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The Three Realms Of Selling

2010/6/2 14:13:00 15

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We talked about that.

Sale

The three realm of human beings, here we have to talk about the three realms of life, and behave in the same way as people, but there are some differences from the perspective of sales.

The first is "sitting people".

The concept of sitting is more straightforward, that is, the person sitting down.

As a salesperson, the first task is to be able to sit in front of the customer. This is easy to say and difficult to do.

Many of our salespeople can only stand in front of customers or chase them behind, which shows that our staff can not win the recognition of customers.

If the salesperson can only speak in front of the customer, he does not win the trust of the customer, and does not establish good interpersonal relationship with the customer.

In this case, sales are driven by customers, not respected by customers, and, of course, will not let customers feel our value.

Sitting down is the basic premise, apart from sales staff.

basic skill

It is also related to the mental quality of salesmen.

Not all customers are willing to let you sit in front of him. This is a necessity.

Salesmen should not be intimidated by the customer's superficial attitude, even if they are subjected to more criticism, they should be able to sit down.

Sitting down is a crucial step, not just to sit down, but also to pull customers to sit down.

Many times, we find that as long as we sit down, the patience of our customers will be much stronger than that when we stand. We will have more opportunities to state our views.

The second realm is "being a man".

The person here is a relationship.

A large part of sales activities is to deal with interpersonal relationships. Many salespeople belong to this type. They may not be able to do anything, but they are very capable of dealing with interpersonal relationships. They are naturally capable of dealing with people. They maintain customer relationship through various means. Under the same competitive conditions, such sales personnel have great customer advantage.

It has made great progress over the above "sitting man", but too much reliance on the relationship will lose the principle and even directly damage the interests of the company and its customers.

Therefore, most of the salesmen who are mainly based on human relationships are not very easy to lead, or even very loyal and stable people.

The relationship is very short for general salesmen.

Skill

Simply emphasizing relationships is incomplete. Without this skill, we are very, very distressed.

For example, salesmen have such personnel, they are upright, diligent, and not stupid, but they work hard every day, and have not achieved very good results. Sometimes when we look at their anxiety, they even think that these people are really suitable for sale.

Why do their efforts always fail to achieve the desired results? The concept of "Heaven's reward for diligence" has never been fulfilled.

What are they lacking in fact? In fact, what they lack is human effort, lack of interpersonal courage or lack of interpersonal skills.

Therefore, the relationship is a very important skill. How to cultivate or pform those who lack interpersonal courage is an important topic for enterprises.

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The third realm is "being a man".

No matter what happens in the final analysis, it will be put into practice. It is the most basic and the most high-end.

All things in the world are like this. The more important things are, the simpler, the bigger things are easier and the more high-end things are easier.

The simplicity here mainly refers to the simplification of the form, rather than the simplification of the content. The simple form contains very rich connotations, which is "consciousness".

Salesmen need to be conscious at a certain stage. He needs to keep thinking: what is the customer? Why do we want to do business with our customers? What can we bring to them? Besides money, what else do we want to pursue?

There are two aspects of human life:

The first level is moral.

That is to say, as a salesperson, the basic principles of human beings must be very clear. He must know clearly what money can be earned, what money can not be earned, what can be done and what can not be done.

Thoroughly understand these problems, people will have principles, will form the correct code of conduct, long-term adherence will form a strong productivity, and form the right personality orientation.

The second level is the value level.

No matter who wants to get the recognition of customers, besides moral level, it also needs to create value for customers continuously, create value different from others, or exceed others' value. It is difficult for a person without any value to win the respect of others.

There are many misconceptions about the question of value, for example, what is the value of salesperson, and whether our sale is the embodiment of product value or the embodiment of sales value.

If sales increase by 20%, how much of it is the value of the product itself and how much it is worth through the efforts of salesmen.

All these are questions of value.

In fact, many of our salesmen are of no value, or are of low value. They act more as porters or liaison officers. How can such value be recognized by customers?