Home >

How To Sell Tiger

2008/11/4 9:24:00 41860

To win a battle, there must be a strong team. Excellent sales performance must also be worked out by the marketing team that is brave and brave.

As a sales director, of course you want to have a team of tiger wolves, but this is not waiting for you to come or not. It's up to you to build your own brains. Do you have a brilliant idea?

The author of this article may enlighten you.

Sending an untrained business team to the market is like sending an untrained army to the battlefield. I am afraid they will not be able to shoulder any heavy responsibilities besides being cannon fodder.

However, it is impossible for enterprises to train their business in headquarters every day, so a large part of the training task falls on the sales supervisor or sales manager on the front line.

So, how should a sales supervisor or a sales manager train his subordinates in the industry to make his team a teacher who is brave and good at fighting?

I have worked as a regional manager, a provincial manager and a branch Marketing Director in an enterprise. I summed up the following ways of training industry generation from many years of work experience.

　　1.以身作则，在工作中进行培训。

Sales managers and sales managers usually start at the grass-roots level. They have rich practical experience and theoretical knowledge. They can carry out a one to one communication training with the industry representatives when they reach the market where they are responsible for business trip. They can analyze and answer the problems and puzzles raised by the industry representatives. They can also visit the market and visit distributors with the industry representatives, and correct the impropriety in the industry's endorsement at any time.

　　2.利用月底月中销售例会进行培训。

In order to facilitate the work and summary, enterprises usually arrange regular sales meetings at the middle and the end of the month. It is very rare for business people who are often away on business trips to have such a centralized meeting.

The sales supervisor or manager can take advantage of this opportunity to make special training for the industry.

Training can be carried out in the following ways:

　　（1）主管和经理亲自进行培训。

　　（2）让业代轮流当讲师对其他业代进行培训（可以在团队内指定一名培训负责人由其具体组织培训）。这种培训的好处有：满足业代的成就感；无形中给业代以压力和动力，因为要给大家培训，自己必须先有东西，这样就会使业代自觉养成学习的好习惯；培养业代的演讲能力和现场发挥能力；由于业代所讲的内容大多是自己的亲身经历，所以就更具有说服力，更容易让大家接受。我在做销售主管和经理时，就经常采用这一方法，收到了很好的效果。

　　（3）案例培训。经理或主管可以在平时收集一些案例（包括正面的和反面的），在培训时让业代学习讨论。这些案例可以是经理或主管自己亲自经历的，也可以是发生在其他业代身上的。采用案例培训的最大好处就是说服力强，业代容易接受。

When I was a marketing director of an enterprise, I launched a new product. Because the products belonged to medium and high grade products, the promotion difficulty was relatively large, but the product had a good market prospect in the market under my jurisdiction.

I have tried many ways to popularize the product, but most markets have not improved except for individual markets.

In view of this situation, when I set up a regular sales meeting, I asked the well done salesman to train his own successful experience as a case, and rewarded it on the spot. At the same time, I also asked the poor salesman to tell you why it did not do well, and punished it on the spot as a negative case.

Then, I promoted the successful experience and made a mandatory provision. We should take the lessons of failure as negative teaching materials.

After such a few training, everyone worked together, the sales of the product quickly went to the front of the other branches.

　　（4）问题培训。每次例会时，业代都会提出各种各样的问题，经理或主管可以就这些问题组织大家集中讨论，这样往往会集思广益，有这些问题的业代可以受到启发找到好的解决方法，其他业代今后在遇到类似问题时也知道该如何处理了。

　　（5）游戏培训。如果只是采用课堂式培训，往往容易使大家疲倦和注意力分散，致使培训效果打折扣。针对这一情况，我在做销售主管和经理时经常采用游戏式的培训方法。根据需要让部分业务员充当经销商、经销商的合作伙伴、经销商的员工、二批商、零售商等角色，然后让其他业务员和他们“打交道”。在游戏活动中，业务员们把自己平常遇到的情况融入到角色中，表演得活灵活现，大家在一片笑声中学会了很多销售技巧。

For example, we all know the importance of distributing goods, but many salesmen often fail to do so in practical work.

Once I opened a regular sales meeting, I asked everyone to set up different scenes in the various situations that might appear in the distribution, and let the salesmen play a variety of roles to let experienced salesmen "deal with the situation" at the scene.

Although some of the salesmen performed in the game made everyone laugh loudly, but I soon found that many of the salesmen in the later work could skillfully use various shopping skills.

　　3.利用网络培训。

Although it is possible to use the opportunity of regular meetings to train the industry generation, it can achieve good results, but business people spend most of their time travelling outside, and there are few opportunities to gather together.

Is there any way that the sales supervisor can conduct off-site training for the dispersed generation?

Yes, with the help of network and developed network, training can cross the geographical space and be economical.

Although it is impossible for every business representative to own computers, it is now possible to find Internet cafes everywhere in the county or even in towns and townships. This provides a good condition for training across geographical space.

When I was a sales director and manager, I asked all the industry representatives to learn to go online. They should have their own QQ number and inform everyone in the team, and at the same time establish a public mailbox, and everyone in the team can enter.

In this way, I and other team members can send the good training and learning materials they find to the public mailbox for everyone to learn, exchange and consult.

If you need to communicate with each other for a long time, you can make an appointment in advance and enter QQ group chat at the same time.

　　4.组织现场培训。

In practical training, a sales supervisor or manager can organize the industry to take effective training in the market or representative problem market, so that it can often get twice the result with half the effort.

　　5.一本书计划。

Some people like to learn book knowledge, some do not like learning book knowledge, how to make them learn book knowledge, and make one thing learned by everyone.

When I was a sales manager, I launched a "Book Plan", which stipulates that every generation must read a book or magazine every month. When he opens a sales meeting at the end of the month, he will tell the main contents of his book or magazine and the useful part of the magazine to other industry listens, communicate with one another, learn from each other, make progress together and grow together.