How Do Sales Novices Complete Their First Order?

Recently, several trainees sent me an email to tell me about the current distress: they didn't sign a single deal for one or two months. Among them, they graduated from college and went to work for the first time to do sales. They used to work in other jobs for sale, but they had done sales but transferred to a new industry and new company.

Compared with new industries and new companies, everyone is a new sales person. In the process of training, they all showed a positive attitude and high fighting spirit, and enthusiasm for sales. But in the next 1-2 months, I call it the "sales loneliness period". We all have to accept the severe test: can we get started? Can we go out and continue to stay in the company? The reality is that we have done a lot of work during this period. We have made countless telephone calls, talked a thousand words, and visited many customers. We all think we have made great efforts, but those "damned" customers do not buy accounts. In particular, some customers are very enthusiastic and can chat with themselves, but they are often denied when they pay the bill. At this time, the watershed will appear. Many people will not be able to stay away from the company or even leave the sales industry.

How to get through the "sales loneliness period" is a question that every salesperson should seriously consider. Of course, we do not rule out the "dog shit" friends, do a few days to make a list, you carry bread with three days hungry people, luck is really good. But this is only a special case.

At this time, we must be calm and not blindly calling. visit Customers. First, identify the key customers who have come into contact with these one or two months, analyze them carefully, find out the reasons for not doing business, then focus on solving these problems around these customers.

Generally speaking, you have been in contact with customers for so long, but there are several reasons why customers are still not determined.

1. customers do not have a thorough understanding of your company, product or service, nor have you really understood your product. service What benefits can he bring to him?

2. customers do not quite approve and trust you.

3. you do not have a firm and firm action, and do not urge the customer to make up his mind.

4. you didn't dig out the real needs of customers.

5. you have not provided him with the recognition that he has helped. Solve Scheme;

6. customers hesitate to buy now or later.

7. customers are worried about the effectiveness of products or services and how much benefits they can bring to him.

8. you do not pass your confidence in products or services to customers, or you lack confidence in products or services.

9. the value of your product or service is not in place, causing customers to hesitate in price.

10. you did not give the customer a unique reason: why should you choose?

I list these reasons for your reference. As long as you think seriously, you will find more reasons.

Buddha said, seeing the origin is the law. To solve the problem, finding the reason is the most important first step. The real reason is found, and the solution to the problem should be solved. The mistake we made many times was that we did not find the real reason. You made a hard effort to get rid of the horse's mouth.

The most easily made mistake of the novice salesperson is to do things blindly, lack of serious and deep thinking, waste time and energy in blind busyness, and kill themselves half and half, especially the argument that "successful, crazy and simple headed forward" advocated by some "master of success" is harmful. The ultimate result is that the enthusiasm of selling just now is exhausted, confidence is not enough, and there is no opportunity to experience.

I have always advocated that no matter what you do in the future, you have had one or two years of sales experience, which will be of great benefit to your future career and even your whole life. Therefore, the novice must hold on in the lonely period.

In fact, there are many things in life that are incredible. The first order of sale is a layer of window paper. Once you open it, it may be very smooth. There are too many examples around me. So, when you have been rejected by countless customers for one or two months, as long as you are calm headed, serious analysis, hard work and perseverance, your first single customer is among those who refuse you.

Remember that: don't say no to yourself. Everything is possible.