What surprised me at this year's Mid-Autumn Festival party was that many people left the telemarketing industry, and everyone agreed that they were more and more afraid of making phone calls. The turnover rate of salesmen is very high. Before creating any value, it is very common and normal to cultivate a person who can jump ship without worrying about basic business questions and answers. With more and more small and medium-sized enterprises in China adopting telemarketing, more and more people flock to the telemarketing army. The competition caused by the richness of homogeneous and similar products is becoming increasingly fierce, which makes many enterprises receive dozens of sales calls every day, which leads to people's aversion to the received marketing calls, so that they have a special attitude and tone towards telemarketers. This leads to a strong sense of frustration among telemarketers. Psychologists often use electric shocks to correct mental patients. When the behavior that needs to be corrected is triggered, it will be shocked and form a conditioned reflex over time. When the behavior happens again, the feeling of electric shock appears, so the behavior is consciously terminated. We got an electric shock when the customer refused. After repeating this feeling many times, we naturally have the psychology of not calling. This is a very natural psychological phenomenon in sales, which exists in any sales field, including the direct selling industry that we think is full of fighting spirit, such as the insurance industry. Moreover, the turnover rate of insurance salesmen is very high, which can be found on many recruitment websites or talent newspapers. Because they are constantly recruiting, I believe many job seekers have received their recruitment calls. Although many of their executives think that this is the practice of blowing yellow sand before seeing gold, we should also pay attention to the management of salesmen's business mentality, which has begun to threaten the survival of a marketing team and even an enterprise in an increasingly fast-paced economic society. In fact, there is a factor that people are unwilling to analyze, and even many business executives or training lecturers try to avoid talking about it. It is also rarely mentioned in many telephone business training books and training meetings, that is, telling salesmen the probability that telephone business will become a single order. When we train business people, we often pay too much attention to skills training, which gives salespeople such a psychological hint and gradually recognizes it as a theorem in daily work: as long as we have certain skills, there will be a glimmer of hope. After a period of practical test, the salesman got up the morale and had a suspicion: the supervisor or trainer didn't say so during the training, and then concluded that we were cheated. Once the salesman has this psychological reaction, the effect of all business training in the future will be greatly reduced. During this period, if it can't be corrected, then the salesman will gradually develop from the phenomenon of rejection to a conditioned reflex. When he picked up the phone, he instinctively thought he was looking for rejection again! According to this situation, in the pre-job training of salesmen, I often mention the probability of telephone business becoming a single. I tell you, in many industries, the probability of becoming single is very low. For example, if you are in a meeting now, some probabilities are as low as 1/300. In other words, as long as you find the target unit, send a fax or email, and say nothing, then when a certain number of blind cats meet dead mice, it will naturally be fine. Sales is actually a numbers game, and there is a certain proportion of success. In training, salesmen should know that if the success rate of your current telemarketing work is 1%, then when you fail 80 times, you are quite close to success. In this way, the salesman turned his attention from failure to achievement. Once the salesman finds that many failures are the necessary steps for success, he is very calm in the face of failed calls. And he will obviously think that the training is not fooling him, but actually asking him to improve his skills, so he asked the salesman to count his telephone business and get a single probability. You will find that except for a few business elites, everyone's success probability is basically the same, and this success probability will greatly help improve the mentality of every salesman in the team. Adding these elements from time to time in the training is actually to give the business people a vaccination in advance, so that the salesman can understand that success is not that simple, and the telephone business is no exception. In this way, in the future work, the salesman's ability to resist blows is very strong, because he clearly knows that even the father of the legendary gold medal salesman must follow this law, and not every line is a panacea. Our skill training is a method to improve the probability of becoming a single order on the basis of this probability, so that salesmen can know that they can become a single order without any skills. With certain skills, you will place more orders. After laying a solid foundation, retraining skills will not only enhance the enthusiasm of salesmen to participate in training, but also make everyone keen to upgrade their skills, because he lacks skills and has a higher probability of becoming a business elite than him. In this way, business skills training will be carried out, and the training effect will be significantly improved.