are, the more they are. If you see a general manager of a company, if you can't make it clear in one minute, I believe you basically have no chance. Decisiveness is not only reflected in the time of service, but more importantly, it is reflected in the grasp of key issues. The reason why many people cannot solve problems decisively is related to the inability to effectively find core issues. Many complicated situations are intertwined and often make many people at a loss. Once there was a manager who did not know what offended people. A group of people suddenly entered the store and harassed them. The situation was very chaotic. The manager had not taken resolute actions to inform the security and informed the mall. Instead, he used the The more you theoretically theories, the more happy they are. They are the status quo they wish to see. Since there was no deterrence at the beginning, the final situation was so loud that the problem could only be resolved by playing 110. However, the impact was even worse. In the end, the mall required manufacturers to withdraw their cabinets, which brought huge losses to the company. This is a manifestation of the lack of analytical and judgmental abilities, leading to a lack of decisive capabilities.
The customer is very disgusted with the lack of decisive sales staff. It is very easy for them to remind the customer of suspicion, jealousy, and profitability. This is especially true for salespeople in China, which may be due to the fact that Chinese customers are very embarrassed. Because of the irritability of customers, sales must be handled with care, and from a decisive point of view, it becomes a “disasterâ€. However, if the customer thinks you are not a decisive person, his confidence in you will be greatly reduced. Moreover, sales without decisive power often make customers feel irresponsible or even helpless. When a sales decision is urgently needed, it is necessary to give the other party a reply whether it is good or bad, but our sales are often a drag strategy until we can't handle it. This way is really terrible. This is where the Chinese like it and foreigners are most afraid of it.
In summary, we can see through the analysis of sales personnel in the eyes of customers:
1. There are major differences between sales in the eyes of customers and sales in the eyes of businesses;
2. Among them, honesty is still the most important of all qualities;
3. Choosing a salesperson according to the customer's requirements is critical!
In fact, all sales are technically the process of continuously gaining trust from customers. We often find this phenomenon. It may be that a salesperson’s sales skills are poor and even dull, but it is because of his dullness. Instead, it can win the trust of customers and get a good sales performance. How to win customer trust is the highest level of sales, which is a concept and a skill. There is a close relationship between gaining customer trust and honesty.
The state of "honesty and truthfulness" can be effectively selected and trained. For example, when we select sales personnel, the appearance of the salesperson is too clever and the aura is not necessarily a very good phenomenon. This will give customers a sense of instability and lack of security. The best state is "sufficiently stable." It seems best to have some stupid, of course not really stupid. The meaning here is to say that you don't have to be smart and write it on your face. This appearance of the sales staff is often very easy to obtain success, which is closely related to his appearance. For another example, our training of sales personnel often focuses on how to obtain customer needs, how to communicate, negotiate, public relations and other skills. Many of these skills seem to be like teaching the “drilling camp†technique. What they teach inside is "How to steal money from customers' pockets." This situation is very dangerous for the enterprise and is also very dangerous for the general sales staff. Do not regard customers as “foolsâ€. People who regard customers as “fools†first become “fools†on their own. Customers are very smart. They not only care about products but also care about character. Therefore, the highest technology of sales It is not the technology itself, but it should be "honesty." As long as the sincerity from the heart, even if only a little bit, customers will soon feel. Back to the beginning of the sentence, the highest sales skill lies in "sales trust."
Hard work can hard work, in other words, hard work, such sales staff is very easy to cause customers to love. We often find that customers like the salesman's tiredness, especially when they encounter problems. They are very hopeful that no matter when or where they are, you can be on call, no matter if it is rain or rain. You must try your best to do it, either in natural disasters or in humans. What's more, many customers have abusive psychology, and only when they are repeatedly tortured by salespeople can they have great satisfaction.
I once encountered such a thing. A salesman had an appointment with a customer. At this time, the weather suddenly began to rain heavily. The wind was strong. The water on the road was very serious. Because the appointment customers were far away, the sales staff Some withdrew and wanted to make a phone call to the customer. Hopefully, the other person had some time. At this time, the head of the salesman strongly disagreed and forced the sales staff to take the rain to the customer. After arriving at the client's office, the salesperson was already soaked in body water. Many people passing by could not help laughing. When I saw the customer, although the salesperson was soaked, the information he had brought to the customer was very well preserved. At that time, the customer was very shocked and satisfied with his satisfaction. At that time, he and the salesperson were satisfied. Signed a one-year contract. Through this matter we can reflect on the hard work of the sales staff to make the customer satisfied and win the respect of the customer.
If you carefully understand, hard work may be the most direct embodiment of the customer is respected, as God's feeling seems to have to go through a certain torture process before it can be fully demonstrated. This phenomenon is not only evident in the service industry, but also in the product-centric industry. What's more, when comparing the quality of products, customers sometimes prefer to choose products and technologies, but they are willing to accept customers' suppliers. A typical example is Haier. Haier’s service is “sincere and forever†and “sincere and forever†is the “difficult work†that customers can enjoy in sales. Although Haier's product quality may not be the best, customers can experience the feeling of God through “hard workâ€.
Resolutely, many customers do not like introverted and indecisive people. The more senior leaders are, the more they are. If you see a general manager of a company, if you can't make it clear in one minute, I believe you basically have no chance. Decisiveness is not only reflected in the time of service, but more importantly, it is reflected in the grasp of key issues. The reason why many people cannot solve problems decisively is related to the inability to effectively find core issues. Many complicated situations are intertwined and often make many people at a loss. Once there was a manager who did not know what offended people. A group of people suddenly entered the store and harassed them. The situation was very chaotic. The manager had not taken resolute actions to inform the security and informed the mall. Instead, he used the The more you theoretically theories, the more happy they are. They are the status quo they wish to see. Since there was no deterrence at the beginning, the final situation was so loud that the problem could only be resolved by playing 110. However, the impact was even worse. In the end, the mall required manufacturers to withdraw their cabinets, which brought huge losses to the company. This is a manifestation of the lack of analytical and judgmental abilities, leading to a lack of decisive capabilities.
The customer is very disgusted with the lack of decisive sales staff. It is very easy for them to remind the customer of suspicion, jealousy, and profitability. This is especially true for salespeople in China, which may be due to the fact that Chinese customers are very embarrassed. Because of the irritability of customers, sales must be handled with care, and from a decisive point of view, it becomes a “disasterâ€. However, if the customer thinks you are not a decisive person, his confidence in you will be greatly reduced. Moreover, sales without decisive power often make customers feel irresponsible or even helpless. When a sales decision is urgently needed, it is necessary to give the other party a reply whether it is good or bad, but our sales are often a drag strategy until we can't handle it. This way is really terrible. This is where the Chinese like it and foreigners are most afraid of it.
In summary, we can see through the analysis of sales personnel in the eyes of customers:
1. There are major differences between sales in the eyes of customers and sales in the eyes of businesses;
2. Among them, honesty is still the most important of all qualities;
3. Choosing a salesperson according to the customer's requirements is critical!