Win self-fulfillment sales

What is the No. 1 killer in sales and sales? It is neither a price nor a recession, nor even a competitor or unwilling to buy a customer or potential customer. Whether you believe it or not, the number one killer is the timidity of professional sales staff visiting customers. George Dudley and Shannon Goodson, who specializes in customer visits, said in the report that sales staff who did not succeed in the first year of sales work, 80% of potential customers are ineffective. In sales activities, customer recommendations are essential. Even senior sales professionals rely heavily on potential customers recommended by existing customers to launch sales activities. In this process, they often make considerable efforts and get a good return. Fear of self-promotion will lead to those who are competitive to be far below their expected level in terms of job improvement, salary income, and public recognition. The best job doesn't necessarily mean the best reward. The best reward often belongs to those who are good at selling themselves and promoting their performance and ability. Who are the top self-resellers today? You can see from all walks of life that the most famous in the public eye is not necessarily the most outstanding in their work. American basketball stars Dennis Rodman, singer Madonna, and US President Bill Clinton are both talented people. However, many others have higher skills in their respective industries than the three described above, but in terms of reputation and income, it is much lower than them. He liked to dye his hair into colorful colors, so that he won the attention of the public, but not necessarily his skills or achievements. Hidden enemies Fear of Self-selling behavior, expressed as the customer's timidity in professional sales. It appears in multiple forms, causing different degrees of damage to the performance of professional sales staff. Sally is a persistent salesman, but the sales performance has never reached the first-class level. She is preparing a sales plan and will promote it to a new potential customer in two days. She has modified the plan more than 10 times and is checking whether the print is wrong. Later, she will prepare for a demonstration. She will write the main points on the notes for practical use or drills. All these are made on the sales workday, and the sales workday is the only time she gets in touch with new prospects. This kind of preference is always in preparation but rarely put into practice. It is a manifestation of timidity of visiting, known as "over-Preparation ". Ryan always strives to present the best image to his customers and prospects. He is arrogant, professional in style, and meticulous in materials and transportation. When he went out to meet potential customers this afternoon, he would stop and clean his car away to maintain his image and thus sacrifice the time for interviews with customers. This is also a timid trend in sales visits, known as "over-professional ". Judy's product features and prices require her to be in contact with the Chief Executive Officer of potential customers. She was very upset about this, so she was very creative at work and began to deal with purchasing agents, human resources managers, and anyone else who was willing to talk to her. She can easily establish a harmonious relationship with these people, but somehow she is not always in touch with the president or the boss. Unfortunately, unless otherwise specified, only the top-level talents can decide to buy what she sells. Judy has a kind of "social inferiority consciousness" tendency, which is another form of timidity in sales visits. It is marked by reluctance to contact people at the top of the social economy or in power. Jack sells financial products. He knows that the sales performance is best by holding free seminars to potential customers. He saw his colleagues in the same position grow in sales after holding seminars again and again. Despite this, he insisted that he only reach out to one potential customer each time and promote his products one by one. His kind of reluctance to promote in public is another form of timidity in sales visits, known as "stage market ". Where is the greatest damage? Fortunately, you can take several specific steps to deal with the timeness of customer visits in yourself or your sales team. First, use the following method to find the biggest damage that timidity brings to you. Observe the sales activities carefully to find the trend and tendency. It is not difficult to locate the overall defect of the sales activity, which indicates that your team has the above problems such as sales timidity. Check specific problems, such as customer recommendations. The lack of such information may result in rejection of customer recommendations. That is to say, existing customers are not required to promote other customers, or they are not well tracked. Some sales staff tried to cover up this fact and argued against it: "customer promotions are not good for my industry/customers ." Pay attention to the observation during sales visits. Should I know the customer's business in a timely manner? Are you or your team members embarrassed to ask? Do you end your sales as a sales manager? Sorry, it is common to ask customers to place orders. This kind of reluctance to make a sales visit is called a "withdrawal Tendency ". Check whether potential customers can be contacted by phone. If "telemarketing" is important to you or your sales representative, check the call frequency and quality. When you find that this is not strong enough, it is very likely that the sales timidity has penetrated into telephone contact, and even has a clear negative impact on senior managers. Make a sales preference evaluation. This is an effective tool that can quantify specific difficulties and propose reasonable steps to overcome the problem of timidity in sales visits. This method also provides evidence to show your sales team the overall picture of areas of improvement very objectively. Remedies Once you have discovered and evaluated the problem, you are ready to take measures to reduce and eliminate the timidity of yourself or your sales team. Determine the action to take based on your team's specific problem. The following are some examples. Too much preparation. A supervisor solves this problem in a very simple way. After working for a few hours in the morning, he evicted sales representatives suspected of having the problem from the office. This prevents endless preparation, which can be used to prepare time for finding potential customers and selling them. Stage stage. Another supervisor requires that each member of his/her sales team must join a professional association. Practicing the speech in the association that helps the speaker improve the level of expression helps the most timid person to become generous and confident, and looks forward to the opportunity of public presentation. To overcome this timidity can not only prevent CIDR, but also make breakthroughs in other aspects of timidity in sales visits. . Although role-playing is the least exercise for sales professionals, it is often a drill for potential customers to buy. It is easier to repeat the actual sales opportunities. Over-professional. It is enough to understand that this trend will impair sales performance. In many cases, understanding the problem is equivalent to solving more than half of the problem. This is a good example. Excessive professionalism often leads potential customers and sales opportunities to pass by. sales professionals can take simple and direct steps to reduce or eliminate such behavior. Please note that the sales manager will also suffer from the timeness of the sales visit, which will cause greater damage to the sales team. Constantly looking for and eliminating all sorts of timidity in sales visits will eliminate all the obstacles to your success. Translated from Jack Li, "How to overcome sales call reluctance" by John Carroll, president of unlimited performance (www.uw.m.com. Kang Yi net