Sales Director's Annual Work Summary

1. Seizing the key figures of the company does not mean that other people can be ignored, and the relationship must be made up and down. Make the project leader a friend, and make the top leader into a buddy. The key figures are mainly for signing. The relationship with other people is to better implement the project in the later stage. However, the relationship must go up. You can't waste too much time on people who don't have the right to decide. Generally speaking, the company has not seen the corporate decision-makers three times. You can consider giving up this order.

2. Whether the salesperson can see the CEO of the company depends on whether the salesperson has the ability, qualification and self-confidence. This requires the salesperson to be knowledgeable, social, comprehensive and versatile.

3, the first meeting is very important, the sales staff should send the customer home, try to collect information, talk about the customer's most concerned issues, the sales staff first see the customer, it is best not to demonstrate the product. The second meeting was easy, and the third visit did not see the CEO, even if it failed.

4, the first time I see the boss, it is best not to exceed 5 minutes, but to fully display the charm, if the other party does not let you sit, it is best to stand. If the person in the enterprise information center is blocked, you will not let you see the CEO, indicating that the relationship with the information center is not fixed.

5. The second meeting is to analyze the information of the person in charge:

1) Age: Determine the way of thinking and the attitude of doing things;

2) Personality: Decide how to deal with it;

3) Corporate treatment: determine the concept of consumption;

4) Marital status: can understand family information, close relationships, such as the size of children, boys or girls;

5) Learning tasks: determining the mentality;

6) Work tasks, hobbies, corporate status, social relations: determine the mentality of the enterprise;

6. Although sales generally speak three-point price, seven-point technology, and twelve-point relationship: after deciding the scale of the company's investment, we consider whether to track the customer if the price is in line with our quotation, so the price is the first. A problem that should be solved. After confirming the scale of investment, it is necessary to obtain the basic recognition of the enterprise in terms of technology. The so-called technology is a stepping stone. If the technical requirements are too far apart, it will be more difficult, but the technology of each software supplier can basically meet the requirements. In the case of enterprise requirements, the most critical factor depends on the relationship, which supplier and the decision-makers of the enterprise and the influential people do well, and the success rate of signing is high. This is true for Chinese companies. In fact, foreign companies are no exception. The deepening of the previous relationship is also conducive to the later implementation and payment of the project. However, private companies are generally more sensitive to price, and if they are too far from other suppliers, they will become an important constraint to the success of the signing.

7. For the company that is being selected, it is necessary to grasp the crux of the other party, that is, to seize the selling point of its own, that is, not to buy our products, you will.

8, personal packaging: outer packaging, inner packaging.

9, the sales staff must sum up every day, will continue to improve.

10, the basic quality of sales staff: dare to fight, do not die, but not blind.

11, with a single mind:

Sales Director's Annual Work Summary

recommended article

popular articles