China Marketing Communication Network, 2004-03-19, Author: Wang Penghui,
A retired duger, unlikely, and after the people's public servants ran to the insurance company to play the heat, I didn't feel the heart after a period of time, and I played the drum. In his words, "The refusal of these months is more than this life!" Maybe it is used to being asked by others, once the main customer relationship is reversed, it is difficult to adapt. I don't know what effect on this long-term relationship is there? Will he persist? But this matter will lead a topic: how to see the "rejection" problem in the sale. Yes, I feel that I have the current occupation of the current, I am very much like selling such a high-defensive rate, just like the Director, "There is no more than a few months of the number of people." Regardless of whether there is an exaggerated component, it is deeply affected by others every day. Reject, just like the shadow of the sales, forever. The process of doing sales is also a process of cultivating the face. When you cultivate your face to a certain thickness, you may get started when you refuse to learn. When you do your home, you may get started. Although this is a laugh, it is not reasonable. How to think about refusing, this is a real problem in front of each sales staff, especially new travel friends. Rejecting, it is a kind of instinct response to the sales staff. Each of our salesperson is actually a customer in life. Everyone has someone else to sell the experience of selling products, and there are also experiences you refuse others. But often when we were refused by others, I have forgotten that I have rejected others. Many friends have become very depressed after being refused to be rejected by customers, and even have no courage to take a step forward. At this time, are you going to think when someone else gave you, why do you refuse someone? Here, what I want to say is that in sales activities, I refuse is a very normal phenomenon. Refused by the customer, not fail, but "you haven't done your work or don't do it". How to understand this? We have learned philosophy in secondary schools about the theory of "quantity change and quality", and the amount accumulated to a certain degree. Ok, let's see the "quantity", do you think that you can think about this: "Only being rejected to a certain level will be accepted? Once, in the training of a food company's dealer and terminal owner, when I talked about this problem, a small shop had a deep feeling (note, at this time, her identity is a customer). She said that there are many manufacturers of manufacturers to sell products every day, most of them will be rejected, unless the product is profitable, the conditions are favorable. Moreover, most of the salespersons are no longer coming after being rejected by her. But there is a sales personnel of beer manufacturers, it seems that it is not obeying the refusal, and he is refused to be refused. After two days, I will say hello, or help her code. At that time, she thought, anyway, you can't come, I just don't. But with the rejection of the session and the sales staff insisted on, she feels some embarrassment, and she also thinks that the salesperson is quite good, so I want to order. And now, she has the highest recommended beer, which is the brand of this manufacturer. What can we see from this example? Customers refuse you, just because "you haven't finished working or don't do it". What are you afraid of? Of course, there is a kind of refusal to have no need, such as selling fertilizers for a city resident, maybe he will tell you when I retire home; or there is no conditional demand, such as you give a wait for a bus People getting off work sellabate BMW, maybe he will tell you that there are 5 million lottery tickets.
If you are unfortunately encountering this situation, you don't use your mind, the second hurry, don't waste time. This, another matter! Of course, we must do one thing after every time we have rejected by the customer: carefully analyze why customers refused? What should I improve next? If this is done, the refusal will be gradually resolved. Therefore, it is not enough spirit that it is not enough to adhere to the spirit of the customer. This is just a foundation. We will also improve efficiency. There are no few people who play against the brain in the Chinese football team, so it can't go on the stage of the world. If the sales personnel do not rely on the brain, we have not reached a first-class level. Lincoln has a famous saying: "Success is a repeated frustration and enthusiasm." The US Textile Association has also studied: 48% of the salesperson was rejected to give up; 25% twice; 12% rejected three times Continue to do it, 80% of business is what they do. In fact, every sales activity is a hard climbing process. Before we reach the top peak of "transaction", we need steps to climb steps, and every rejection of customers, just like climbers who cut out the foot woven, inserted steel brazing, supporting our peak Go forward; every time you refuse, and like a friend's reminder, let us mind, carefully stepping on every step of your feet, don't lose your feet; every time you refuse, more like the angle of the charge, arouse our courage to climb the fight. Only those people who are not afraid of danger, courage to climb, can reach the glorious vertices! Wang Penghui, graduated from Lanzhou Business School, more than ten years of enterprise work experience, has been served in Guangzhou, Beijing, Shenzhen, China, starting from the first-line salesman, serving the manager, the manager of the branch, the manager of the company, the market demobilization. There have been founded food companies and the company's entrepreneurial experience. In recent years, we will involve corporate training and education and training areas. The main research and practical direction is for sales training, attitude towards education, thinking training, employee training, etc. Welcome to communicate with colleagues. Welcome to work. Contact number: 13919090718, email: dwit@vip.sina.com#floater {Position: absolute; left: 5; Top: 220; width: 170; visibility: visible; z-index: 10;
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