Five "vitamins" for selling talent

The sales performance is not good; the sales team is unstable, the good people are difficult to recruit, and the people are difficult to stay; the sales staff's target achievement rate falls greatly, the "sales star" is difficult to manage, the sales staff lacks work enthusiasm, the personnel mentality is aging; the company's standard The sales process is difficult to implement, and there are too many internal opinions and disputes...

The disorder of the sales force and the ups and downs of performance have always been a headache for companies. In most sales companies, the cost of the sales team accounts for about 7% of sales, and 20% of the transaction and promotion costs are used by the sales team, and few companies have confidence in their sales team! The first task of a sales manager is to build and manage a good sales team to achieve the goal.

So, how do sales people look for it?

We often find that even in the same unit, under the same performance appraisal and compensation incentive system, different sales staff performance is different. Therefore, we believe that the root cause of this difference in performance lies in people themselves. In fact, no matter which industry you are in, if you want to become a salesperson, you need five elements, which we call 5 vitamins. Similarly, for the sales manager, only after recognizing and agreeing with these five kinds of vitamins, the concept of selection will be truly transformed, and the sales talents selected according to the real needs of the enterprise.

"5 kinds of vitamins" for selling talents:

* Building a strange relationship - self-confidence

* Discover and meet customer needs - understanding

* Let others say "yes" - influence

* Continuous pleasure service - please

* Consistent self-execution - constant

Relying on the former vitamin: self-confidence

1. What is self-confidence

For sales people, self-confidence means being able to quickly build relationships with strangers. That is to say, when the salesperson faces the hiring manager or the customer, the eyes are full of perseverance and unyielding eyes. This kind of eye is not afraid when expressing thoughts, and even makes the other party yield. In fact, self-confidence is very simple, it consists of three elements:

(1) Self-image.

Appropriate and tasteful clothing can enhance people's self-confidence.

(2) Self-affirmation

Self-affirmation and self-motivation are good ways to enhance self-confidence.

(3) Self-expectation

Set yourself the right goals and build your goals.

2. Moderate self-confidence

It should be noted that although self-confidence is one of the five vitamins of the sales staff, it is not the more confident, the better, and everything must be done, otherwise it will be too late.

3. Confidence needs self-affirmation and encouragement

For most people, confidence is largely determined by yourself. If you continue to encourage yourself and self-affirm, you will have confidence. On the contrary, when things are timid, self-confidence will become worse and worse.

4. Confident after-day training

In terms of self-confidence, 70% are born, formed by the environment of parents and families. If parents often encourage their children to be brave and strong, then children can develop a confident personality. Conversely, if parents often educate children outside The bad guys are so dangerous that the child will develop a timid character. Therefore, the childhood environment is an important cause of people's personality trends, but 30% of confidence can be formed through specialized training.

Many of the new recruits in the company are lacking in self-confidence. The simple and effective way to cultivate their self-confidence is to let them speak in public. Just like some introverted leaders, when they communicate with employees individually, the logic of thinking is clear and the language is vivid, but when they stand on the podium, they have fears in their hearts, worrying about the wrong words, the more worried they are, the more nervous they are. The more nervous you are, the easier it is to say the wrong thing.

Second vitamin: understanding

1. What is understanding?

In the work, we often encounter two kinds of people. The former kind of person is a thousand words to arrange tasks for him, arrange work, and talk about it in detail in detail. In the end, he still asks: "Manager, you want me to do it. What? The second person, as long as you communicate with him for 3 minutes, he understands what to do and how to do it. This is the difference between understanding and understanding. In the sales work, each customer has different needs in terms of product quality, customer service, or rebate. Whether the sales person can truly understand the customer and understand their needs is very important. Therefore, another kind of vitamin that is sold is the ability to see through the words of the customer and guess the real needs of the customer.

Case

Autumn romance quotes

Lovers in Beijing like to go to Xiangshan to see the red leaves in autumn. There are also a couple of lovers who have just met each other. They are sitting on a bench and talking about the sky. The sweet words of the boy are very kind to the girl. At this time, the autumn wind was blown up, with a hint of chill, the maple leaves slammed on the ground, golden yellow. The girl said sadly: "Oh, time is really fast, autumn is coming again, the wind is so cool!" while talking and holding his shoulders with both hands. The boy felt that this was a good time for his diligence, and quickly took off his jacket: "Put my clothes." However, when he put his clothes on the girl, he found that the girl tilted his eyes with his eyes, then Another sigh. How is this going? Only a person with strong understanding will truly understand the girl's mind. She is not really cold. She wants to say that she needs a warm embrace. This is the deviation of understanding.

2. Understanding of body language

In addition to being able to understand the client's language, you must be able to understand their actions, the body language. Body language is important because 55% of people's inner world ideas are expressed in action. And more importantly, if you only listen to the other person and do not observe his body language, it is sometimes difficult to understand the other person's true thoughts and intentions.

3. Listening is necessary for correct understanding

I have done a survey to investigate what kind of salesman a customer doesn't like. There are two outcomes: one is dishonesty. Said a set to do a set, the front blowing the sky, the back is not honored. Second, there are too many words and no respect for people. Do not listen to the customer's requirements and opinions, do not look at the customer's expressions, actions, and endlessly said there, it seems to be to the customer class. In the process of talking with customers, real business experts see a lot, ask a lot, and are more adept at listening and asking questions.

4. Don't underestimate the IQ of the customer

Just now we emphasized not to interrupt other people's words, we must listen to the other side's meaning. The next question is also a common mistake made by sales people, which is to underestimate the wisdom of customers. Underestimating the wisdom of the customer may misunderstand the customer's intentions. I don't know what the customer's needs are. It is difficult to deal with the customer if the demand is not found. So don't underestimate the customer.

Third vitamin: influence

1. What is the impact

In the process of sales work, there is often such a situation. The salesperson talks very well with the customer outside. There are often many intentional orders, and often customers say that they will contact the company if they have a demand, but later, The contract is always unworkable, and the reason is that the salesperson lacks influence. Simply put, influence is the ability to let others say "yes". This is very important for business work. Just as boys pursue girls, they often need to work hard to build a happy family together with their loved ones. Talking about business and falling in love all need such a process. In this process, the salesperson must talk to the customer seven or eight times, and constantly lobby the customer, because the customer is also worried about the wrong contract. Therefore, if the salesperson is not actively contacting the customer, the customer will not take the initiative to find the salesperson. It can be seen that whether the contract can be signed at the end depends mainly on the influence of the sales staff, which is the main reason for determining the performance.

2.3 minutes affecting customers

In the process of contact with customers, 45% of sales staff will make requests to customers before bidding farewell. In fact, the success or failure of many businesses depends on the three minutes before the end of the visit, that is, the sales staff will affect the customer within 3 minutes and reach an agreement with the customer.

3. The impact is two-way

Some salespeople will also exert influence on the examiner when applying for a job. His eyes are firm and will affect the examiner through actions and language. He will ask: When can you inform me to conduct a psychological test? When can I be notified of the interview? When can I hire me? Twenty percent of the candidates have this influence, and he will take the initiative to influence the examiner. Therefore, the role of influence is two-way.

Fourth vitamin: please

1. What is pleasing

The fourth vitamin of the salesperson is pleased. Simply put, pleasing is the ability to make others happy, and it is a continuous pleasure to the customer. In fact, pleasing is also an innate ability.

2. Please why is important

The reason why pleasing is important is because anyone, from national leaders to civilians, likes to be pleased, and hopes to be praised and acknowledged by others, and the same is true for customers. So whether you can please customers, make customers feel comfortable and happy, and have a great meaning for sales work.

Fifth vitamin: constant

1. What is constant

Constant is consistent self-execution. In other words, it is to see if a sales person has paid attention to the details and can hold one thing to the end. There are two types of sales talents in the enterprise: one is good at attacking, he can get orders that others can't get; the other is good at defense, he can maintain customers well and improve customer loyalty. . The quality of the second type of talent is constant, and this quality is a necessary condition for the sales of large customers.

We can talk to see if a person is constant. No matter what he talks about, his emotions are stable from beginning to end, and he can always maintain the logic and organization of the language. Then this person has a certain constantness, an ability that is not affected by external emotions. Such people know what they should do and what they should say whenever and wherever they have a good psychological quality.

2. Constant importance

Any salesperson who has done a large customer business knows that it is very difficult to sign any single contract. It may take a year and a half to be prepared, and whether the transaction can be made in the key few minutes, it depends on whether the salesman can Stick to the later. There are many details to be prepared and arranged. Constancy plays an important role in these tasks.

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