Three Essential Factors For Successful Sales

      First element, diligence

What is diligence? It means purposeful way. Method Do it, do it more, do it all the time, and do it unremittingly. Unlike the "foolhardy", the former Alibaba COO Guan Ming Sheng said to the former sales president Li Qi, if you hire people to look for hardworking, simply recruit all the migrant workers well! (I think this sentence contains 2 meanings. First, the salesmen do not need to be particularly high. Education But it needs some basic qualities. Two, it is not enough to be industrious and not to talk about methods, but also to have other abilities, such as learning and thinking. )

Why should we emphasize diligence? Diligence redeems stupidity It's not that everyone is a genius. Two, the most important thing is the fundamental guarantee of quantitative change to qualitative change. Some salesmen think they are very strong. They only look for a small number of customers every day and emphasize their high success rate. This is undeniable, but this salesperson can hardly be a good salesperson. But a general salesperson can find 2 times or 3 times the required customers and contacts every day, even if he is not capable of others, but his performance may be much higher than others. Moreover, after a certain period of time, quantitative changes will produce qualitative changes and all aspects of capability will be improved. He will become an excellent salesperson. People who have met with Amway know that Amway's high-level people (such as jade diamond grade, I have met some people) feel good about conversation and taste, and those who are the lowest salesmen are a little annoying. They are not born like this (they used to be the same as the salesmen at the bottom), but they are diligent and diligent. The result is qualitative change, not only the improvement of their achievements, but also their conversation, taste, image and so on, not even people say, because the money is more natural, and the root cause is wrong.

So, as a salesperson, diligence is reflected in several aspects.

1, find customers.

Generally speaking, when a new person arrives at a new company, the amount of customers he looks for in the first three months determines his success or failure in this company. If you want to do well in sales, then the first three months are golden days. At this stage, you are crazy about finding customers. This is a golden rule.

Knowing how to find a customer, how to find it? All kinds of ways! From the most basic yellow pages, business directory, to industry newspapers, magazines, exhibitions, conferences, industry websites, B2B websites, broadcasting, news, all kinds of search engines, general newspapers and so on, and most importantly, be careful!

2, talk about customers running customers.

That is to say, in addition to the necessary timely contact with customers, we need to contact more customers. Of course, you need to have topics and valuable information to provide to your customers (avoid no topic reminder, no words). This is very easy. Now the network is developed, and there are lots of news on the Internet. You can find a related mention at any time. The time has to be real-time, and start looking for relevant information of the industry.

But diligence does not mean that you have nothing to do with each other. It is necessary to grasp the cycle well, that is to say, there must be ways and means, such as 2 or 3 days after visiting, one week, half month, one month, half year of March and half a year.

　 Second elements, learning

Learning ability is the guarantee of progress, and it is necessary to grow from ordinary salesmen to outstanding salesmen. You can learn new knowledge, learn new skills, and learn new ways. As for how to learn, I wrote a personal study summary here. You can refer to it as a part or branch of it.

Learning is aimed at products and information you come into contact with. The product is a brand new product for a new company. A company will constantly introduce new products for its development. Even if it is an old product, its function and use should be constantly studied. Information is industry information, industry information, competitors' information, news changes inside customers, and information of their own company.

The most important thing is to learn how well people do things, such as how others talk to customers, what they say, what words they use, what time they say, what time they say, how to control the progress and situation of the conversation, how to avoid unnecessary problems, how to explain to customers, what to say, what to do after they talk about their customers, how to arrange other people's day, how others call, how much time they choose to call from time to time, whether they are sitting or standing on the phone, whether they are smiling or face serious, how to negotiate with customers, how to choose a place to go out, and so on. For ordinary salesmen,

For a good salesperson, not only is the above, but he also needs to add some theories to his learning contents, such as management, marketing, psychology and other sales related knowledge, emphasizing systematicness and laying the foundation for further development. In general, salesmen generally lack what they need to fill, what they lack and what they do not know.

　　 Third elements and thinking

Thinking mainly refers to analyzing problems and phenomena and summing up experience.

For salesmen, it is mainly thinking about how to do all the links in the whole process of sales, why, how to do it, why it is done, whether there is a better way to do it, whether we can do it in a different way, doing what the customers will think, how they think, what others will think and do, what results they will bring, what to do next, how to do it, how to say it, what to demonstrate, what to demonstrate, what action to take, and so on. The objects of thinking include themselves, successful salesmen and customers, and learn to think about places. Then I want to sum up that no matter what we are or what others are, we should summarize and digest our own things, form our own ideas and opinions, and finally turn them into action. Remember, good sales always have their own special methods, have their own personality! With thinking and guiding actions, sales success rate will be greatly improved.

You can't go through all, but if you are good at thinking and summarizing, you will get all.