When sales representatives conduct sales introductions for channel distribution sales, they need to use regional infiltration, basic communication skills, and basic handling of dissent and other skills for sales. Here are some of the five sales techniques that need to be used to summarize some of the channel distribution sales.
First, emphasize market demand
In the process of sales, many channel sales representatives often emphasize price and profit, but do not seriously introduce the market demand for products, which leads to new products, channel sales are not enthusiastic, or are not willing to sell more products. model.
For example: Your product model is not good, why should I purchase it?
A: Not every brand or specification is better in its class, but every brand or specification we produce or launch can really bring you business and profit growth. The sales volume of XX brand is quite large, and each specification is adapted to the needs of consumers. Please remember this: you have many types of customers, he may come from a big family, maybe single, maybe It is an elderly person, but you must try to attract 100% customers. You should be convinced that every specification introduced by XX has been verified and found to be truly responsive to consumer demand, and this specification is also supported by the support of XX's powerful advertising. (First, after introducing the requirements that meet the usual needs, then introduce the contents of products, prices, etc.)
Second, good at using sales props
Every day, channel dealers will hear about the introduction of products by different merchants and the introduction of the market. Each sales representative will blow their own products. How to stand out in the joint sales of many businesses, this need to use props as the lubrication of our sales. In the actual sales process, we must learn to use some of the newspapers, books, reviews, reviews, etc. to the side of the company as a powerful argument in our sales process.
For example, if you just made a digital product, the quality is definitely not enough.
A: Have you seen the Entrepreneurial Heart Sutra published by Nanfang Daily Publishing House? There is an introduction about our XX, they define us as: "national brand that started in Europe." Mr., can you imagine that a company with a good brand image in the international market will sell some non-compliant digital products to you in order to earn a little money, and will you break your brand image? So you can rest assured that we buy our products! (At the same time, I presented a copy of "Entrepreneurial Heart Sutra")
Third, good at using competitors to compare
There is an introduction in Sun Tzu's Art of War: knowing oneself and knowing what to do, and winning every battle. Shopping malls, such as the battlefield, must have a full understanding of competitors in order to win in the competition. Many manufacturers and sales representatives only care about the difference between this product and its competitors. However, in the process of channel sales, channel dealers are more concerned about the problem of how much money the product can earn. If the sales representative blindly emphasizes the difference between the product and the competitor, it is often impossible to hit the key point of the problem. So, since you don't pay attention to the comparison of product rivals, how do you understand the phrase "being good at using competitors to compare"? Here, what we call comparison with competitors refers to comparing the competitors of the channel vendors with the channel vendors from the perspective of channel vendors.
For example: For this new product, I don't want to buy it right away.
A: The boss, the survey shows: When consumers find that the products they want are out of stock, more than 40% of consumers will postpone their purchases, 60% go to other stores to buy, whether you are willing to lose your profits and let Give your competitors? I think every store is different, but what you should be interested in is that the store is running in the store opposite you, and this product has increased the store's business by X%. (Can be combined with the second point of sales props, take out the data of a merchant's purchase data)
Fourth, good at using survey data
We often hear some sales representatives say at the meeting: "There is no right to speak without investigation." The investigation is not only the basis for making various market predictions, promotion planning, etc., but also as an aid to our sales. tool.
For example: I am advanced to test production of one of your model products, and sell it in other models.
A: Boss, our market research results show that the sales ratio of the three specifications are: X%, Y%, Z%. If you only enter this specification, you can only get X% of the business, and if you can get into the three specifications, you will get 100% of the business. (provide the data of the investigation)
5. Be good at seizing opportunities to express interest points
We are announcing an event that is different from the announcement of a formal occasion in an informal setting. Similarly, we must be good at grasping the timing of expression when we express interest points to channel providers. Being good at seizing the opportunity to express our interests is not only impressive to the channel, but also to solve the problems that the channel providers have thrown us.
For example: Since you are a manufacturer, why is the price so high? Your manufacturer has given us a channel with too little profit.
A: Boss, our price is not high. In fact, when you pay attention to the price, you should pay attention to other aspects. Since we are factory direct sales, you don't have to worry about buying fakes, which is both bad and bad. Our supply is stable, and we will ensure that you are not out of stock after regular visits. However, when the supply is tight, we always meet our direct customers first. Our tight products meet your needs at any time with a stable price limit. We will always have promotional support, and our sales staff will help you manage your shelves, post posters, effectively improve your store image and increase business opportunities. Our various promotional materials can enhance the credibility of your store to sell real goods.
The Spanish writer Cervantes once said: “Pre-alert and pre-armed; full preparation is half the success.†When we started channel sales, we must list the specific problems and solutions. It can be combined with the sales representative's intensive memory and the weekend meeting to let the sales staff remember the above objections and treatments, supplemented by other basic skills training and application, which will greatly improve the sales representative's success rate.
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