How to sell well without smoking or drinking?

Content abstract: Some newly graduated college students will do sales. They have different purposes. Some are just looking for a job, some are exercising themselves, and some are becoming managers in the future ... but it seems that few salespeople don't touch alcohol and tobacco. Today, I want to talk about it. I have been working for several years. In a few years, I will be 30 years old before I know it. Think about yourself from an ignorant campus boy to a so-called professional manager. Looking back on the years is like the wind, and the past is like a dream. I accidentally played it gently between my fingers for another year, and I didn't play a nice note for more than 360 days. I hurried through the course of my life and looked back quietly. I have a lot of thoughts, and colorful past events are like passing clouds. How many sighs, how many vicissitudes, how many helplessness, intertwined in my heart for a long time ... I am a more introverted person. I don't smoke, drink or play cards. I like being alone, and I have a scholarly silence. Although I am inseparable, I can be alone without external interference, and my thoughts can be unconstrained. Or weave a feeling of wandering, or meditate on a wandering landscape. These personalities may not be suitable for my friends to do business in the market. I remember my parents told me that I was like a scholar and was not suitable for that noisy business. Because at that time, people's views on business people were just like the concept of "every nun must have a monk" of Ah Q, thinking that anyone engaged in sales business must be able to smoke, drink, wash sauna and play cards before they can get in touch, otherwise they should not do it, otherwise it would be too late. And everyone has their own ideals. Young people love to pursue their dreams. They just want to fly forward. In my personal mind, it may be my ambition. I have always yearned for a senior R&D engineer or marketing elite, but I am a layman in technical R&D and have no foundation. There is no way, first of all, to survive, to avoid the so-called "graduation equals unemployment" on myself after leaving campus, to prevent my parents who are suffering from hardship from watching me feel sad, to avoid being laughed at by my neighbors, and to fight for the dreams that young people should have, so I joined the ranks of marketing without hesitation and desperation. I remember when I first entered the market, I was full of energy, boiling blood and high passion. But in reality, I always have a daunting distance from my ideal. I feel that things are not so easy to figure out, especially when I just came out of school. Facing the colorful world outside and the business I have never done before, everything feels so strange and at a loss. After running for many days, I didn't get a single ticket and was ridiculed. Although the company leaders didn't say that about us, it may be because the employment expenses of fresh graduates are low. But I was very anxious and felt like crying, because I wanted to make a difference, and I wanted to work hard, so I couldn't paste mud on the wall and make people look down on it. Then I thought that I had just entered the society, and my identity suddenly changed from a student to an ordinary migrant worker. Lost the care and care of parents; Harmony and blessing without friends; No familiar life and environment. In those days, I went back to my dormitory and looked at the ceiling, thinking about how cruel the reality was and how fierce the competition was. In this grand dream team in a foreign land, it is impossible to enter without strength. There are countless people in the vast sea of people, and there are competitors in life everywhere How difficult it is to find a free field where you can work and survive in this hot land of the south, and it is even more difficult to be an excellent migrant worker! And I am a very ordinary person, with many current students, such as "not diligent, playful, urban, procrastinating, lazy temperament" and other bad ingredients. At that time, I really didn't have any confidence in whether I could do this job well, because my colleagues were basically "arrogant people" who smoked for a long time, and I lacked this ability very much! Later, I became a friend in the IT industry. Seeing that I am depressed every day, he encourages me every day, analyzes the main problems when visiting customers with me, finds out the reasons for the failure, and then teaches me how to solve them step by step. I am required to adjust my weakness of being afraid of meeting customers because I don't smoke, drink or play cards, and gradually cultivate myself into a very "professional" marketer. A person's so-called "dedication" does not lie in his knowledge, but in doing small things seriously, regularly and efficiently: if he is on a business trip, even if it is very late, he should finish the business trip report of the day; If you are visiting customers by yourself, you must fill in every customer information carefully; If you do your own market research, you must dig up every market data in detail; If you organize customer meetings yourself, you must also carefully prepare every page of meeting materials ... especially for a new business person like me who just came out of school, after mastering the theory, I am always used to boasting; I am used to staying in the ivory tower for a long time, but my eyes are superior and my eyes are inferior; I like to do "big" things with "face" instead of "small" things ... which makes me naive, timid, immature and unprofessional in market management and unable to gain the trust of customers. Now that I think about it, I really appreciate my friend (he is also the sales director of a big company now). In order not to expose this weakness in my future work, I never eat and chat at the dealer during the sales process, but visit the market all day. Although I avoid communication to a great extent, I try my best to collect market information, do what I should do seriously, and do the related work of market foundation bit by bit. Read more books or go to the marketing management website when you have time at night. At that time, "Sales and Marketing" was a must-read in every issue, so I imitated it according to similar cases in the book and applied it to my work. I have kept this reading habit for five years, and I have read more than 500 books about sales in five years. Because I had to read more books after listening to Chen Anzhi's speech, I also read many other books, such as philosophy, politics, literature, economics and so on. I also attend some lectures, parties, etc. In my spare time, I am like a mouse preparing winter rations, making up my mind and preparing my strength, hoping to realize my dream one day. Read more books when you have time, and read whatever books you have. Talk to people when you are free, no matter who is with you. Absorb the essence and discard the dross. Only in this way can we broaden our knowledge and exercise our eloquence. However, now I feel that although I have read more than 500 books on marketing, only five books really understand the true meaning of the market. In practical work, "advertising war", "price war" and "naval battle" only let me know about the market. The market is made by people and needs to think and pay from the customer's point of view. In this way, over time, I also forged deep feelings with customers and won their respect. At that year, with the full cooperation of customers, my comprehensive market quality and sales performance ranked among the top 30 business personnel of the company at the end of the year. In fact, when I didn't smoke, drink or play cards, I was not good at dealing with human relations and my communication skills were not very strong. I also have a different feature from others, that is, I do more and talk less, and I have not reached too close relationship with customers. Because I don't like socializing, I seldom eat and drink with my customers, and I have more work, which really solves many practical problems for my customers, although it seems that there are no flexible sales staff and customers. Because for customers, the key is whether I can make him make money myself, not how many beautiful words I can say. Of course, I'm not saying that I don't want communication skills, but as an excellent salesperson, I must know what the real needs of customers are, and I must never just show the so-called sales skills and forget the basics. There are not many retarded people in this world. Everyone's IQ is similar. The effectiveness of skills is only temporary, and only helping customers sincerely is long-lasting. And those business people who are flexible and articulate always feel that they have the advantage of strong communication skills psychologically, so they often ignore the interests of customers in sales work and always insist on thinking for customers from their own perspective. When they meet with specific negotiations, they are blown up by their strong expression ability, and their gorgeous words are endless, which makes customers dizzy. They must recognize their statements and make a deal on impulse. However, although the transaction was reached, the customer went back and thought about it carefully, but felt that he had suffered a loss. The result can be imagined, which will inevitably cast a shadow over future cooperation. Of course, it's not like killing a salesman with a stick. It's just easy to make the mistake of overusing cleverness and taking care of your own interests at the expense of customers, which leads to many hidden dangers in cooperation. In addition, I know very well in my heart that the biggest addiction of business people who think they have strong communication skills is to be good at developing personal relationships with customers. They often eat, drink and even sing karaoke together, which makes customers spend money frequently. They also consider themselves to be a strong performance, and often brag about "how good my relationship with customers is!" . In fact, the customer invited him to eat and drink not because he had a good relationship with them, but because he wanted something or what he wanted. After eating, the customer wants to check out. Take somebody else's hand short, eat somebody else's mouth soft, because the relationship is too close, once you encounter dunning and implement the company's relevant policies, you can't justify yourself, and although customers make fun of it on the surface, they actually despise such business people in their hearts, which is why such business people have good sales quality at first, such as being eloquent and pleasing customers, but they are often prone to problems after a long time. The past is vivid, and the confusion of being away on business is like a drizzle in autumn. I used a little desolation to draw a deep and shallow memory in my heart. Although after five years of training, I am still a professional, but on the road of life in a foreign land, I always walk hard, how much helplessness and worry, how much injustice and bitterness, how many times I am at a loss, and how many dreams I have. If you are alive, you must have your own color or personality. You don't have to force yourself to accept something that is not good for your career development, or even distort human nature. As long as your dream is still in your heart, you are still trying to think. Because in this society, one can't do everything well and do nothing, that is, there is only one way to go. The key is to have its own unique core competitiveness, and keep a certain degree of re-learning to ensure that its core competitiveness is constantly strengthened and improved. More introverted, no smoking, no drinking, no playing cards. In my long working career, I have become accustomed to not thinking wholeheartedly. Things A can also be solved by Class B scheme, and things B can also be solved by Class A scheme. I also learned to use transcendental thinking to discuss solutions to problems from multiple angles.