Eight Mistakes Easily Made by Novices in Sales

How to give gifts in sales, how to face customer rejection, how to chat with customers, how to obtain customer information, how to judge whether the information is true or false, how to serve customers, how to grasp the contact frequency with customers and how to complete sales tasks. This article tells you how to avoid making mistakes in an easy-to-understand way.

1. For the vulgar cognition of gift-giving, it is not attentive and intimate;

The vast majority of sales believe that the essence of giving gifts is to give money, especially some glib people who sell large-scale projects now have such a deep-rooted misunderstanding. As a sales veteran who has been fighting in the front line for more than ten years, I want to say: TM is simply sending money. Who wouldn't send it? Simple is more than who sends it, and it's over. What else do you need to sell? By the way, every time you quote, don't we just give 350 thousand?

Pay more attention to sales and see what customers like. This is a private demand, which has nothing to do with the public interest. People's behavior comes from two points, one is demand, and the other is like. Everyone always has his own hobbies. According to his hobby, we send some small gifts and give our customers intimate feelings at the same time.

This requires salespeople to observe and think more, and the time and energy you pay can reflect the value. Many sales talk to customers about kickbacks and red envelopes at the beginning, just like pursuing a goddess. Three or five days after they met, they told each other that I had prepared a bride price of 500 thousand for marriage. It's strange that people at the bottom don't think you're crazy. The more expensive the gift is, the more people are afraid to accept it, and there is a dilemma that TM gifts cannot be sent out.

The first thing is to gain each other's trust. China people pay attention to courtesy rather than affection, and show our friendship with heart. I once had a client who invited his wife and children out for dinner for the first time. In order to get familiar with them, he gave them some teaching AIDS and sealed a small red envelope for the New Year. A year later, I mentioned this to my client. I said, should your family take the senior high school entrance examination this year? The customer was very surprised. Why? Because I still clearly remember the name of the other child, what kind of heart it is. Since then, the order has never been broken. As long as there are projects, they are all for me.

Therefore, the essence of giving gifts is equal to giving care and intimacy. Let me ask: have you become the intimate little cotton-padded jacket of the customer?

2. Always talk about the company and products with customers;

Every time I visit or call a customer, I just talk about my products, projects and contracts. Sometimes I feel uncomfortable, but what should I do? Can't chat. It is not excluded that some people are naturally extroverted and can chat with customers quickly, but they are still silly and introverted. You can practice. How to practice?

There is an eternal topic-weather. For example, the water level is rising all over the country. Do we care about our customers? What is the situation there? Is life affected? Does it affect children's schooling? What is his hometown like? Are his parents safe? A three-minute phone call just cares about the customer and his family. Let's not talk about the rest. The client is not stupid or stupid. He knows what you're calling for. We are so diligent in contact that we want to occupy the position of the first supplier in his mind.

Some people say what if there is no flood? If you don't think, there is really no one, just like the topic of the previous interview. It's very hot in summer, remind him not to get heatstroke. It's hot. Let's eat something and send a message later.

In short, be vague about your sales proposition. Once you know your sales proposition, customers will inevitably play dumb with you, want to do business, and there is no way to be sorry.

3. I don't know how to distinguish key customers, grab my eyebrows and beard;

Not only salespeople, but also many people in the workplace make mistakes. Not everything requires us to allocate the same energy. As a result, everything was done, but nothing was brilliant. The current workplace does not require you to be comprehensive, but requires you to have a core advantage of your own and be able to stand in any enterprise.

That's a little biased. We treat our customers in the same way. The "28" principle exists on any occasion. 20% customers contribute 80% of the sales, so we should focus 80% on 20% customers. In this way, you have always caught the core customers, and the core customers can also bring you continuous recommendations, and your performance will certainly not be bad.

How to distinguish key customers? Look at the scale of customers, the position and influence of customers in the industry, and the development trend of customers, which can be used as judgment conditions. If you think too much, you will definitely catch the core customers.

4. After signing the contract with the customer, it will be gone;

This is very similar to the contract in today's society. A lot of sales are just to have a good time, not only for commission, but also for a sense of accomplishment. Not after signing the contract. Then, customers just have a little affection for you. After that, your son disappeared, and he didn't show up much and didn't contact much. This TND is so irresponsible.

No one or thing in the world exists independently. Does the person in charge of the customer have his own connections? That's it, and the customer relationship has been maintained. Did the customer bring you some recommendations? The customers they introduced were all more than ten sentences. Why not start with the maintenance of old customers, spend less energy and cost, and get more benefits?

Generally speaking, when we go to a company, the superior resources are basically not yours, and it looks like a particularly poor market for us. What should we do? Quickly review the company's previous contracts, see which key old customers are in the area, immediately seize them and establish good contacts, and visit them frequently to gain their trust and recognition, and then wait for referrals.

5. Always complaining and not knowing how to solve the problem;

Today, many new sales accuse the company of incompetence, unreasonable leaders, insufficient cooperation from colleagues, poor product technology, too high price and too difficult customers. It's all a problem anyway. I haven't asked myself what I can solve.

There is nothing perfect in the world, even if there is, just like the millions of lottery tickets. Are you fucking lucky, brother? If not, why not solve the problems that can be solved now? Solving a problem saves an annoyance.

Instead of following a wave of losers with poor performance, people who are always complaining and accusing are doing seemingly profound discussions there, and finally feel that the status quo cannot be changed, then concentrate on solving a problem. Righteously say: start with me.

For example, the goddess said that the baby was unhappy today. After you have inquired back and forth, you will criticize with her how things are bad and how there is something wrong with your character. Besides hurting the goddess again, is there any other positive energy? Is the goddess happy? Why don't we, uh, go to the movies another way? We go to eat delicious food, we go shopping, and we go to buy buy to buy it.

6. Can't find their own advantages and fully stimulate them;

A lot of sales, like I did at the beginning, have to engage in sales work. Of course, I want to earn more money for my goddess.

But once in sales, I found myself unable to speak, introverted, shy and timid, and all the problems came out. As a result, after several customers ran down, they began to define themselves and label themselves. Am I suitable for sales? But in this case, it is often going downhill.

How to break it? Many people like to hear success stories, tragic birth and success stories. I have to say that everyone has their own characteristics. You can play introverted, just like on the basketball court, there are centers and guards. The centers have their own heights and the guards have their own flexibility.

We are not good at talking, so let's talk less or prepare in advance. What problems do customers often have? We don't do things that we can't brag about, and our self-confidence will improve after a few times. Over time, we will accumulate more and more answers to questions, and the answers will become more and more subtle, so we will naturally be less nervous when facing customers.

Of course, for many people, it is not that they have not found their own advantages and highlights, but the last point of this article-laziness.

7. No champion habit;

After leaving school, many people rarely pick up paper and pens. They all completely believed in their clever heads, and when they finally found something to remember, they were completely dumbfounded.

A good memory is better than a bad writing. Let's start from this point for those who just do sales. Now many enterprises strictly control sales for this reason. We keep a good record of the customer's relevant information, which will definitely be used in the future. If you can clearly tell the time and place when we first met after knowing the customer for several years, how would you feel if you put yourself in the other's shoes?

Taking notes is a habit. I wasn't used to it at first, and I found the benefits only after I tasted the sweetness. Those old sellers who boast about cowhide every day, if their performance is really good, will not show it to you on the surface, and there must be their own sales notes behind them. Fortunately, in the first company I joined, all employees had to write two work notes by hand, one for the company and one for themselves, so I kept this habit for a long time.

Another habit is to concentrate on solving a problem in a very short period of time, which is the standard action of enterprises such as Lei Jun, Zhou and Internet celebrities. Zhou called his name single breakthrough. As a result, we did a little, but we couldn't do anything well. This requires long-term training, and when facing the most critical and important problems at this stage, actively eliminate other interferences.

For example, I just entered a new company and have no customer base, so the first action is to spend ten days and a half months trying to find customer resources and try every means to raise the customer base first. As for the words and gifts, we will solve them later. When doing things, you should consider doing everything thoroughly, instead of being enthusiastic for three minutes and finally letting go.

8. One word: lazy;

This is the key to all problems, but any successful person must be diligent in thinking, thinking and practice. Think of others every day and make a move, which belongs to those who deserve to starve to death. The business model is constantly updated and the market is constantly changing. As far as sales are concerned, it is necessary to keep innovating in order to be in an invincible position.

It's also important to do it. In sales, don't fish for three days and dry the net for two days, but be diligent in visiting customers like other jobs. Only in this way can we sum up more rules and bring more help to our sales thinking and ability.

At this point, I can guarantee that few people can read it and forget it after reading it. Most people are still the same. But it can bring some gains to several people.