1, Xiaobai-sales that basically can't sell things.

2, rookie-can sell things from time to time, but the pain is greater than the smile of sales.

3, elementary-I often sell things, but I don't know why I sell things.

4. quasi-master-always sell things and know why you can sell things.

5, the master has reached the level of watertight sales.

6. Excellent master-has integrated sales into his soul.

The so-called sales experts, in the sales process, must do three things:

1, which can provide value to customers.

You must let customers know that you really provide value.

3. You must make every buying role of the customer think that you really provide value.

B2B sales want to provide value to customers. A salesperson must have two conditions:

1, a deep understanding of customer business.

2. Understand the business nature of customers

Customer business refers to the understanding of the customer's industry. For example, if your customer is a bank, you should know about credit, bills and even supply chain financing, even if you only sell a printer. Besides, you need to know how bank employees use your products, such as their printing frequency, speed requirements, paper handling and so on. These two things have increased customers' business knowledge.

The essence of business refers to how customers make money and what their business model, strategy and core competitiveness are. Although they are all big problems, they are closely related to your products.

Why these two points? The reason is that sales are to solve customers' problems. If you don't know the customer's business, how can you find the problem? If you don't know the nature of the customer's business, how can you design or recommend a valuable solution to the problem?

This sounds like something a consultant does. Yes, every good salesman is a good consultant. Only by understanding these, can we really find the customer's problems and ultimately create value for customers.