销售工作流程的十步法（Ten step method of sales workflow）Because there is demand, there is the motivation to buy. To accomplish such a deal, ten steps must be familiar with the sales process successfully, and every step of the skills to sell company products and services; and learning throughface-to-face communication skills to learn how to handle customer objections and help customers to reach a win-win purchase decision.With the development of modern society, the market competition is becoming increasingly fierce. In modern enterprises, enterprises not only need to sell products, each one including modern enterprise, how to own a good image display to the society, how to get recognized by society and enterprise groups, more and more important. How to achieve good performance in business activities, and get the approval of customers and consumers, this is a common concern. Sales process how successful do several things, the first is to sell yourself to everyone, everyone agrees, get help, to integrate social resources, use of social resources to achieve the purpose of the effort. In our actual work, the customer is our social resources, how to make good use of this resource, sell their products. In the work, I sum up the following steps in view of the sales work process, hope to share with you, and can get your criticism and correction.The first step in sales workflow: Market ResearchThe only real detailed market survey in order to face-to-face with customers when do "food in hand, do not feel fear alone can grasp the situation on the market of any subject, the otherparty to produce enough attention to you. Market research includes many kinds and many aspects. Generally, we need to make our market survey content according to our sales target. But in general, the more you know about the market information, the more true the workflow of the sales cashier is, and the negotiation will be beneficial for you.Sales process second steps: preparationPreparation work includes two aspects: 1, to meet the purpose of communication with each other in various aspects of psychological preparation, predict what the people in the other basic talks what topic, what you need to accomplish, to achieve this goal by what kind of tactics and then use what kind of operation, which how to deal with the above events, the occurrence of unexpected events to be equal. 2, the property of the prepared, including: appropriate dress, need relevant information to show each other, their name card, related questions need to use the data or information, including details of the preparatory work, I have a former colleague, he before the negotiation with customers will want to understand what other hobbies, took out a small gift carefully prepared before the official topic, in order to achieve the purpose of harmonious atmosphere.Sales process third steps: to make their emotions reach the peak stateEveryone knows that emotions are contagious. When you communicate with customers face to face, your mood will directly affect your success rate, if you in front of him ina confident attitude, with a smile of joy with each other face, your own negotiating when will play a better level, and the other by up infection you feel it will have favorable effect on your cooperation, who do not want to follow a day full of confidence, can bring you happy every day with someone. If on the contrary, in the sale of in your conversation with the customer when a face of clouds, or is obvious so do smile, and even complain that natural flying all over the sky, the customer will not give you face, there will be the possibility of cooperation?The fourth steps of the sales workflow telephone sales process: find each other's needsThis is an important part of our negotiation with the customer. If you don't find your partner's needs and blindly recommend your product to each other, the job you do is meaningless. In actual work, the demand of the other side is rarely expressed directly to you, but only in some details can be caught, which requires us to strengthen their business skills,To enhance your ability to discover the needs of the other person.Fifth steps of sales workflow: shaping product valueThere is a story that I think we all know, is that there is a teacher to teach disciples, give him a very strange stone, you told him to the market to ask the price, if someone asked you, let's offer, but do not sell him, to see how much money, the apprentice the vegetable market selling a day, come back atnight, told the teacher: I spent a day in the market, to the afternoon before finally someone to ask, to buy a home mat table, the bid 5 dollars, I do not sell away. Nobody asked again when he came back. Master the second day he was assigned to the mine, someone willing to 80 yuan, third days to master, he was assigned to the jewelry market is not to try, at noon he ran back to tell him: "no, I went to the jewelry market began to no one asked, with the results of the first person to ask after me refused to sell him, the people around around here, the last bid to the 800 thousand, I see a hurried back to ask you. "From this story, we can see the importance of shaping the value of the product. We all know: Mercedes Benz is selling the comfortable enjoyment; BMW is selling the freedom of driving pleasure; Haier is selling a comprehensive and thoughtful service; but we must not only sell your product, but also is the sales staff of other price process work to bring your product value to perfect shape, accurately find your product selling point to your products sell better. A sales guru said: "your product value has not been molded, when you sell your price to each other, that is tantamount to asking for a dead end". When you negotiate with a client, any client will think your price is too high, which is the rule of doing business, so how to shape your product value is a key step in your success.Sixth steps of sales workflow: solving the resistance point of each otherBefore anyone makes a decision, there must be both positive and negative sides competing with each other in the heart, and when the purchase desire takes advantage of the distance, the purchase action will occur. Two. As the sales staff and we haveto do is to guide each other to produce a sufficiently large cooperative desire, the lifting of the heart to resist, in some sales books even put the work on the most important position of speaking, put forward: "marketing is nothing more than two things: brainwashing and psychological", how to solve each other inside resist visible really is essential work. Just like finding each other's needs, finding the opposing point is also a critical and delicate job. It's also a test of the skills and experience of sales people in actual operations. The really high awareness is based on the more participation, the more practice and the summary to improve themselves.Sales process seventh steps: naturally clinch a dealBelieve that the above work is done, the transaction is certainly a matter of course. So here is naturally the transaction, if you have finished the above work has not yet reached the deal, you need to go back and reflect on their own previous work there must be done in place of work. Here Sales workflow chart only say a word: after the contract to get the hand, don't talk nonsense, natural get up and leave. Because everyone in the decision will have a normal psychological rebound, will feel lost because of something and regret psychological, this time will only make the other crap about your motives if doubt to say, and you have to do is to do the following work, to make up for the other the psychological feeling.Eighth steps of sales process: ensure the execution of contract and ensure the safety of assetsThe purpose of sales work is to make profits for the company and increase the income for itself. And the premise of all this is that you have to take the cash back and sell it. Which company will not be the end of the sale because you sell the product and the loan is not returned, because that brings debt to the company, not profit.After the above work is completed, how to implement is a very important thing, good contract execution, I think there are two basic principles, that is: major principles, small things style. That is to say, in terms of company regulations, the financial regulations must be carried out and strictly handled according to the regulations. In the face of such things, we must grasp the principle of teeth, do good words: do not let go, the principle of not waver in the face of regret, not only their own. But in small things, we should learn to handle flexibly, to give full face to each other.Ninth steps of sales workflow: after sales serviceAfter sales service is a topic that many enterprises pay attention to in the sales workflow. Haier's service has already set an example for many enterprises. We all know that Haier is selling a service of this argument, but in practical work, how to do the key to our customer service service for customers and we have established a good brand image in the hotel sales process on the market. Our after-sales service mainly includes: product use precautions, emergency handling, consumer complaints, and so on.Sales process tenth steps: ask the other side to introduceIn fact, there are many salespeople who think they have finished their sales when they do the last step, and ignore the rational use of their own resources. Integration of social resources requires us to start from the resources around us, and as the customers have been traded, of course, is the most important around the best use of resources. And our clients must have many of the same friends who work with them, and that's exactly what we're looking for. So, make good use of resources around, ask the other side to introduce customers, of course, is one of the most effective method.A little more than just my experience summed up in the sales process in practice, hoping to play a role, to the majority of our sales practitioners can get inspiration, in practice to summarize more effective marketing skills and experience.。
