How can the salesman “sweep the floor†efficiently?
Generally, “sweeping the floor†is the usual method of the community salesman, and it is also recognized as one of the poor methods for developing the community.
Where is the problem? How should it be solved?
(Sweeping the status quo)
1. The building materials business recruits salesmen.
I often see advertisements for recruiting salesmen in newspapers, job fairs, and on the Internet. Usually, “the basic salary is XX+ commission, male or female, and experienced are preferred.†Finally, a “long-term limited advertising†is added.
2. Training and induction.
After entering the company, the salesman will briefly introduce the corporate culture, product model and product price. At most, it will take three or five days to enter the target community under the leadership of the old business.
3. Working methods.
The general process of the salesman sweeping the building is: knocking on the door from door to door, seeing the owner start to introduce his own product, and then killing the hard phone number, get the phone and quickly record it, and start to call the product tomorrow. If you don't see the owner, just look at the room type and get to know the progress of the renovation; anyone who can't see it will leave.
4. Business cooperation.
Team up with other salespeople, exchange the phone numbers in your hands, and then make another call.
5. Results.
I haven't got a few materials in a month, and even the performance is often zero, I can only get a poor basic salary. In the face of the status quo, I can't get the approval of the leader.
6, the cycle.
Once again, I recruited salesmen and took the old road.
(Cause Analysis)
After learning from the owner and the salesman, the author believes that most of the salesmen are still in the state of “huntingâ€, that is, taking chances, you can hit a shot when you hit the prey, can you see your own shots and touches when you hit it down. What kind of prey is going to be, if you are not lucky enough to touch the prey, you will return home empty-handed, go home and eat the old one, you may not be able to eat enough to see if there is any old family at home.
1. When the building materials dealer recruits the salesman, the selection is not fine.
Not everyone can do business in this industry. As a qualified salesman, you must have the qualities of leg, diligence, hand, and brain. Many salesmen are doing a few days here today. If they see no performance, they will change jobs immediately. They will do it for a few days tomorrow. If they see no performance, they will start to change again. They can change five or six times a year.
2. Business knowledge is unqualified.
Most of the building materials salesmen belong to the "empty gloves and white wolf" mentality. They are not very clear about their product knowledge. They are also confused about the decoration knowledge. When they open the door, they ask "Is your home XX installed?", even if the customer is interested It is also impossible to introduce in detail from the aspects of product differentiation and decoration considerations. At most, you can only leave a phone call, and you can leave your own business and the mood of the owner.
3. The information collection is incomplete.
Many businesses in the community are basically knocking from the top floor and knocking to the bottom layer, only concerned about the customers who were on the scene and have not yet purchased their own products, the actual consumption capacity of the owners, the progress of the decoration, the relationship between the owners, The lack of understanding of the reasons for buying other brands, the main focus of renovation, and the strategy of competitors have led to companies not being able to develop targeted strategies.
4. Tracking is not in place.
The telephones of the owners, designers, foremen, etc. that have been collected are not properly used, resulting in a low chance of cooperation.
5. Lack of summarization and communication.
Every day, I will return to the company for reporting or registration, but the experience between them is not fully communicated, and the lessons are not perfect enough. Most of them are exploring their own experiences.
6. Work passion has gradually declined.
For the business, the early stage is mainly to understand the market and explore the experience. It is normal to have a low level of performance. However, if there is a lack of leadership encouragement and analysis, the business will basically not see the future become brighter. In the absence of performance, the passion will be more The lower the coming.
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