Sales Novice, How To Face Their Products "Insufficient"

　　 enterprise As for the training of new salesmen, it is customary to unfold their products' defects in accordance with the usual practice. At best, they only turn them into products' characteristics. Of course, this is not a negation, but on the contrary there is a positive side, but it is not in the topic of this article. What I am talking about today is that new novice sales are becoming more and more aware of all aspects of the product in the continuous contact with the market. It seems to be "mixed up" and gradually recognize the "real" situation, or in the constant "truer" with the customer, the result is "convincing" by the customer.

From the company's "high profile" recommendation, to the "drop of water" after the psychological drop, become the sales novice forward to a "stumbling block". This is a very important hurdle for many newcomers to go down in this product, the company and even the sales. Therefore, we should wake up the new novice who want to develop sales as a long-term career. This is the "accident prone area" which needs our careful treatment.

Types and analysis of product shortage

Then the product is "insufficient". Sale How should we understand and face it?

Specific analysis of the product "insufficient" in the sale may be divided into the following: the first is that the product's function is defective, that is, the current product function can not be achieved, or compared with competing products or ideal products, the second is that the product itself or performance is negative, because it has to play a positive role and produce a negative negative effect; the third is the unknown area of product function and quality, that is, for some negative assumptions, there is no information to prove or see fact proof, and dare not be conclusive; the fourth is the product error caused by information asymmetry and the product defined is insufficient.

For the first kind of product, the product is defective, that is, the product function can not be achieved at present, or there is a deficiency compared with competing products or ideal products. Although it needs to be improved and improved, it can not ignore the value of the product itself as a salesperson. It's like you can't use the beeper anymore, but it can't hide the fact that it has become the darling of the times. Now, a little bigger cell phone, it seems that you will not choose to carry it even if you choose the worst mobile phone, but it is the dream of many people in those years. These two examples are enough to prove that "no best, only better"! Any product has its contemporary value or positioning value, but he does have many defects. Just like the many shortcomings and defects of the birth of the first car, it is stupid. So from a certain point of view, there are no perfect products in the world, even the best selling products (including competitive products). If you expect perfection, you are not fit to live in the present. Joke: please come to the world on the end of the world. Maybe you met perfect things at that time. But this joke is overdone, because we can not wait, but to live in the present, serve the present and achieve the present.

The second kind of product is insufficient -- the product has negative effect, because it should play a positive role and produce a negative negative effect. This is really a worry, because this is the product we sell, and we say "greatness" - we are responsible. But we need to understand this dialectical relationship, that is, there are advantages and disadvantages, positive and negative ones. Any product will have a negative effect when it wants to play its role. It is like using a mobile phone to have low radiation and low radiation signals, and it is not so convenient to use fixed telephone communication. Using computers is to improve work efficiency, but it hurts the eyes. Cold medicine is easy to sleepy and sleepy. The speed of new cars is increased, and the risk coefficient is also improved. Amoxicillin has good anti-inflammatory effect and low negative effect, but it will be useless after using ordinary medicine in the future. And so on. If the negative effect of a product is "eliminated", it will probably have another biggest negative effect, that is, the cost will be high and the general customers will be hard to reach. Therefore, the "negative effect" always exists, we must sell is not its negative effect, but is the positive value generated by the product.

For the lack of third products, the product is unknown, and it is not certain for some negative assumptions, no information can be proved or facts are demonstrated. This is the "characteristic problem" that new novice can easily make, because it is lack of judgement standard for many unexpected and random situations, that is, often inexperienced (no reference standard), and lack of trust in product and team "just understanding", so as long as it is unknown and bottomless, things always prefer to go bad. Coupled with the customer's "constant provocation" or even "pursuit", there is no way to resist this. Especially in sales, there are many unexpected and random situations, and we can't always ask the sales manager to "consult". We can only bury them in our hearts. "Or" we question "too many questions" and are ignored by the executives. In fact, it is our psychological state, rather than the "unknown product", because the above judgments, at the same time, lack of trust. Then there are many things that are unknown, such as whether a flight will take place on a certain day. The speed of the car is fast enough, but there will be accidents. Professional guidance must be 100%. If you must have a positive answer, then you do not live, because the plane can not take advantage of it, the car can not drive, do not see the doctor, weather forecast do not listen to...... So what we want is not to think and define in such a direction. To grasp the great direction and environment, we must advance bravely, and small problems can be continuously improved. When you think about things that are beyond control, you are basically out of control.

The fourth is information asymmetry resulting in product misunderstandings. Our enterprises develop and design products from a wide perspective, and the products caused by each customer's individualized angle are inadequate. Either the customers adopt lagged (old information) judgment criteria or adopt too advanced judgment standards, or customers' evaluation of products from the angle of competitors and information provided by them will be misunderstood because of various information asymmetries, or in the process of reasoning, abnormal products will result in insufficiency of products. Sometimes, even our salesmen and the company have different angles of information, or, for example, a salesperson who is more comprehensive in the team and the novice of our sales novice is different from the product cognition. This is due to information asymmetry. Therefore, there will inevitably be "conflict" in sales communication. This requires us to get rid of the confusion, to unify the judgment path and clarify the customer's procurement objectives.

　　 Salesperson What do we really need to face?

In any case, as long as we have a negative definition of our own psychology, we will think too much whether it is facing the customers or facing the business and the most important thing is to face the expected sales results. In fact, the bottom line is the mixture of "conscience" and "confidence". The so-called "conscience" is a kind of instinctive goodness as a human being; the so-called "confidence" is not enough for the "depth" of oneself or the enterprise or the product; he is called a mixed pass, but even the salesperson himself is indistinguishes. Anyway, it is a concept: I don't know whether I am confident because of "conscience", or because I have no confidence and become a "conscience" so that I can have my own self possession. Anyway, there are both.

However, if you understand the objective facts of the preceding paragraph, you will understand that the so-called "conscience" is just a beautiful excuse for ourselves. At best, it can only be understood as a kind of kindness. But talking about kindness is far less important than talking about responsibility or mission, because the latter is far more valuable than the former. For example, if a doctor injections to a patient or even a major operation, it may cause pain, bleeding and even danger. But treating patients is the responsibility and mission of health care workers. We need to put aside the so-called "good will" to fulfill our mission and shoulder the responsibility of the moment. To realize the value of our products and ourselves.

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Therefore, most of the reasons for the lack of products are "confidence", which includes expectations for the future and trust in the current environmental conditions. Because it is "new people" experience without success, they feel uneasy, which is understandable but intolerable, because the meaning of confidence is when it is not yet successful.

If it is successful, everyone will have "confidence", but this confidence is not so precious. What is valuable is not self-confidence because of success, but self confidence and success. The reason why confidence is valuable is the conviction and conviction of the goals that have not yet been achieved. And many people's habit is: when they are not doing something, they are full of confidence, they dare to think anything, and always think of failure when doing something. The more we focus on failure, the more we fail. There can be dreams for work, but no illusions, anything and opportunities are full of challenges and frustrations. For the "ideal state", what we need is our pursuit, not waiting. Before success, it is important to have a firm belief that if you don't have enough strength, it will be hard for you to have much lasting strength.

Objective handling principles

The above objective analysis is to hope that the novice salesperson should not lose the "small" or "false" truth, and use the energy of the salesperson in meaningful work. But no matter how we define and analyze, the shortage of products is a fact. We need to emphasize and grasp the following principles:

The first is the principle of non deception, which is our basic morality and our professional responsibility. When a customer asks for a product, he should answer it truthfully. If it is related to the core interests of the client, you have to take the initiative to sue it. But the nature of the answer and expression can be controlled, and the sensibility of perceptual things is described, rather than the lack of color. It is objective to tell customers that both sides are positive and negative, real customers will be "convinced" by your honesty. So what really tests us is not the lack of products, but our attitude towards it.

The two is the principle of duty responsibility, that is, we need feedback to the department heads for the shortage of products. For some consensus reached in the Department, we have the obligation to respond to the product departments, but this is not the reason why we stop our footsteps, because we still need to see our responsibilities and goals more. We must not forget this, otherwise we will make a directional mistake: our occupation is not to pick up the deficiency of our products, our mission is to use the interests of our products to help our customers. Since we are using products to help customers solve problems and achieve their goals, we must try our best to achieve the maximum docking between the interests of the products and the customers' demand points. When the customers "take it for granted," we need to help correct and give some valuable suggestions to achieve the customers' consumption and purchasing goals, not just the customers' "recorder".

The two is the principle of precise positioning. We should not only be responsible for customers, but also be responsible for products. Only in this way can we be responsible for the business and ourselves. When faced with too many customers' "egg pick bone", we will see if we match the wrong object, and whether the customer's demand is really in line with the interests of our products. If the match is wrong, no one is wrong between them, but our professional matchmaker is wrong. Therefore, we must do a good job in product positioning, precise and good customer range.

Positive effects of sales

As a salesperson in sales, the most feared thing is to fall into the "insufficient door". Whether it is the sales process of a single customer or the sales stage you are in recently, if you fall into this kind of effect circle, you will be hard to extricate yourself. Finally, only "retreat" step by step. But here you have two choices. One is drowned by "spit" surrounded by it. Another option is to use "spit". Because of the lack of products, "spittle flying" is a symbol of wisdom and relief for customers. The so-called "too many goods are buyers", so you can first listen. And what you have to do is to make the customer really love this product, because once he falls in love with a product, he will tolerate the objective shortage of the product. So do not always pay attention to the shortcomings of the product, instead of answering the series of trap questions that customers ask, but FM to emphasize the "glamour points" of products, so that customers will fall in love with your products.

So what we really need to do is to actively strengthen product advantages. Like western fast food, although the global "junk food" and lists several hazards, but it can not prevent its rapid development, because he sells is actually a feeling of atmosphere and a culture, although catering services, but here is not to satiate, but to enjoy its "charm point" - special atmosphere.

"Smoking is harmful to health" will be written on every packet of cigarettes, but it will never become the theme of cigarette advertising, but the symbol of "man" and "taste" are constantly showing. It is even more important to turn the "insufficient" into the "idiosyncratic" sale of the product, which is called "spotted Apple selling spots" and "wrong book competition correction". The advantages and disadvantages of products (collectively called "characteristics") are objectively existing because of the specific needs of customers. And we have to sell the advantages of products (interests), customer procurement is also the advantage of our products (interests), this is an indisputable fact. Just as a bank is poorly decorated (lacking in packaging), why are there many depositors, because it is very convenient for them to be very close to the people. Of course, although there are still more advantages and disadvantages, another bank is far away, but the benefits are also good, because it is well decorated and well served, though there are more advantages and disadvantages. And what customers buy is most beneficial to them.

Whether it is for a person, a thing or an object, it is always easy to see, think or find out "insufficient". Therefore, we always look at the problem through "shortcomings" and turn a blind eye to the beneficial advantages. So, focus on what you find and what you will find. If you focus on the advantages of the product, you will love your product and your work more. You will find your greatness. What you get will be a positive and positive working state. If you focus on your goals, believe that a little hard won't be easy, even if you do not exist, you will find all kinds of ways to achieve your goals and get what you want.

Human needs progress, life needs to be improved, and products are constantly upgrading. This is the trend of the times. We need to be fastidious about consumers and specialize in R & D personnel, and the main task of our salesmen is to create the value of teams and their own labor and give full play to the current value of products.