The job that requires the most connections, sales must be counted as one. Usually there is a huge difference in performance between salespeople, and 10 times is common. Some people are like a fish in water in sales positions and have a lot of bonuses. Some people are struggling to make ends meet. Why is this happening?
The root cause of the salesperson's poor performance is that he is far away from the customer and the number of leads is insufficient, resulting in no business opportunities!Why is the position of a salesperson who specializes in customer liaison far away from the customer?Some salespeople have struggled for many years before they realize the following golden sentence:
Networking is not about what the other party has to do with you, but about what kind of benefits you can give to the other party!Profit is not a pejorative term, and it should not be associated with illegal means. Provide professional guidance on product selection, give valuable information on industry trends, talk freely about industry pain points to help customers analyze problems, listen to customer complaints or show off to provide emotional value ......There are many ways to provide benefits. As a salesperson, from making customers like to be a guest, why?A good salesperson should be able to continuously and multi-dimensionally output benefits!
But is it really okay to rely on individual efforts?Often the sales newcomers have worked hard to follow for half a year, and the customers are not distempered, and they can barely meet politely. When a sales celebrity goes to drink tea, it immediately makes the customer's eyes shine and he is treated as a guest. Actually,Lack of social circlesIt is a huge gap hidden between sales rookies and big coffees. How do you build a social circle?
First of all, the sales big coffee is clear about their goalsThis includes the type of people you want to network, the industry you want to make friends with, and more. Expand your network in a targeted manner. Actively participating in networking events, such as industry conferences, exhibitions, seminars, etc., are important ways to expand your network. Salespeople actively seek out these opportunities and take the initiative to connect with others. In fact, the flexibility of working hours and places, as well as the company's sales and entertainment expenses, are the innate advantages of salespeople. Whether or not it can be converted into the network you want depends on your personal goals and actions.
Second, keep learning Xi and growing. "There is a great deal of talk and laughter, and there is no vain exchange", no customer wants to spend time chatting with a sales novice. With the continuous change of the market and the continuous development of technology, sales leaders need to continue to learn and Xi and grow to adapt to the changes in the market. They can continuously improve their professionalism and competitiveness by participating in training courses, reading industry books, and paying attention to industry trends.
Third, listen to the needs of othersEffective social interaction requires listening to the needs and ideas of others. Salespeople often listen to the needs of potential customers and partners, and provide solutions or suggestions. This helps to build a closer relationship.
Fourth, people are inseparable from social resources. The same is true for clients, who also have needs in various aspects such as medical care, education, employment, legal affairs, health, and financial management. Celebrities often rely on their rich life experience and have accumulated some aspects of network resources. Connect your customers' needs with your own social networks for effective interaction. An emergency will allow you to gain a long-term friendship. Orders are just a by-product of social life, you know!
Finally, people in the workplace should understand the following truth as soon as possible: sales is a natural result-oriented, is the lifeblood of the company, and sales is the company's most positive work. Therefore, the management of contacts must be the needs of the company's operation, how critical and important it is.