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Four Levels Of Salesmen

2010/12/2 15:05:00 54

There is a company engaged in CNC machine tools.

enterprise

The production equipment is mainly used in the textile industry, the technology content is very high, but recently, the sales performance is very poor, the overall quality of sales consultants is poor, even the sales personnel fly their own list, there is also a salesman is absolutely skilled skilled, also have their own time to leave, leaving is complaining sound constantly.

The boss of the enterprise began to recruit people with certain technical background, but found that these people couldn't get through with the customer trench, and recruited marketing talents from the market.

Faced with such a "weak market", the boss was very upset, so he went to the chief consultant of IMSC industrial marketing research center to pour out, seek advice and find answers.

According to the observation of more than one month, he gave him a series of suggestions. In this case, many industrial enterprises often arrive, so we put forward four states based on the status quo of salesmen.

Category I Salesperson:

It belongs to the rookie class, usually engaged in industrial products.

Sale

The time is 6 months, within -1 years, seeing customers, eyes shining, pulling customers desperately to introduce their own CNC machine tools and equipment products and their benefits to customers, which can reduce costs and increase profits; such people who only say, but seldom listen, sales are usually hard to do because, according to our research, the longer the salesmen communicate with customers, the higher the degree of participation is, the greater the probability of success.

The second type of sales elite:

It belongs to the middle birds, and is usually sold in industrial products.

time

For 1 years, less than -3 years, I like to play sales skills, often ask customers: "this week is free, or next week?" "then I will make a technical proposal, you are ready to recommend to the boss or technical director, right?" however, facing the experienced purchasing master, usually more difficult, the purchasing manager's answer: "sorry, I have no time; or, let me see the plan again."

The third type of marketing consultant:

Engaged in the marketing of industrial products for 3-5 years, such sales consultants are usually rather unhurried, who can stand in the position of customers and consider for customers. For example, "what kind of products do you expect? What do you need?" I feel: This product is good, but the technology is not stable, and the price is more expensive. So, I suggest that such a large client should choose a product with relatively stable technology. "Such sales consultants, like doctors, know how to look, smell, ask, and cut four skills, and their professional knowledge is also mature. This kind of old bird can usually change prices to value, thereby enhancing the true value of customers and building loyal customers. It belongs to old birds.

The fourth type of marketing expert:

It belongs to walking birds, usually engaged in industrial marketing for more than 5 years. This marketing expert is to sing what songs to sing, see people say myth, ghost talk, and they communicate with customers, talk about less technical level, talk more ideas, focus on customer satisfaction, at this level, sales personnel can do well in the industry market information integration, this time we call them "marketing masters".

According to the above case, we can see that a salesperson has four levels of growth. At the same time, these four realms are not allowed to jump, and only shorten the time and grow faster. At the same time, the competition in the industrial products industry is becoming more and more intense, and the price war is becoming more and more fierce. Therefore, it is very necessary for the sales consultant to raise the value from the price to the value. At this stage, at least the old bird's realm. At the same time, as the industry goes deeper and deeper, the future is bound to reach the bird's walk as long as it persists. The key is five words - the most important thing is to resist loneliness.