Marketing Is A Mental Labor.

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If you still understand sales this way,

Sales are not the last chance to go nowhere.

You already have sales experience.

What is sales? The Encyclopedia Britannica defines sales as pmitting information about the value of an item to someone, thereby stimulating the person's purchase, possession, or approval and recognition.

This definition precisely describes what is needed in the sales position, which is to disseminate some information through various forms, especially the information of an item, which can make known people feel valuable to them and trigger a series of behaviors.

So, all acts of dissemination are sales behavior.

For example, an author can spread ideas through the form of writing, so once the reader agrees and accepts the idea, it means that the author has successfully completed the sale.

The president of a country, by speaking around, wins public approval and votes for him. He also sells things.

An organization is trying to publicize the public at the crucial moment and should spend more money on it, so the organization is also selling, selling ideas.

A CEO of an enterprise makes a speech to all employees of the enterprise, calling on them to work harder and harder, because in winter, he is also doing sales and changing his employees' behavior through selling his own ideas.

An interviewee gets the interview opportunity. Then, in the interview, the applicant wants the other person to accept himself and find his own advantages, so the applicant is also doing sales.

The resume he submitted for the interview is actually about his product description.

The communication behavior required by sales can be written in written form or in the form of one to one conversation.

Of course, it can also be the form of silent performance.

All these forms are to disseminate some information, which must be the fact that they feel the value of each other.

Therefore, sales are not simple quotations, and then wait for the other parties to decide whether they need simple repetitive labor. Sales are aimed at analyzing their values for each different person, and decide to organize product information with their ideas of value, explain product information, win the other party's recognition value, and decide purchasing through value recognition.

Sales and sales are quite different.

The difficulty of product information pfer can be divided into three categories: sales promoters, durable goods sales consultants and sales engineers of industrial products.

Coca-Cola, Procter & Gamble, McDonald's, mobile services, Microsoft software, etc., as long as the products involved in large market stores in the mass market, the sales positions of these products are usually called promoters, salesmen or business people.

They may sell customers in the store. They only need to explain the price to the customers. At the most, they are to reduce the price, so that they can win customers' purchase.

There are also out of stores, such as Coca-Cola's market inspectors, in fact, sales personnel, to each of the responsible retail area to check Coca-Cola inventory, and collection, arrange shipment.

Work content is not much innovation, all belong to simple repetitive work, such sales work threshold is low, usually the job life expectancy is two or three years.

That is to say, an employee will leave the position after two or three years of work.

The second category is durable goods, such as refrigerators, air conditioners, furniture, computers, automobiles, houses and so on, all of which are durable goods.

Because customers are not easy to understand the technical characteristics and performance level of products, salesmen are required to explain the value of these products to them. This process reflects the characteristics of the consultant's behavior, that is, let others understand some new concepts, some new properties, and so on, and then decide to purchase.

In this interactive communication process, there are more technical contents, so salesmen are usually called sales consultants.

Sales consultants usually encounter more new problems. They need to respond effectively and solve problems in communication, so they have more creative work content.

Therefore, the sales consultant's salary is about 2~5 times higher than that of the salesperson.

In China, the average career cycle of car sales consultants is seven or eight years.

As long as we enter the field of car sales, we usually change jobs in different brand cars instead of selling other products.

Because the auto industry has a relatively stable income and the highest income among durable goods (of course, the sale of Chery and Mercedes Benz is definitely not the same).

The last category belongs to industrial products.

For example, the sale of IBM mainframe and related software system solutions to banks, or the sale of power plants to the government by Schneider, or the sale of their aircraft to China by Boeing and Airbus aircraft manufacturers. MITSUBISHI heavy industries, Japan, sells their construction site excavators, Otis sells their elevators, and York air conditioners are installed to the Olympic main venue, all of which are industrial products.

The titles of salesmen in these fields are sales engineers.

Because, to a certain extent, they need to understand a little bit of technology.

Such people usually come from engineering students. After two years of in-house professional sales process training, they can grow into sales engineers with annual sales of up to a million dollars.

Their income is usually 3~8 times higher than that of a sales consultant.

Almost all of them are creative, and every customer is different. They all need to be unique.

Coping styles, including the design, implementation and implementation of the system's solutions, involve a lot of innovation, so the income will be higher.

From the beginning of speaking

These three types of sales positions require a common ability of the employment personnel, that is, communication skills.

As the saying goes, speaking ability.

Salesmen rely on speech to create achievements, so speaking is a prerequisite for measuring whether candidates can adapt to their work.

Specific requirements for speaking are as follows:

1. speaking fluently.

Ask the reader to read a newspaper, whether it can keep 190 words per minute.

If not, it requires a lot of practice.

If you can, read a paragraph about 2000 words from the newspaper first, then put the newspaper down, do not look at it, tell the story to the students, the time requirement is 2 minutes 45 seconds to 3 minutes and 15 seconds.

Time is not enough, it means you have nothing to say. If you have no words, it is not suitable for sales.

Too much is not enough. If you talk too much, you won't have the chance to listen to your customers' thoughts.

Therefore, controlling speech content and duration is a specific requirement for fluency in speech.

2. speaking, three elements are complete.

The three elements are facts, opinions and logic.

In three minutes, there must be a fact of fact, which is made up of a lot of details.

After giving the facts, the conclusion must be summed up.

The views should be objective, comprehensive and complete. It is best to have more than two viewpoints.

The third element is logic, whether it is logical from the facts to get your conclusion.

People who have this level of speaking can engage in the second category of sales work, that is, sales consultant.

3. the ability of targeted speech.

That is, in the process of communicating with others, we can always pay attention to the facts and conclusions mentioned by others, and we can dig out the logical relationship between the other side of the language, so that we can talk about our own words and achieve the purpose of affecting the other's thoughts.

This is the highest level of communication, and can be qualified for the position of a sales engineer.

People can talk, have charm and influence, do not rely on their lips, but rely on ideas.

Therefore, behind the sales masters, there is one thing in common: thinking.

Constant thinking and continuous taste can grasp the essence of sales work and influence others' behaviors by speaking, so as to achieve their goals.

Sales must be read first.

The first book of automobile sales.

Among the above mentioned salesmen's communication skills and training methods, Audi, Mercedes Benz, general motors and other sales consultants are not surprised to read. Surprisingly, Alibaba's telemarketing staff also used this book to train salesmen, and the sales consultants of telecommunications, government, business and major customers also used this book, and the insurance industry and furniture industry also used the problem.

"Taking orders from the brain"

Among them, sales wisdom mentioned above has been ranked first in the list of sales books for three consecutive years.

Film marketing

Grasp the essence of sales through dialogue analysis of 14 films.

Career development roadmap for sales

The growth prospects of sales promoters in fast selling industry are promoters, store managers, store managers, regional managers, training specialists, marketing professionals, sales planner, etc.

The growth prospects of durable goods sales consultants: sales consultants, sales managers, marketing consultants, senior managers and trainers.

The growth prospects of Industrial Sales Engineer: Senior Sales Engineer, system planning engineer, senior industry manager, senior industry manager, business executive, regional general manager and so on.