What kind of abilities and qualities should a sales master have?
What kind of abilities and qualities should a sales master have?
No matter what industry you are engaged in sales, becoming a sales master must have four elements of success: knowledge, skills, mentality and ability.
Knowledge - is a conceptual thing, common sense, foundation, and must be grasped by sales practitioners.
Skill - refers to the method to achieve the goal, it is a tactical play summed up through successful experience, and it is also a sales process.
Ability - Refers to the ability to consistently do things well. With knowledge and skills, there may be one or two successes, but not necessarily sustained success. In order to continue to succeed, you need to improve your comprehensive ability.
Attitude - refers to whether you are willing to do it or not. Mentality is the most important factor among these four factors, accounting for as high as 75%. Because doing anything, if there is no good attitude, naturally it is impossible to have good results.
What kind of abilities and qualities should a sales master have?
First of all, let’s talk about knowledge. What kind of knowledge should a FMCG salesman have?
FMCG sales personnel must have three basic types of knowledge, namely product knowledge, industry knowledge and competitive knowledge.
The product knowledge mentioned here includes three aspects:
Knowledge at the physical and functional level: mainly refers to the performance, efficacy, function, specification, use, packaging, etc. of the product.
Business and service level knowledge: mainly refers to product prices, discounts, rebates, promotions, warranty, delivery, payment methods, sales policies, special service terms, etc.
Knowledge at the brand and halo level: mainly refers to brand, reputation, word of mouth, media coverage, corporate market positioning, and corporate future vision.
Different industries and sales models may have different weights and rankings on the three levels of product knowledge, but knowledge of the three levels is indispensable in the sales process.
Think about it, you go to customers to sell products, but you can't even explain your own company's product knowledge, so why let customers buy your products?
What kind of abilities and qualities should a sales master have?
Let's take a look at what we need to know about industry knowledge. First, industry characteristics, secondly industry trends, and finally industry customer classification. Understanding industry knowledge can help us better serve customers.
Finally, there is also a competitive knowledge, that is, what is the difference between the company's brand, products, services, and price terms and competitors, and what are the advantages of our company and products.
Mastering the knowledge of the competition can better enable you to make sales and deal with objections raised by customers. It also avoids misinformation that customers may know about, and sometimes deliberately making things difficult for you, or even fooling you.
What kind of abilities and qualities should a sales master have?
After talking about the three kinds of knowledge that a salesperson should have, let’s talk about the eight abilities that a salesperson should have. Sales is a profession with high comprehensive ability requirements. It’s not like some people misunderstand, anyone can To do it, but not everyone can do it.
So what are the eight abilities that you need to have?
Communication skills - Needless to say, this is the minimum. If you don't have this, it is definitely not suitable for sales. But there is a problem here. If I ask everyone, is communication ability the same as being able to speak? Many people may think so. Well, let me tell you, if you think so, you are wrong. In fact, communication does not refer to how well you can speak or how well you can speak, but whether you will listen or ask questions. Only by truly asking questions and learning to listen will it be easier to find the real needs of customers and truly help customers solve problems.
Self-control ability - in fact, it is the ability to regulate and control one's own emotions. This is actually very important. Whether it is in work or in life, if you don't know how to control your emotions, you will easily be influenced by your emotions and affect your work. mentality.
Insight ability - in fact, it is the ability to be good at discovering opportunities, analyzing opportunities, and capturing opportunities. Of course, it also includes the ability to perceive the emotions of others and oneself. Insight is one of the most important skills of a salesperson, and it needs constant training.
Ability to withstand pressure - sales work itself is a very stressful occupation, from the pressure of sales indicators, the pressure from team competition, the pressure from customer rejection, etc., if you do not have a certain ability to withstand pressure and psychological quality, it is difficult to keep mixing in the sales industry
Interpersonal skills - the ability to communicate with people, not to mention this. Without interpersonal skills, how do you get along with your boss and gain the boss's trust in you; without interpersonal skills, how to get along well with colleagues, Get support and help from colleagues; how do you build long-lasting relationships with clients without interpersonal skills.
Analysis ability - refers to your ability to analyze and judge the development of things and solve problems. How should this matter be handled more beneficially? Do this thing right? What is the deeper reason behind this incident? Analytical skills can better help you make the right decisions.
Execution ability - what is execution ability, execution ability is the ability to do what you want to do successfully. Not just to do, but to get things done, to get things done. Without execution, there is no competitiveness. Execution is the key to winning the competition, whether it is an enterprise or an individual. Without execution, all dreams and ideals are just illusions in the end.
Learning ability - Needless to say, in today's era of rapid changes, innovation is changing our lives all the time, and at the same time subverting our recognition of what we have learned in the past. If you do not have a strong self-learning ability, you will soon be eliminated in this era.
What kind of abilities and qualities should a sales master have?
Finally, let’s talk about what kind of mentality a salesperson should have.
After working in this industry for many years, I found that many salespeople will have the following five incorrect psychological barriers when entering this industry:
Fear of rejection
Worry about defrauding customers for their own benefit
Feeling like you are begging
Believing that a competitor's product is more suitable for customers
What should customers do if they feel that their products are not perfect?
What kind of abilities and qualities should a sales master have?
So what kind of mentality should a qualified salesperson have?
Positive: Positive people are more willing to think when faced with problems and difficulties, and positive people have a stronger ambition and a stronger sense of responsibility for the results.
Self-confidence: Self-confidence is the foundation of success. Self-confidence can stimulate people's willpower and unlimited potential, and it is easier for customers to generate trust.
Empty glass: When the glass is full, it will naturally no longer be able to fill in new water. If you always feel that you understand everything, you will naturally be reluctant to accept more new knowledge.
Giving: There is no such thing as a pie in the world for no reason in the world. One pays and one pays back.
Win-win: Only with a win-win mentality can business be sustainable and sustainable.
Tolerance: The bigger the heart, the happier you will be, and happiness will make you face work more easily
Action: Without action, everything is empty talk.
Gratitude: Gratitude is a philosophy of life and a great wisdom in life. Learn to be grateful, be grateful for what you already have, and be grateful for what life has given you, so that you can have a positive outlook on life and a healthy attitude
Boss: The boss mentality is to think like a boss and act like a boss. It is a sense of mission, responsibility and professionalism.