Construction Machinery Sales Skills

During the more than ten years of mechanical management, there were many salesmen of engineering machinery encountered. There were three types of people who were summed up, and the first one was a reticent type. The second type is endless. The third kind is very skillful.

The first one is to meet and say: I am a certain manufacturer, give you a few pieces of information. Then you don't say anything, just wait for the user to read the data.

The second is to meet and say: I am a certain manufacturer, give you a few pieces of information. Then began to talk about the advantages of the machinery they are selling, and where it is better than the machinery of the brand.

Both salespeople lack the language to communicate with users and do not know where users are interested. Therefore, such a salesperson user will not be able to spend three minutes and will be sent to the sentence: First put the information on this, it is necessary to contact you.

The third kind is that the sales staff is very smart. The meeting will say: I am a certain manufacturer. Your unit is very large and has a lot of equipment. I just saw your equipment. The appearance is very clean and well maintained. Very good, indicating that you are very good at management and you are an expert. At this point, the user will give a positive opinion of what you said. At this time, you will come up with the information that you have already prepared in due time and say: This is the information I gave you. Please take a look first. At this time, users do not want to look at the data, and he will review it more seriously. First, if you already have equipment from your manufacturer, he will look for better equipment than his equipment. The second is that he does not have the equipment of your manufacturer. He will look at the same type of equipment he has and compare it. The third is equipment that he is interested in or has not seen before. When he asks you, you have to introduce to the user the main configuration, model number, tonnage, control method, merits, etc. that you have mastered, or what he asks you and what you will answer. The premise is that you must be familiar with the equipment you sell, but don’t know anything. Your efforts will not be wasted. Even if you do not buy your equipment, you will leave a deep impression on the user's mind and lay the foundation for future cooperation.

Good salespeople are smart, but it's hard to be a smart salesperson.

First, do not sell your products blindly. Be familiar with the information you have in your area, such as the size of the unit, the name of the person in charge, and the approximate number of equipment. This is not difficult to do. This is not a secret. Ask for sales staff including different brands.

Second, learn to communicate and understand the user's psychology so that users can quickly accept you. It's also necessary to say words of praise.

Third, familiarize yourself with the information on the machinery you sell, including the main configuration, type, tonnage, control method, advanced level, and advantages.

Fourth, bring some small gifts, preferably with the signs of the manufacturers you represent. This is also one of the ways to communicate with users and can impress users. Let me give you a small example. Our equipment is large and medium-sized equipment. We rarely use small equipment. A few years ago, a salesperson from Beijing came to sell the Vickers. We told him that we didn’t need such a small device. He said that it does not matter, to leave you a few small desk calendar, this small desk calendar is very simple, is a piece of cardboard, folded into a triangle is a small desk calendar, we stayed on the table. Later, other manufacturers also sent desk calendars, which were much better than the original. However, the original people did not throw them and instead placed them on the windowsill. It is also a coincidence that in July and August of this year, they really need to buy vibrators, because The engineering pressure gas pipe ditch, the smallest vibratory roller can not go down, can only use the vibration, the leader let the manufacturer, it is also used to find, put it on the windowsill, we bought four, although the money is not much, but It also shows that this salesperson is very skillful.

Sales is a very skillful job. To do this job is to spend great efforts to do a good job. The most needed is the knowledge you have and your ability to communicate. In short, the most important thing is to allow users to remember you, you The sales work is very easy to do, your performance will also go up, and the money will be earned.