Personal social practice report

In order to fulfill the requirements of the school's social practice activities, improve my practical ability, and accumulate some basic sales knowledge, in order to better learn the marketing courses such as marketing, I used the summer vacation time to go to the Yizhou Eye City Professional Store. A 20-day eyeglass sales practice. The relevant situation of this practical activity is reported as follows:

The practice will begin on August 1 and end on August 20 for a period of 20 days. During these twenty days, I mainly worked on the sales of glasses. From the comments of the unit leaders after the event, it can be seen that the overall performance of this practical activity is acceptable, and the basic purpose can achieve the intended purpose of practice. However, due to the lack of work experience and few practical opportunities, there are still many details in the process of practice. The problem needs improvement and improvement.

In this short period of twenty days, although my understanding of the knowledge of glasses is still very few, the sales performance is not very good, but it is also very rewarding, and I feel a lot:

First of all, only paying will pay off. Due to school reasons, I spent most of my time in school, without any sales experience, and often hit the wall two days before the practice. As the saying goes, "I don't know if I don't know Chai Migui." I used to hear people say how difficult it is to sell, and I don't think so. However, when I stand on the counter and grind my skin with the customer, I know that the difficulty of sales is much more difficult than I imagined! Because I don't know the professional knowledge of glasses, I didn't know what to say when I introduced some of the performances! And often it's half the effort, and it's still ruined. In order to do a good job of sales, I took the initiative to talk to some old clerk during the day to understand the price, performance and basic knowledge of various glasses. In the evening, I also smashed books and magazines on glasses to one or two o'clock. Although it was very tired, I finally touched some doorways and worked harder in the next days. Sometimes my sales are even better than the old staff!

Secondly, I have a certain understanding of sales and mastered some basic sales skills:

First, a good service attitude is a prerequisite for successful sales.

As a sales industry, our aim is to sell things in exchange for profits. Customers are God's good service attitude is necessary, in order to obtain more profits, we must increase sales. This requires us to think what our customers think, to be anxious to customers, to improve the quality of service, to be polite and civilized, to be warm and thoughtful, and to satisfy customers' requirements as much as possible. I am deeply touched by this. In the early days of practice, I missed many customers because of lack of good attitude and lack of patience. When I started working, I lost my attitude and lack of patience. I lost my temper and often went down one day. A pair of glasses can't be sold. On the first day of work, I met a customer. I introduced all the brands in the store one by one. In the process of introduction, he always nodded frequently, and my heart was secretly happy. But when I finished the introduction, I realized that I was wrong. The customer only said that it was not so good. I was very angry at the time, and I blinked at him. I didn't expect to be seen by the boss. I gave me a slap in the face and emphasized the importance of service attitude. Later, I met a few of these customers, but because of the lessons I have learned, I have been trying to keep smiling, plus some experience taught by the old staff, I finally sold the first pair of glasses! This is the end of practice. At the time, the results are still very good, the boss directly praised me for improving!

2. Superb sales skills are the key to sales success

In the previous training of the salesperson, I paid more attention to the training on the etiquette. When I was really close to the actual combat, I found that if I didn’t master certain sales skills, I could not successfully complete the transaction by relying on good service attitude and etiquette. When I sold my glasses to customers, I found that the same pair of glasses often had different results. The first time, one gentleman valued a pair of sunglasses, but it was a mirror. It’s a little bigger, and there’s nothing smaller in the store. I can only tell him that he is very good to wear, but he just hesitates and sees that the business is going to be ruined. This means that the old clerk has walked over and said: Sir, this pair of glasses is specially designed for successful men. It’s obvious when the temples are worn a little bigger! That’s what the gentleman paid after listening to nothing! This is the result of sales skills. Here are some old clerk to me. Introduction and some of the sales techniques I have summarized in my work:

1. Application of communication technology

Through the customer demand survey, the customer's purchase problem is touched. The customer's problem is the mother of the customer's demand. The demand is the customer's own solution to the problem. Many problems require the salesperson to discover and present it to the customer;

Understand the customer's purchasing psychology, and make the customer generate trust through the professional expression of the customer's problem; further express the bad consequences caused by the customer's problem, so that the customer has a strong concern, and ultimately the customer's buying interest;

Master the communication constraints on the public customers, that is, tell the customer in advance to restrict the potential thinking direction of the customer, and let the sales develop in a favorable direction to the seller;

When responding to customers who ask questions actively, it is necessary to use the first reason to evaluate the customer's problem, then find the reason for the customer's question, and then find a "mat" to guide the customer to tell their real needs.

2, show product skills

Understand the way customers think, according to the exclusion method in marketing theory, customers will buy two extreme prices of goods, through experience sales, and constantly exclude brands and products that customers believe do not meet their requirements;

Strengthen the theme, highlight three selling points, provide positive display or negative negative hints, and make customers actively participate in the product performance experience.

3. Method of excluding objections

Objections include sales objections and after-sales objections. Sales objection refers to the customer's objection to the product and service during the purchase process, such as suspected performance, perceived price exceeds value, suspected quality, and suspected after-sales service. After-sales objection refers to an objection caused by dissatisfaction of after-sales customers due to various reasons.

A few key points in dealing with objections:

Get active early, customers are always interested in something they are familiar with;

Focus on technical issues during the sales process and try to measure the standards;

Don't belittle your competitors and emphasize your unique competitive advantage and product benefits in your concessions;

Recognize the facts mentioned by the customer and transfer the results of their own price/performance that the customer may ignore.

Several points to deal with after-sales objections

The main point of listening: eager to argue is equal to fueling the fire;

Key points of the analysis: Confirm that you understand the customer's objection and repeat it in front of the customer;

The main points of guidance: don't argue, focus on guiding;

Key points of transfer: position shift, situation transfer;

Solution points: answer the objection and work hard.

4. Grasp the control of the transaction

Master the skills of contract conclusion. In most sales, the salesperson controls the development of the sales process. At each stage, the customer is assisted in making decisions at the same time, that is, the transaction is concluded. Different customers should adopt different methods.

The key to the transaction: more to see, less to say; one question and one answer; no hurry; maintain attitude.

Third, being good at grasping customer psychology is the guarantee of sales success

In today's market, due to fierce competition, customers have become scarce resources, and customers often have the habit of “shopping around”. Therefore, in order to let customers buy their own goods in the first time, it is very important to analyze the psychology of customers. I have had a lot of such experiences. Many customers have already seen some products, but because of the price and other reasons, they are not willing to take the shots. At this time, they should seize his psychology and fully introduce the effectiveness of the products. To make it produce value for money.
There is also the customer's words and deeds to master their psychology, different types of customers often need different sales methods. The following are the three customer type judgment methods that I have summarized during this period of interaction with customers:

1, the needs of the stereotyped customers: there are clear problems and actual needs, you can understand the needs through question and communication;

2, patrol customer needs: talk and action are different, there is no clear need. Usually expressed as a direct asking price, it can be achieved by setting a selection criteria for it;
3, onlookers customer demand: a variety of sales patterns. By focusing on the main and common points, we can analyze the needs and gradually help them narrow down the scope of demand.

In addition, in this practice, I have developed many good habits. For example, pay attention to the habit of detail, the success or failure of sales work is often tied to some casual details, a sentence, a smile, can change the results of sales! The habit of summing up, after every successful sale, I have to seriously think about the whole process of this sale, from the details of the taste to the experience. and also……

In general, the harvest of this practical activity is really too much, not just a few pages can be finished. After this social practice, my hands-on and brain-using abilities have been improved, and my understanding of social life has been further deepened. All of this will have a profound impact on my future study and life. I think that in the future study life, we will definitely perform better, participate more actively in social practice, and constantly improve our overall quality!