5 Sales Killers you need to know

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5 Sales Killers you need to know 你必须要知道的5个销售误区

Every salesperson can tell you a story about the big deal that got away. Successful salespeople can tell you why it got away and what they have done to ensure future sales success. The key in sales is to learn from your mistakes. The tips that follow provide a guide to help you adjust your sales effort and be more effective when trying to close the deal.

每一个销售员都更够告诉你关于一个大订单如何丢掉的故事。成功的销售员却可以告诉你为什么丢掉,以及以后如何保证得到订单。销售的关键是如何从以以往的错误中汲取教训。以下的指导提示着将如何帮助我们调整销售的方法以及如何更加有效的达成订单。

Sales Killer 1 - Lack of Professionalism 销售误区一:缺乏专业技巧 If you want to be respected in business, you need to take the steps necessary to be professional. From marketing materials to personal presentation, everything needs to convey professionalism. If your prospect does not think you are a professional with expertise in your industry, you are not going to sell much. Remember that first impressions count and (as Einstein says) God is in the details. 如果在商业中你想得到尊重, 你必须要采取必要的努力以达到更加专业. 从销售的产品到个人的展示, 无不需要你们更加专业化. 如果你的潜在客户认为在你的领域里你不是一个具有专业技巧的人, 不要期待着更多的销售. 请记住第一印象非常重要,如同爱因斯坦所说的那样细节就是上帝.(上帝存在于细节之中). At Importers.com, lack of professionalism is not just a deal killer, it is a deal non-starter. Companies with poor business profiles (anything less than 25 words) or poor product descriptions/images are just NOT going to be contacted. Suppliers that do not present their company nor products professionally do not get inquiries. Without an online inquiry, the deal never even gets off the ground.

在 IMPORTERS.COM 网站中, 缺乏专业技能不仅仅是销售误区, 它是达成订单的关键. 少的可怜的公司介绍(更有甚者少于25个单词) 或者是不当的产品描述以及低劣的图片是不可能被潜在的客户看中的. 厂家如果不知道如何更加专业的展示其公司和产品, 也就无法得到询盘, 那么交易将无法顺利开始..

Sales Killer 2 - Lack of Trust In the offline world, 2 businessmen can shake hands, look each other in the eye and make a deal. Through the human connection, trust is built. But in the global economy with the Internet changing the way business is done, face-to-face meetings are increasingly rare. And without personal contact, companies need to take other steps to prove their company is trustworthy. If a buyer doesn't trust you, they certainly are not going to buy from you. So, what can you do? 销售误区二: 缺乏信任 在现实世界里, 2个商人可以通过握手, 眼神接触等相互观察以达成订单. 通过人们的交往, 建立信任. 但是随着网络化的改革中的全球经济改变着商业的模式, 面对面的交流日益减少. 随着现实接触的减少, 公司必须采取其他措施以证明其公司是值得信赖的. 如果买家不信任, 他们将毫无疑问的不会从你公司购买产品. 所以, 你能够做什么?

The first step is to get your company internationally certified by a leading business credit reporting agency. Dun & Bradstreet, AsianCIS, Huaxia Credit are a few examples. By registering your company, you provide international businesses with access to business information that is verified by a third party. Companies can also become members of the Better Business Bureau, join their Chamber of Commerce, or become members of leading Trade Associations. Their are many ways a company can build trust and it is increasingly important to make this effort. 采取措施的第一步的方法将是通过与有影响力的商业信誉评估代理公司取得你公司的国际性的信誉鉴定,例如Dun & Bradstreet, AsianCIS, Huaxia Credi. 通过以上的评估, 在以后的国际商务活动中就可以将第三方的证实的信息提供给对方. 公司可以加入一个好的商业协会, 作为其商务成员, 或者成为行业协会的主要成员. 有很多方法可以建立公司的信誉,这些努力将变得日益重要.

Sales Killer 3 - Lack of qualification How often have you called someone or sent an email message to a prospect that goes absolutely no where? Or, have you given a sales presentation only to discover your products are not relevant to their needs? If you don't qualify your prospects then it quite likely that you are wasting your time (and theirs too!). A certain percentage of the people you talk with won't be good candidates for your product. Do you know who is who? How well do you know your potential customers? 销售误区三: 缺乏认证 你是否是经常给一些潜在的买家打电话或者发邮件? 尽管他们还没确定从哪里购买. 或者,给那些与你们产品需求不相关的人做销售展示? 如果你不能满足你的潜在买家的需求,那么将是在浪费你的时间(同样也是在浪费他们的时间). 很大程度上你们所联系的潜在买家并不是真正的购买者. 你知道他们的真实需求吗? 你知道如何辨别吗? The best salespeople go far beyond establishing rapport, they get to know prospects deeply. Through this process, they qualify prospects to discover customer priorities and potential sales return. By qualifying prospects, salespeople learn what is important to the prospect and how important the prospect is to them. Every product solves a problem. What business problem does a prospect have that matches your product benefits? By identifying customer priorities, salespeople can begin to prioritize their own sales efforts. 最好的销售人员远远不止是建立融洽的商业关系, 他们非常了解潜在的购买者的需求. 通过以上的努力, 他们将发现和划分潜在客户的优先性, 和潜在的购买能力. 通过相关的划分, 销售员将了解什么对潜在买家是重要的, 以及重要的程度. 一种产品满足一个需求, 潜在买家什么样的需求以及我们的产品可以满足对方的程度? 通过识别客户的优先权, 销售员可以开始通过一定的顺序来作出努力. Sales Killer 4 - Lack of questions This is the result of too much sales talk and not enough listening and it follows directly from lack of qualification. Too often salespeople jump into their pitch, throwing product features out, peppering their presentation with key benefits, but in fact, they have no clue about what their prospect really wants. Without learning what is important to your customer, it doesn't make much sense to overload them with information. 销售误区四: 缺乏提问 由于销售员缺乏相关的技能,结果是很多销售员说了很多, 但听得却很少. 很常见的现象是销售员急于表达他们所要推销的产品, 提出产品的特点, 接二连三的提出他们所关系的利益点, 但是实际上, 他们对于买家所真正想要的却一无所知. 没有了对于什么是对客户最