What Is The Shortage Of Salesmen?

Why did the salesmen learn a lot of sales skills, but they were broken by the one or two seemingly casual words of the dealer?

Training subordinates is more important than ability.

     

What is the shortage of salesmen?

A recent incident has led Chen to recognize this problem again.

     

Not long ago, Mr. Chen arranged salesman Xiao Wang to open up the Zhejiang market. Before setting out, he helped Xiao Wang analyze the characteristics of the Zhejiang market in detail, from consumer buying habits, consumer psychology, competition to marketing strategy, and did a simulation exercise with Wang with his marketing experience and negotiation skills.

Seeing Xiao Wang's mastery of marketing skills, Xiao Wang was relieved to let Xiao Wang get on the road.

     

Half a month later, Xiao Wang returned to the company.

"Manager, Zhejiang is one of the richest areas in the country, so the competition is so fierce that almost all competitors have invested heavily in Zhejiang. Dealers generally reflect that our promotional expenses are too few to work at all.

In addition, the price of our products is too high, and the reputation is not loud. When the dealer listens to our offer, he will blow me out.

     

I have worked so hard to help the analysis of the market, and I have unreservedly imparted sales skills for many years. This should not be the result.

What did not understand Chen Jing's ideal was that the market did not succeed, but he did not feel embarrassed to return to the company.

Where is the crux of the problem?

     

Many companies spend huge sums of money asking famous teachers to train their sales skills, but when they are training, listen to excitement, think about moving, and when the market is not moving at all, why can't those seemingly brilliant sales skills be used?

The key to the problem is that many managers only attach importance to the skills management of marketing teams, while ignoring the management of their mentality.

     

If a salesperson is not in the right mindset, the more skills you teach him is zero.

For example, the salesman thought to himself: in a competitive market environment, the policy of payment to delivery is not feasible at all.

So when he talked about the settlement with his client, the customer said, "the competition is so fierce that it will not work if the goods arrive."

At this point, the salesmen will resonate with their customers, and more skills will be left behind.

For example, the salesman thought the price of the company was too high. At this time, the customer said, "how can you sell such a high price?"

The salesperson will also lose the battle immediately.

     

The key to the success of sales is that when we talk about the hearts of our customers, we are now turning into the heart of the salesmen. How can the skills training of the company be effective?

     

Therefore, the weak phenomenon of sales execution is the problem of ability and quality.

     

Problem diagnosis

     

First, only to see the disadvantages, but can not see the advantages.

     

Performance: look at your company, products, policies and so on, just look at the side of competitors. For example, our price is not as good as that of suppliers. Our sales policy is not as good as that of X, our advertising is not as good as ours. When we look at our competitors, we tend to be more competitive than ourselves, such as the quality of their products is better than ours, and their promotional efforts are bigger than ours.

If a salesperson holds such a mentality to do sales, it is also useless to have a strong ability.

     

Answer: faced with this mentality of the salesperson, first of all, we have to tell them that no company can do best in all aspects, there are relatively weak side, we can find a brand is the loudest, the highest quality, service is the best, advertising is the most, sales policy is the most relaxed, and the price is the lowest product?

     

Each product has its own advantages and disadvantages, just like human beings. We can not find a perfect employee, nor can we find a perfect product.

Besides, what does a salesperson do?

What is the value of salesmen?

     

The sales manager should give the salesmen a correct attitude in mind, so that they can learn to take advantage of their company and compare with their competitors' inferiority, so that the more confidence they have, the more confident they are.

     

Two, mentality changes with sales.

     

Performance: some of the salesmen's mentality is unstable. When they are ready to sell, they are very happy. When sales are bad, their mood is down and their mentality is very depressed. At that time, they often do nothing, but he blames it on bad luck.

     

Answer: mentality with sales changes, easy to create a vicious circle.

When sales are bad, there must be a stable mentality. At this point, if the state of mind is depressed, things are not easy to succeed. If things do not work well, the mentality will be more depressed. Such a vicious cycle is likely to make the salesman a waste.

     

As a manager, efforts should be made to improve subordinates' EQ. The most important thing here is how to treat setbacks and difficulties.

Just like the story of two salesmen going to Africa to sell shoes, the same reason is because Africans do not wear shoes, one says Africa has no market, and the other thinks Africa has a large market.

The other side of the difficulty is always opportunities. We should guide the salesmen to look at problems and change negative attitudes on the positive side.

     

Three, more complaints less review

     

Phenomenon: any salesperson who fails in sales must be complaining about the company, two resentment products, three complaint policies, four resentment against the market, and five resentment dealers.

     

For example, the strength of the company is not strong, the product power is not enough, the policy is too dead, the market competition is too intense, the distributor is too difficult to make, and there is no good review of its own problems.

If a sales loser will only attribute the problem to the outside world and do not know how to review himself, it is impossible for him to see his own problems and progress.

     

Answer: the situation of complaining is not uncommon among salesmen. If this mindset is not adjusted in time, it will be difficult for the next sales job to be successful.

In the previous sales management, when I encountered such a situation, I would first enlighten them to make a review from their own causes and find out the problems, so that they could use their own brains to find ways to find solutions.

Once they see their problems clearly and have solutions, the spirit of the people is always on the rise, and the state is quickly adjusted.

Salesmen are often reluctant to find their own reasons. It is very important to guide them to introspection.

If the manager can lead his team to reflect constantly, he will be able to conquer it.

     

Four, we are weak.

     

Phenomenon: the failure of some salesmen is a psychological mistake: they often develop their customers with the mentality of "making money from customers".

The mentality of such a weak person has already put himself in the low wind before negotiations have begun.

     

Answer: for a salesperson with such mentality, I often ask them a question: will you feel embarrassed when the company pays you a salary?

Almost all the salesmen replied, "no".

Why don't we feel embarrassed?

"Because we have paid", so the salary is taken for granted.

On the other hand, we go to the customers and ask them to help us sell our products. Is the customer helping us to work?

Of course not, customers are good at making our products. We go to customers instead of making money from our customers, but to give our customers an opportunity to make money and help them make money.

If your team has such a mentality to develop the market, it will be easier to succeed.

     

Attitude determines outcome.

     

Only with good attitude, can skills be used.

So the core of team management is not only to manage the behavior of salesmen, but also to focus on mentality.

     

1. concept - attitude - behavior - to result.

This formula is a good illustration of the effect of mentality on the result.

We often see that some salesmen are not helping the company negotiate with their customers, but helping customers negotiate with the company and helping customers to make policy to the company. The reason is that the salesperson has not really realized that "only the company is good, can we be good" in terms of concept and mentality.

     

2. mentality is the core of sales success and behavior is just a representation.

I recruited salesmen, first of all, not to see their sales skills, communication level, but to see this person's mentality.

For example, some salesmen will say "do not like the present society", the core is that he likes to stare at the dark side of society. So when he is doing sales, he will also treat the problem passively. How can such a person succeed?

     

3., control the mental state fluctuation, then can strengthen the behavior stability.

Once the mindset is often in an unstable state and the behavior fluctuates naturally, it will not guarantee the sustained stability of sales performance.

     

4. avoid negative mental contagion.

Negative mentality is like a mental virus. If someone in your team says, "we have no selling points for such products. How can we sell them?"

If you do not control, the whole team will be filled with pessimism.