Let's sum up some mistakes that salespeople often make. Let's encourage each other. I think people will succeed if they make fewer mistakes.
The first common mistake is that you are not confident enough or overestimate yourself.
Insecurity is a common problem for novices. They feel that they have no idea how to express themselves when visiting customers, how to communicate, and how to recommend themselves.
Of course, if you visit more customers, it will be clear, but what should new people do? My suggestion is full preparation.
To be honest, friends who often visit customers may know that sometimes when they go to the customer's office, they often speak a few words. They often come out before they know it. How to make good use of these ten minutes is a great knowledge.
Many excellent salespeople have prepared for the ten minute performance for 10 hours or even 10 days.
From the customer's age, gender, preferences to the customer's interests, conversation methods, etc., we have made preparations. More importantly, we have prepared for the questions that should be asked around the customer's needs, how to ask them, how to express them more accurately... and so on.
In fact, although these may seem complicated, if you often let yourself follow this principle, you will become proficient in the operation.
Similarly, overestimation of oneself is also very harmful, which is often manifested in immodesty and arrogance, causing customers to resist.
Both are questions of mentality.
The second common mistake is: not patient and meticulous enough.
In fact, sales is not just talking to people, but simply expressing themselves. It also requires a tough character and careful mind.
Patience will enable you to guide customers to change their mind slowly. This process may be slow and hard, but it is necessary. Patience is especially important. A quick and noisy attitude will only scare customers away or make them resist.
The third common mistake is not to plan and summarize.
Now most companies will ask sales staff to make plans and summaries, some of which are monthly plans and summaries, and some of which are weekly plans and summaries. Only with a clear plan can we have a clear idea and action.
Some employees sit in a daze every morning when they arrive at the company, and then think about what to do today. It takes them a long time to remember that a customer has not been contacted for a long time.
So I called the customer temporarily and said that I would visit him. After finishing the call, I hurriedly collected the information and rushed to the customer's place. I sent the information and said a few words until I returned to the company in the evening to do business...... Hehe.
Think about whether such sales work is useful? Even if we go out to visit customers every day, it is certain that the sales staff's performance will be zero by the end of the month.
The fourth common mistake is that you don't look up at the road and don't have enough time to study business.
Many salesmen are very busy all day, visiting three or five customers every day, which can be said to be very diligent, but it is strange that his sales volume is not ideal at the end of the month (especially project sales, which is not applicable to fast moving consumer goods or products with low value).
Why? I feel that he did not find the right direction, aimlessly searching for customers, aimlessly visiting customers. This method is also wrong. Look at those excellent salesmen. They often go out only two or three times a week, but the sales performance at the end of the month is very good.
I feel that sales is not just hard work, but also need to use your brain. So we must always look up to see the direction and then work hard.
The fifth common mistake is the lack of ability to search for customer details.
Many salespeople have visited this customer for no less than 10 times. When you turn around, you ask him how old this customer is? He hesitated for a long time and couldn't answer. Finally, he said that he might be in his 40s.
In fact, these are trivial matters, and there is no need to study them carefully, but we can see how much a salesperson has studied customers.
Imagine that you don't even understand some basic information of the customer. How can you expect him to negotiate millions of orders with you? Why did he come to trust you?
The sixth common mistake is that selling products depends too much on price factors.
In fact, 80% of customers choose you, and you are not the only one who values your price.
If we can only win customers by lower prices than others, then the company does not need to find undergraduate students to do this, and primary school students can also do it. ha-ha.
Therefore, too much reliance on price is often the performance of too single means and poor sales skills.
The seventh common mistake is that the customer's procurement (decision-making) process (process) is not understood.
Many salespeople fail to clarify the relationship between the people in the complex customers and the process through which these people complete the decision-making process. This kind of mistake is 100% failure in the face of large-scale bidding.
In fact, there are only one or two key figures for the most complicated customers, and the others are false or unimportant, which can be ignored.
In sales, newcomers often treat a person as God when they see him in the customer's place, and then serve him carefully for fear of offending. In fact, this is not wrong, but it is wrong if you do not highlight key people.
The eighth common mistake is to promote your products too early.
This is easy for most people to commit when doing project sales. Salesmen are often anxious to expose their product features and product program advantages to customers, but in fact, most project sales are carried out rationally.
Premature exposure will only become the target of an opponent's attack or the object of customer research, and will also expose the shortcomings of your product prematurely.
When appropriate, it is very critical to bring out the characteristics of your products and give your competitors a fatal blow.
The ninth common mistake is to talk too much and listen too little.
In fact, this is a common problem of many novices. After arriving at the customer, it is just a description, from their own products to their own company
After that, I came back and asked the customer what his opinion was? He doesn't know what the customer needs, and he doesn't know... Let's ask him, what are you going to say next time when you go to the customer? ha-ha.
The tenth common mistake is not to do after-sales follow-up.
After the product was sold, it disappeared. The customer felt that your product was very good. He wanted to recommend you to a friend of his, but he couldn't find you. ha-ha.
In fact, this is very stupid. Visiting these customers who have bought your products will save you a lot of energy and achieve better results than finding new customers.
If you dare not lose anyone in your life, is there any hope in life?
