1, What is the essence of sales?
The essence of sales is to find the right product or service for the customer, then according to the customer or market demand, feedback to the company to develop a more suitable product to meet the demand.
If you only know how to sell your own products, then it is only a matter of time before you are eliminated.
2, Customers buy products, but it is the relationships that open the door to the sales market.
Although it is said that what customers buy is ultimately a product or service. However, what opens the door to the sales market is often not related to the product or service of human relations.
By service, we mean product, not pre-sales or after-sales service.
Don't listen to the bullshit logic that customers buy people and attitudes. If you are a customer, think carefully about what it is that you are buying.
Why is it the relationships that open the door to the sales market? And not the product itself?
Because, with a new product, you need the first seed customers to experience it. Only if there are enough contacts and a foundation of trust will customers be willing to take the risk to experience and try the new product. So, this first group of customers is called seed customers, and this group of seed customers is the fastest to sow seeds with contacts or circles.
After the first customers have had a good experience, they will spread the word very smoothly, and only then will the influence of the product as the core be generated.
3, Information sensitivity is important for sales.
Information is vital for sales people. This information carries a certain complexity, there is demand information, there is supply information, there is product information, there is competition information, there is price information, there is sales information, there is service information and so on.
A senior salesperson should learn to find valuable information from the sea of information and take it with a keen eye.
If a salesperson, the information does not have this sensitivity, then it is difficult for this salesperson to succeed.
4, To become successful in sales, we must learn to build your circle of contacts.
Previously spoken of the importance of circles and contacts for sales. This is where many sales newcomers have been envious of sales seniors or sales masters.
In fact, in theory, any salesperson, whether novice or veteran, can build a circle of contacts.
However, there are several foundations that need to be in place to build a circle of contacts.
First, you have to have a certain network of people pipe, to participate, to have the opportunity to base more networking relationships, so to build your own circle of contacts first, you have to first have to participate in more networking circles.
However, to build a solid circle of contacts is essentially to suggest a circle of shared resources, a network of shared relationships. Firstly, you've got to be established in a particular field, if you're useless and no one can look up to you, then you won't build a circle of contacts. Secondly, you have to be willing to spend a lot of time and energy to build bridges of communication between circle members.
5, Do not want to become the boss of sales, not good sales.
Where, sales do more successful, the end is basically involved in the road of entrepreneurship. The success of sales here is not just represented by sales, but whether it reaches the top or leading position in its industry.
If you compare just one sale, those who sell nuclear power plants and high-speed trains are certainly far ahead, but they may not be as successful in their entrepreneurial journey as the salesmen who deliver milk cows.
So, good salespeople get down to earth, take root and sprout. That means that your contacts and resources, will go with you.
You can't say that it's not good sales as you quit and all your contacts follow you.
If you're in sales at PetroChina, no matter how many years you've been doing it, as long as you quit, all those customer relationships you had, basically, go away. Why? The client is working with you because they think PetroChina, not because of you. Only to please you, because you dominate a position in PetroChina, you left, replaced, the customer will still be patronizing the original position of the person, not you.
6, Sales also need to respect the rules, respect ethics, respect ethics.
Sales need to pay, and even in many cases, sales face a lot of temptation, in hesitation to pay what, pay how much, to be considered reasonable.
But to be a senior salesperson, it does require an assessment of whether you want to make that quick buck or not. Whether you want to stick to the bottom line, whether you want to stick to your professional ethics.
If you can't stick to it, then, in the future, as you start your own business, your sales people may not be able to stick to it either.
Only if you can hold on, you can tell your salespeople about your experience of holding on. If you can't hold on to it yourself, what reason do you have to ask others to hold on to it?
7, If you can't lead a team, you can only ever be a salesman.
The final consideration in sales is not how much money you have made, but how many people you have brought with you and how many of these people have succeeded.
A senior sales manager should have a large pool of sales human resources. This is the only sign that proves your success.
As long as you can have sales human resources, whatever you do, you will be way ahead of everyone else.
