Marketing: how to overcome career barriers for sales staff of paint enterprises

Core tip: in the face of low-profile coating products, especially high-priced products, customers often have the heart of vigilance, and strive to prove that their purchase will be worthwhile from all angles, and then make purchase behavior Customers will judge whether they should make a purchase decision by talking with the salesperson and observing the environment and the behavior of the salesperson Only by winning the trust of customers, can the salesmen of coating enterprises promote the purchase of customers How to overcome the career barriers for a new salesman who contacts the sales industry Paint knowledge how about Akzo Nobel Powder Coating Recommended introduction: powder coating is a kind of coating with different form from general coating, which is in powder form It is a new type of coating, because of its own advantages and more and more known by people Let's introduce Akzo Nobel Powder coating Akzo Nobel Powder coating is a cost-effective coating solution, which can be applied to different kinds of products After the treatment of static electricity and fire baking, a tough and durable coating surface will be formed, with the least impact on the environment Since the introduction of this technology, powder coating has been able to continue to maintain the Paint Home News: in the face of low-profile paint products, especially high-priced products, customers often have the heart of vigilance, and strive to prove that their purchase will be worthwhile from all angles, and then they will make purchase behavior Customers will judge whether they should make a purchase decision by talking with the salesperson and observing the environment and the behavior of the salesperson Only by winning the trust of customers, can the salesmen of coating enterprises promote the purchase of customers How to overcome career barriers for a new salesperson who contacts the sales industry, building customer trust should break through six major barriers Knowledge barrier: lack of knowledge about products and key professional links Product knowledge is the basis of negotiation In the communication with customers, customers are likely to mention some professional issues and in-depth related service process issues If the salesperson can't give a proper answer, or even ask three don't know, it is undoubtedly to pour cold water on the customer's purchase enthusiasm Solution: accept the training and self-study, ask if you don't understand, and grasp the key link in the study; never say "don't know" to the customer, and if you don't know, tell the customer to ask the expert for advice before giving a reply Mental disorder: fear, fear, or unwillingness to act on bad results Timidity and fear of rejection are common psychological obstacles for new salesmen It is usually manifested as: being afraid of meeting customers when visiting outside, not knowing how to communicate with customers; not willing to call customers, not being accepted by customers The success of sales lies in shortening the distance with customers and eliminating customers' doubts by establishing good relationship If we can't actively communicate with customers, we will lose the chance of successful sales Solution: enhance self-confidence and self motivation You can also try to think about it from another perspective: the purpose of sales is to realize self-worth, and the basis is to meet customer needs and bring benefits and value to customers Even if they are rejected, it doesn't matter If they don't need it, they have the right to reject it If they don't want to buy it, they will take advantage of this opportunity to understand the reason why they don't buy it, which is valuable information for future sales Psychological barrier: incorrect cognition of sales profession and customer service Some salesmen despise the sales profession and think that the professional position is not high They have no choice but to engage in this industry They feel very aggrieved They can't always be enthusiastic to customers, so they can't mobilize customers' enthusiasm for buying Solution: correctly understand yourself and sales career, and determine the right life goals and career development plan for yourself Sales is a challenging profession, which needs to constantly set goals for itself, and constantly achieve the goals through efforts to gain a sense of achievement Sales is a profession that needs a wide range of knowledge Only with rich product knowledge, sales professional knowledge, social knowledge, etc., can we accurately grasp the pulse of the market Skill barrier: not familiar with the whole sales process, not familiar with the application of customer purchase process control skills Specific performance: the introduction of products lacks clear ideas and methods, can't talk about the key points, and can't accurately convey the benefits of products to customers; lacks the correct judgment of customers' psychology and purchase motivation, and can't accurately capture the signals of customers' purchase, so it often misses the good opportunity to make a deal; lacks the customer management means, and can't establish good relations with interested customers Good relationship Solution: fully understand the needs of customers, find out the benefits that the product and brand value can bring to customers; clarify the interests and communication ideas that customers care about; consult more with colleagues and superiors for experience, understand the signal of customer transaction and the corresponding measures that should be taken; learn time management, classify customers, and invest more time in customers with more possibility of transaction; If you can't accurately grasp the customer's purchase psychology and motivation, tell your boss the communication process with the customer and ask him / her to make a judgment Habit obstacle: behavior habits accumulated in the past that are not conducive to career development Bad habits are also one of the important reasons why customers can't sign Some salesmen are used to stiff language and attitude, which makes customers feel disrespected Some salesmen don't smile or get used to judging people by their appearance, classify customers by their intuition and take improper words and actions Maybe their judgment is right, but it will cause bad word-of-mouth communication and potential customer loss Solution: maintain a positive attitude, respect customers, make customer records and customer analysis, find, summarize and change their bad habits, so that customers are willing to communicate with you The communication process between salesperson and customer is the key link of customer brand experience, and also a part of customer emotional experience Customers need to have a deep understanding of the product situation as the basis for decision-making And the salesperson's detailed explanation and attitude to the product have a great influence on the customer's decision-making The behavior of salesperson will affect the customer's cognition of enterprise and brand, which is the key to product sales and brand display Environmental barrier: easily affected by people or things around Due to the lack of correct understanding and understanding of the sales profession, they tend to imitate the work style of other colleagues, but forget to learn from colleagues is to absorb the strengths and advantages of others Once upon a time, there was a new salesman who was enthusiastic when he first came to the company, but later influenced by some old salesmen, his work became lax and he could not be strict with himself There are also some salesmen who can't integrate into the team, and the sense of distance from the team is not conducive to personal development Solution: distinguish right from wrong, respect colleagues, and establish good interpersonal relationship with an open mind Follow the example of those outstanding salesmen and learn from their advantages and experience Compared with the six obstacles listed above, new salesmen can make a self-test table and make corresponding solutions to their shortcomings Key words: paint sales ASTM formulates the standard of over spray dry characteristic paint on August 21 Price information of ship paint on August 21 Similar information Import and export statistics of major paint varieties in China in the first half of 2016 3 August BASF paint sales fell by 4% in the first half of 2016 China's paint industry entered a low-speed growth period Global paint demand is expected to reach 54.7 million tons in 2020 Paint marketing: the correct use of telemarketing, paint sales can still be "broken Jiangsu Chenguang paint sales elite training will open the curtain Extra! Extra! The leader of the coating industry changed hands ∥ March 11 the coating industry ∥ Xuanwei, the world's second largest coatings company, surpassed Akzo Nobel for the first time in the world ∥ exclusive report: the black curtain of the coating market is established, Campbell, painters and so on ∥ smart optimization of the coating Marketing -- the home of bait marketing coatings focuses on the news, information and coatings of coatings, diatom mud, paint coatings, coating technology and fire-resistant coatings, Decoration knowledge and effect drawing of diatom mud, paint coating, coating process, fireproof coating,