2. A successful promotion is not an accidental story, but the result of a study plan and the application of knowledge and skills by salespeople.
3. Sales promotion is the application of common sense, but only by applying these concepts that have been proved by practice to the activists can it produce results.
Before making a blockbuster, you must be prepared for boredom.
5. Never neglect the preparation and planning before promotion, only when you are prepared can you win. Prepare sales tools, opening remarks, questions to ask, words to say and possible answers.
6. The combination of sufficient preparation in advance and inspiration on the spot often leads to the disintegration of a powerful opponent and success.
7. The best salespeople are those who have the best attitude, the richest commodity knowledge and the most thoughtful service.
8. All materials, manuals and advertisements related to the company must be studied and memorized. At the same time, we should collect advertisements, promotional materials and brochures from competitors. Through discussion and analysis, we can know ourselves and take corresponding countermeasures.
9. Salespeople must read more books and magazines on economy and sales, especially reading newspapers every day to learn about national and social news and events and visit customers. This is often the best topic, and it will not appear ignorant and shallow.
10. The way to get orders begins with finding customers, and cultivating customers is more important than immediate sales. If we stop adding new customers and salespeople, there will be no source of success.
1 1. Transactions that are not easy for customers are bound to be harmful to salespeople, which is the most important business ethics.
12. When visiting customers, the principle that salespeople should follow is to grab a handful of sand even if it falls, which means salespeople can't go home empty-handed. Even if the promotion is not over, they should introduce you to a new customer.
13. Choose customers, measure customers' willingness and ability to buy, and don't waste time on people who are hesitant.
14. The important rule of a strong first impression is to help others feel important. 2)l0s-q & amp； Q9 x 1 c 15。 Being late for an appointment means: I don't respect your time and there is no excuse for being late. If you can't avoid being late, you must call and apologize before the appointed time, and then continue the unfinished sales promotion work.
16. Sell to people who can make a purchase decision. If your sales partner has no right to say buy, you can't sell anything.
17. Every salesperson should realize that only by keeping an eye on customers can sales succeed.
18, approaching customers in a planned and natural way, making customers feel favorable and negotiating smoothly are the work and strategies that sales personnel must work hard to prepare in advance.
19. It is impossible for a salesperson to make a deal with every customer he visits. He should try to visit more customers to increase the percentage of transactions.
20. Know your customers, because they decide your performance. 2 1. Before you become an excellent salesperson, you must become an excellent investigator. You must discover, track and investigate until you know everything about your customers and make them your good friends.
22. Believe that your product is a necessary condition for a salesperson, and this confidence will be passed on to your customers. If you have no confidence in your product, your customers will naturally have no confidence in him. Customers are convinced by your deep self-confidence, not your high level of logic. Good salespeople can tolerate failure partly because they have confidence in themselves and the products they sell.
24. Knowing customers and meeting their needs, not knowing customers' needs is like walking in the dark, wasting your energy and not seeing the results.
25. For salespeople, the most precious thing is time. Knowing and choosing customers is to let salespeople focus their time and energy on those who are most likely to buy, rather than wasting them on those who can't buy your products.
There are three rules to increase sales: first, pay attention to your important customers; Second, be more focused; Third, be more focused.
27. There is no distinction between high and low customers, but there are levels. Determining the number and time of visits according to the customer level can make the salesperson's time play the most effective role.
28, close to the customer must not be formulaic, must be fully prepared in advance, for all types of customers, take the most appropriate way and opening remarks.
29, sales opportunities are often fleeting, we must quickly and accurately judge, careful attention, so as not to miss the opportunity, but should strive to create opportunities.
Focus on the right goals, the right use time and the right customers, and you will have the eyes of a tiger in sales promotion.
3 1, the golden rule of sales promotion is to treat others as you like them, and the platinum rule of sales promotion is to treat others as they like you.
32, let customers talk about yourself, let a person talk about yourself, can give you a great opportunity to dig * * * similarities, build a good impression, increase the chances of completing the sales promotion.
33. In sales promotion, you must be patient and visit constantly, so as not to be too hasty or take it lightly. You must take your time, observe your words and deeds, and facilitate the transaction at an appropriate time. .
Don't be discouraged if the customer refuses to sell. We should further convince our customers and try to find out the reasons for their refusal. Then prescribe the right medicine.
35. If you are curious about the people around customers, you should explain and introduce them enthusiastically and patiently, knowing that they are likely to directly or indirectly influence customers' decisions.
36. Sales are for helping customers, not for commission.
37. In this world, what do salespeople rely on to resonate with customers? Some people are impressed by their quick thinking and logical eloquence, while others are moved by their passionate statements. However, these are all questions of form, and it is necessary to convince a person at any time and any place. Only one factor will always be effective: sincerity.
38. Don't sell or help. Selling is to give things to customers, helping is to help customers.
39. Customers' thinking is logical, but it is emotion that drives them to take action. So the salesperson must press the customer's heartbeat button.
40. The relationship between salespeople and customers does not need formulas and theories such as calculus, but topics such as today's news and weather. So, don't try to impress customers with simple truth.
4 1. Touches the customer's heart, not his head, because the heart is closest to the customer's purse.
42. When you can't answer the customer's objection, don't perfunctory, cheat or deliberately refute it. You must reply as much as possible. If you don't get to the point, you must ask your superiors as soon as possible to give customers the fastest, satisfactory and correct answer.
Listen to buying signal-If you listen attentively, customers will usually give you hints when deciding to buy. Listening is more important than speaking.
44. The rules of the game of promotion are: a series of activities to reach a deal. Although closing is not everything, there is nothing without closing.
45. The first rule of trading: ask the customer to buy. However, the reason why 7 1% of the sales staff did not reach a deal with customers was that they did not ask customers for a purchase.
46. If you don't ask the customer for a transaction, it's like you aimed at the target but didn't pull the trigger.
47. When you make a deal, you have firm self-confidence, and you are the embodiment of success, just like an old saying goes: success comes from success.
48. If the sales representative can't get the customer to sign the bill, product knowledge and sales skills are meaningless. No deals, no sales, that's all.
49. It's not a shame not to get the order. I don't know why.
50. The conclusion suggests that the right solution should be put forward to the right customer at the right time.
5 1. When we conclude a transaction, we should persuade our customers to take action now. If we delay the transaction, we may lose the chance of closing the deal. A sales motto is: Today's orders are in sight, and tomorrow's orders are far away.
52. Overcome trading obstacles with confidence. Promotion is usually the ability to show and create buying confidence. If customers have no confidence in buying, even if it is cheap, it will not help, and low prices will often scare customers away.
53. If the transaction fails, the salesperson should immediately make an appointment with the customer for the next meeting date. If you can't make an appointment for the next meeting when you meet a customer face to face, it will be even more difficult to meet this customer later. Every call you make must at least promote some form of sales.
54. Salespeople should never treat customers rudely because they don't buy your products, so you will lose not only a sales opportunity, but a customer.
55. Get along well with others (colleagues and customers). Sales is not a one-man show. We should work with colleagues and become partners with customers.
56. Track, track, track again-If you need to contact the customer 5- 10 times to complete a sale, then you must do it for the tenth time at all costs.
57. Hard work will bring luck-take a closer look at those lucky people. That kind of good luck is achieved through years of hard work, and you can be like them.
58. Don't blame others for failure-taking responsibility is the pillar of accomplishing your career, hard work is the standard of success, and completing the task is your reward.
59. Stick to the end-can you take "no" as a challenge, not a refusal? Are you willing to stick to the 5 to 10 visits needed to complete the promotion? If you can do it, then you will begin to feel the power of persistence.
60. Find out how you succeeded with numbers-determine how many clues, how many phone calls, how many potential customers, how many meetings, how many product introductions, how many follow-ups you need to complete a promotion, and then act according to this formula.
6 1, face the work with enthusiasm-let every promotion feel like this: this is the best time.
62. Make a deep impression on customers, including an innovative image and a professional image. How did the customer describe you when you left? You are always making an impression on others, sometimes dim, sometimes bright, sometimes beautiful, sometimes not beautiful. You can choose the impression you want to leave on others, and you must also be responsible for your own impression.
63. The first law of sales promotion failure is: competition with customers.
64. The best way to deal with a competitor's offensive is courtesy, merchandise, enthusiastic service and professionalism. The stupidest way to deal with a competitor's offensive is to speak ill of the other party.
65. Salespeople are sometimes like cinematographers, but once they join the promotion, they must be dedicated, confident and convinced that their work is the most valuable and meaningful.
66. Enjoy yourself-this is the most important rule. If you love what you do, your achievements will be more outstanding. Doing what you like will bring joy to people around you. Happiness is contagious.
67. Performance is the life of a salesperson, but regardless of business ethics, it is wrong to do whatever it takes to achieve performance. Dishonorable success will sow the seeds of failure for the future.
68. Salespeople must always pay attention to comparing annual and monthly performance fluctuations, conduct introspection and review, and find out the crux: human factors or market fluctuations? Is it a competitor's strategic factor or a change in company policy? Only in this way can we actually grasp the correct situation and find the countermeasures to complete the task and create good results.
69. Pre-sale flattery is not as good as after-sale service, which will attract customers permanently.
70. If you send away a happy customer, he will promote it everywhere and help you attract more customers.
7 1, your neglect of old customer service is your competitor's opportunity. At this rate, you will soon be in crisis.
72. We can't count how many customers have lost because of a small mistake-forgetting to call back, being late for an appointment, not saying thank you, forgetting to fulfill the promise to customers and so on. These little things are the difference between successful salespeople and failed salespeople, and the details determine success or failure.
73. Writing to customers is one of the best opportunities for you to be different or better than other salespeople.
74. The survey shows that 7 1% customers buy your products because they like you, trust you and respect you. Therefore, selling is to sell yourself first.
75. Etiquette, appearance, speech and manners are the sources of people's impression of getting along well. Salespeople must make more efforts in this respect. ,
76. Clothes can't make a perfect person, but 90% of first meeting impressions come from clothes.
77. The first transaction depends on the charm of the product, and the second transaction depends on the charm of the service.
78. Credit is the biggest capital for promotion, and personality is the biggest asset for promotion. Therefore, salespeople can use various strategies and means, but they must not deceive customers.
79. Sales will progress only when customers are talking. So, don't interrupt customers when they are talking, but allow them to interrupt you when they are talking. Sales is a silent art. ..
As far as sales promotion is concerned, listening is more important than speaking well.
The most common mistake in 8 1. sales promotion is that salespeople talk too much. Many salespeople talk big, instead of giving opportunities, they will give customers who say no a chance to change their minds.
82. Before selling, the best way to win customers' goodwill or win sales promotion is to win customers' hearts. People are more likely to buy from friends than salespeople.
According to the survey, 50% of sales promotion is done because of friendship. In other words, if salespeople don't make friends with customers, you are giving up 50% of the market, and friendship is the magic weapon of super promotion.
If you complete a promotion, you will get a commission, and if you make friends, you will make a fortune.
85. Loyalty to customers is more important than loyalty to God. You can fool God a hundred times, but you can never fool customers once.
86. Remember: customers always like people who are liked and respect people who deserve respect.
87. In sales activities, personality and products are equally important. Only in the hands of salespeople with excellent personality can high-quality products win a long-term market.
88. Salespeople should learn to praise customers sincerely.
89. You will lose a transaction because of excessive enthusiasm, but you will lose a hundred transactions because of lack of enthusiasm. Enthusiasm is far more infectious than rhetoric.
90. The bigger your business is, the more you care about customer service. After tasting the sweetness of success, the fastest way to get into trouble is to ignore after-sales service.