How to become a sales elite

Myth 1: You can't sell well without words and skills.

When I first started selling, I thought skills were very important, so I worked hard to learn skills, gestures and tone. The more I learn, the more tired I am and the less confident I am.

In the past, some managers told us to learn by heart, but I always felt that I had a thorn in my mouth and didn't say what I said. At the end of the study, I dare not speak. The word "uncomfortable".

I know an Alibaba sales elite. He stammered a joke that everyone else would laugh with, but the sales performance of a person without sales talent has never fallen behind the top three. Because he is too diligent, he can go to three cities a day. Everyone else has gone home, and he has just set foot on the return bus. For a time, he accumulated the most customer information.

In addition, sales representatives who seem honest and quiet can do well, because many bosses like such people and feel comfortable doing business with them. In addition, most of these people are hard-working and resilient, and this quality is also suitable for sales. After all, 80% of transactions come from more than four times of tracking, not from skills.

Myth 2: You can only do business with a senior manager.

We advocate looking for decision makers and key figures in sales. But not all the key people are bosses. Especially in some large enterprises, their department managers have certain decision-making power. Moreover, the bosses of big companies are very busy and it is generally difficult to meet. Not for small companies. There are many family-owned enterprises in China now, and the lovers, relatives and friends of the bosses may affect the results of the list.

So sometimes the list doesn't go well, so you can consider starting with the people around the key people who have influence on it to achieve the goal indirectly. At the same time, we should pay close attention to these sub-key people around the key people and try our best to win their support. Even if you don't support them, let them be neutral, otherwise there will be endless trouble.

Once, a new salesman wrote a bill. Newcomers work in a small company that has just been established, and one day they visit a company with sales of billions. At first, he was looking for an employee of this company. The newcomer didn't quite understand the importance of the key figures, so she gave her a hard demonstration. Through this clerk, he learned about the organizational structure and background of some companies.

Later, the clerk was transferred back to the headquarters, but was recommended to another business manager, who was actually just an ordinary sales representative. At that time, the newcomers didn't know much about sales knowledge, but they still worked hard to communicate with the business manager and recommend their products.

The business manager agreed to this product and recommended it to a vice president. Later, he reported to the headquarters through the vice president. After the approval of the headquarters, the list was given to the newcomers.

Some people may think that it takes too long to do this, but the reality is that even if you go directly to the company's decision-making level, they will push the matter to the competent department. Once the decision-making level rejects you, your chances will become very slim. In fact, newcomers don't visit this list many times, but it is normal that the development of this matter needs a process. Think about it, we will have more such promising lists every month, and the efficiency will not be reduced, but will be improved.

Myth 3: Every customer's question has a fixed good answer.

Many talented sales managers compile their experiences into pamphlets and send them to their subordinates. I also told them that it took a lot of effort to compile it, and they had to memorize it all. At least they must master 80%. Many sales representatives regard it as the Bible and think it is the best answer.

Actually, it's not. First, each customer's temper and cultural background are different, and the time of each visit and the surrounding environment are also different. Things are constantly changing. Only on some occasions, some words are more effective. For example, some customers like to shoulder. The more you say your product is good, the more they say your product is not good.

Then you suddenly help him say, you are right, this product is terrible, there is no market, and I have no confidence. At this time, he began to comfort you, saying that your product is actually good and the price is reasonable. As for the defect, it is inevitable. People are not perfect, how can products be perfect?

Some people like you to talk business with him, treat him as a joke and be a friend, while others like professional rhetoric. If you only recite one kind of speech, you will be very passive.

So that you can know the answer to every question. These things are like your weapons, whichever one you play is easy to use.

Myth 4: praise customers more and sign more orders.

When you are drinking, you may strike a table with your clients and scold your mother, which is not found in all the teaching books. You can even put on an apron and help your customers make a big dinner and complete a deal. It is also possible to get angry with your customer because of one thing. If you call again in the future, he may even say, come and sign the contract today if it is convenient for you.

All the impossible things can happen. People are emotional animals, not robots, so if you think that you can win an order by praise alone, you are wrong. Some people like to hear you say something that sounds real and euphemistically reflects their shortcomings at a certain moment. They think you are a true friend and you can make friends.

Appropriately talking about each other's objective shortcomings can help them improve and win the respect of customers. Mutual respect is the premise of doing business. If someone doesn't even want to give you respect, what are you talking about? Either you leave or you try to change his attitude.

A colleague made an appointment with a boss and took the bus for three hours to talk about business. The boss was unexpectedly unwilling to meet him. The door was made of wood. The boss was very angry when he kicked him away. He stood up and shouted, Why are you doing this? He is also very angry with the customer, saying that you are clearly here, but insisting that you are not. I drove for three hours to talk about business and help you make money. Is this your attitude towards customers?

The customer suddenly felt that this young man lost his temper with himself, which was very cool and rare! They became friendly at once. The two men began to sit down and talk. After talking all morning, the contract and check were all written.

Bottom line: Sales is an activity between people, so we must be flexible!