[China Glass Network] often encounters a lot of newcomers in the sales industry will ask me how to quickly improve themselves, recalling the experience of entering the sales line: because they are not professional in marketing, and there is no old Business people bring, only go to the bookstore to buy a lot of books on sales, but those professional books that focus on academic research have not brought me any substantial help. After more than ten years of sales work, I have deeply fallen in love with this line, and I have had a lot of feelings. Today I wrote down my understanding of some basic aspects that the salesman should have. I hope I can have this. Friends of the demand side bring a little help.
I think that the business personnel who are involved in sales should focus on the following seven aspects of cultivation and improvement:
First, personal image
When we deal with customers, the early impression of others on our business personnel must be derived from our image. The image I refer to here should refer more to “personal instrumentationâ€. In fact, the word “image†is used. I think it should contain two meanings. The front layer is a "hard image": our appearance, clothing, hair style, business tools, etc. The second layer is the “soft imageâ€: it is the feeling of our customers' comprehensive quality of our salesmen. It is very difficult for the first-time business personnel to do much in the latter. We can only work harder on the former, and the appearance is innate. We can't change it. If the innate advantage is good, the salesman. That can only be said to be a bit cheaper. If you don't have the innate advantage, don't be discouraged, then pay more for the day after tomorrow. Clothing requirements: not necessarily branded clothing, or wearing a very professional, I feel that as long as you reach your clothes can give customers a clean, generous, decent, basically OK. Sometimes it is a good thing that you are more professional than a customer or a brand. What about hair? Business people are better short-haired, (expressive spirit) as long as it is not a non-mainstream hair style, the very young business people at the moment are 90, the non-mainstream features are obvious, but we know that many customers are at least 80 years ago. It is more exclusive to non-mainstream, because doing business is not an occasion to show your personality. My business tools here mainly refer to the bag, mobile phone, transportation, etc. that the business personnel carry with me. In this regard, I think that as long as it is suitable and matched, it does not necessarily mean that the individual is very strong, especially not to play. The act of swollen face is full of face.
Second, eloquence
Good business people, I think the first thing is to "speak well". Although everyone is now advocating learning to listen, it can be regarded as a qualified business person. If you even talk and stutter, it will be too unsuccessful. My "good talk" here is not to focus on "I speak", customers can only have a share. A more accurate meaning means that the words are fluent, the words are clear, and the words are concise. But for the business people who are getting started, I think we still have to be able to do the "exaggeration" type, which is what we usually think is very good. Then we slowly transition to the "simplified and concise" type, eloquent exercise, one aspect we can achieve through a lot of communication with people, on the other hand we have to learn from some old and experienced business people, See how they speak, the learning occasions can be in daily life, or they can be formal meeting places. In short, they are constantly in charge of all occasions and forms. As long as they are good for improving our eloquence, we can implement "takenism". .
Third, personal cultivation
We often hear people say "to be a educated person", here more refers to a person's spiritual requirements. Personal cultivation reflects the level of a person's overall quality. Although this is an abstract concept, in reality, this quality can be reflected in many small aspects. For example, words and deeds, not behind the people, honesty and trustworthiness, modesty, arrogance and arrogance, can be counted as an embodiment of this aspect. Personal cultivation can not be improved in a short period of time. Regardless of the high or low personal cultivation of our business personnel, we must pay attention to the process of dealing with customers, hide the bad side of ourselves, and try to improve it. Make yourself a higher self-cultivation person.
Fourth, psychological quality
The salesperson is mainly engaged in dealing with customers. In the process of opening up new customers and maintaining old customers, there will be a lot of rejected and rejected results in this process. In the face of such blows, are we willing to die? Still have to fight more and more bravely? Ascending to the level of being a human being, we should also pay attention to the improvement of our ability to resist setbacks. Life will only truly mature in the process of continuous failure and success. If we lose confidence in the face of several failures, then we still lose confidence. Have you succeeded? I really appreciate the phrase "Success is to insist on one when you are about to hold on." The salesman has a good psychological quality, and he has the slogan of success. He does not suffer hard. Think about the 25,000th long march. This is not a casual talk. Think about the revolutionary process of the revolutionary martyrs, and we will be hit hard. what? Personally think that the better way to cultivate the psychological quality of business personnel is to constantly "accept" the blow!
Fifth, learning ability
Only through continuous learning can people be more fulfilled and their abilities will be improved faster. The study here refers to the re-learning of business expertise, as well as the improvement of business skills and people. Many of our current business people, regardless of whether they are studying marketing, theoretical and social practice are completely different sides. Many of the schools in school are actually not used. We graduate from university and have to be in society. Further study at the university. Selling is a very complicated process. We may need to have more than just professional sales theory knowledge. Even we may have to hunt for astronomy, current affairs, geography, history, humanities, poetry, economics, etc. know how. It is not required to be refined, as long as the knowledge of all aspects is sufficient. My learning ability here has another meaning, that is, to have tolerance and acceptance and absorption of new things. It’s going to be a true learning business expert.
Six, team spirit
The era of individual heroism has long passed. We are now advocating more business people with team fighting spirit. The ability of one person is stronger, and you can't solve things. If you are a person who is "the oldest in the world" I advise you not to do sales. The words are a bit arbitrary, but they are true. Many companies have confirmed that this type of person is difficult to truly integrate into the corporate team. They will only be immersed in the state of self-unfamiliarity and resist the integration into the team. Businesses are more reluctant to sell to such "narcissism" people. Of course, teamwork is not simply about mixing in the team, but to be able to play the talents you should play in the team, so that the effectiveness of individual people can be multiplied in the team. That is what the company needs!
Seven, dedication
The current era is a relatively frivolous era. Many people have temporarily committed themselves to a horse while riding a horse in order to survive. There are many phenomena in which a day’s monk hits a day. When the salary is paid, there will be only a lot of complaints. "How come your salary is so little? How does this make me live?" Have these people ever thought about a question: What did you do for the company today? What have you done this month? How much value did you create for the business? This society is fair. We also pay attention to the same amount of value. But how can we only pay attention to the point of gain and loss? The idea of ​​how much money to do will only make you grow up, even abandoned by the company. Why do you want to "sell" and then "get"? If we are not willing to pay even more, let us let the enterprise pay for us? ? ?
The above seven aspects are just some of the experiences since I started this business. They do not represent the professional requirements of the industry. If I have some help for my friends in the initial sales, my original intention of writing this article has been reached. Sales people can bypass.
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