7-Day Crash Sales Elite

Chapter 3 The First Day (2)
The meaning of the English letter WORK is: W—Willing expresses willingness, O—Offer expresses provision, R—Resources expresses resources, K—Knowledge expresses knowledge.So the definition of work is this: When you are willing to provide resources and knowledge to others, you will realize that you are helping others.

However, in the fast-changing situation and the unknown situation, the salesperson may be the person who needs to ignite the passion most in the enterprise.Day after day, boring routine work usually makes the initial enthusiasm of the salesperson gradually disappear. When a person loses the passion that can infect customers, the performance declines, the working atmosphere is dull, and people's hearts are shaken. "To fight against the outside world, we must first settle down inside." So, how can we ignite and maintain the passion of the sales staff themselves?How can we ignite the passion of customers to buy?These two issues have become important issues for salespeople!

Lao Liu has been in sales for three years, and he has no passion in the market, and his colleagues often hear him complaining irritably!
The order for a project was signed by Xiao Wang, who just came to the company. He still had no expression when he heard the good news that Xiao Wang signed the order.

Out of modesty, Xiao Wang chatted with Lao Liu many times and asked him: "How should I go on the road of sales?" But he said irritably: "Wait for another two years, how much passion do you still have? Then you will understand my current situation!"

Without passion, how can sales continue on this road?If a person has been in an industry for a long time, it is inevitable that he will be tired and his will will be slowly worn away.According to a survey in the United States: almost 98% of people don't like their jobs.In fact, a person's achievements in life depend on his attitude towards work.Miracles can happen if we can see difficult work as a challenge to ourselves and devote ourselves to it with passion.

A salesperson's passion must be created by himself, not wait for others to ignite it.No one can make you enthusiastic without your own efforts; no one can help you achieve your goals without your own efforts.

For years, Yas Lauder, a legend on Fortune and Forbes lists of the richest people, has maintained a passion for her work.

Yasi Lauder is known as the "Queen of the Cosmetics Industry". She started from scratch. With her hard work and passion for her career, she founded the Yasi Lauder Cosmetics Company, and stood out from the competition in the same industry. At the forefront of cosmetic sales.The reason why Yasi Lauder was able to create such a brilliant career was not hereditary, but her own passion for work and career.

At the age of 80, Yasi Lauder can still work for more than 10 hours a day with high morale and energy. Her attitude towards work and strong energy are really amazing.Today, Lauder has retired nominally, but as usual, she wears expensive clothes every day, circling among famous and famous households with vigor and energy, and doing publicity for her company.

Konosuke Matsushita, the Japanese god of management, said when talking about his employees: "I never like to use those employees who complain about the environment, the position, and the treatment is not commensurate with their talents. The employees I like are full of work. Passion and enthusiasm, this kind of employees may not be very capable, but they are willing to work hard, not picky about their work, can really put effort in their work, and will not shrink back when encountering difficulties and troubles.”

The head of the human resources department of IBM also said: "From the perspective of human resources, we hope that all employees are people who are passionate about their work. But once they are put into work, all the difficult problems in their work cannot be called difficult problems, because this passion stimulates every cell of their research. In addition, the colleagues around him will also be infected by him, This creates a passion for work.”

In the sales process, working with passion has the following benefits:
[1] There are many opportunities for promotion, and you can gain both fame and fortune;

[2] It is easier to put into work and create high performance;

[3] Can exert subjective initiative and cultivate one's own creativity;

[4] Live more fulfillingly and feel happier.

Sales is the transmission of confidence, sales is the infection of emotions.To put it simply, it is to move with emotion, understand with reason, and lure with profit.Every client is different and their needs are also different.The more a salesperson can visualize the benefits and arouse the passions of the customer, the more successful they will be in closing the final sale.

Confidence, in order to win the recognition of customers
If you can behave generously and confidently in front of customers, you will be able to infect and conquer customers, and customers will be full of trust in your products.

There is a popular saying in the sales world: "There is no product that cannot be sold, only people who cannot sell the product." If you want to become a sales elite, you must believe that you can sell the product.This is the guideline for all the work and actions of the salesperson, and also the basic guarantee for the success of the salesperson.

So, what is the number one product a salesperson sells?In fact, the first product sold is the salesperson himself.Selling yourself successfully is half the battle.It is hard to imagine how a person who has no confidence in himself can successfully sell himself and the company's products to customers?
Joe Gillard, the greatest salesman in the world, failed in his early career and was in debt. What's worse, he couldn't support his family at all.

One day he visited a Detroit car dealership and asked for a sales job.Seeing that Joe Girard was not impressive, the dealer turned him down.

At this time, Joe Gillard said: "Sir, if you don't hire me, you will make the biggest mistake in your life! I don't want a heated room. I just want a desk and a telephone. I'm going to break your record for best salesman, and that's it." The gentleman was overwhelmed by the young man's confidence when he heard what Joe Gillard had to say, and he wanted to see Joe Girard How to break everyone's sales records.

However, Joe Girard really proved everything with his performance. After hard work, within two months, he really did it. He broke the sales record of all the owners of the company.

Joe Girard once said: "The point of selling is that you are not selling a product, you are selling yourself." He even wrote a book called "How to Sell Yourself" to illustrate his of this thought.In that book, there is such a sentence: If you think you can, there is no unsellable product in the world; if you think you can't, you can't sell a product at all!
Zhao Dan, a salesman who sells floor cleaners, went to a restaurant to sell. As soon as he opened the door of the manager's office, he found that Wang Li, a salesperson from a company, was selling floor cleaners earlier, and the customer had expressed his desire to buy. Dan went over to look at it and said, "Sir, I also sell floor cleaners, but the quality of my products is better than hers!" Zhao Dan splashed the cleaner he sold on the floor, then wiped it twice and said: "Come and see! The ground has become clean." Wang Li flinched immediately, speechless for a while.The manager looked at it and said to Wang Li: "You don't want to come here anymore, I have decided to buy this company's products."

It can be seen that in the sales process, only those who are confident can win opportunities.There is a popular saying in the sales industry: "Fourth-rate salespeople sell prices, third-rate salespeople sell products, second-rate salespeople sell services, and first-rate salespeople sell themselves."Chen Anzhi, the world's Chinese motivational master, once said: "Selling products is worse than selling yourself." This also points out the goals and qualities that a person should first achieve if he wants to become a sales elite.

The famous Austrian extreme climber Bubender Faur once said in a speech: "The first grip when climbing rocks determines the success of the entire climb." The success or failure of the sales results is already doomed!If you don't believe in yourself at the door, in your ability to succeed, in your product, and in what your product will do to your customers, then you're doomed.

Self-confidence is a must-have mentality for salespeople, so how can salespeople show their confidence in the sales process?
[1] To grasp self-confidence.Confidence is not only the necessary temperament and attitude of salespersons, but also a clever strategy to double sales, because self-confidence must be measured, if it is not enough, it will appear very cowardly, and if it is too much, it will appear arrogant and conceited, which will arouse customers' resentment.

[2] Well-dressed, chest held high, smiling, polite and thoughtful, kind and courteous to customers.In this way, it is easy for customers to have a good impression of you.At the same time, only in this way, your self-confidence will naturally show on the outside.

[3] In the face of rude rejection from customers, salespersons must be firm in their confidence.In many cases, the salesperson knocks on the customer's door very enthusiastically, but is met with sarcastic remarks or even unreasonable insults from the customer.At this time, you must hold your breath and never show dissatisfaction in words or deeds.You should know that when customers contact you, they don't care whether their words and deeds are decent, but always care about your words and deeds.Once customers find that your confidence is low or even ugly, they will not have a good impression of your products. Even if they think your products are of good quality, they will make progress. Seeing that you are eager to sell, they will take the opportunity to lower the price.Customers do this, often because you have lost confidence.

In short, salespersons should strive to improve their self-cultivation, show their best side to customers, and let customers have a good impression of you, like you, accept you, and trust you.When you've successfully sold yourself to a client, the next job will be much easier.

The ability to execute efficiently is essential

Every salesperson should cultivate his own good executive ability, obey the company's system, and obey the boss's instructions, so as to win more development opportunities for himself.

General Patton, the four-star general with the strongest personality in American history, has an unequivocal attitude in terms of discipline, obedience to his superiors, and ability to execute tasks.He knows very well that the discipline of the army is more important than anything else, and the execution ability of soldiers is the objective requirement of the profession.

General Patton often went to various units and went deep into each barracks to make strict requirements on soldiers.Patton may have become the most unpopular commander for this, but the army he commanded became a force of tenacity, honor and execution.

"The state owns the laws of the country, and the family has its rules." The army has its rules, and Patton can obey and implement them correctly and conscientiously. This is one of the important reasons for his success in his career.Similarly, enterprises also have the discipline of the enterprise, and efficient execution is also essential in the sales process.

Harris is a salesperson. Once, the boss asked him to open a new market in a remote area.Before this, the boss had assigned the task to other employees in the company. However, those people thought that it would be very difficult for the company's products to be sold there, and it would be futile to accept this task, so they all rejected the task one by one. Lost.However, after receiving the boss's instructions, Herris did not ask anything, but set off with samples of the company's products.Three months later, Herries returned to the company with the news that he had successfully captured the new market.

In fact, Herries had no confidence in the new market before departure.Because of his strong sense of obedience and efficient execution in his excellent qualities, he chose to accept orders and tried his best to open up new markets, and finally achieved success.

In fact, sometimes it doesn't seem difficult to become a sales elite. It doesn't require you to know much, but depends on how much you have done.All plans need to be put into action, that is, need to be executed.No matter what you decide to do now, or how many goals you have selected, you must implement it immediately.Every sales elite must understand the significance of "execution is productivity".

The Brookings Institution is famous for training the world's most outstanding salespersons.It has a tradition that when each student graduates, a practice question that best reflects the ability of the salesperson is designed for the students to complete.

After the first batch of students graduated, just as Bush Jr. was in office, the proposition given to the students was: Please sell an ax to President Bush.In fact, the current US President Bush has everything he needs, so why does he need an axe?Even if he needs an axe, he does not need to buy it himself; taking a step back and saying that if he buys it himself, he may not necessarily meet you, a salesperson who sells an axe. It should be said that it is too difficult to complete this topic. All the students chose to give up this topic.

However, George Herbert conducted a detailed investigation and research on the relationship between the ax and President Bush, and learned that President Bush had a farm in Texas. There were many trees growing on the farm, and these trees really needed pruning.He then wrote a letter to President Bush explaining why the President needed to buy an axe.After President Bush received the letter, he also believed that it was necessary to buy an ax. First, it could prune trees.Second, it can achieve the purpose of exercising, and often go to the woods to breathe fresh air.Third, it can also adjust the busy life of the president.So Bush immediately sent George Herbert $20 for an ax.

In this way, George Herbert succeeded, and he became the most effective student of the Brookings Institution.

In many cases, some salespeople tend to take a negative attitude towards work, or refuse to do it, or are used to prevarication, procrastination, or perfunctory.For one's own work, it is a bad habit to not execute immediately and complete on time, and always procrastinate and delay.

Jack Ma, President of Alibaba, believes: "Third-rate ideas plus first-rate execution are always better than first-rate ideas plus third-rate execution." Therefore, salespeople should also focus on cultivating their own execution.You must know that no matter how good any plan is, no matter how perfect the concept is, if there is no efficient execution and seize the opportunity, there will be no results.

As a salesperson, pay attention to the results in the execution process, speak with performance, pay attention to details, and persevere in doing so, in order to finally reach a deal.

Diligence is essential to accomplish anything
You must be down-to-earth and diligent in sales work. If you are afraid of suffering and being lazy, you will not have good performance and income.

In the sales process, there are always people who complain that their work is monotonous and have not developed, that they are too stupid and have insufficient knowledge, and then watch others achieve better performance step by step in self-pity and self-abandonment. Looking at the ocean and sighing at the origin.

Einstein also said: "Between genius and diligence, I choose diligence without hesitation. It is almost the midwife who achieves everything in the world." In daily work, even if you have the best idea, if you can't pay All practices are just fantasies.It is not one or two people who are eager to achieve high performance, but almost all of them, and the ones who finally achieve their goals are not those outstanding talents who have been favored all the way, but often those who work hard enough to make up for their own shortcomings.

Harrymore came from a poor background, and his opportunities for education and knowledge were limited, but he was a hardworking and hardworking man.

(End of this chapter)