How Can A Salesman Break Through Mediocrity?

How to become outstanding

In fact, marketer marketing is to introduce the benefits provided by commodities, which is a process to meet the specific needs of customers.

Salesman is a challenging job. It's easier to become a salesman and become an excellent salesman.

If marketers are in a competitive and challenging marketing industry, what kind of qualities should they have in order to break through mediocrity? What kind of qualities should marketers possess to make themselves stand out from their peers? In view of the above problems, Gallup management consulting firm, a world-famous market research firm, has conducted extensive investigations and studies on nearly 500 thousand salesmen.

Research shows that good salesmen generally have good qualities in four aspects: internal motivation, competent style, marketing ability, and the ability to establish good relationships with customers.

These four are complementary and indispensable.

First, internal motivation.

Different people have different internal motivation, such as self-esteem, happiness, money and so on, but all good salesmen share one thing in common: there is endless power to become an outstanding person. This strong inner power can be formed through temper and discipline, but it can not be taught.

There are different sources of human internal motivation, such as being driven by money, yearning for recognition, and extensive communication. According to the difference of internal power sources, marketers can be divided into four types: achievement type, competition type, self actualization type and relationship type.

Marketers are generally divided into four types.

(other companies or other marketers) to get satisfaction, they usually come up to their peers and say, "I admit that you are the best salesperson this year, but I will compare with you." self actualization salesmen often like to experience the glory of winning. They always set their goals higher. The advantage of "relationship type" salesmen is that they can establish and maintain good customer relationship with their customers. They are usually generous, meticulous and do their best. "Such marketers are very rare," said a training manager of Minolta. "We need the kind of salesman who can answer tenth questions that customers can answer patiently. To be specific," achievement oriented "salesmen are eager for success and will make great efforts to it." competitive "salesmen want to win and eager to win.

There are no simple competitive, achievement oriented, self actualization or relationship marketing staff. Outstanding salesmen will have more or less some characteristics of the other 3 types of salesmen.

Moreover, marketers who belong to certain types of characteristics can become more successful if they consciously cultivate more characteristics of other types of personalities.

For example, if a competitive salesperson has more sense of relationship, he will do well in customer relationship and get more orders.

Second, rigorous work style.

No matter what the internal motivation of salesmen is, if they are loosely organized, cohesive force is not strong, and they do not work hard, they will be unable to meet more and more customers' requirements.

A good salesman is always good at making detailed and detailed plans.

One of the most desirable qualities that marketers need is "hard work" rather than "luck" or skill (though luck and skill are sometimes important); or, good salesmen sometimes encounter good luck because they always come back early, sometimes they work late for a project, or they are still negotiating with their customers when they are off duty.

Third, the ability to complete marketing.

If a salesperson can not get orders from customers, even if his skills are more and better, it is also in vain.

If you can't get a deal, you won't be able to finish the marketing. Generally speaking, a good salesman will try every means to reach a common understanding with the customer so as to sign the bill smoothly.

How can we become a good salesman? Research shows that it is important for a salesperson to have a spirit of perseverance and perseverance. Marketers should be as fearless as athletes and fail to give up their efforts even at the last minute.

Good marketers often believe in themselves and the products they sell. They are usually very confident and confident that their decisions are correct. They are eager to make a deal, and usually apply various skills within the limits of law and morality to make the paction successful.

Fourth, the ability to build relationships.

In today's relationship marketing environment, the most important thing for an excellent salesperson to be aware of is to become a master of customer problems and an expert in developing relations with customers.

Good salesmen usually do this: they are engrossed, patient, meticulous, quick, quick to listen, and sincere; they can stand on the customer's side and look at the problem with their customers' eyes.

Nowadays, customers want the salesmen to become their "business partners" rather than "play friends". Our marketers must be clear about this.

What marketers do is not to please the customers, but to really care about the interests of the customers, care about the direction of the business development of the customers, and care how to help the customers.