7个原则销售代表（粉碎他们的人数）发誓

销售原则是每个销售过程中曲折的基本概念。它们基于客户心理学，营销科学和人类互动研究。

将这些原则内化将使您成为更好的销售人员，从而建立与潜在客户的更牢固的联系。该连接将建立信任，这将帮助您就他们的需求建议。当您是值得信赖的顾问时，完成交易就变得容易得多，并且更有可能使客户更长。

通过在出售时牢记七个销售原则，您将确保策略以客户为中心有效。继续阅读您的团队应在每笔交易中使用的最佳销售原则。

The Best Sales Principles for Building Relationships and Closing Deals

1. Customers buy things that bring them value.

Customers see value in many different ways. A product might be a time-saver, a results-booster, a money-maker, or an insight-bringer. But ultimately, customers will only purchase a product that they think will benefit them. Great sales reps are able to spot the need and tailor their approach to help the customer see that value too. This is called value-based sales.

基于价值的销售focuses on bringing the customer benefits. Rather than listing features ad nauseum, sales reps who use value-based selling listen to their customers, uncover what they need, and then provide value based on their customers’ individual pain points.

2. Listen at least as much as you speak.

超过三分之二的买家同意：倾听他们的需求是创造积极销售体验的最重要方法。Nobody knows what your buyer needs more than them.

Instead of spending your time convincing the prospect that your solution is the right choice for them, spend time listening to their story and their pain points. By the end of the call, they’ll feel like you really know what they need and they’ll be more open to listening to your solution.

Rather than giving prospects a blanket statement about the benefits of your product, you’ll be able to pinpoint where they’ll see the value and speak directly to their needs.

3. Build trust by demonstrating expertise.

仅有的3％的买家信托销售代表。这种信任赤字是销售人员面临的最大问题之一。不管您如何解释产品的价值，或者如果您的潜在客户不相信您……您正在面临一场失败的战斗。

但幸运的是，有一种方法可以发展出销售代表如此急需的信任。始终展示专业知识并与您的潜在客户共享知识表明您了解该行业，并对他们的挑战表示同情。

通过将自己定位为客户的拥护者和值得信赖的顾问，您将成为团队成员。您没有坐在卖给他们的桌子的另一侧，而是坐在同一边，与他们一起解决问题。

4. Be helpful.

Rather than looking at sales as pushing one specific agenda, focus on understanding what your customer’s needs are - and then give them what they need.

As Gary Vaynerchuk explained in his 2013 book "戳戳，戳刺，戳刺，右钩," going in hard for the sale right away won’t get you anywhere. The jabs are the little things you do for customers that show you understand them, and that you care. Once you’ve built that connection, that relationship, then you can knock them out with the right hook: your sales pitch.

There are many ways to be helpful to prospective buyers, such as;

• 向您的网络中的人们介绍前景。
• 转发有趣的文章可能会帮助他们解决痛苦点（即使您的公司不写）。bob全站app
• Connect them with opportunities to promote their own brand.
• 将其他人推荐给他们的业务，或留下您使用和喜欢的产品的评论。

5. Momentum closes deals.

人们是忙碌的。如果没有动力，交易将落到潜在客户，利益相关者甚至销售代表的优先级列表的底部。但是，有了动力，总有下一步准备好努力，并能够完成这笔交易。

在销售过程的所有步骤中，保持动力向前发展。在您的CRM中设置工作流程to notify reps when leads need follow-ups. Use sales tie-downs in presentations to keep the conversation moving and work towards an agreement. Uncover what needs to happen on the prospect’s side in order to close the deal, and be proactive to get them what they need.

6.持久性有回报。

您可能以前听过所有统计数据：

• It takes an平均18个电话to actually connect with a buyer.
• 仅有的24％的销售电子邮件被打开。
• 80％的销售要求至少5个随访电话。
• 但是，可悲的是，有44％的销售人员只有一次后续电话后放弃。

销售中的基本真理之一是您不能轻易放弃。在潜在客户面前获取您的消息需要时间和持久性。用一个sales tracking platform like HubSpot可以通过记录您拨打的所有电话和电子邮件来帮助您，再加上您每天接触的潜在客户列表。HubSpot跟踪潜在客户的所有动作，包括网站访问，电子邮件打开和内容下载，即使您不与买家建立联系，您仍然会知道他们正在听。

A caveat though: don’t be that salesperson that doesn’t know how to back off. Persistence doesn’t give you an excuse to be relentless. When someone tells you to stop contacting them, or they aren’t interested, then it’s time to move on.

7. Selling is all about relationships.

销售量reps with a short-term mindset probably don’t care much about forming relationships with their prospects. But they probably don’t have a lot of repeat customers either. Without building a long-term relationship with your prospect, you’ll be unlikely to see many referrals, achieve upselling targets, or increase your customers’ lifetime value.

Being nice to people isn’t just the right thing to do, it’s also an essential business principle. Taking the time to care (such as being flexible with meeting times, checking in on how things are going with them, sending thoughtful gifts) will mean that your customers will stick with you for the long run.

以客户为中心的公司的销售策略

销售原则可帮助您制定更好的销售策略。当您构建工作流程，设计演示文稿和编写脚本时，请记住基础知识，将确保您朝着正确的方向前进：朝着持久，有利可图的客户关系。