What should you pay attention to as a salesman? What are the professional rules?

business is learned from the market, not from books. I hope it will help you. 1. What topics do not need to talk too much about technology and theory when salesmen chat with customers? What they need is today's news, weather and other topics. Therefore, salesmen must read more books and magazines about economy and sales in their daily life, especially newspapers every day, so as to learn about national and social news and news events, which is often the best topic, so that we will not be regarded as ignorant and knowledgeable when visiting customers. 2. About the salesman's four hours in the evening. The achievement of a salesman depends largely on how he spent those four hours in the evening. The worst salesmen watch TV at night, or complain, go out to play, etc. Such a salesman is worthless. Ordinary salesmen go to customers for entertainment, drinking and chatting. Such a salesman will have a bill, but I personally think it is difficult to achieve high success. A better salesman arranges information, analyzes customers and makes plans at night. This kind of business is a good business and should have a bright future. I think the best salesman insists on reading for an hour after finishing his job as a salesman. I think this kind of business is very promising, and I can be a boss in the future. 3. About the salesman himself. Many people think that salesmen should be tall and handsome. A salesman must be eloquent and articulate, and it is good to be able to spit out oil in his mouth. Salespeople must be able to smoke, carry cigarettes with them at all times, and send them to everyone. Salespeople must know how to drink, liquor and beer. In fact, I feel that these are not important. Personally, I am less than 16MM tall. When I first started my business, I felt very inferior and my speech was not fluent, let alone eloquent. I never smoke. I drink a bottle of beer at most, and I get drunk if I drink more. However, diligence can make up for it. When I first started my business, I was in Huizhou for the first three months. I took some clothes and went to my brother's factory in Dongguan for a few days. An industrial zone, a run of industrial zones. In this way, I have been away for three months, and a few customers have run away, but a pair of leather shoes are also rotten, and people are as black as black carbon heads. Now that I have started my own factory, I often ask salesmen whether the first three months are a human life or not, and then I can get through it. So the business office is outside the factory. Looking for customers to do business The first three months of entering the company are the most crucial three months to test whether the salesman can succeed, which can be said to affect the salesman's future business work. The first of these is how to find customers, about how to find target customers. Generally speaking, after a new salesman enters a new company, he will find his own customers to visit after being familiar with the product knowledge for about one week. If there is no business manager or boss to provide customer resources at first, you can find customers through the following methods. 1. Yellow Pages. Generally, companies have many yellow pages, such as Shenzhen Yellow Pages. We can find our original target customers according to the above classification. Now there are many professional industry yellow pages in Shenzhen, such as home appliances yellow pages, toys yellow pages, etc. It is best for salesmen to find such yellow pages to collect first-hand information. These yellow pages are available in general large libraries. You can take a notebook and copy it there. 2. Browse job advertisements, just like in Shenzhen, Shenzhen Special Zone Daily has a large number of job advertisements every day, and Southern Metropolis Daily has job advertisements every Monday. We can get the customers we want by reading the job advertisements. We can also go to the nearby recruitment market. Generally, the recruitment market will post the name of the daily recruitment unit and the job type at the door. We can also analyze what he does by the job type he recruits, so that we can find the customer we want. Also, we can go around some big industrial areas. Now almost all the factories are looking for jobs, and we can also find them through the job advertisements at their doors. We can also look at recruitment websites online, such as Zhuo Bo Recruitment Network. The advantage of finding a customer from the job advertisement is that firstly, we can find many new customers, because there are many new factories that he has just opened or moved here. If we find him first, we will get there first. Also, generally, manufacturers who are able to recruit a large number of workers have good business, and they are relatively confident in the recovery of payment after successful business in the future. 3. Network search. We can search through keywords, such as entering the name of the product of the customer we are looking for in Baidu, and we can find a lot of customers. We can also find customers through professional websites, such as Alibaba, HC and so on. So we can find a list of many customers. And you can also find the boss's mobile phone number and the boss's name. 4. We should also go to the streets to find customers often. We go shopping. I usually go to home appliance stores. They are all packaged or have the names of brands and companies. We can record them and go back to the Internet to find them. We can judge the operation of a customer by the sales of products in the shopping mall. This also reflects one of his economic strength from the side. 5. But personally, I think the best way to find customers is to develop customers through mutual introduction of social networks. In the future, we will pay attention to the era of enjoying resources when doing business. For example, you make wires, I make plugs, and he makes resistors. We are also a customer of audio. If we can all share our resources and introduce good customers to each other, it will be very easy and worry-free to enter a customer. Moreover, because our customers are looking at each other, the risk will be much lower if customers have any trouble. 6. Another best way is for customers to introduce customers, which has the highest success rate. After having several original customers, a good salesman will seriously serve these customers and make friends with them. When you get familiar with it, ask them to introduce their peers or friends to you. Just don't let them give you the list at this time. You can find the list everywhere. The most important thing is to ask him to make a phone call for you. If he makes a recommendation call for you, it's better than you making 1 calls. You will mainly serve the customers he introduced in the future, and then let this new customer be introduced by analogy, so that you can easily find your customer network. So we have many ways to find the customers we want, as long as we are careful. There must be three things on the salesman's body at all times, except when taking a shower. These three things are: pen, small notebook and business card. Others say that salesmen have eight eyes, which is also very reasonable. If you pay attention everywhere in your life, you can find many business opportunities. After we find the customer by phone, the second question is how to make an appointment by phone. There are also some details in it. Just pay attention. 1. Many people will encounter such a situation when they call. The customer didn't finish listening to our introduction, so he said no, and then he hung up all his life. And you said you were going to visit him, but he said he was not available, so he asked you to fax the information to him, or put it in the guard room. We must never fax the information and give it to him in the security room. It's useless. I was depressed at first when I met such a situation, and then I thought, maybe the purchasing lady was scolded by the boss as soon as she went to work today, so she refused me because she was unhappy, or maybe the purchasing lady quarreled with her boyfriend today, so she ignored me. It doesn't matter. I'll find you next time. Many of my clients have called many times to get an appointment. Sometimes it's so strange. The purchasing lady said no yesterday. Call again today and you can take samples to see her. So the success of business often depends on whether you insist or not. No matter how skilled your business skills are, I think it's better to think about what you are going to say when you call, and don't talk as soon as you pick up the phone. Because we will chat and forget some of what we were going to say, we often have to call again just after hanging up the phone. It's bad for everyone. For friends who have just started business, it is best to write it down on paper. This will be more organized. I think it's better to make a phone call standing. Because when people stand, I feel more focused and more serious, and when I stand, I am full of gas and my voice is better. Try it if you don't believe me. No matter how angry you have just been, you'd better smile when you call. This atmosphere is more relaxed, and customers will feel it. Doing business is inherently a indignant job, but our customers don't need to share it with you. 4. Let's not wait until we need our customers. We should always call them, chat and greet them in normal times. Until he knew it was me as soon as he heard the sound. Better make him think about you. Doing business is like falling in love. We can't expect someone else to marry you after one date. Purchasing is forgetful, so we should constantly remind him. Visiting customers for the first time 1. You must never neglect the preparation and planning work before sales promotion. Only when you are prepared can you win. Prepare samples, catalog books, pens and notebooks. Think about the opening remarks, questions to ask, words to say and possible answers before meeting customers. Usually, we must study and memorize the materials, brochures and advertisements related to the company's products. At the same time, we must collect the advertisements, promotional materials and brochures of competitors, and study and analyze them, so as to "know yourself and know yourself". 2. Being on time for appointments-being late means "I don't respect your time". There is no excuse for being late. If you can't avoid being late, you must call and apologize before the appointed time. I believe that going out early is the only way to avoid being late. 3. Clothing can't make a perfect person, but 9% of the impression given by the first meeting comes from clothing. Etiquette, appearance, speech and manners are the sources of people's impression of getting along well with each other, and sales representatives must make more efforts in this respect. I don't like my salesman wearing a red and green T-shirt to meet my customers. The least I ask is a shirt. And the briefcase must be leather. 4. It is impossible for us to reach a deal with every customer we visit. He should try to visit more customers to increase the percentage of the deal. When visiting customers, we should believe in a principle of "grasping at the sand even if we fall". It means that the sales representative can't go home empty-handed, even if there is no demand for the time being, you can't make a deal. Try to get him to introduce you to a new client. 5. For customers. Always pay attention to the topics that customers like and his hobbies, and talk to him more if he likes them. Watch his every move. You can do whatever you want. The result of the conversation is not important, but the atmosphere of the process is very important. When chatting with purchasing, we often pay great attention to the content of the conversation and always say that there is no topic. In fact, we should pay attention to the process and atmosphere of our conversation. If we chat happily and harmoniously one day, our feelings will be very close. After many days, we often forget what we talked about at that time, only remember the day when we had a good chat. In fact, purchasing is the same. We will give him a quotation for the price, a quality certificate for the quality, and we will stamp and sign it back to him on delivery. So we just need to talk to things outside the business, and it is best to talk about the issues he is interested in. How to maintain customers 1. Salespeople should fish, not cast nets. The most effective and comfortable way to run a business is to use fishing. Just like when we started chasing girls, don't we chase several girls at the same time and then have one in Botha? Let's catch a glimpse of one and pursue her tirelessly until we succeed. This is how I run my own business. I will choose an industry, for example, I want to be an earphone industry, and I will pick about three industries to attack him seriously until I get into it, and then the rest will be easy to do. This will give you an 8% share in the headset industry. We'll switch to other industries and copy it. Just like fishing, watch the big ones. Fishing one by one is very comfortable. Bold, cautious, thick-skinned. When we were young, chasing girls told us that we were bold, cautious and thick-skinned. In fact, doing business is like chasing girls. 2. It is estimated that 8% of the business is completed because of friendship. Nowadays, the competition is fierce. With the same quality, the same price, the same service, etc., if you want to compete with your opponent, you must rely on friendship. If you treat your customers more attentively than your opponent, you will form a friend relationship. So who can take your order? So where you spend your time, you get what you want. So friendship is a treasure. 3, be enthusiastic, enthusiasm can infect customers. Maybe many of our salesmen will be very enthusiastic at first, but when you achieve certain results, they will become old-fashioned and lose their enthusiasm in the past. Sometimes they feel that the order is not so good. You will lose a certain transaction with excessive enthusiasm, but you will lose a hundred transactions because of insufficient enthusiasm. Enthusiasm is far more infectious than rhetoric. 4. There must be a probation period. A client does it, just like a man and a woman get married. Finding a client is like finding a dream lover. From making a phone call to placing an order is as long as sending a love letter to getting engaged. When you really get married, you have to spend your honeymoon before you can live seriously. So we have to spend our honeymoon with our clients, and we don't want to make it big at once. The novelty of getting married at first sight is hard to maintain afterwards. We should all give some time to our customers and us. Check each other's credit, service and so on. About the transaction 1. When many salesmen start to do business, they are often very motivated. They find customers, send samples, and don't know what to do when they quote the price. They often give up all their efforts. In fact, you should keep asking him when your order will be placed, and keep asking him until there is a result. In fact, purchasing is waiting for us to ask him. Crying children have milk to eat. Just like a child doesn't cry, how do we know he is hungry? So we have to ask customers to buy. However, 8% of the salesmen didn't ask the customers for a deal. 2. If the transaction fails, the sales representative 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 the customer face to face, it will be even more difficult to meet the customer in the future. 3. My feeling is that when doing business, you should stick to tracing, tracing and tracing again. If you need to contact customers for 5 to 1 times to complete a business job, you should listen to buying signal for the 1th time at all costs-if you listen attentively, when customers have decided to buy, they will usually give you hints. Listening is more important than talking. Doing business is: a series of activities for the purpose of closing a deal. Although a deal is not everything, there is nothing without a deal. About collecting money 1. Don't save face when doing business. When the business is done, when it comes to collecting money, many people will think that I am so familiar with purchasing that I feel embarrassed to chase his money all day long. Therefore, I rarely chase money or chase it a few times, so I don't chase it. In fact, we have to get the payment to get the commission. It's only natural to pay back debts. If you owe him too much, your business won't last long. I usually chase money, not asking him to arrange it, but saying. Mr. * *, you arrange the payment for me on Wednesday, and I will pick it up in the afternoon. He sometimes says that when is not good, then I say, Tuesday is good, and he often says Wednesday is good.