Sales people are not only selling products, but more importantly, selling them out.
Surrounding people
This kind of salesperson who is mainly based on the idea of ​​"encirclement of people" will be seen by customers as a businessman who is profitable.
The former realm is "encirclement." Most of the primary sales are at this stage. As the name implies, the so-called encirclement is more about being able to surround customers and then carry out sales of stalkers. During this period, they should master the ability of customers to explore, approach customers, promote purchases, etc. They are more like a businessman. As long as they have the money to make customers who are hard to deal with, they will continue to chase and intercept. Many health care products use a strategy of encircling people. For example, there used to be a very large health care product company. Their sales revenue is 80% from the form of conference marketing. The so-called conference marketing is basically a well-designed trap. When consumers enter the meeting, they will be chased by salespeople in all directions, either bright or dark. At a customer presentation, 60% of the employees were their own sales, or they were asked to pay for the big price. A lonely customer is like falling into a terrible trap, and is quickly shredded by those rounded up. When they understood it, all the money had been looted. This is an example of a typical “encirclement†strategy.
In reality, this is only a very extreme situation. The sales people of many companies are not exactly like this, but they have more or less such "encirclement" problems. This kind of salesperson who is mainly based on the idea of ​​"encirclement people" will be regarded by the customers as a profitable businessman. The lack of necessary trust between the customers and them is a simple money relationship. Low-value products and small batches of enterprises can still be maintained, but for high-value products or products with high technical content or long-term after-sales service, such a “encirclement†approach is definitely not appropriate. . Despite this, all the salesmen who are the basic tactical actions should still master, but they should not be able to take the encirclement as the goal of sales pursuit, and it becomes a stupid question of "live is to eat."
Victorian
The so-called maintenance is to establish a long-term stable relationship, not a simple trading relationship, they are likely to be friends, partners, and parasitic relationships.
The second realm is "dimensional people." The concept of dimension is to maintain, the so-called maintenance is to establish a long-term stable relationship, not a simple trading relationship, they are likely to be friends, partners, parasitic relations. This level is undoubtedly much better than the previous level. Sales people who are good at people, in addition to the above types of basic skills, should also include similar requirements analysis, relationship grasp, decision process management, crisis management, etc., this way of maintaining people Many sales people are even highly respected by enterprises, especially high-value goods, or products that require complex technology and after-sales service. Such sales connotation is particularly important. They do not encourage “Zhang Ze and fishâ€, but emphasize “long line fishing Big fish, their ultimate goal is still to get more surprises.
All major customers must be sales masters. There used to be a company that is a fire-fighting equipment and materials company. The customers they face are often very large construction projects, due to the high value of equipment. The cycle is long, so the decision-making process of both Party A and Party B is very cumbersome, sometimes involving as many as two or thirty people. Any very small negligence during the period will cause the project to be abandoned, so the salesperson must carefully observe any person they contact, including their relationship, power, preferences, and even their family preferences. In order to decide how to win their trust and love. In the face of such a big business, excessive urgency will cause huge uneasiness for customers, and long-term relationship maintenance seems to be a way to build customer trust. As a result, the company is clearly aware that they need to strategically view relationship building as an important resource. Various means of facilitating the discovery and establishment of long-term relationships will be the focus of investment.
The Uighurs have made a big step forward than the "encirclement people", but there is still no fate in the bones to escape the sale. Many people who believe in customer relationships will find that this kind of customer relationship is a sand dune built on a huge cost. All stakeholders, in the face of better choices or threats of their own vital interests, will Abandoning former friends without hesitation, because they are very clear, the so-called relationships are all in need of each other, once this mutual need becomes less important, it will make a huge change. Therefore, "dimensional people" are still variants of profit-making, and there are still mutual use and trading relationships in the bones. All enterprises that make a living by this means will come to an end sooner or later.
For people
The core of being human is: a gentleman loves money and has a proper way. That is, no matter who earns money, they will earn a clear conscience and be able to create value for others.
The third realm is "being a person." The higher level of sales is to learn to be a person, sales staff not only to sell products, but more importantly, to sell themselves. Evaluation of a product is relatively easy, but evaluation of a person is very difficult. Through a person's personal ability to thoroughly understand a person's character, the problem for the person is ultimately the question that the salesperson should pursue, that is, the customer can respect our problem. The core of being human is: a gentleman loves money and has a proper way. That is, no matter who earns money, they will earn a clear conscience and be able to create value for others. Wang Shi of Vanke once said: We never earn more than 25% of profits. Is it really not earned? For example, the profit is 40%. After removing 25%, there is still 15% left. This 15% profit is not required. This is not the case. The understanding of this sentence should be: 25% of the profit is the customer value we create, this is what we should get, and the rest is the opportunity, there is better, no or no relationship. In sales, "being a person" must be real, what is real, that is, how much value we can create, how much we will need, if we hold sales, business ideas to complete sales, such sales will always be temporary. Sales should create value outside the product, that is, if the product sells more money because of your existence, or because you exist, you can sell more goods. This is the value of the salesperson. This value is recognized by the customer. And can be measured by money.
People should also emphasize the principle of being a human being, that is, what can be done, what can not be done, what money can be earned, what money can not be earned, all these are principle problems for people, people without principles It won't be respected by others. Anyone should have a lower moral bottom line, including the professional bottom line. Under the guidance of this moral bottom line, long-term unremitting persistence will make a very obvious mark for their own people!
The realm of different sales people is different, but no matter what kind of realm they are in, we have the responsibility and obligation to lead them to a higher level. They will also continue to cultivate and compare in the arduous sales process. The ultimate result!
COYA Jewelry Co., Ltd , http://www.szsteeljewelry.com