The Three Realm Of Salesman'S "Being Human"

Core concept: those who have the courage to say "you give me leave" can really become leaders.

The first is "surround people".

Primary sales are mostly at this stage.

As the name implies, the so-called surround people are more likely to be surrounded by customers and then sold in a desperate way. During this period, they should master similar abilities: customer excavation, proximity to customers, promotion and purchase, and so on. They are more like a businessman, so long as they have money to make money no matter how hard they are, they will continue to catch up.

Many health care products adopt the strategy of surround people. For example, there was once a very large health care product company, whose sales revenue was 80% sources and the form of conference marketing. The so-called conference marketing was basically a well-designed trap. As long as the consumption went to the meeting, they went into the four corners of the market, or the salesmen who were clear or dark.

At a customer briefing session, 60% of the sales staff were their own sales, or they were the ones that came at a high price.

Lonely customers are like falling into a terrible trap and quickly torn by those who are being gathered.

When they understood it, all the money had been taken away.

This is an example of the typical "circumference" strategy.

In reality, this is only a very extreme case. Many salesmen are not exactly the same, but they have more or less the problem of "surround people".

Such salesmen, who are mainly based on the idea of "surround people", will be regarded as mercenary businessmen by customers. The lack of necessary trust between customers and them is a simple monetary relationship. This kind of low value products and small batch enterprises can still be maintained. But for high value products or high technology content, or long term after-sales service products, such a "surround" approach must be very inappropriate.

Nonetheless, all salesmen should be masters of the tactical action of Wai Man as a base, and they must not be regarded as the ultimate goal of selling for human beings. That is the stupid question of "living for food".

The second realm is "Wei Ren".

The concept of dimension is to maintain. The so-called maintenance is to establish a long-term stable relationship, not simply a buying and selling relationship. Their friends are likely to be friends, partners and parasitism.

This level is undoubtedly much more advanced than the previous level.

In addition to the contents of the above type, the salesmen who are good at selling people should also include such things as the above types should include, such as demand analysis, relationship control, decision-making process management, crisis management and so on. This way is respected by many salespeople and even enterprises, especially high value goods, or products that require complex technology and after-sale services. This kind of sales connotation is particularly important. They do not encourage "drying up and fishing" but emphasize "long line fishing for big fish". Their ultimate goal is still to get more surprises.

All the sales of big customers must be the master of "Wei Ren". There used to be a company that was a fire fighting equipment and material company. Their customers were always very large construction projects. Because the value of equipment was high and the cycle was long, the decision making process of both Party A and Party B was very cumbersome, sometimes involving two or three or more people.

Any slight negligence during the period will result in the waste of the project, so the salesperson must carefully observe any person they touch, including their relationship, rights, preferences, and even their family preferences.

In order to decide how to win their trust and favor.

In the face of such a large business, too much impatience will cause great unrest to customers. Long term relationship maintenance seems to be the only way to build customer trust.

Therefore, the company is sober aware that they need to build a strategic relationship as an important resource.

All kinds of means conducive to exploring and building long-term relationships will become the focus of investment.

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Uighurs are a big step forward than "surround people", but there is still no escape from their business.

Many people who believe in customer relations will eventually find that this kind of customer relationship is a sand dune built on a huge cost. All stakeholders will abandon their former friends without hesitation, in the face of better choices or crises to their immediate interests, because they are very clear that the so-called relationships are all in each other's needs, and once these mutual needs become less important, great changes will take place.

Therefore, "Wei Ren" is still a variety of mercenary. It is still in mutual use and buying and selling relations. All the enterprises who live by this means will come to an end sooner or later.

The third realm is "being human".

The highest level of sales is to learn to be a salesperson, not only to sell products, but also to sell them.

It is relatively easy to evaluate a product, but it is very difficult to evaluate a person.

Through a person's conduct, we can have a thorough understanding of a person's character. In the final analysis, the problem is what the salesperson should pursue, that is why the customer can respect our problems.

The core of man is that gentlemen love money and have a way.

Whoever earned money will earn a clear conscience and be able to create value for others.

Vanke's Wang Shi once said: we never make more than 25% of the profits.

Is it really not earned? For example, the profit is 40%. After 25%, 15% is left, and the 15% profit is not.

The understanding of this sentence should be: 25% of the profit is the customer value created by us, which is what we should get, and the rest is opportunity, better and nothing.

In sales, we must be honest. What is called reality is how much value we can create, how much money we need, and if we have the idea of doing business and doing business to complete sales, such sales will always be temporary.

Sales should create value beyond the product, that is, the product will sell more money because of your existence, or you can sell more goods because of your existence. This is the value of salespeople. This value is recognized by customers and can be measured by money.

People should also emphasize the principle of being a man, that is, what things can be done, what things can not be done, what money can be earned, what money can not be earned, all these are human principles, and those who do not have principles will not be respected by others.

Any person should have the lowest moral bottom line, including the bottom line of the profession. Under the guidance of this moral bottom line, being able to persist in unremitting efforts for a long time will set a very clear mark for one's conduct.

Different salesmen are different in their realm, but no matter what kind of state they are in, we have the responsibility and obligation to lead them to a higher level. They will continue to practice in the hard sales process and finally get the fruit.