A Cowardly Salesperson Learns Robbers.

　　 All Sales training The most basic content is to eliminate the fear of new salesmen! What are they afraid of? They are afraid of talking to strangers, afraid of saying wrong, afraid of being laughed at, afraid of being rejected, and afraid of being looked down upon by others.

　　 The only purpose of all sales training courses is to eliminate the inferiority complex of salespeople. Do you know how many sales people have inferiority complex? If you have the courage to answer 50%, I tell you that your courage is too small, at least more than 80%.

Do you think such training is necessary? Do you think such training is very effective? To tell you the truth, such training is not necessary at all, and it has no practical effect at all. When you see those salesmen who are passionate in training, they bump into the market like flies. When you see those sales people who communicate with customers, a product is not sold to customers; when you see those pairs, Customer The salesmen who pour tea and bow can't get the last penny, so you can see how ridiculous the so-called training is!

There are ways to get these. Salesman Quickly mature and become marketing. Elite Yes, you can. You just have to make them understand: "you're a robber. Who are you afraid of?"

If you are a robber, you will not be afraid at all. Only people are afraid of you. If you are a robber, you do not have to humble yourself in front of anyone. Only the inferiority of others in front of you! You've seen someone talk to the robbers: "I only have 500 yuan here, you take 300 yuan!" you have seen robbers robbing people. First, ask, "this is 100 Jin. I went back and found that I lost 1 jin. I must come back to settle with you."

This is the fact: in the logic of sales, you can't jump out of the vicious circle of "bargaining and losing a few pounds"; but in the face of robber logic, this vicious circle is simply unacceptable! The logic of marketing robber emphasizes three basic principles of practice, which is a thorough subversion of sales logic.

First: much more than asking.

At first you think salesmen must be a good talkative, so you keep trying to convince others, but eventually you will find that you can only convince those who want to be persuaded by you. Later, you think that salespeople can not just say, but also learn to listen and listen carefully. You feel the discovery of the new continent, but eventually you will find that you can hear it, just what people want to tell you! Have you ever seen a robber chattering with others about their own strength? Have you ever seen a robber patiently listen to your growth process? No! The logic of a robber is asking, "how much money do you have? Where is your gold bar hidden? What is the password of your bank card?"

Therefore, "Persuasion" and "listening" are both the logic of sales; the logic of marketing is fastidious about asking questions; many entrepreneurs only have primary schools to graduate, and you think they have more than ten million worth of unimaginable value. Every entrepreneur seems to be a living computer. They know everything. But when you get close to them, you will know the secret of their success: ask! Keep asking! Ask the teacher, ask their friends, even ask their peers. To put it simply is to ask questions and make big money! Ask more questions and learn how to ask questions. It is a leap from selling logic to marketing logic.

Second: more than enough.

The logic of sales is used to show strength, plan the future, and describe the future. Then talk about what should be done before; always used to tell the customer in advance, how much I have, what can I give you, and then what I want? This may be useful for the first contact, but if you use this logic every time you visit your customers, you will pay more and more, and get less and less, because you can know all the people you can give before you want something.

Robbers never talked about anything: "take out your wallet and take off your watch. There are earrings and rings!" the robber's logic is: "the more you want, the more you get." The logic of sales is to be given first; the logic of marketing is to give first; if not, it will not be given. You dare not ask, can not ask, you give more is also white.

Third: why not explain why?

Salesmen were asked why too much! Why are your products more expensive than others? Why do people not reduce their prices? Why do they sell more varieties than I do? Why do they sell more widely than I do? Salesmen explain and explain constantly. The biggest problem of sales logic is always hoping for a reasonable explanation, but never giving customers a satisfactory answer! No one ever asked why robbers robbed! Everyone saw why those who stopped themselves with their faces and took their knives and knew why! The logic of sales is constantly changing the way of interpretation; but the logic of marketing is different, and the logic of marketing is not to explain as much as possible.

Salesmen think about the loopholes in drilling company policies every day, but the greatest magic weapon for marketers is: "company regulations." These four words are the best explanation of marketing. The premise of marketing logic is that salesmen must dare to inform and enforce the company's regulations in a strict sense. Salesmen do not need to explain why the regulations are so. They only need to tell the customers the specific content specified. Fundamentally speaking, sales logic depends more on the personal capabilities of salesmen, and marketing logic relies more on the comprehensive capabilities of enterprises.

　　 If you really want to achieve a leap from sales to marketing, please remember: you are a robber, who are you afraid of? Ask more!