[China Glass Network] Several students sent me an e-mail to tell me about the current distress: I have done a month or two, and I have not signed a single order. Among them, some graduated from college and went to work to sell by the previous time. Some of them used to work in other jobs and sold, but they did sales but switched to a new industry and new company.
Relative to new industry and new companies, everyone is a newcomer to sales. In the process of receiving training, they all showed positive attitude and high morale, as well as sales enthusiasm, but in the next difficult 1-2 months, I call it "sales loneliness", everyone To accept a severe test: Can you get started? Can you issue a bill? Can you continue to stay in the company? The reality is that everyone has done a lot of work during this time, made countless calls, said a thousand words, visited many customers, and everyone thought they had put in a lot of effort, but those "damn" customers are Do not buy it. In particular, some customers are very enthusiastic and can talk to themselves, but they are often rejected when they pay.
At this time, the watershed will appear, many people can't stand it, will leave the company, and even leave the sales industry. How to successfully pass the "sales loneliness period" is a problem that every sales novice should seriously consider. Of course, it is not excluded to take the "dogs and dogs" friends. After a few days, the bills are issued. You are hungry for three days, and luck is really good. But this is only a special case.
At this time, everyone must be calm, don't blindly call and visit customers. First of all, find out the key customers who have been in contact with this in the past two months, analyze them one by one, find out the reasons for not doing the transaction, and then concentrate on solving these problems around these customers. The parallel teacher of the famous enterprise management education expert believes that, in general, you have been in contact with customers for so long, but there are several reasons why customers still do not make up their minds:
1. The customer has not yet fully understood your company, products or services, and has not really understood what benefits your product or service can bring to him;
2. The customer is not very recognized and trusted by you.
3. You have no actual and firm trading action, and have not prompted the customer to make up their minds;
4. You have not unearthed the real needs of the customer's heart;
5. You did not provide the client with a solution he approved that would help him;
6. The customer is hesitant to buy now or later;
7. The customer is worried about the effectiveness of the product or service, and how much benefit and help it can bring to him;
8. You have not passed on your confidence in the product or service to your customers, or you have no confidence in the product or service yourself;
9. The value of your product or service is not in place, causing customers to hesitate in price;
10. You have not given customers a unique reason: Why choose you?
I have listed these reasons for your reference. As long as you think hard, you will find more reasons. The Buddha said that when he saw the origin, he saw the law. To solve the problem, finding the reason is more important. The real reason is found, and solving the problem should be solved. The mistake we make many times is that we have not found the real reason. You have made an effort to "make the bulls head against the horse mouth". The result is that the effort is in vain and nothing is gained.
The mistakes that newcomers are more likely to make are blindly doing things, lacking serious and in-depth thinking, wasting time and energy on blind busyness, and tiring themselves to death, especially the success of some "successful masters". The theory of madness first, and the mind is simple to move forward is not too shallow. The end result is that the passion for sales has just been lost, and there is no confidence. It has left behind and lost a good chance of experience. I have always advocated that no matter what you do in the future, there will be one or two years of sales experience, which will be of great benefit to your future career and even your life. Therefore, the novice must hold on during the lonely period.
In fact, there are many things in life that are unbelievable. The front sheet of sales is a layer of window paper. Once you open it, it may be smooth in the future. There are too many examples like this. Therefore, when you have been rejected by countless customers for a month or two, as long as you are calm, careful analysis, hard work, and perseverance, your customers who rely on the former are among those who reject you.
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