Weakered self-achievement sales! Sales are a digital game. If you have touched enough potential customers, learn from failure, you will definitely gain something. Of course, if you can closely track potential customers, the greater the chance you succeed. A good strategy, if the no action is also useless. Contact with potential customers, ask the appropriate questions, demo the solution and ask for each other's comments to win the order. Success depends on you and those who are willing and have the ability to purchase customers. This article analyzes several performances of the sales team in the sales activities, and proposes to solve it, enabling them to overcome self, clear psychology and behavioral disorders, and finally win customers and orders.
What is the number one killer of the sales career and sales profession? Nety is neither price, nor a economic depression, or even a customer or potential customer who is competing or unwilling to buy. No matter what you believe, the number one killer is the timidity of the professional sales staff to visit customers. George Dudley and Shannon Goodson, specialized in customers, said in the report that 80% of the salespersons who have not obtained success in the first year of sales work, because there is nothing to do with potential customers.
In sales activities, customers' recommendation is essential. Even the advanced sales professionals, it also relies very much of potential customers recommended by the existing customers to launch sales activities, and they often pay quite efforts in this process and get a good return.
I am afraid of self-proposal, which will lead to competitive people in positions, salary income and public recognition, far below their level they should get. It is best not to mean that you can get the best remuneration, the best remuneration often belongs to those who are good at promoting themselves, promoting their performance and abilities.
Who is today's top self-sales? You have come to all walks of life, and the most famous in the public is not necessarily the best in their work. American Basketball Star Dennis Rodman, Singer Madonna and US President Bill Clinton are very talented people, but there are many people in their respective industries higher than the above three-person skills, but they are lower than they in reputation and income. Much more. Rodman liked his hair into colorful, which made him won the public's attention, but it is not necessarily his skill or his achievements outstanding.
Hidden enemy
Be afraid of self-propelled behavior, in terms of professional sales, it is the timidity of customers. It appears in a variety of forms to varying degrees of damage to the performance of professional salespersons.
Sally is a unremitted salesman, but sales performance has never reached a first-class level. She is currently preparing a sales plan, and will introduce a new potential customer after two days. The plan has been revised more than 10 times, and now it is checked whether the print is wrong. Then she will still prepare how to demonstrate, she will write the main points to the note strip to use the actual use or drill. All of this is made in sales working days, while sales working days are the only time in contact with new potential customers. This is always preparing, but rarely puts the tendency, is a form of expressing timid psychology, known as "over-preparation."
Ryan always tries to show his customers and potential customers. He is extraordinary, the style of style, information and transportation is also meticulous. When I went out this afternoon, when he met with a potential customer, he stopped cleaning his car outside his car to maintain his image, and thus sacrificed the time of the client. This is also a trend of timidity in sales visits, known as "excessive professional".
Judy's product features and prices require her to contact the administrative president of potential customers. I feel very uneasy about this, so she is very creatively working, starting with anyone who is purchasing agent, human resource manager and other is willing to talk to her. She is easy to have a harmonious relationship with these people, but somehow, she can't always be exposed to the president or boss. Unfortunately, unless otherwise exceptions, only the uppermost people can decide to buy things that she sells. Judy has a tendency of "social self-inferiority", which is another form of selling timid psychology in sales, and its mark is reluctant to contact with high-level or control of the social economy. Jack sales is financial products. He knows that by holding a free seminar to promote the potential customer, the sales effect is best. He saw a lot of colleagues with its positions, and the sales continued to rise after another seminar. Despite this, he still insisted that only one potential customer is exposed, and sell his products one day. He is unwilling to know the tendency to promote the number of timidity mentality in the sale, called "场."
Where is the largest place?
Fortunately, you can take a few specific steps to deal with your own or your sales team, customers visit the timidity. First use the following methods to find the maximum damage to you.
Carefully observe sales activities, discover trends and tendencies. It is not difficult to find the overall defect of sales activities, which indicates that your team has the above sales timid. It may be desirable for some specific problems, such as customer recommendation. In this regard, the lack may lead to rejection recommended for customers, that is, no existing customers deliver other customers, or have no well-tracking customers. Some salesperson tried to cover this fact and won the striker: "Customer promotion is not just that my industry / customers are at all."
Pay attention to observation at the time of sale. Do you know if you should know if you have a customer service? Are you embarrassed by you or your player? Do you end sales as a sales manager? Sorry to ask customers to order the order is very common, this sales visit is reluctant to be called "retreat tendency".
Check if the behavior of the potential customer is dependent on the phone. If "Telephone sales" is very important for you or your sales representative, please check the frequency and quality of the call. When you find that this is not enough, it is likely that the timid psychology in sales has penetrated into the phone, and even the high-level manager will also bring a clear negative impact.
Be a sales preference assessment. This is an effective tool that can quantify specific difficulties and proposes a reasonable step of overcoming sales of timidity issues. This approach also provides an evidence material, which is very objectively showing your sales team overall situation in the field of improvements.
Underworld
Once you have discovered the problem and evaluate the problem, you have been prepared to take steps to reduce and eliminate the timidity of yourself or your sales team. According to the specific problem of your team, it is determined which measures needed. Here are some examples.
Prepare excessive. A competent method solves this problem with a very simple method. After a few hours in the morning, he led the sales representative of this "disorder". This will prevent the endless preparation, these time it is ready to find potential customers and sell.
Average. Another supervisor requires each member of its sales team to participate in a professional association. Exercise speeches in the association to help speakers improve the level of expression, helping to make the most timid people have become generous and hope to know the opportunity to recommend. Overcoming this timid psychology, not only prevent the market, but also make breakthroughs in other aspects of selling a timidity. Retreat. Although role plays is the most unfavorable exercise activities of sales professionals, it is often a drill for requesting potential customers to buy. When the actual sales chance appears, repeating such behavior is easier.
Over professional. As long as this tendency will hinder sales performance, this is enough. In many cases, understanding the problem is equal to solving a half of the problem, this is a good example. Excessive professionally often passes potential customers and sales opportunities, and sales professionals can take simple and direct steps to reduce or eliminate these behaviors. Please note that sales managers will also suffer from selling timid psychology, which will bring greater damage to the sales team. Constantly finding and furnishing a variety of timidity performance in sales, will completely remove all obstacles on your success.
