A three sentence deal!

A three sentence deal!

Speaking is an art, sales is a discipline. Do you know about sales? If you ask this question to 100 salespeople, there may be 100 possible answers. Everyone will understand this issue from different perspectives and with different thinking. Perhaps some people would say that sales are sales, just like eating, dressing, and sleeping. What's there to understand? But in practice, it has been found that different understandings of sales are actually related to the performance level and self-improvement space of sales personnel,

Let's take a look at this example:

A Jun, I have been in sales for 3 years and have switched to 5 different industries. My performance is average and I don't have much savings. Despite working in sales for 3 years, I am still worried about my livelihood. He always can't figure out why he can't do such a simple job of selling products well, as it's not cutting-edge technology?

B Jun, I have been in sales for less than 2 years and have switched to 2 different industries. My performance is good and I have a certain customer base. I have become good friends with many customers and my current income and savings make my life very enjoyable. He believes that sales work is very knowledgeable. To do a good job in sales, it is not enough to just endure hardship, but also to use one's brain.

For Mr. A, sales is a simple task of selling products; For B Jun, sales work is very knowledgeable, implying that sales is not just about selling products. With just one thought, the outcome can be vastly different,

Someone may ask, is A wrong? Isn't selling selling products?

A is not wrong, it may have been right 20 years ago. But times are changing, environments are changing, and people's concepts also need to change. Every one of us who works in sales also needs to re-examine whether our understanding of sales is suitable for the changed environment.

I always feel that it's difficult for a person to do something well without fully understanding it. The same applies to sales work. It can be said that the more comprehensive and thorough your understanding of the job you are engaged in, the greater your confidence in doing this job well.

Regarding the understanding of sales in the modern market environment, different people have different opinions. I have summarized it into the following aspects with the aim of sparking further discussion with everyone.

1. Digging demand. Sales are based on discovering and meeting needs. When we sell products, we must meet the needs of our customers. Selling without demand is a form of forced selling or deception that goes against the essence of sales. So in our sales work, we need to focus on how to discover customer needs and meet them with our products or services. In practice, some needs are explicit needs, such as taking medicine when you have a cold; And some of the needs are implicit needs that customers themselves are not aware of, such as the need to supplement vitamins and other nutritional supplements for weak bodies, which requires salespeople to explore these needs. Focusing on discovering and exploring customer needs rather than selling products is a key factor for us to excel in sales and improve performance.

2. Putting ourselves in the customer's shoes and thinking what they want~Sales pursue a dual point approach, where we sell our products, earn profits, and customers benefit or solve problems, both parties are happy. This requires us not to harm the interests of customers for our own benefit in sales work. For example, in practice, we often see salespeople resorting to any means necessary to sell their products, making a one-time deal. This will not only affect the image of the enterprise, but also cut off its own financial path.

3. Selling is about winning in competition. The intense market competition has made us salespeople feel powerless. Many friends who have been in sales for many years always like to mention back then: how easy and relaxed sales were back then In the market, we can hardly find anyone selling exclusive products, and customers have more and more choices. At this point, we not only need to consider how to sell our products, but also how to win back customers from competitors. So we must carefully study our competitors, know ourselves and our opponents, in order to occupy a place in the market. But many salespeople only know about their own products and have no idea about their competitors. How can you make customers believe that using your product is the right choice?

4. Selling is a long-term behavior. Many salespeople, after completing a transaction, are like kites with broken strings, disappearing without a trace. The promise I made to the customer was also forgotten, as I have already received the money. Little do we know, most of our business comes from old customers. When doing the first business, you should think about how to do the second and third transactions with the same customer …. How can this client introduce themselves to other clients. At this point, after-sales service is crucial. Many salespeople have been working in sales for several years but do not have many customer resources. Who can be blamed? Just like how black can break rice, breaking one and losing another, it takes up a lot of time, exhausts half to death, and the performance cannot improve.

5. Learn to listen~Sales is effective communication. Many failed sales are not due to poor product quality or lack of customer demand, but rather due to insufficient or improper communication that prevents both parties from reaching a consensus. Many salespeople tend to chatter incessantly when facing customers, forgetting that communication is an interactive behavior between both parties. A person who is unwilling to listen to others' voices cannot communicate successfully. Faced with a dazzling array of products, consumers are becoming increasingly rational. To make customers pay for your product, only by dispelling all their doubts can it be achieved. Communication is crucial in this process.

6. Learn to ask questions. True sales are not about being eloquent, but about knowing how to ask questions wisely. A person's wisdom does not mean that you answer questions comprehensively, but rather that you ask questions cleverly. There is a story about a sales expert who sold a chair to someone in three sentences: Why did you buy this chair? How much do you plan to spend on buying this chair (because my office is missing a chair)? ($50) Okay, deal!