Hey! When we are at home or sitting in the office, there are often uninvited guests knocking on the door and selling all kinds of goods, services, insurance to us... At first, many of us are very interested in this form of home delivery. But slowly we are coming and going, the insane salesman is upset, and dazzled by all kinds of goods.

Home sales, there are those who have it, and those who have it. From the perspective of countries with more developed commodity economy, direct marketing of salesmen is a direct, flexible, targeted and commonly used method of merchandising, especially in the pursuit of customer hobbies, trust and facilitation. In terms of rapid transactions, the effect is more significant. In the United States, the business community pays more attention to direct marketing, and the number of people engaged in sales is up to several million. With the rapid development of China's commodity economy, the salesman's door-to-door sales have become more and more extensive, and the sales team has been expanding. At present, most of the salesmen in China have not been systematically trained, the level of knowledge is low, the practical ability is poor, and the quality is uneven, which directly affects the effect of sales promotion. In order to improve the success rate of sales promotion, in addition to strengthening cultural and business training, we should also master the skills and strategies of home sales. We believe that the following aspects should be especially noted:

Blind marketing

Any goods and services have their specific needs and time of demand. The salesman selects the target of sales, and grasping the timing of sales is the key to successful sales. Some salesmen are busy all day, the road is not running less, the words are not said, and the results are minimal, mainly because they did not choose a clear marketing target.

Customers of different ages, occupations, and incomes have different needs for goods. Before the salesman sells, he should conduct research and research on his own products, select the market, identify the target, and target the product.

Some products are easy to determine the sales target according to their efficacy, and some product users are often inconsistent with the purchaser. This requires the salesman to carefully analyze, accurately judge, distinguish the sales target, who is the boss, who has the right to decide, who is buying The goods have influence.

The second ring is rude and rude

Home sales must leave a good impression on the customer, and you must pay attention to courtesy. First of all, it should be worn neatly, pay attention to personal hygiene, whether it is the style of clothing or the color combination must be generous and coordinated. If you wear a whistle of flowers, you will paint a sense of frivolity; oil stains, not trimming, give a feeling of distrust. A salesman wore sunglasses, dressed in a checkered shirt, and sold to a dormitory building with a mouthful of alcohol. The result was mistaken for a "small rogue" and came out.

Secondly, you should press the doorbell or gently buckle the door before entering the door. Some salesmen are forced to enter the room with their own dust, which will naturally cause customers to resent. Again, the decent title, polite greetings will shorten the psychological distance from the customer. There is a young female salesman who always smiles when she appears in front of the customer, greets the customer enthusiastically, and quickly wins the customer's goodwill.

Three bells exaggerated

Introducing products to customers should be realistic. There is no limit to the perfection of your goods, customers may not trust you; on the contrary, to find out the shortcomings of the goods, but to gain the trust of customers. If a salesman sells a health drink to a customer and says that it is “the world's first, cure all diseases”, this publicity makes customers more suspicious of the efficacy of this product.

Practice has shown that in order for customers to be interested in the products you sell, you must make them confirm the quality of the goods and realize what benefits they will get after purchasing your goods. Demonstrate the product while presenting the product, and give some convincing evidence. For example, a salesman who sells oil cleaning agent, at every sales point, he always puts the sales site in the kitchen, and compares the cleaning effect of the kitchen oil to make the customer feel convinced and buy his product.

Four precepts do not know how to understand

The salesman should have a more comprehensive understanding of the products being promoted, in order to answer the various questions raised by the customers and solve the problems that the customers have in the use of the goods. But we must also admit that it is impossible to be proficient in all knowledge. If you encounter problems that you don't understand well, you should never use the words "probably", "may", "maybe" or "almost" to smother customers. Or make a mystery, buy a Guanzi. It is necessary to seek truth from facts to explain to customers that if the customers encountered are experts in this field, they should learn from them humbly to enrich their knowledge.

Do not know how to understand, not only harm the customer, but also not conducive to the smooth development of their business activities. If a customer consults a salesman about what kind of cosmetics are available for different skins, the business-inferior salesman is afraid that the customer will look down on himself and the result of a mess: the customer is almost disfigured and resorts to the law.

Five Rings forcibly promoted sales

Marketing should be based on respecting customers and the voluntary basis of both parties. In order to increase their sales, some salesmen do not think for the customers, but use hard-boiled and even deceived methods to force sales. In doing so, it not only violates the business ethics, but also harms the interests of the customers, and it also shackles and damages the interests of the promoters themselves.

There is a salesman who is very good at selling goods between acquaintances and friends. Under his bitter persuasion and indomitable visits, many people have bought back because of their feelings. Some products that don’t want to buy and buy are useless. However, when he repeated again and again, acquaintances and friends began to avoid him. He not only lost - the customer, but also lost the friend's friendship and trust.

Six rings and one hammer

Salesmen must improve their sales performance, not only through unremitting efforts to expand their sales market, establish a new sales network, but also strengthen and consolidate existing sales points, so that ordinary customers become acquaintances, and then become friends . Home sales cannot be a success. Visit your old customers and communicate and communicate emotionally. They may become your next visitor and introduce you to his friends to help you find new customers. Regular follow-up investigations and after-sales service for customers who have purchased your goods will make him a loyal and long-lasting customer.

A salesman selling cosmetics in Japan not only sells goods to customers, but also provides a lot of moxibustion, such as beauty, hairdressing, etc., regularly visits to understand the needs of customers, add cosmetics, and win the trust and friendship of customers, and the natural performance is extraordinary.