Almost every business has 20% – 30% of the salesman in the case of poor performance, causing the salesman performance sluggish there are many reasons, but from the subjective point of view, the poor performance of the salesman has the following problems:
1, in the hands of the owner of the number of potential customers.
The customer is to the salesman who placed orders, salesman in the hands of the own customers, the more, do business, the more solid basis. Excellent salesman can continue to sell products, is that they have sufficient number of customers. Studies show that poor performance in the hands of a salesman with the reasons for the low number of customers is that they often guilty of the following three errors in one or more of:
(1) do not know where to turn to potential customers;
(2) does not identify who are the potential customers;
(3) lazy development prospects.
Due to the development of potential customers is a time-consuming labour work, so some salesmen not willing to develop potential customers, only meet to deal with the existing customers, this is a suicide. Because customers are often in a variety of reasons to leave you, as customer transferring, closed down or personnel changes, they each year to 15%-25% decline. In this way, a salesman if not constantly develop new clients to replenish the lost customer, 4-7 years later, the salesman in the hands of the customer number becomes zero.
Potential customers less salesman often make another mistake is to lead calmer judgment. They often become "only the best understand their customers." As an old salesman told new salesman: "× × company is competitive vendors best customer, go to useless. "" × × Company President very stubborn. ”
But the salesman hold just try it, go visit the result is got the order. This kind of bias by the salesman personal failures caused by many.
2, complaining, excuse.
Poor performance, often complain of salesman, excuse, they often fail due to objective aspects, such as conditions, each other, others, never from the subjective aspects of the review yourself on failed responsibility. They are often referred to the complaint, excuses such as:
"This is our company policy does not. ”
"Our company's products, quality, terms better than competitors. ”
"× × Factory price is higher than our low. ”
Salesman for his failure to find an excuse, it's no excuse, rather than do something constructive to consider, such as:
"This might impress customers. ”
"What better way to do it?"
The salesman in the face of failure, the negative mood, attitude, his mind is full of fail. In fact when people faced with real difficulties usually speak out; if you can find more excuses to justify it, this means yet fully play their own capabilities. A salesman on their own do not do well, or not to cut yourself what to do, but they commonly say dissatisfaction, this simply shows your childish incompetence. Really good salesman never complained, excuses, because of pride will never allow them to do so.
3, rely on the heart is very strong.
Underperformance salesman, always on the company's proposed a wide range of requirements, such as requirements to improve basic salary, travel, overtime, and often get compared to other companies, "× × company basic salary is," "× × how good corporate welfare." This tendency is not qualified to be a good salesman. The salesman could not require protection to any person, must be entirely on your own. There is no indication does not work, there is no superior authority on the idea of human feelings, this person is definitely not a good salesman. Really good salesman frequently asked myself: "they can do for the company," instead of simply require the company to do something for yourself.
4. no work on the marketing of pride.
Excellent salesman in his work all feel very proud that they sell the work as a career to struggle. Lack of self-confidence salesman, how to achieve good performance? want to sell more products, salesman at least must have a pride — you could tell the customer that he does not know.
5. do not keep their promises.
Number of salesman can say good, but results are not good, they have a common disadvantage of "promise". Yesterday promised to customers, it has forgotten today.
The salesman is most important to pay attention to credit, and obtain customer trust of the most powerful weapon is to keep his word.
6. easy and customer problems.
Unable to keep his promise of a salesman, and customers and of course, always prone to some salespeople and customer contract, as a result, you can't do things, or promise, this is a spoof of customer behavior.
Excellent salesman and customer problems can also occur between. However, they were able to quickly give the customer satisfaction solution, so instead of getting the trust of customers. Remember, when customers talk about the business, the most important thing is that I feel the sincerity of his own.
7, halfway.
Poor performance of the salesman is easily discouraged. Marketing is a marathon, the mere impulse is not successful. Stuffy high abandon successful convictions, and relentless pursuit to achieve objectives.
8, customers care about.
Selling the key to success is the ability to grasp customer heart salesmen, if not very good at the wind blows, the business must not make a deal. The salesman has to understand the customer's subtle psychological, also with regard to choose the right time to take action. This will require the customer's situation
Well, those who do not care about the customers of salesmen, cannot grasp and create opportunities.
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