How to maintain a good attitude in sales

Mentality plays a decisive role in a person's success. As the saying goes, "A good attitude is half the battle." Only with a good attitude can we lose and fight again and again. Salesman is the profession of brave people. He has to face all kinds of customers every day and often fails.

The first section, the more frustrated and brave the mentality.

First, when the low tide of promotion appears.

Even senior salesmen, or salesmen whose performance has always maintained a certain level, will have a continuous decline in performance for two or three months, which is the "low sales tide" that ordinary salesmen smell. People who have never seen it will never believe how lethal it is, and those who have experienced it will secretly pray that the nightmare will not come again.

Selling low tide not only makes people depressed and lose their cool, but also makes people doubt who they are. In fact, this situation is certainly not without reason. The reasons are as follows: it is possible that no new customers have been discovered during this period; Maybe there is not enough activity recently; There may also be a major accident or illness at home, which will make you lose your due sales level and so on. Obviously, the reasons are all on yourself. Unless it is due to irresistible factors such as major accidents or diseases, the responsibility for failure must be borne by yourself.

Some salesmen, when they are lucky, can promote business with one or two conversations. Too easy to win often makes people lose their heads, thinking that luck will always be appreciated, instead of spending more time cultivating new and old customers, just asking friends to drink coffee all day to kill time; When the performance fails, there will be confusion and I don't know how to get out of trouble.

First of all, this situation is caused by complacency and pride. Lack of activities can be easily solved, but complacency and pride are like a double-edged sword. When everything goes well, it will turn into self-confidence and make the visit more dynamic. However, when the results fall into a trough, they will become invisible killers, making all the achievements of self-study and hard work go up in smoke, with mediocre results and difficulties in moving forward.

Secondly, it is even more terrible, killing two birds with one stone. Some salespeople are not only satisfied with selling one commodity, but often sell several different commodities at the same time. As a result, they had more than they could chew, and finally got nothing. Dissatisfaction with the status quo is the driving force of sales promotion, but it is easy to have the shortcomings of loose firepower and difficulty in hitting the red heart, which is why "universal salesman" has always been a term, but it cannot come true!

Third, it may be a problem of selling technology. Some people are superstitious about a certain explanation, so they always apply it to every customer. As everyone knows, the unchanging behavior over time will wear away the original courage and enthusiasm of the salesman, and will no longer impress customers, and one day it will be invalid!

In the low tide of promotion, there is actually no need to lose heart, and everything should be open-minded. Yuan once said: "Life is a rosary made of countless troubles, and philosophical people count it while laughing." Why bother yourself. You'd better concentrate on the next performance. Perhaps during this period, it is the best time to make a comprehensive review of your sales ability and visiting activities. When you start again next time, you can be more energetic, more skilled and more important to promote your activities!

When Yuan met the low tide of promotion for the first time, he humbly reviewed his strengths and weaknesses all day and tried to find out the reasons, but he could not get rid of it. One day, he made up his mind to visit another senior employee and ask how to get out of trouble. I didn't expect this senior to rest at home because of drunkenness. He was shocked when he learned that he was so naive. After a night of deliberation, he got up early the next morning, took a cold bath (it was winter) and went out to visit customers directly. However, the first one was rejected, and so was the second one. But he didn't mind very much and continued to visit his works. He decided to give it a try What will happen after visiting ten stores? Finally, I finally ended my nightmare for many days when I visited the fifth house.

After signing the contract, he ran to the road and shouted, "Great! I didn't give up! " That is, from this moment on, he has been smooth sailing and finally tasted the real bitterness of sales promotion. At the same time, at this moment, he felt how much he loved selling this industry.

Yuan said: "The best way to deal with it is to visit first and then visit. After visiting dozens or even hundreds of customers, there will definitely be some. Repetitive regret can't make it happen, and it doesn't help at all. It is better to think about why you can sign a contract in the past when it is impossible! I believe this will allow me to find more key points that I missed in the past. "

Second, get up the courage and try again.

Yuan said: "sales promotion is perseverance after being rejected by customers for the first time." Maybe you will be rejected dozens or hundreds of times in a row like me. However, just after these dozens and hundreds of rejections, there will always be a time when customers agree to adopt your plan. For this only chance, the salesman is desperate. " This is the salesman's will and belief.

According to statistics, the success rate of the salesman's first visit is very small. Only by unremitting efforts can the business succeed.

Kōnosuke Matsushita, the god of Japanese business, is an indomitable operator. He also talked about an indomitable person he met. That man is a junior clerk in a big bank. In order to undertake the business of Panasonic, he went to Panasonic again and again to make a statement. Because the Japanese business community was used to one-on-one at that time, Panasonic had no reason to transfer its business, so it refused the first time and again. But this employee always comes once every six months and has been insisting for six years. Later, due to the change of the situation and actual needs, Panasonic decided to add a new relationship bank, and of course, the business was finally obtained by employees.

Here, there is also a story about a salesman who visited 13 times with great tenacity.

One day, the salesman sold the copier to the director of the general affairs department of a company. As usual, the general affairs director replied to other salesmen: "I'll think about it." This salesman is an honest man. Hearing this, he replied, "Thank you. Please think about it. " And then he left. The director breathed a sigh of relief and came again. The director thought he had forgotten something, but he said, "Have you thought it over?" However, what he saw was the director's surprised expression, so he said, "I'll come again." After about 30 minutes, "you probably have-"the director still didn't understand, and the salesman said, "I'll come again."

He came again, and the director thought, "What expression should I face him with?" Although he stared at the salesman with terrible eyes that both he and the salesman admitted, he became more and more uneasy: "Will that guy come again?" Just as the director was thinking, the salesman appeared again. "Have you considered-I'm sorry, I'll come again."

The director's mood is getting worse and worse, but the wave of attacks by the salesman continues. At dusk, it was his 13 interview, and the director finally told him wearily, "I'll take it." The salesman asked, "Mr. Director, why did you decide to buy it?" "I have to admit that I met someone like you who is passionate about work and has an unreasonable skin."

Summon up the courage to try again. Maybe you can succeed this time. A good attitude is the cornerstone of success.

First, overcome the phobia of selling interviews.

If all goes well, I believe people will be interested in promoting sales. However, when facing the reality, most people will feel that sales promotion is not so easy. Under normal circumstances, the result of meeting with customers is mostly failure. Especially for inexperienced new salesmen, the chances of success are slim. Therefore, the accumulated experience of failing to contact customers will develop into "call phobia", and it is precisely for this reason that new salesmen are prone to call phobia. In order to help salespeople overcome sales call phobia, Qi Teng and Takenosuke focused on analyzing its causes and countermeasures.

Causes of phobia of 1

(1) Insufficient knowledge, ability and preparation. My ability is not high, my commodity knowledge is not rich, my knowledge is shallow, my planning and preparation in advance are insufficient, and my commodity description is rigid, so I can't bring forth the new.

(2) negative will. For example, some people lack confidence in sales promotion, are self-loathing, are troubled by private affairs, and are affected by family injury, unstable income, abnormal climate and other factors.

(3) poor physical condition. Such as poor health, lack of sleep, continuous fatigue and so on. It will also adversely affect the promotion.

(4) Lack of confidence in work. This mentality stems from people in society's incomprehension of promotion.

(5) Have pessimism. During the visit, it was repeatedly resisted by customers. Think of difficult customers, disgusting customers, strong competitors, and the negotiation is difficult, so you will be pessimistic because of your timidity beforehand.

(6) Depression. If business has been depressed for a while, it will cause anxiety and anxiety.

(7) Comparing the conditions of customers and salesmen, when there is a big gap, it is easy for people to form a phobia of visiting. For example, when the other person's social status, economic foundation, personality and knowledge are higher than yours.

(8) When selling to acquaintances. It is easy to feel inferior when visiting classmates and old friends for promotion.

(9) When visiting because of fear, the other party is disgusted. If the interviewee is a busy industry, dignitaries or people with high social status. They will show disgust for salespeople, which will have a negative impact on their work.

(10) Visiting a house with strict access control and a family with vicious dogs is also easy to make people feel scared.

All the above examples are enough to be the direct or indirect reasons for visiting phobia.

2 Countermeasures to overcome the phobia of visiting

A successful salesman, if he wants to overcome the phobia of visiting, must take the following measures: be brave in making progress, constantly hone himself and enrich himself; Understand the concept of enterprise; Only with careful sales plan and visit preparation can the visit plan be smoothly promoted; To improve your health and become a successful salesman, a healthy body is a necessary condition; Live a regular life every day; Form good habits that must be carried out in the plan. As long as you can follow the methods provided here, you will definitely overcome the phobia of visiting and become an excellent salesman.

Second, overcome the mentality of failure.

A good salesman must have a positive attitude. Only in this way can we lose and win in the commercial war.

Mentality 1: The initial failure is taken for granted.

When a new salesman thinks he may fail, he will stop. This is suffering from "failure phobia", and "failure phobia" will cause "visit phobia"

You have to say to yourself, of course, it didn't go well at first, but just do it again and again. Repeated practice is the only way to go smoothly, that is, you can remember it ten times, learn it a hundred times, and become a professional master ten thousand times.

So, before you start doing something, you should keep the following points in mind:

(1) When changing the method according to the successful plan, the efficiency may temporarily deteriorate.

(2) metropolis will not be smooth sailing until it is familiar with the new method.

(3) It is normal for newcomers to encounter difficulties because they are not skilled.

This is a well-known truth. However, once they appear at the promotion site, they often forget all about it. They always think that the promotion will be smooth sailing at the beginning and think with sweet hope: "I wish …" As a result, they are easily deeply hit by disappointment. Therefore, we should always say to ourselves, "The beginning will not be smooth sailing, and only repetition will make it smooth."

Mentality 2: Always thinking about the patience of great men and ancestors.

All successful people are not smooth sailing. Edison failed 10000 times before he invented the electric light. Sylvester Stallone was rejected 1855 times before her success. Colonel Sanders suffered 1009 rejections before he founded the KFC fried chicken chain. So, when you want to give up, please think of Edison, Stallone and Saunders. They have failed and fought again and again, and they will inspire you to get out of trouble.

Mentality 3: Digging a well means digging water.

No matter what you do, if you give up halfway, it means giving up when you encounter setbacks; As long as you don't stop, even if you are trying. Generally speaking, as long as the well keeps digging, there will always be water coming out one day. The only difference is the amount of water flowing out. Similarly, in sales promotion, as long as you persist, you can succeed.

When your continuous efforts fail, think about it: "Dig an extra foot." This sentence won't be too painful, as long as you cheer up a little. The same is true for sales promotion. It shouldn't be too painful to visit more than one customer at a time or write the name and address of 15 emails a day. In the case of thinking about whether to stop or continue, a sudden determination is often enough for similar efforts. I hope you can continue.

Mentality 4: Smile and face difficulties and failures.

Jana Jgoroh, who founded the Judo Hall at the age of 23, is an educator who devoted her life to popularizing Judo and promoting world peace. He once warned his disciples that the most important spirit in life is to "turn into a smile". Win or lose, it must be like this. As long as you have this spirit, you can break through all kinds of obstacles.

However, there are many salespeople who get carried away when things are going well, and once they are rejected or encounter setbacks, they cringe, so of course they can't successfully embark on the road to success. From tomorrow on, no matter what problems you encounter, you should bear them with indifference. You can do this:

(1) Laugh at rejection or failure.

(2) Whether you win or lose, you should use "Hum! What is this! " The spirit of going forward bravely.

(3) No matter what problems or obstacles you encounter, you should tell yourself: you must persist and stick to it.

Mentality 5: Go your own way and let others talk.

Salespeople are afraid of failure or rejection because failure or rejection will deeply hurt their self-esteem and it is really embarrassing for others to see the embarrassing image of failure.

Go your own way, do your own thing, and don't be influenced by what others say. As a salesperson, you must have this mentality, so that you can devote yourself wholeheartedly and succeed.

Mentality 6: Easily bear the failure and pain like running water

Learn to form the habit of suffering easily, so that you can unconsciously have incomparable endurance. Tell yourself that any failure or pain is like running water, there will always be a time to flow, so try to be patient.

Mentality 7: Don't expect success from the beginning.

One reason for being rejected is that I expect success in my heart. Because I visited with the idea of "if it goes well, the first visit will be a deal", I will naturally be disappointed after being rejected.

One way to deal with it is "don't expect to get approval the first time." You should tell yourself that the first visit will be rejected and the door will be closed; You can chat when you visit for the second time; We can talk for the third time ... and then we can act. So after every rejection, you can look forward to the next visit.