如何提高你的訂單利潤？

利潤是任何銷售員關切她的銷售佣金的生命之血。但是，許多公司支付銷售佣金不是依據利潤為計算基礎的。

但是，若是妳的公司是關切利潤，並且以利潤來計算支付給妳的佣金，妳會很有興趣知道如何提高妳訂單中的利潤。

以下是幾個可以提高妳的訂單中的利潤的做法：

1.    幫助客戶

當銷售員將關注從如何賺錢轉移到幫助客戶時，會發生奇妙的變化。當妳將客戶放在第一位，妳建立起了客戶對妳的信任，並對妳發生親切感，以及對妳忠誠，成為了你終生的客戶。

但是，妳不需要以放棄你的時間、精力、產品，或是放棄利潤作為代價。幫助客戶，通常是當客戶發生了錯誤時，予以挑戰。幫助客戶也是站在保護妳的價格點上，因為妳知道如何建立起雙贏的交易，以便發展處長期的客戶關係。

2.    得到更佳的交易

如果有人問妳如何改進打高爾夫的技巧，妳也許會回答：“不斷改進基本技巧。”

要改進銷售技巧也是如此。專注在讓妳的基本銷售技巧強而敏捷。擁有不斷進步的銷售技巧不僅能夠讓妳成交更多訂單，而且能夠提升妳的訂單的利潤。

3.    塞更多到訂單中

汽車銷售員都知道如何銷售更多 汽車配件與服務到客戶訂單中。當客戶已經決定訂購一輛汽車時，銷售員多半會推薦客戶多購買延長保固期、防鏽處理、汽車保險，以及其他各種汽車配件選擇。將這些項目加總起來，其銷售利潤經常比銷售汽車本身的利潤還要多。

網絡巨頭Amazon也很擅長這一套讓客戶多購買配件的銷售作法。它會在客戶訂單中購買配件總價達到一定額度時，給與折扣，或是給與低運費優惠。如此，Amazon的銷售額與總利潤增加了。

妳能夠在你的客戶訂單中多賣一些配件或服務嗎？

4.    捍衛商品價值

損害利潤最大的元兇是客戶將你的商品看成不是高價值價的日用品。

雖然銷售員沒有太多能力去改變市場如何看待一項商品或服務的價值，但是他可以（也應該）做到自己不將自己銷售的商品看成為日用品。如果自己都如此看待，要提升自己的商品價值幾乎是不可能的了。

5.    要誠實

要增加訂單利潤的最直接有效作法，是誠實地請客戶提高訂購價格。如果妳的銷售動作正確，許多客戶會願意多給幾個百分點來回饋銷售員。如果他拒絕，妳就要檢討自己的銷售動作是否正確？

How to improve your order profit?

Profit is the lifeblood of any salesperson concerned about her sales commission. However, many companies do not pay sales commissions based on profits.

However, if your company is concerned about profits and calculates the commission paid to you in terms of profits, you will be interested in knowing how to increase the profits in your order.

Here are a few ways to increase your profit on your order:

1. Helping customers

When salespeople shift their focus from how to make money to helping customers, amazing changes occur. When you put your customers first, you build up their trust in you, have a sense of intimacy and loyalty to you, and become your lifelong customer.

But you don't have to give up your time, energy, products, or profits. Helping customers is usually a challenge when they make mistakes. Helping customers is also at the point of protecting your price, because you know how to build a win-win business in order to develop long-term customer relationship.

2. Get better deals

If someone asks you how to improve your golf skills, you may reply, "Keep improving your basic skills."

The same is true of improving sales skills. Focus on making your basic sales skills strong and agile. Having progressive sales skills will not only enable you to make more orders, but also increase the profit of your orders.

3. Seize more into the order

Car salesmen know how to sell more auto parts and services to customer orders. When a customer has decided to order a car, the salesman will mostly recommend that the customer buy extended warranty, rust-proof treatment, auto insurance, and other auto parts. Taken together, these items often generate more profit from sales than from selling the car itself.

Amazon, the Internet giant, is also good at this sales practice of letting customers buy more accessories. It will give discounts or low freight discounts when the total price of spare parts in customer orders reaches a certain amount. As a result, Amazon's sales and total profits increased.

Can you sell more accessories or services in your customer order?

4. Defending the Value of Commodities

The biggest risk to profits is that customers see your goods as not high-value commodities.

Although a salesman does not have much ability to change how the market views the value of a commodity or service, he can (and should) make sure that he does not regard the commodity he sells as a commodity. If you think so, it is almost impossible to improve the value of your goods.

5. Be honest

The most direct and effective way to increase order profit is to honestly ask customers to raise the order price. If your sales move is correct, many customers will be willing to give a few more percentage points back to the salesman. If he refuses, you have to review whether your sales actions are correct.