Talk about the psychological quality of salespeople

Talk about the psychological quality of salespeople

After a long "war of attrition", we finally ushered in a small "victory". It was said to be a victory, but in fact it was just killing the enemy. Three thousand, a self-destruction of eight hundred, and it may be even worse. In running this project, the project team worked very hard and paid an unimaginable price. Of course, this also included the personnel of relevant functional departments who had been ravaged by customers for a long time. However, the customer really tested the limit of our endurance. Fortunately, this time it is not the customer who has an outbreak, but us. If we continue to be passive like this, will mutual cooperation have any meaning?

This is the third year of project cooperation. We have been providing services continuously outside the contract and before signing a new annual contract. It’s not that the customer didn’t see it, but they saw it and pretended they didn’t see it. The real reason is: some of them didn't get what they wanted, and it's impossible to reflect that in the contract. As a project manager of a regular large company, it is difficult to meet their additional requirements, and it is impossible to pay for it yourself.

After a few months of free service, the contract and payment have been shrouded in mystery, but we have become ants on a hot pot. Without the contract, the payment will be even more difficult. No trace left. And they will always give you tasks and make demands that you would never think of, such as: you pay for market research related expenses, you pay for the printing of designed magazines, etc. This is testing our patience; more importantly, it is testing our psychological quality. If you don’t sign a contract or pay, what will you do? Without any guarantee, the effort and hard work you put in will not reflect its due value.

When it comes to sales, our sales staff not only face task pressure, but psychological pressure is actually the greatest. Judging from the above cases, we need to be able to tolerate it, but the more important thing is to change.

Therefore, withstanding pressure is the most critical psychological quality for sales staff.

Later, we withstood and the customers also made concessions. Why? Because we had the reason and the strength to ask them to change their inherent practices. In the past, we just tolerated it and hoped that the customers would find out, but this may ?!

Sales staff must withstand pressure

Liu Xiang’s coach Sun Haiping once said: Athletes must improve their level. When training to the limit, they must grit their teeth and stand firm. In the past, if you survived even for a second, you would take a big step forward; if you couldn't survive, your level would never improve. This makes sense, and the same goes for salespeople. If you retreat and escape when encountering difficulties, you will never make progress or improve.

Believe that things will always be solved

Salespeople must firmly believe in the concept that there is no problem that cannot be solved. But things won’t always be solved at the level where the problem occurred. If Einstein had always looked for the mechanical explanation of relativity in Newton's laws, I don't think there would have been a new theory of physics. If we still hope to find a new material that can produce greater energy through fission, I believe it will still be there. In the atomic bomb stage, the principle of fusion will not be discovered to create a more powerful hydrogen bomb. This means that there will always be problems and they can be solved, but they will not be completely solved at the level where the problems arise.

A few years ago, the beer market in a province in Central and South China was highly competitive. A beer brand from a neighboring province had been operating in the market for several years and had made some gains. However, sales in a certain region declined year by year due to many reasons. In terms of aspects, there are dealers who are easy to get rich; there are also poor promotion; the most important thing is that the products are aging, single, and seriously lacking in competitiveness. The person in charge of this area has been staying at the dealer level to solve the problem and deeply cultivate the network, but the effect is very poor, and sales are declining. Later, after on-site research and analysis, several new products were launched, which achieved good results in combination with entertainment venues and ordinary ready-to-drink terminals. ;