What do salespeople need to master?

As a salesman, I really have many skills, such as customer development skills, customer management skills, customer collection skills, goods distribution skills, negotiation skills, contract signing skills, customer objection handling skills, time management skills, customer selection skills, customer penetration skills and so on. I believe many experts have taught us these skills, and I don't want to talk about them here. However, any organization or company has other hidden rules, because companies always have "corporate politics", so I think they should also have "hidden skills" or "artistic skills". As salespeople, we must know and master them. These skills are rarely taught by experts and schools, such as how to receive guests, how to introduce hotels, how to order food, how to toast, and how to introduce local culture and customs. Many of these skills are mastered by ourselves. But these skills are also a skill that salespeople need to learn. It also plays an indispensable role in our survival and development in the organization. So, what skills do we need to learn and master? I. What to say to whom 1. Say admiration, respect and truth to the leader. Every leader has his own strengths, and every gentleman needs flattery and compliments from others. Maintaining an attitude of admiration and respect for the boss is also one of the professional ethics, which is the common feature of every cultivated person. For every leader, we need to find out his characteristics and strengths and show respect; Say something respectful. Respect mediocre bosses more, because they are most afraid of being called incompetent by others. Don't show contempt when you talk to them. Tell the truth. The boss hates subordinates who tell lies; Everyone is afraid of being cheated by others. Loyalty is the first virtue of professional ethics. A shrewd boss often tests the loyalty of his subordinates. For example, when I first started selling, in a foreign-funded enterprise, we didn't have mobile phones at that time, only pagers. Our boss is from Taiwan Province province. He has an Ericsson mobile phone, which can display the phone number. There are eight people in Guangzhou. They ask us to call him on the local landline every day and ask where we are. We didn't know that his mobile phone could display the number until one day he told me that I wouldn't lie to him out of eight people. I asked him how he knew, and he told me that his mobile phone could see the phone number and had a caller ID. I was so scared at that time that I kept wondering if I had lied. Fortunately, I have never lied to him. Six months later, eight people fired seven, leaving me alone as the manager of the Guangzhou office. Since then, I have always regarded "loyalty" as the first point to talk to salesmen about their mentality. I remember the ancients said, "Once you are unfaithful, you don't need it a hundred times." "If you want people to know, you must do it yourself." 2. Say understanding, respect and cooperation to colleagues. Colleagues are the people we have the most contact with every day, except family. No matter what the occasion, we should respect our colleagues, especially female colleagues and older colleagues; You can't look down on your new colleagues. Remember to say "please", "trouble" and "thank you" often. Appreciate the cooperation of colleagues, appreciate the help of colleagues, put the team on the lips and attribute the credit to others. When colleagues encounter difficulties and are criticized, they should say something they understand. Never say anything that hurts your self-esteem, especially don't expose other people's shortcomings. Some people will hold grudges for life. Another revelation of the Ma Jiajue incident is that hurting people's self-esteem sometimes costs them their lives. It is everyone's nature to say appreciation, care and guidance to subordinates and long for affirmation and praise. A word of praise may be remembered by subordinates for a lifetime, and a word of praise may also make a person. Strike is repression, praise is success! I once patted an old subordinate on the shoulder when he first joined the company and said, "I believe you can succeed!" " "Within five years, the young man rushed to the position of boss. Every time we meet, he will always mention this sentence I said. This sentence he said will be remembered for the rest of his life, although I don't have much impression on it. Say hello to his subordinates, to his life and to his family, because everyone in China is particularly concerned about his family, and everyone is striving for a better life for themselves and their families. If you want to give guidance to subordinates, a person pursues progress besides material things. Your guidance will make others grow up quickly, especially newcomers, and they will never forget it. 4. If it is good and tempting for customers, there is an old saying: "The world is big and bustling, all for profit; In a hurry, everything is fine. "It is absolutely impossible for customers to do business with the company without benefits, and it will not last long. Many salesmen think that they have a good relationship with customers, and customers do business with the company only for themselves. This is a wrong idea. The story of Coca-Cola's profit is to talk to customers about the source of profit. The most important driving force for customers is profit. You must analyze the interests with him, analyze where the interests are and analyze the sources of interests. Say something tempting to customers. Big brands talk about tree image and influence; Small brands talk about vague prices and high profits, which can be controlled exclusively. Any company needs to talk about vision and let customers know your company's goals and vision, so that customers can have firm confidence. 2. Ask for instructions early and report later. " Asking for instructions early and reporting late is a bit derogatory to many people, but I think it is a skill of salespeople, especially the indispensable skill of salespeople in China enterprises at present. As a leader, he can't cover everything. Many of them are not as good as their subordinates in professional ability, and they can't help but be clear about everything they do. Therefore, as a subordinate, you should learn to report to the leader for instructions and see what instructions and opinions the leader has. In this way, what you do is approved by the leader, and even if something goes wrong, the responsibility is not your own; Of course, the credit is obtained under the wise decision and leadership of the leaders. You should pay attention to report in time, report the progress of work and report what happened. You are thousands of miles away, and the leader can also operate in the office, which requires you to report to the leader anytime and anywhere. Especially for middle-level leaders, his boss will always ask about his work progress. I think we should get into the habit of asking for instructions early and reporting later. Don't report something, it's disrespectful to your boss. It is a leader's job to master the thoughts, actions and work progress of every subordinate. Once, a vice president with five bosses told me the secret of his standing. He has a junior high school education and a career background, but he didn't fail because he asked for instructions early and reported to every boss late, and he never spoke ill of his boss in front of him. As a result, every boss trusted him. Third, learn to consult According to Maslow's analysis of the five major human needs, respect is one of them. Counseling means respecting others. Everyone has weaknesses in being a good teacher, especially leaders. Old-timer, you need to ask him. Everyone likes to lean on the old and sell the old. If you don't discuss with him, he will be unhappy and think you are arrogant. You should ask him for advice from your peers. He thinks you regard him as a teacher and a friend. He has a sense of hierarchy and intimacy. Ask your boss. He thinks you are modest, active and low-key, and you are a worthy subordinate. A manager asked me how to get along with the new leader. I told him that if you begged him, he would naturally accept you. As expected, the new leader said that the manager was positive and sincere, and he was a trustworthy and cultured person. Consulting is an excellent skill. But we should pay attention to methods and consult according to everyone's characteristics. Please pay attention to the time, place and occasion. You can ask for advice at work or in life, study, life, work and management. People close to China's leadership value nepotism the most. After all, it is not dominated by China, and I believe it is the same. You know: close to the leader, the leader can know you, understand you, appreciate you, appoint you and reuse you. Many people are afraid of getting close to leaders, and feel that it is not enough to do a good job. Many times, leaders still can't understand you, and understanding can only rely on proximity. Therefore, close to the leader, close to the leader, is the best shortcut to promotion and progress! Remember: "Get close to the leader, and you will be half successful!"! "There are many skills to learn in doing business, and artistic skills are as important as scientific skills. The key is to look at your personal ability to play and use.