7-Day Crash Sales Elite

Chapter 2 The First Day (1)
Train the Necessary Psychological Quality in Sales
The sales work itself is extremely challenging, and it is a comprehensive test of the psychological quality of the sales staff.Faced with different situations, some chose to retreat, while others faced difficulties.The reason is due to the difference in their psychological quality.

If the psychological quality of the salesperson is not well adjusted, it is easy to fall into a passive and embarrassing situation, which makes the transaction into a difficult situation.Therefore, the adjustment of the psychological quality of the sales staff should be placed in the first place.

Lofty goals are the first step in the deal

In the sales process, the salesperson should not only choose the right target, but more importantly, the target should go hand in hand with the action.

According to research, 20% of people in the sales industry have set clear and clear goals for their life and work, and they work hard to move towards the goals.On the contrary, the common trait of those 80% salespeople is busy people with no goals and no direction.Obviously, the former has a much higher chance of becoming a sales elite, while the latter can only be a mediocre salesperson for life.

Therefore, if you want to become a sales elite, you must first have clear goals and plans, and you must constantly adjust your goals, formulate corresponding plans, and strictly follow your own plans.

Look at such a short story first:

A long time ago, when a fisherman was fishing, he always used to pull up the fish one by one, and finally put the big fish back, leaving only the small fish.

Once, a passer-by asked the fisherman very curiously, "Why do you only keep the small fish and put back the big fish?"

The fisherman replied: "I don't want to do it either, but I really have no other way, because I only have a small pot at home."

The above case does not seem to have anything to do with sales.However, you can imagine that in many cases, when you are faced with a large order, have you said: "My God! I am not capable of such a large order." Or say: " It was a big order, none of the elite salespeople, let alone someone as mediocre as me, so forget it."

In fact, if you look closely, you will find that such cases occur frequently in sales.If you are not optimistic about your own abilities and set your goals very small, then you will limit your potential, and naturally it will be difficult to become a sales elite.The reason why many people fail to get big orders and fail to perform well is because they are afraid to move forward when encountering slightly difficult jobs, which naturally limits their ability and potential.

In fact, before a salesperson often says "I can't do it" when facing customers, he is actually setting limits on himself.

The ancients said: "Everything is forewarned, and nothing is foregone." Salespeople can achieve good results only if they set positive goals that are in line with their own actual conditions.When you set a lofty goal for yourself and commit to working hard to achieve it, you will feel the potential and motivation surging in your heart.

Smith, a salesman in the insurance industry, has worked selflessly for three years, but his performance has been mediocre.

"Should I continue to live like this? Can a career as a salesperson protect my future?" "I don't believe that in the next three months, sales will not reach 100 million yuan!" Mr. Smith set a three-year plan for himself. Monthly to complete the sales target of 100 million yuan.

Inspired by the goals, Smith sold two insurance policies in just the first month.However, even with a good start at the beginning, people still talked about it, thinking that Smith would not be able to last for a few days.But Smith firmly believes that he can achieve higher goals every day and sell more insurance policies.On the premise that he is certain that he will be successful, in New York, he trades an average of 80 insurance policies every day, and the highest record is 130 insurance policies in one day.With his unremitting efforts, his performance has improved day by day, not only gaining a firm foothold in New York, but also opening up his own market in other regions.

Mr. Smith was motivated by the goal to achieve a performance that is almost impossible for others.If a person wants to have lofty goals, he should not only think about the size of his ability, but believe that he has great potential, and then act immediately.If you think this way and do it this way, then you will find that your abilities are far beyond what you imagined.

With the goal, there will be motivation, and with motivation, you will be motivated to make a deal. Setting high goals before selling is one of the ways for salespeople to succeed.It is worth mentioning that when setting goals, salespersons should also pay attention to the following aspects:

[1] To set a feasible goal, the goal should not be set too high, otherwise it will not be realized, and it will become daydreaming and wishful thinking, which will inevitably affect the fighting spirit and lead to depression;
[2] To persevere, not give up halfway, even if you can't finish it, you should do your best, and don't give up easily;
[3] Keep looking back to check and accept the results to see if your actions are consistent with your goals;
[4] It is best to divide the goal into several steps and stages, make a specific action plan, and climb up the steps, naturally step by step;
[5] Check your work status according to your goals, and check whether the daily sales direction is wrong.

All in all, as long as you firmly believe that you can become a sales elite and that you can always sell your products successfully, your mental state must be positive, optimistic, healthy and happy, and your words and deeds and your thoughts and actions must also be positive. of.At the same time, your road to sales will become smoother.

have a strong ambition
A person who does not want to sign a large order generally cannot create good performance.The quality of performance often depends on whether a salesperson has a strong ambition.

In actual work, we found that many people are indeed very capable. They have high education, good communication skills, and one or more specialties. However, their sales performance is often not ideal; on the contrary, there are some salespeople , they look very inconspicuous, but they show a strong desire for success and a strong "ambition" for high-performance and large orders, so their performance is very good.

Desiring to be a sales elite To a large extent, salespeople have a strong desire for large orders. People who are content and happy are not suitable for sales.If you want to become a sales elite and create a sales myth, you must have a strong ambition.A strong ambition is a strong desire for large orders. Without a strong ambition, there will be insufficient confidence and determination.

A long time ago, on a farm in the United States, the farm mainly recruited a person. He said to the 30 young people he hired: "Here is a mark, and there is a ball. You have to use the ball to hit this mark. Each person has 5 I'll hire whoever gets the most hits at every opportunity."

As a result, none of these men could hit the target.The farmer said: "Come back tomorrow and see which one of you can do better!"

The next day, only one lad came, and he hit the target every time.

The farmer was very surprised and asked, "How did you do that?"

"Because, my mother is sick, I need this job very much, so I practiced at home all night yesterday, and I told myself, no matter what, I must hit the target and I must surpass everyone."

The young man in the above case finally won when he strongly needed this job, and his mentality of strongly needing this job can also be defined as the "ambition" we discussed.

As long as you have the ambition of "must", you will be able to find a way.The power to change comes from a strong ambition, and life is destined at the moment we make a decision.Only with a strong ambition will one be able to succeed, and at the same time, one's potential can be stimulated.

For most companies, the sales department is the source of survival for the company. How long a company can survive depends mainly on the sales department to strive for more performance. Those who do sales must have a strong ambition. To put it bluntly, You must have the idea of ​​making money. If a group of people with no ideas gather together to dawdle, then the company will not be far from bankruptcy.

Therefore, if you want to become a sales elite, you must first show your ambition. The ambition is how much do you dare to pay?Do you have the determination to break the boat?Do you have the determination to "run naked if you can't achieve your goals"?Successful salespeople all have a strong ambition and desire to become sales elites.Li Ka-shing is such a person, first look at the following case:
When Li Ka-shing was young, he worked as a salesperson for a plastic trouser belt company.When he first joined the company, Li Ka-shing set a goal for himself: within 3 months, I will do as well as others, and I will surpass them in half a year.It is Li Ka-shing who has such a strong desire to succeed, that is, "ambition", that he will work hard.

Every morning, Li Ka-shing sets off with a large bag containing samples, takes a bus or a ferry, and then walks non-stop through the streets to visit every customer.Others do 8 hours, he does 16 hours.

Li Ka-shing has a strong desire to win in everything he does.He was running around with a big bag on his back, and when interacting with clients, he never forgot to observe the words and expressions, judge how likely the deal was, and what he should do.

A year later, Li Ka-shing was promoted to department manager, in charge of product sales.This year, Li Ka-shing was only 18 years old.Two years later, he was promoted to general manager.Li Ka-shing has gradually become the pillar of the company, a high-income wage earner, and a leader among his peers.

Li Ka-shing's success is indeed enviable.And all this stems from his strong desire to succeed.It can be seen from this that as long as you have the belief that you must win, you will naturally stimulate your fighting spirit, and success will be easy.

The more ambitious a person is, the higher his goals will be, and at the same time, the stricter his requirements will be.A salesperson without ambition must pursue a harmonious and peaceful working state. Such a salesperson is often not easy to create higher performance.

All in all, sales is a profession with a lot of pressure. Salespeople need to suffer constant rejection and failure, and also need a strong desire and ambition to succeed in order to finally inspire the ambition to break through obstacles.

Have ideals and clarify the purpose of sales
As a salesperson, the most basic requirement is to have a more rational understanding of the profession you are engaged in, and realize the value and significance of your work, otherwise it will be difficult for you to do your job well.

As the saying goes: "A soldier who doesn't want to be a general is not a good soldier." Everyone hopes to use their talents and work hard for their dreams. This is not only a psychological need for people to realize themselves, but also reflects a person's value to his own life. pursuit.

For salespeople, whether they are high-level sales managers or bottom-level salespeople, the work they do has a very profound meaning.

Many big entrepreneurs in the world started their careers in sales, such as Konosuke Matsushita, Iacocca, Watson, Zeng Xianzi, Wang Yongqing, Jin Yuzhong, etc. Among the senior executives of the 500 largest companies in the United States, many of them were young. Worked in sales.The successful experience of many sales elites tells us that doing sales work is a very great thing, and it can improve a person's overall quality from all aspects.

However, there are indeed many salespeople around us who look down on their careers and think that sales work is a very humble profession, often bound by vanity.In the following case, perhaps such sales people often appear around us, or it has happened to you:

Ms. Sun is a new salesman. Once, she sold computers to a manager, and she was very timid, which made the manager very unhappy.The manager looked at the computer and felt that the quality was very good, but in the end he did not buy it.

The manager said: "You sell your product. Sales is not a menial job. Salespeople, like everyone else, use their own efforts to realize their self-worth. You don't even have confidence in yourself. How can I trust you?" You, confident in your product, buy your product?"

Afterwards, after careful consideration, Ms. Sun felt that what the manager said was very reasonable.Yes, sales are a profound expression of self-worth.Sales is the reproduction of the self, the process of creating a new self.

Since then, after Ms. Sun clarified the purpose of sales, she no longer faces customers in a humble and timid manner, and her sales performance has been continuously improved.

It is very common to feel inferior and too humble in front of customers.In the sales process, although many people dare to take the first step in their sales career, they often appear restless, at a loss, and incoherent when they directly face customers and communicate with them.Why do salespeople who are usually chatting and laughing become like this once they start talking with customers?In fact, this is their inferiority complex at work. From the bottom of their hearts, they think that sales is a very humble industry, and it is very shameful to do sales work.

A humble and timid sales attitude will not only devalue your product, but also devalue the reputation of the company and your own personality.As a salesperson, no matter what kind of customers you face, don’t think that sales is a job that loses face. You should maintain an attitude of neither humbleness nor overbearing, at least you should treat customers equally. Only in this way can you fundamentally win customers.

Sales work is a kind of service occupation, which can bring more convenience to customers. At the same time, sales staff also gain recognition and respect from customers in sales.

Sales work is the same as other industries, but the specific job content is different.Salespeople are not imposing products or services on customers, but helping customers solve problems.At this time, you are an expert in a certain field or a consultant in a certain industry. You are equal to your customers, or even higher than them, because you know how to help them better. Therefore, you are basically There's no need to feel humbled and humbled in front of clients.You know, customers will trust you only if you think highly of yourself.

At the same time, the salesperson should also remember that in the sales process, the most taboo point is to bow down in front of customers.Just think, if you can't even look down on yourself, how can others look down on you?Acting cowardly and submissive will not win the favor of customers at all, but will disappoint customers.Just think, if you have no confidence in yourself, how can others have confidence in the products you sell?

In short, when a salesperson faces a customer, no matter what attitude the customer adopts, the salesperson must have a more rational understanding of the profession he is engaged in, realize the value and significance of his work, and realize the value of doing things for himself. The joy brought by hard work for the ideal, so that he can devote himself to his work wholeheartedly.

Welcome every morning with passion

In front of customers, salespeople must maintain 100% passion.Because passion represents attitude, attitude affects customers' emotions, emotions can incite customers' decisions, and decisions ultimately determine the deal!
First of all, let's do a detailed calculation together: We spend 1/3 of our lives on work. If we have to work for 30 years in our lives and work 40 hours a week, then we spend about the same amount of time working in our lives. There are 57600 hours.

(End of this chapter)