What is the law? The essential connection in the process of the development of objective things has a universal form; the inherent aspect of the thing itself, hidden behind the phenomenon and determining or dominating the phenomenon is the law. Is sales regular? How do we know and summarize the rules of sales?
I remember that I just took the letter of admission and embarked on the train. After more than 20 hours of "standing", I finally arrived at the school. The class teacher was a young woman. After graduating from college, I still succumbed to "residence" of the students. taste". She asked me what I thought about the philosophy course. I replied: It seems to be useless. She was amazed. Looking back now, it is very "sweaty." In fact, after years of sales, I went back and looked at it. I found that the idea of ​​philosophy is to find regular things, and it still has a profound impact on my sales path. In the conscious and unconscious, it also follows certain rules. From the objective analysis, understanding and grasping the law is the basis for the extension and extension of the sales career.
Why do many sales people have been confused for many years, and feel that they are always repeating the "story of yesterday"? I heard a lot of sales people who have been doing it for a few years and said: I have been selling for a few years. I have been feeling good for the first year or two, but it hasn’t meant much since the third year. Do the same thing almost every year, every few degrees, every month, every week, every day. For example, visit customers every day, develop new customers, promotions, exhibitions, posters, report forms, morning meetings; weekly planning, summary, sales achievement rate; monthly planning, summary, monthly goal achievement, training; annual order meeting, products Spreading goods, two batches of activities, dealer incentives... Think about whether you are caught in this "difficulties" now. If so, then you have not realized the "regularity" of sales, indicating that you are still "walking around" or "squatting" on the periphery of the sale. Down the road, you may be confused, helpless, and helpless.
In a certain period of time, the development of any thing must follow certain "laws", that is, everything has its own rules. But the law is not exactly what you see on the surface, or even the phenomenon you see. Just like a magician performing, the phenomenon tends to deceive your eyes.
To give a simple example, a new product is listed, and the sales in the previous month are not bad. It is much better than expected. If you judge the success of the new product, it will have more serious consequences. why? Within a month of the new product launch, many consumers are trying to consume. If the product is adaptable, the overall price/performance ratio and the sense of value are good, then the consumer will repeat the consumption, but on the contrary, it may not look back. Buy, then, after a month, sales will gradually decline. In this regard, you should sum up the situation of new products, the degree of acceptance of consumers, the situation of returning, etc. If it is not satisfactory, it is necessary to carry out consumer pull and product improvement, and then summarize the law accordingly. This is one of the sales rules for new products.
For the launch of new products, do not rush to carry out consumer activities, first carry out a series of offensives on channels and terminals, implementation of policies, distribution of goods, display, display, and vividness, so that products have a certain impression in the hearts of consumers. And a good feeling, then the consumer's actuation, this is also a law of sales.
How do salespeople find the law? How to summarize and improve yourself? Many times you have to observe more, think more, and feel more. This is a better way, but thinking and feelings are to follow certain skills and methods.
Complete marketing and professional knowledge
This is the "big law" of sales. Tell you how to think and analyze problems within a framework. The concept of marketing is large, all-encompassing, environmental analysis, research, market segmentation, target market, positioning, 4P, and even brands are covered. You have to build a framework first, and then continue to enrich its content in actual combat. Have we really learned a lot of things that can be used in society in college? Not necessarily, in fact, what we write more is a way of thinking and analyzing.
Good at summarizing, refining, discovering the essence
If you repeat the same thing every day, you are not doing well enough. If you really do it well, you have already improved at this level, and the problem you are thinking about is not only at the level you think is very distressing. Any problem seems complicated on the surface, but the more critical ones are nothing more than one or two. There may be only one or two solutions to the problem, because finding the problem is relatively straightforward and sensitive, but solving the problem is more about execution ability, resource mobilization, and even time. The role of summarization and refinement is to let you see a problem at a higher level. At this level, the problem may be better solved.
Develop short-term and long-term goals
Set goals for yourself, including long-term and short-term goals. Otherwise, it is easy to fall into "desperation". The goal of one year is combined with the goal of three years. There is no practical significance for the goal of more than five years. One year of sales is familiar with the sales environment and sales related skills and principles; the second year is a deeper understanding of the industry's understanding and market operations. The industry is characteristic. For example, a cigarette product is difficult to grow in a certain area like food and beverage, and it is difficult to develop a product for a certain region. In the third year, we will use your "leadership" and "decision-making" levels to integrate and upgrade the market. If you achieve the goal, you will raise your level. How do you repeat the same work every year?
The author still remembers the interview when I graduated from a former company to do sales. The general manager asked a question: If you have been working here for a long time, the leader has not appreciated you and promoted you, what should you do? I thought about it: If the leader does not appreciate you and promote you, generally because you have not created value for the company; if you create great value, the company will definitely promote you.
Ways and means to achieve the goal
The goal is well formulated, but there must be specific means for verification, assessment, and path to achieve the goal. Those who are just engaged in sales work can list their weekly goals on a small book and take it out every day to try to exceed the target in their daily work. Such as visiting the number of customers, customer orders, product display, vivid, poster postings, etc. try to achieve high requirements. A few years ago, a salesman with a "wolf" spirit told me such a passage, and I still remember it so far. He said: I basically completed the tasks assigned by the company every time, but I basically did not complete the tasks I gave myself. When I meet in every department, I have to say aloud the tasks I have assigned myself. Even if it is difficult to complete, I don’t feel embarrassed.
Use the current "network language" to describe this respectable salesman: he is really strong! !
Harmonize relationship, do pre-management
In fact, there is a very important one, that is: to be a person who makes everyone like you. This article is very important in the current reality, why? As a "resident" business person who stays outside the company for a long time, returning to the company is equivalent to "traveling", so that you must mobilize resources to have a harmonious interpersonal relationship. In many cases, people at the headquarters don't know much about the market, just do things (processes) according to their understanding; again, there are so many sales people at the headquarters, you are just a small one. Who will pay special attention to it? If you don't handle it well, people "kick me" on you, then, dare not say that the people in the headquarters functional department "reject", but at least "lost". So being a person is very important, and then it is doing things.
I often see some "pretentious" people, divided into two types, one is "pretentious" in the market; one is "pretentious" in the company. In general, the former will get more "resources", while the latter is almost "miserable". In the market, we can be "wolf" and "high-profile", but in the people: it is still "modest and prudent, guard against arrogance and arrogance".
There are regular sales, there are "laws" of the market; there are also "laws" of non-market. I hope that my colleagues will grasp the "law" and discover the "essence" and go on the road of sales.
Leisure Printed T-Shirts,100% Cotton T-Shirts,Round Neck T-Shirts
Huatai Silk Store Co., Ltd. , http://www.zj-scarf.com