How to do a good job in software sales

Having been in sales for two years, I feel that I have made many detours, so I will write them down now to give you some advice. Misunderstanding 1: Without words and skills, you can’t sell well. When I first started working in sales, I felt that skills were very important, so I worked hard to learn skills and imitate other people's gestures and tone of voice. The more you study, the more tired you become, and the more you study, the less confident you become. In the past, some managers asked us to memorize words and recite according to the instructions they gave us, but I always felt like a hammer was put on my mouth, and the words I said no longer seemed like my own. In the end, after learning, I didn't even dare to speak. Two words: "uncomfortable". I know an Alibaba sales elite who stutters and makes others laugh when he tells a joke. However, even a person with no sales talent has never fallen out of the top three in terms of sales performance. Because he is too diligent. He can travel to three cities in one day. When everyone else was going home, he Xu had just set foot on the return car. Over a period of time, he accumulated the most customer information. Misunderstanding 2: Only by looking for senior executives can we do business. When we are doing sales, we all advocate looking for decision-makers and key people. But not all key people are necessarily bosses. Especially in some large companies, their department managers have certain decision-making power. Moreover, the CEOs of large companies are very busy with their business and it is generally difficult to meet them. This is not always the case for small companies. Nowadays, there are many family-owned companies in China, and the boss's spouse, relatives and friends may influence the outcome of the order. Therefore, sometimes if the order does not go smoothly, you can consider starting with the people around the key person who have an influence on it to achieve the goal indirectly. At the same time, we must pay close attention to the sub-key people around the key people, and win their support if possible. Even if they do not support, we must make them neutral, otherwise there will be endless troubles. There was once an order made by a new salesperson. A newcomer works in a small company that has just been established. One day he visits a company with sales of several billions. At the beginning, I was looking for a clerk in this company. The newcomer didn't quite understand the importance of key people, so I gave her a very hard demonstration. And through this clerk, I learned some about the company's organizational structure and background. Later, the clerk was transferred back to the headquarters, but he was recommended to another business manager. This business manager is actually just an ordinary sales representative. At that time, the newcomers didn't know much about sales, so they still worked hard to communicate with the sales manager and recommend their products. The business manager agreed with this product and recommended it to a vice president. Later, it was reported to the headquarters through the vice president. After the headquarters approved it, the order was given to the new employee. Some people may think that this cycle is too long, but the actual situation is that even if you directly find the company's decision-makers, they will push the matter to the responsible department, and once the decision-makers reject you, your opportunities will become It’s very slim. In fact, the number of new people visiting this order is not that many. It’s just that the development of this matter requires a process. This process is normal. Let’s think about it. We can have a few more such promising deals every month. With monads, not only will the efficiency not be reduced, but it will produce better results. Misunderstanding 3: Every customer question has a fixed and good answer. This is not the case. Because first, each customer has a different temperament and cultural background, and the time and surrounding environment of each visit are also different. Things are constantly changing. Only on specific occasions, some words are more effective. For example, some customers like to criticize you. The more you say your product is good, the more they will say your product is not good. Some people like you to talk business with them as a joke or as a friend, while others like it to be more professional. If you only memorize one kind of saying and don't know how to use it flexibly, you will be very passive. So you can know the answer to each question. These things are like your weapons. Which one is easier to use when going into battle? Misunderstanding 4: Praising customers more will lead to more signings. If you slam the table with customers and curse them while drinking, you may close the deal, but this trick is not found in any textbook. You can even put on an apron and help the client cook a sumptuous dinner and close a deal. You may even get into a fight with the client over a matter. When you call him again in the future, he will actually say that if it is convenient for you, he will come over to sign today. Let’s take a look at the contract. All impossible things can happen. Humans are animals with feelings, not robots, so if you think you can win orders just by giving compliments, you are wrong. Some people at a certain moment like to hear you say something that sounds more real and reflects their shortcomings euphemistically. They think that in this way you are a real friend and you are more friends. The customer suddenly felt that this young man had the same temper as him, which was so refreshing and rare! Become friendly immediately. The two began to sit down and have a long talk. After talking for a whole morning, the contract and check were written. In short

In a word: Sales is an activity between people, it must be flexible and flexible!