Why skills good salespeople have no performance

Keywords: sales performance achievement skills why business people learn a lot of sales techniques, but few seemed casual dealers would break the confidence? training subordinates, attitude is more important than capacity.

Salesman missing what? recent thing, let the manager Chen new awareness of the problem.

Not long ago, Xiao Chen Manager salesman to open up the market, before departure, Zhejiang Province, he helped Xiao Wang detailed analysis of the characteristics of the Zhejiang market, from the consumer purchasing habits, consumer psychology, competitive situation to marketing strategy, but also with their own marketing experience, negotiation skills, like John did a simulation exercise. Watch John basically mastered the marketing skills, it is safe to let John hit the road.

Six months later, John returned to the company. "Manager, Zhejiang is one of the most affluent regions, particularly fierce competition, all competitors are almost all in Zhejiang into massive dealer generally reflect our promotional cost too little, just don't work. In addition, our company product price is high, the visibility nor the distributors to our offer, and I turned out. ”

Own so expended to help analyze the market, many years of sales skills also unreservedly out, should not be result! most Chen Manager can't understand is, open up the market did not successfully Xiao Wang, back to the company without a little embarrassed, also a convenient! the crux of the problem is where?

Many companies spend huge amounts please teacher to sales team training sales skills, but when you hear the excitement in training, I think, a market is not fixed, those seemingly good sales skills and why not? the crux of the matter is that many managers only pay attention to the marketing team's skills management, rather than on the management of their mentality.

If a salesman's attitude is wrong, you can teach him to many skills are equal to zero. For example, the salesperson said to himself, in a competitive market environment, kuandaofahuo policy does not work. So when he talks to a settlement with the customer, the customer said: "the competition is so fierce, kuandaofahuo does not work!" at this point the salesman will resonate with customers "," no amount of skills has also been about me! another example, the salesperson would have believed that the company's product price is too high, at this point the customer in a word: "so how do you sell for high prices have fallen!" salesman will instantly crushed.

Sales success, we want to say to the customer's heart, but now they become customers when it comes to the salesman of the heart, the company's skills training and how to be effective?

Therefore, the sales force is not strong surface phenomena is the ability, quality issues, the real problem is the attitude.

Problem diagnosis

First, only to see the weaknesses, but I don't see advantages

Performance: look at your company, products, policies, and so on, just not as good as our competitors, such as our prices than × × supplier, our sales policy than × × live, our advertising more than × ×; instead of competitors, often watched more than their strong side, as their product quality than our good, their promotional efforts than we, and so on. If a salesman hold such a mentality to do sales, capacity and strong it is wasted. Address: in the face of this kind of mentality of the salesman, it is first necessary to tell them that any company can in all aspects of the best has a relatively weak side, we can find a brand is the loudest, quality is the highest, service is the best advertising is the most sales policy is the most lenient, price is the lowest product?

Each product is like humans do have advantages and disadvantages, we could not find a perfect staff, is also not possible to find a perfect product. Furthermore, the salesman do? sales value and reflect on what?

Sales Manager to give sales mentality of chaos, to let them learn to take advantage of your company, and the disadvantage compared to competitors, so that the more than more confident.