How to do a good job in pre sales work, and what experience can you share?

I myself am a salesman, to do a good job of pre-sales work first of all, you must know your own products well, advantages and disadvantages, performance, overview, these things can be well introduced to customers. Then, it is necessary to do a good job of positioning and understanding your target customer group. The next step is how to communicate with the customer, to establish effective communication.

In this way, the pre-sales work can be regarded as a good job.

Understanding your own products is the top priority of pre-sales work, even if the product you sell is very simple, you should also understand the performance of the product, and customers can cope with it when they ask. This is especially true for customized products, which products can be done and which cannot be done, and whether the color and appearance can be changed according to the customer's wishes.

I don't know what type of sales you are, if it's a shopping guide, you can observe the customer's personality and recommend products in a targeted manner; If it is the type of sales service, it is recommended to understand the customer's industry information, competition in the same industry, industry profitability, what are the cooperation peers, how effective the cooperation is and other data, which will be of great help to the negotiation, and understand an industry can continue to dig deeper.

The first is to become confident, you must be familiar with the products you sell, you will definitely face rejection when selling products, you must face rejection calmly, and don't be unconfident because of rejection.

First of all, you must be familiar with the product, you must know the product well, secondly, you must understand the customer's mind, and you must find the right customer, and finally you must practice your language skills.

1.Learn to empathize and put yourself in the other person's shoes.

2.What problems can be solved for the other party through your help, or what benefits can the other party get from you.

3.Speak with a sense of trust, not a hippie smile.

Before selling an item, you must have a good understanding of the purpose and market of the item, as well as its market potential and everyone's needs, so as to achieve better sales on the fly.

Before selling, you need to understand the characteristics of the product and its sales promotion points, so that you can amplify it more and make customers interested in the product, so as to increase sales.

You don't want to recommend them as soon as you come up, you have to make friends with customers first, understand their needs, consider them for them, and recommend suitable products to them.

To do a good job in pre-sales, you need to have strong communication skills, you can watch more "Tucao Conference" and learn from the experience of others.

Sales should be familiar with this product. The principle of the product. The words of the sale. It is necessary to do a good job of advertising and publicity.

To do a good job of pre-sales, you must have a full understanding of this product. Introduce to customers by making use of their strengths and avoiding weaknesses.

I think since you are going to do sales, then you must have a full understanding of your product, and secondly, you must know what the advantages of your product are, and which customers are your target group.

To do a good job in pre-sales, we must be familiar with this product and be able to have our own set of introduction theories for this product.

Familiarize yourself with the professional knowledge of the product so that you don't have to answer the customer's questions.

For those authorized work, you should first know how to fully introduce the features and advantages of some products.

Pre-sale four core skills sharing.

To do a good pre-sales job, it's important to understand what the job does, how to do it, and why to do it.

I have been working in both companies for 6 years in pre-sales. Simply speaking, there are two essential qualities to be a good pre-sale: speaking and writing.

1. Talk, you have to talk about your company's things in a way that is vivid, and even exaggerate, you have to be like a storyteller, so that what you talk about will deeply attract customers.

2. To write, you must have good writing program skills. There are generally three main points in writing a plan:

First, I have a good ability to design solutions, such as the organizational structure of the program, and how to own the content of other programs;

The second is writing skills, when writing a plan, there are often a lot of content that requires you to organize your own language according to the needs of users, and explain how you can help users solve problems through personalized elaboration.

The third point is to be detailed, write things must be meticulous, to avoid all kinds of mistakes, especially low-level mistakes, once the user or leader sees the mistakes in your plan, they will doubt your sense of responsibility. Compared with ability, the boss values the sense of responsibility of the employee more, and the customer also values the responsibility of the manufacturer).

As for the way to quickly improve your pre-sales capabilities, I would recommend you do the following two things.

1. Learn more about the company's products, deepen the understanding of the company's products, don't be superficial, and be sure to study the "why".

2. Do more PPT, and write your own speeches according to these PPTs, if necessary, I suggest you memorize one or two commonly used speeches.

When doing pre-sales, especially technical work, you should show fanatical confidence and enthusiasm for your products, and use your enthusiasm to infect users, so that they can believe that your products are the best in the world. From a technical point of view, it is necessary to magnify the advantages and avoid the disadvantages, and from the business point of view, it is necessary to emphasize after-sales and service. In a word, if the customer wants you to say that it can be achieved, whether it is really achievable or not, it is not a lie, it is not unethical, and sometimes it is true that you can do business in this way.

Because sometimes the customer himself doesn't know what he needs, or he doesn't know what he says the apps are for.

I myself have been doing pre-sales for many years, and the starting point is not the same, there are R&D before resale, there are after-sales resale pre-resale, although the routes are different, but there is a common point, that is, the product, the industry where the product is located to be familiar, to have accumulation and experience. I am the route before the after-sales resale, so I am very familiar with my own products, similar products and manufacturers, and at the same time have the ability to do plans, ppt, and preaching, so it is logical to turn into pre-sales. You have just graduated, the understanding of products, industries, competitors is close to zero, so the chance of doing pre-sales is very small, unless it is to go to a large company, large companies have always had a talent reserve, talent training mechanism, can accept zero experience of newcomers pre-sales, if you can't go to a large company, then it is best to start from after-sales support, product testing and other routes, accumulate a two-year experience, these two years to be attentive, absolutely can not focus on their own products, to similar products, similar manufacturers, the situation of the entire industry are attentive.

Two years later, if you still enjoy pre-sales, it's time for you to switch to pre-sales.

It is a bridge between marketing and R&D, and can flexibly respond to various issues raised by customers at the customer's site.

Pre-sales work is mostly seen in the computer industry, because the industry needs to formulate plans and communicate with customers in the early stage according to the needs of customers, this position needs to use customized language to explain the technology clearly. Therefore, it is necessary to have people who understand both the customer's business knowledge and the company's products and technologies.

Pre-sales work is mostly seen on computers.

Industry, because the industry needs to develop a plan according to the customer's early needs and communicate with the customer in the early stage, the position needs to use customized language to explain the technology clearly, and need to flexibly respond to various problems raised by the customer's site, so it needs to understand both the customer's business knowledge, and the company's products and technologies are very familiar with the personnel to deal with, so set up a pre-sales position, it is a bridge between the market and R & D. The quality of all aspects is relatively high, and it is required to have certain writing skills, communication skills, professional knowledge, etc. The salary is generally higher in the company.

The full name of pre-sale is pre-sales consultant, in the ERP software industry and some complex precision instruments or equipment enterprises are set up similar positions, its main work is in the process of service or product sales, in order to effectively promote the sales transaction to provide interested customers with detailed consulting services on the services or products to be sold, because it is a consulting service before the sales transaction, so it is called pre-sale.

To put it simply: to solve the customer's interest in the sale of a product or service, before they decide to buy (such as consulting...) Understand... etc.). Depending on the nature of the industry, the content involved is also different.

OverviewNow IT companies have experienced the original product to solution, and then to IT service-oriented enterprises over a period of transition, remember that in 96 years when doing IT sales, there are few pre-sales engineer positions, big and small things are their own decisions, so there are some very non-standard things, a sales can be open to promise anything, including product performance, service, ** and so on. Oh, in fact, the purpose of a sale is to sell products, so it leads to a bad reputation for sales, this question IBM sales Jiang Yue said very interesting, you can go to see his article: Why does sales love to "lie".

Pre-sales engineer job responsibilities and basic requirements.

1. Responsible for organizing the preparation of technical solutions for system integration projects, the preparation of bids, explanations and user Q&A;

2. Cooperate with the account manager to complete the technical communication with the user, the technical solution presentation, the application system demonstration, etc.;

3. Cooperate with other departments of the business department to do a good job in user communication, data sharing, technical coordination, etc.;

4. Cooperate with marketing personnel to complete the application system demonstration, product promotion material writing, etc.;

5. Cooperate with technical exchanges with partner manufacturers.

Responsible for organizing the preparation of technical solutions for system integration projects, the preparation of bids, explanations and user Q&A;

Lose the profound, but the profound method is very 'happening'.