Work summary is an indispensable part of the work. Only by careful thinking and summary can we realize the deficiencies in the work, and the sales team is even more indispensable in the company, so it is necessary to do a good job in the work summary. The following is a summary of the work on sales model, for your reference.
Experience of sales in 2019 (1)
Two years of real estate sales experience let me experience a different life, especially in the case of XX, the baptism under strict and rigorous management has also created my stable and practical work style. Looking back on the past step-by-step footprints, I summed up my sales experience as follows:
1. 'to hold on to the end is to win'
Persevere, do not give up easily can step by step to success, although do not know when to succeed, but can be sure that we are getting closer and closer to the goal. With indomitable spirit, we can get twice the result with half the effort. Continuous work is hard to avoid tiredness. It's human nature to relax. When it's most difficult, it's over to stick to it. In the same way, when customers raise all kinds of objections and give up the opportunity to explain to customers, they lose their customers. When they stick to it, they win the deal. Often the hope is to make one more call and communicate with each other. At the same time, we will continue to learn the relevant knowledge of real estate, and let our excellent professional quality move our customers from the heart.
2. Learn to listen and seize the moment.
I think a good salesperson should be a good listener, who can understand all aspects of the customer's information through listening, not judge people by their appearance, not judge the customer easily by their own experience. "At first sight, the customer feels that the customer won't buy a house." the customer is too obstinate and insincere ", which leads to some customer loss. We should judge their potential ideas through the customer's words and deeds, so as to take charge of them Grasp the real information of customers, grasp the psychology of the buyer, at the right time, point to the point, until the transaction.
3. Keep enthusiasm and enthusiasm for work for a long time.
I believe that hard work makes excellent employees. Therefore, since the moment I entered Yiju company, I have been keeping a serious working attitude and positive enterprising spirit. No matter what small things I do, I try to be the best. To promote my products, first of all, I must be fully familiar with their products, love their products, keep enthusiasm and treat customers with enthusiasm; Down to earth follow-up customers, make it impossible to become possible, make it possible to become reality, little by little accumulation has created my excellent performance. At the same time, we should maintain the relationship between the accumulated old customers, who fully affirmed my serious work and enthusiastic attitude, and brought me more potential customers, so that my work performance can go up to a higher level. This is my biggest gain and wealth in the sales work, and also my most proud.
4. Keep a good attitude.
When everyone has a bad state, the positive and optimistic salesperson will attribute it to the imperfection of personal ability and experience. They are willing to improve and develop in a good direction, while the negative and pessimistic salesperson will blame the opportunity and luck, always complaining, waiting and giving up!
The fable of tortoise and hare race is constantly appearing in real life. Hare tends to be opportunity oriented and tortoise always insists on core competitiveness. In real life, like the outcome of the tortoise and hare race, the person who constantly accumulates the core competitiveness will eventually win the person who pursues the opportunity. Sometimes life is like climbing a mountain. When you are young and strong, you always jump like a rabbit. When you have a chance, you want to jump to a job or take a shortcut. When you have a setback, you want to give up and rest. Life needs to be accumulated. Experienced people, like tortoises, know the truth of walking at a constant speed. I firmly believe that as long as the direction is correct and the method is correct, step by step, each step is firmly on the way forward, but can arrive at the end earlier. If the lead is based on chance, luck will come to an end.
I have always insisted on doing what I can do well, step by step, firmly and firmly towards my goal.
Experience of sales in 2019 (2)
We are often confused about where wisdom comes from, where it goes, how to capture the light of wisdom and find the balance we need at the junction of cost and profit. We are also often confused about where people's power comes from, where it goes, and why we are often panicked and unable to observe in front of the huge market. To be able to answer these questions, I think the only way is to study.
Leo Tolstoy once said: 'a mind without wisdom is like a lantern without candles. It's a good saying to say 'live and learn'. Even if we have joined in the work, we should not give up the study of knowledge. On the contrary, as an employee of an enterprise, it's good to read some books with broad mind and learn from other people's successful experience after busy work. Smart people are always good at filling their brains with the wisdom of others. This year, we have benefited a lot from the group wide learning of growth. In the fourth quarter, our XX equipment Shenyang Co., Ltd. organized a reading craze of reading one hour a day and one book a month. Our branch's learning is also in full swing. Now, I hope to share with my friends, and I hope you can give me valuable suggestions.
1、 Sales plan
The basic principle of sales work is to make sales plan and sell according to plan. Sales plan management includes not only how to make a feasible sales target, but also the methods to implement it. Everyone has their own characteristics and methods. The key is to find the most suitable way and method.
2、 Customer relationship management
With good customer management, customers will have enthusiasm for sales and actively cooperate. If there is no effective management of customers, or the customer relationship management is rough, as a result, neither the sales enthusiasm of customers can be mobilized, nor the sales risk can be effectively controlled. So we must try our best to maintain the customer relationship, pay attention to the details of the customer, and let the customer feel that you are with him at any time.
3、 Information feedback
Information is the life of enterprise decision. The salesman is in the front line of the market, who knows the market trend, the demand characteristics of consumers, the changes of competitors and so on. The timely feedback of these information to the company is of great significance to the decision-making. On the other hand, the problems existing in the sales activities should also be fed back to the company in a timely manner so that the management can make timely countermeasures. The achievements of the salesman include two aspects: sales volume and market information. For the development of enterprises, market information is more important. Because the sales volume is yesterday's, it has been realized, and what has become a reality cannot be changed; meaningful market information determines the sales performance and market of the enterprise tomorrow.
4、 Team combat effectiveness
It's important to give full play to the overall effect of the team. A cohesive team, her fighting capacity is the most powerful, unstoppable. So everyone, no matter what department or business they are, must always remember that they are a part of the team and a positive part. Remember that my actions cannot be separated from the team, and my actions will affect the team. In order to consolidate and enhance its combat effectiveness, the team will also support every salesperson's positive actions. Make joint efforts, progress and harvest.
5、 'no small things in sales'
"There is no small matter in management". An excellent manager is also a careful leader. Similarly, 'there is no small matter in the sales'. Sales should be more cautious, careful, to find a win-win rule. In the study, summary, practice, grope, try to improve.
I hope all of the above can be enlightened and helpful, and I hope you can make progress with me!
I believe our tomorrow will be better!