Four success factors of salespeople
With the continuous development of market economy, there is an increasing demand for excellent salespeople to join; In view of the increasingly severe employment situation of college students, a large number of graduates have joined the ranks of salesmen.
But in a highly competitive and challenging sales industry, what qualities should a salesperson have to get rid of mediocrity? Furthermore, what qualities should a salesperson have to make himself stand out from his peers? At the forefront of marketing, I work hard with my sales friends to strive for excellent performance and extraordinary life. After several years of study and questioning, I learned how to be an excellent salesperson. In order to make more friends who dream of entering the marketing industry succeed. I will introduce my income to everyone.
excellent salespeople generally have good qualities in the following four aspects: internal motivation; Capable style; Marketing ability; Ability to build good relationships with customers. These four complement each other and are indispensable.
1. Internal Motivation
Different people have different internal motivations, such as self-esteem, happiness, money, etc., but all excellent salespeople have one thing in common: endless motivation to become outstanding people. This strong internal motivation can be formed through tempering and tempering, but it cannot be taught. The sources of people's internal motivation are different, such as being driven by money, eager for recognition, and enjoying extensive communication. According to the different sources of internal motivation, salespeople can be roughly divided into four types: achievement type; Competitive; Self-realization type; Relational type.
Specifically, "achievement-oriented" salespeople are particularly eager for success and will make great efforts to this end; "Competitive" salespeople not only want to succeed, but also are eager to beat their opponents (other companies or other salespeople) to get satisfaction. They usually stand up and say to their peers, "I admit that you are the best salesperson this year, but I will compete with you"; "Self-realization" salespeople often like to experience the glory of winning, and they always set their goals higher; The advantage of "relational" salespeople is that they can establish and maintain a good customer relationship with customers. They are often generous, meticulous and do their best. "Such salespeople are very rare," said a training manager of Minolta. "We need salespeople who can patiently answer the tenth question that customers may ask, and those who are willing to stay with customers."
There are no simple competitive, successful, self-fulfilling or relational salespeople, and excellent salespeople will more or less have some characteristics of the other three types of salespeople. Moreover, a salesperson who belongs to a certain type of characteristics will become more successful if he can consciously cultivate the characteristics of people of other types of personality. For example, if a "competitive" salesperson has more sense of relationship, he will do well in customer relationship and get more orders.
2. Strict work style
No matter what the internal motivation of salespeople is, if they are loosely organized, have weak cohesion and don't work hard, they will find it difficult to meet more and more requirements of customers.
excellent salespeople are always good at making detailed and thorough work plans and can carry them out to the letter in subsequent work. In fact, there is nothing particularly magical about sales work, only strict organization and hard work. A successful president said, "Our excellent salespeople are never sloppy and procrastinating. If they say they will meet with customers in two days, you can be sure that they will be there in two days."
one of the excellent qualities that salespeople need most is "hard work", not relying on "luck" or skill (although luck and skill are sometimes important); In other words, good salespeople sometimes get lucky because they always go out early and come back late. Sometimes they work late into the night for a project, or they are still negotiating with customers when others are off work.
3, the ability to complete the sale
If the salesperson can't get the order from the customer, even if his skills are more and better, it will be in vain.
If you can't close the deal, you can't complete the sale. Generally speaking, excellent salespeople will try their best to reach an understanding with customers, so as to sign the bill smoothly. How can we become an excellent salesperson? The research shows that it is very important that salespeople should have a spirit of perseverance and persistence, and salespeople should be as afraid of failure as athletes, even at the last minute.
excellent salespeople are always convinced of themselves and the products they sell. They are usually very confident and firmly believe that their decisions are correct. They are very eager to make a deal, and usually use various methods to make the transaction successful within the scope permitted by law and morality.
4. Ability to build relationships
In today's relational marketing environment, the most important thing for an excellent salesperson is to become an expert in solving customer problems and developing relationships with customers (the future salesperson will no longer be a salesperson, but a consultant to customers), and strive to keenly grasp the real needs of customers.
excellent salespeople are usually like this: they are absorbed, patient, meticulous, responsive, good at listening and sincere; They can stand in the customer's position and look at the problem from the customer's point of view.
Today, customers prefer salespeople to be their "business partners" rather than "playmates", and salespeople should be well aware of this. What excellent salespeople do is not to please customers, but to really care about their interests, their business development direction and how to help them. Only in this way can you successfully sell yourself and your products and services.
sales staff success rules and skills
1. Success only favors "people with good habits". The habit is corporate culture, and the good habit is productivity.
Do what you promised, promised, and signed, don't write empty promises, make simple things difficult, and make easy things difficult. Remember your promise and cash it in advance at a premium, and there will be surprises before your eyes. It's better to do it than to say it, and it's better to do it well.
2, a "Seven Abilities" of high-performance talents
1) Dance with "Wolf", first of all, turn yourself into a "wolf"-survival of the fittest.
2) Stupid birds fly first, and learning is the most important thing-active learning. Keep charging and learn quickly.
3) A dog's keen sense of smell. Be good at capturing information and seizing opportunities.
4) parrots learn to be human-good at talking. Learn to speak and pay attention to art.
5) capable as a sheepdog-leading and managing. Coordinate leadership and management freely. Learn to lead and be led by others.
6) don't break corn like a monkey. Learn to choose, learn to give up-good at choosing.
7) A spider-like weaver. Expand the e era and create new magic (network age, rapid development, electronic age. )
bSeven Habits of Highly Effective Talents
1) Fight the sky like an eagle. Be spontaneous and aggressive.
2) Have the spirit of cooperation like ants. Cooperate with others.
3) A tiger roars for thousands of miles, but it can only endure for a moment. Control your emotions and dominate yourself.
4) The tenacity of a mule. Perseverance, always go forward.
5) diligent as an ox. Diligence, dedication and hard work.
6) proud as a peacock is full of new ideas. Be brave in innovation.
7) Lock the target like a cheetah and act immediately. Set a goal first, and then you will take action.
2. To become an expert in the industry (pesticide), you must study hard, and experts should become popular.
We are facing 4% illiteracy. If it is not popular, it cannot be deeply rooted in people's hearts, and people's milk will not nurture us. Pesticide is a special industry with strong technology, so we must learn more and understand more!
if the fruit grows well, please bag it! You use Acari mites, and killing mites is the tube!
3. Integrity marketing-personally participate in the use of products (trial, demonstration and promotion) to find something eternal:
(1) find a powerful and honest partner;
⑵ "close contact" with the government in order to share government resources and enhance trust;
(3) Create an eternal value:
As the ancients said, words without words are not far away. If an enterprise wants to be "far", it must also have "literature". Haier's "Sincerity forever!" , BBK's "We have been working hard", ambitious "self-improvement, stop at perfection", Philip's "Let's do better", Nokia's "people-oriented technology", Konka's "flying over infinity" ...
ZZ → Xinyi pesticide, always think about your wealth. Always think about the harvest of the earth!
Xinyi pesticide serves the world's green agriculture.
Xinyi pesticide, science and technology casting fine products, innovation makes classics!
4. Develop language skills-"Listening with humor can make customers feel happy"
Speak more and speak more, and listening with humor can solve the psychological obstacles when customers buy. It makes people feel comfortable and memorable. It is the magic weapon to win the terminal battle and hand-to-hand combat.
5. Grasp customers and strive for initiative
We should change from "selling this product to customers" to "looking for products for customers", because the actual sales of products are the most convincing basis for settlement. (goods after the first payment, it is better to order! )
6. Clever pressure to effectively urge the receipt of goods
(1) Break the purchase requirements into parts, intentionally leaving customers in a state of "hunger and thirst".
"Hunger and cold" is also a strategy. "If you want your child to be safe, give him hunger and cold"! Don't be too active and enthusiastic, cherish yourself!
(2) the superior varieties are out of stock, so that their offline customers are lost (temporary pressure);
(3) if the goods are not settled in the preceding paragraph, the goods will not be delivered later;
(4) make unannounced visits and know the customer's business situation well;
(5) always pay attention to bad debts and dead accounts, and prevent problems before they happen.
7. Firmly establish brand awareness and resolutely resist "short-sighted" behavior.
a. Don't damage the corporate image for petty gain (corporate image includes visibility and reputation); A small loss is a big loss, and it is not worth the loss. Conventional products compare brands and prices; The normal operation is to have a brand, and the price is slightly higher than that of competing products; The abnormal operation is that there is a brand, and the price is slightly lower than that of competing products (the settlement price is far lower than that of competing products, and the main content is artificially reduced).
products are banknotes, and brands are printing machines!
without a brand, it's like a leaf drifting in the vast sea! When can we dock? Only confusion! Establishing and managing a brand, just as we care for our own eyes, "blind goods" have no way out!
Be on high alert. Who touched the cheese of the enterprise? You!
boiled frogs in cold water are too weak to jump out when they feel hot! !
B. Future marketing is brand competition → brand competition!
(1) Brand is a strategic issue for enterprises and a long-term systematic project;
(2) Brand is a lot of fruitful and meticulous work, not an empty concept;
(3) Brand is quality, service, reputation, commitment, reassurance and wealth (printing machine);
(4) Brand is a symbol of comfort, self-confidence and success, and it is a high-level spiritual enjoyment;
(5) The brand is an iron camp, and the products are flowing soldiers;
[6] Brand is like love, which affects consumers at one end and enterprises at the other;
(7) The brand is prone to aging and needs maintenance → publicity and innovation, rapid follow-up of new products and service innovation.
C. Quality and service are the "heart" and "brain" of a brand.
We "save the factory by quality"
(1) An excellent brand is established by tough product quality, which is the key factor in the formation of a corporate brand, the extension of the intrinsic value of products and the reflection of corporate integrity;
(2) the Japanese government's proposal of "saving the country by quality" shows how strong the awareness of knowledge and quality is!
(3) The eternal theme of enterprise development is to ensure product quality, innovate constantly and add scientific and technological content to product quality;
(4) The external quality (packaging) of the product is directly related to the initial image and imagination of the product in the eyes of consumers;
low-level mistakes
products with poor external quality are easy to be made by large factories,
products with poor internal quality are easy to be made by small factories;
(5) The effect of publicity depends on the quality of products. A good advertisement can only solve the problem of consumers buying products back, but it does not solve the problem of returning customers and continuing to sell products.
[6] Service → Mature consumers follow the service (full service: pre-sale, in-sale and after-sale), always thinking about customers, and thinking about customers everywhere. Farmers are the same customers of manufacturers and distributors! The delicacy of service is an exciting personalized service, which makes you feel a surprise in places you didn't expect, surging out a selling point!
D. summary-the refining of an excellent brand is not a one-time process, but a long-term process of cultivating wholeheartedly. Only by ensuring tough product quality, doing a good job in product unique publicity and providing meticulous and considerate service, enterprises will stand out from many enterprises, become a brand with competitive advantages, and turn it into steel in the market!
F. Talk about the transformation of pesticide brands
(1) The current situation of pesticide market-brand weakness, decentralization and fuzziness;
(2) The diversity of groups and market segmentation determines that there is no leading brand in the pesticide market, and the brands are in a chaotic situation, and there are many regional brands (making thorough regional markets, model markets and establishing regional brand bases). The method is to concentrate superior forces to fight annihilation, and divide them one by one!
(3) the formation of historical reasons: during the planned economy period, pesticides were used as agricultural materials for centralized purchase and marketing, and enterprises did not need to have the concept of brand. The products of production enterprises all appeared in the market under generic names, and farmers accepted "trademarks" with administrative regions and generic names of products. Farmers only knew where they were produced, but they did not know what brand they were.
For example, Ningyang Pesticide, Jianhu No.2 Agriculture, Lianyungang No.2 Agriculture, Nantong Dichlorvos, Shanghai Methamidophos, Xinyi Carbendazim and Xinyi Jiatuo; Methamidophos in Xinyi .............
(4) Market economy: the advantage of "place name+generic name" has been lost, and there is no uniqueness and exclusiveness. People are married and dare not publicize it! The original brand is constantly being eroded, and it is in a dilemma! Long pain is better than short pain! "Xinyi carbendazim": cute! What a pity! Terrible!
After the pain, there are many dawns: Kesheng Pesticide, Huayang Pesticide, Dacheng Pesticide, Wahaha (Hangzhou), Carved Brand (Lishui), and we ...... advocate the change of pain!
8. Good things make "celebrities" have better effects for a third party! Don't be suspicious of selling melons.
The price of going forward is that you can't retreat. The price of loyalty is to have breakfast with the same face for decades, and the price of worship is blind obedience. Ordinary people will lose their judgment in front of celebrities (famous brands) (believe what they say-blindly follow).
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