[China Glass Network] In the sales of advertising media, how to do a good job in sales management is a key issue. According to his years of advertising media sales management experience, Mr. Peng believes that sales management is a very simple matter;
one. How to make your sales staff phone sales more effective?
Perhaps 90% of sales behavior will start from telephone communication. How to make telephone communication effective?
What do you say when writing a phone development customer? Keep these things in mind and keep practicing until these words sound natural and easy.
Write out the questions that the customer may ask, and organize them into standard answer documents, and send them to each salesperson, memorize and fluently express them. In terms of language expression, it must be made that the product is credible; the salesperson is an expert. It is recommended to mention the customer's feelings of satisfying customers, to convey the competitive advantage of the company to the customer, and to repeatedly mention the slogan that the company is in the market leading position. In short, you need words and phrases. Effectively collating customer data, it is better to use low-cost online sales management tools (such as online CRM) to classify and manage all customer data. Make a variety of statistics on the sales staff's phone tracking to track the effectiveness.
two. Do you know how many new customers your sales staff can visit on average per day? How many old customers?
Let sales people visit more customers! This is what every boss wants to do, but how many visits is “more� We must track our team's potential customer development efforts, let them record how many valuable potential customers they generate from external phone calls, and how many customers they contact with on average before they have a customer to interview them. How many sales visits (including phone calls and direct visits) and how many suggestions they make before they can complete a sale, by collecting this data you can begin to determine who, which team has a high success rate for potential customers, by determining Good expanders come to set an example and know how many customers are visiting each day. These results must rely on data, some companies will use Excel spreadsheets to count, and some companies will establish CRM systems to get more comprehensive data. How to urge sales staff to achieve self-management? Sales people tend to manage their own affairs more casually, sometimes they can't tell the priorities of things, and don't put time on the main things.
three. Self-management of salesperson time includes:
Set sales goals and prioritize them. Do a good job plan, do something every day, and list a list. Prioritize customers' visits and transactions. Self-management of customer tracking: Pick out customers who are more likely to sign or pay in the current period. Keep a regular return visit to major customers, especially birthdays or greetings on the anniversary. Record each sales tracking, including commitments to customers, return visits, and customer feedback. Determine the time and target of the next tracking based on each tracking situation.
four. Large customer management; split the big order tracking into phases:
Track the opportunity of sales opportunities at a certain stage by tracking sales opportunities. To solve this problem, we must choose a management tool that is easy for the sales staff to use, so that sales people like to use this "agent assistant" to help manage their time, manage the tracking of customer history information, tasks and schedules. Without management tools, it is difficult for managers to urge salespeople to manage themselves.
Fives. The sales staff's ability is uneven, how to solve it?
As a sales manager, it is necessary to solve the impact of the uneven salesman's ability, and strive to lead his sales team as a unified force. Eliminate the competitive relationship between salespeople: Make sure your salespeople don't feel uncomfortable when sharing information with other people on their team. This requires a set of tools, such as customer management software, to define customer ownership issues.
Regular sales team meetings: Let every sales representative tell you about the current tough sales problems and let everyone discuss their sales challenges. Discuss with you what is the characteristics of a better customer: let your sales team record what you feel is better or core customer characteristics, and give the team a target customer group. Unified sales language (sales speech): In fact, each salesperson has their own different expressions for their own services, but they must have better expressions, find and unify the better sales language sales scene exercises: drills can exercise The sales staff's self-confidence, together with all members to figure out and identify their team's best practices or better sales process standards. This type of meeting also requires a team spirit to nurture you.
six. Has the salesperson who has left the company taken your customers?
It is very important to establish a trust relationship between the company and the customer. If the customer's trust is only based on a salesperson, once the person leaves, the relationship will disappear at the same time. This is why SMEs always have serious customer churn. one of the reasons. We advocate the full impact of customers with the company's image and service! Establishing trust relationships at the enterprise level and with customers is inseparable from customer management software. The management system of customer data needs to be combined with tool software, such as online sales management system (online CRM). This kind of software is relatively simple to realize the management of customer data, which can update and share data with others, and the system can Improve the efficiency of the entire team, not just the record of customer data.
Seven. How does the sales area expand to the outside world and how to manage the off-site sales team?
For the management of the off-site sales team, the key point is whether the manager can get the sales data in different places in real time. The data is not only limited to the monthly sales flow, but also the daily customer tracking. Without the system and tools, the out-of-town sales team is likely to get out of control, which is also the reason for restricting the expansion of SMEs. The traditional way is to transfer various reports to the headquarters, but there are more effective ways to solve the problem of remote management. Online sales management systems are both cheap and easy. The boss can log in to the Internet's own account to view the daily sales of each salesperson. The automatic sales daily report system and the different types of data make the work of the entire sales team more transparent. Using online application monthly rent CRM software to achieve an instant, transparent management across regions and time, this is an auxiliary tool to integrate with the management system.
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