Four success factors of salespeople
With the continuous development of market economy, the demand for joining excellent sales talents is increasing; In view of the increasingly severe employment situation of college students, a large number of graduates have joined the ranks of salespeople.
But in the fierce competition and challenging sales industry, what qualities should a salesperson have to get rid of mediocrity? Furthermore, what qualities should a salesperson have to make himself stand out among his peers? At the forefront of marketing, work hard with sales friends to strive for excellent performance and extraordinary life. After several years of study and questioning, I learned how to be an excellent salesperson. In order to make more friends who dream of entering the marketing industry succeed. Let me introduce my income to you.
Excellent salespeople generally have the following four good qualities: intrinsic motivation; Capable style; Marketing ability; Ability to build good relationships with customers. These four complement each other and are indispensable.
1, internal force
Different people have different internal motives, such as self-esteem, happiness, money and so on. But all excellent salespeople have one thing in common: endless motivation to become outstanding people. This powerful internal motivation can be formed through tempering and tempering, but it is not taught. People's internal motivation comes from different sources, such as money-driven, eager for recognition and enjoying extensive communication. According to the different sources of internal motivation, salespeople can be roughly divided into four types: achievement type; Competitive; Self-realization type; Relational type.
Specifically, "achievement-oriented" salespeople are particularly eager for success and will make great efforts to this end; The "competitive" salespeople not only hope to succeed, but also are eager to beat their opponents (other companies or other salespeople) to get satisfaction. They usually stand up and say to their peers, "I admit that you are the best salesperson this year, but I want to compete with you"; Self-fulfilling salespeople often like to experience the glory of victory, and they always set their goals higher; The advantage of "relational" salespeople is that they can establish and maintain good customer relations with customers. They are often generous, meticulous and dedicated. "Such salespeople are very rare," said a Minolta training manager. "We need salespeople who can patiently answer the tenth question that customers may ask, and salespeople who are willing to stay with customers."
There are no simple competitive, successful, self-fulfilling or relational salesmen, and excellent salesmen will more or less have some characteristics of the other three types of salesmen. Moreover, salespeople who belong to a certain type of characteristics will become more successful if they can consciously cultivate the characteristics of people of other types of personality. For example, if a "competitive" salesperson is more connected, he will do a good job in customer relations and get more orders.
2. Rigorous work style
No matter what the internal motivation of salespeople is, if they are loosely organized, weak in cohesion and don't work hard, it will be difficult for them to meet the increasing demands of customers.
Excellent salespeople are always good at making detailed and thorough work plans and can carry them out to the letter in subsequent work. In fact, there is nothing particularly magical about sales work, only strict organization and efforts. A successful president once said, "Our excellent salespeople are never sloppy and procrastinate. If they say they will meet the customer in two days, you can be sure that they will arrive in two days. "
One of the excellent qualities that salespeople need most is "hard work", not "luck" or skill (although luck and skill are sometimes important); In other words, good salespeople are sometimes lucky because they always go out early and come back late. Sometimes they work late into the night for a project, or they are still negotiating with customers when others are off work.