1 minute to grab the customer's marketing coup

Chapter 3 Identify Your Role: Salesman (3)
"It is also an indisputable fact that no two people in the world have exactly the same personality. On the surface, so-called identical twins may look so similar that even their parents can hardly tell them apart, but if you try It is absolutely impossible to match one person's right face to another person's left face. Therefore, there is only one yourself in the world, and no one can be equal to you, and no one can match your fingerprints, voice, features or you. Your personality is exactly the same. In the ultimate sense of the word 'you', you are unique, you are 'first'. Now you know! So from now on, your job is to be in your own This fact is constantly reinforced consciously and subconsciously.

"On the road of life, we will have all kinds of opponents, and there will be many obstacles. In a boxing match, if one party is knocked down by the opponent and still cannot stand up within ten seconds, it will be declared defeated. And every moment of our life is like a race with life, and many things are decided in these few seconds.

"You can be a winner or you can be defeated. So why not be a winner? Actually, you don't have to tell your opponent that you want to impress him. You just have to actively tell yourself that you are the greatest. Now , do it right now! Say out loud to yourself: 'I am the greatest!' Please say it again! If you are alone right now, then yell a few times so that the whole wall vibrates. The voice Must sound like a lot of fun, no?
"'I am my own best salesman.' I say this to myself every day, and I hope you will remind yourself every day too - 'I am number one'! Plants need to be watered, and so is the mind. You will be what you think you are. You have to have full confidence in yourself, believe that you are the greatest product in the world, and your excellence is unmatched.”

From Girard's self-report, we can see that the so-called "selling yourself to yourself" means believing in yourself, establishing an unbreakable belief system, believing in your company, believing in your product, and most importantly, believing in yourself. Yourself, otherwise the marketing will not succeed!

We should know that in this world, the most important person is yourself.Your belief system determines your destiny, and this applies not just to the marketing process, but to your business as well.

But the harsh reality is that most salesmen never set any great beliefs for themselves, they only care about how much money they can make if a deal is closed!
If you want to be successful in your business, you must believe in the company you represent and believe that it is the best company in its industry.You have to believe in the business philosophy of the company's management and their management model - you have to believe in your colleagues!
You need to believe that the products and services you provide are not only the best in the market, but also the most valuable to customers.You have to believe that you can differentiate yourself from your competitors and that you can prove that your product is what you say it is, without exaggeration.

We should know that only after customers accept you can they identify with your company and buy your products or services.To do that, you have to believe in yourself, you have to sell yourself first.If you don't even have confidence in the products you sell and your company's after-sales service, how can you convince your customers? !
If you can be full of confidence and passion when you are in contact with customers and selling products to them, maybe you will find a miracle: your confidence and passion will quickly spread to your customers, making them also full of confidence And vitality - not only for the products you sell, but also for their own trust.

Only with such benign interaction and active communication can you reach a deal.And, the more secure and reliable you make them feel, the more likely you are to turn your marketing into their purchase - because "shopping is risky" (monetary risk: maybe I'll lose some money for it; functional risk : It might not work or not work as advertised; Physiological risk: It doesn't look safe and I might get hurt; Social risk: What will my friends and family think if I buy it; Psychological risk: If I buy it, I may feel guilty), you have resolved their doubts and insecurities through this confident marketing language.

Final point: What ties together the first three elements of belief (belief in the company, belief in the product, and belief in yourself) is the last—belief that customers are more likely to buy from you.

The reason why customers are willing to buy from you is because they value the value of your products and services: productivity, convenience, profitability and perceived benefits, and this is the key to your victory over other competitors .

So, let the fire of faith burn in your heart like Girard!We should remember these inspirational quotes in case our morale sinks and wake up our dormant little universe:

"There's never been a 'no' in my life, and neither should you. 'No' means 'maybe'; 'maybe' means yes. I don't give my time away. So, trust I will definitely sell it, and I will definitely be able to do it.”

"Impossible (impossible), remove im, it is possible (possible)! Be brave to try, and then you will find that what you can do will surprise you."

"After God created you, he destroyed the mold. Believe in yourself!"

Second, sell yourself to others
Since we are so good, why not sell ourselves?
As a salesman, we must like to sell ourselves, we must seize every opportunity to distribute business cards to others, and leave our taste and traces everywhere.Girard just likes business cards flying around, selling himself to everyone.

While each of us uses business cards, Gillard's approach is different: he delivers business cards everywhere, and when he pays for a meal in a restaurant, he puts the business card in the bill; Throwing into the air; on the podium, he threw a lot of business cards to the audience...

Business cards were flying all over the sky, like snowflakes, floating in every corner where Girard was.You might think this approach is strange and exaggerated, but Gillard believes that this approach has helped him make a fortune.

Gillard believes that every salesman should try to let more people know what he is doing and what products he is marketing.That way, when they need his merchandise, they will think of him.And his act of throwing away his business cards crazily is also an "extraordinary" thing. Such an "unruly" behavior (are you following the rules all day long, being cautious, and not daring to go overboard) behavior will definitely impress everyone present. People are very impressed.And for them to remember you and what you do, isn't that what you've always wanted?
When people buy a car, they will naturally think of the salesman who threw away the business card and the name on the business card: Joe?gillard.At the same time, the point is that someone has customers, and if you let them know where you are and what you sell, you may get more opportunities.

But the reality is always unbelievable. When some salesmen return home, even their wives don’t know what products he sells—it seems that he has done something sneaky, corrupt, and doesn’t want people to Know!
Since we are all unique, there is no need to hide and be shy anymore.You should let others know you, know your goals and efforts, in life, each of us is a salesman.Every day, we sell—whether we're good at it or not.No matter who you are, what you do, or what your aspirations are, the ability to sell yourself to others is a must if you are to get your way.

If our work comes in contact with other people, we are constantly trying to get them to buy and rent from us, to give us their ideal assignments and to believe our word for it.Selling is also involved in our private lives, and while it is absent in our intimate relationships, it is always present in our social interactions.Most of us want to be liked by others, most people like to find a job easily, hope that people with status can talk to them, hope that the meat sold to them by the butcher shop is fat-free-life is a series of sales: to The good unit you expect sells your ability, sells your emotion to your ideal lover, sells your friendship to your like-minded friends...

No matter what kind of product we sell, the first thing we need to do is to learn as much as possible about the product we are selling.For example, if you want to sell gloves, you have to study how and what materials the gloves are made of, which gloves are suitable for which occasions, and what are the pros and cons of each style of gloves.

And, when we sell ourselves to others, we must also know something about ourselves: Who are we?What do we have to offer?What are our strengths?What are the disadvantages?How do others react to us?What is our purpose?
These probing questions, we try to be as honest as possible, because it is the basis of a sales plan.You can ask people close to you to let them evaluate you sincerely.

We should remember that the first person you want to sell is yourself.The more you practice acting as if you have more confidence in yourself, the more you will create an atmosphere that you are good at it and your attitude is reflected in everything you do.A confident person will sit on the entire chair surface, not just on the edge; if he is a tall person, he will not always shrink his neck.

Sell ​​yourself far more than any product or concept you're trying to sell.You have to look the other person straight in the eye to convince him that you are a reliable person.

When we sell a product, we always try to find out as many selling points as possible, and the same should be true when we sell ourselves in life.For example, when looking for a job, try to present your work performance as much as possible.

A necessary lesson in learning to sell yourself is to have a way of seeing your own mistakes and shortcomings and correcting them.When you sell yourself, for others to accept you, let others see your honest and sincere side.You have to convince others that you have something special that they need.

4.Communicating Your Value: Selling Yourself to Land Your Dream Job

Marketing skills are to salesmen what deep thinking is to Shakespeare, and sexiness is to Marilyn?Monroe, what is communication skills to Martin?Luther?gold.Marketing skills can make or break you in your chosen field of work.Whether you have good marketing skills will make all the difference in the process of getting promoted, landing your dream job, or landing the girl of your dreams.

If you want yourself to be a successful professional salesman, then you need a high starting point, which means, you must market yourself to a good business.

Modern society is like a nature where the fittest survives and the jungle preys on the strong. It is a society of complete competition.The same person has the same professional ability, but the starting point is different, and the final difference will be very different.If you really want to make a name for yourself in the marketing world, you have to think carefully about where you start.

We can all see that international giants such as Toyota, Panasonic, IBM, 3M, and Avon, as well as our state-owned enterprises and outstanding enterprises in central enterprises, their salesmen have nothing to do with others before entering these companies. The difference, however, is why these ordinary salesmen who stayed in these powerful big companies for a while suddenly broke out of their cocoons, called the wind and rain, scattered beans into soldiers, and almost became immortals like feathers? ?

As the saying goes, it is good to enjoy the shade under a big tree. First of all, these enterprises have accumulated a set of operation modes suitable for social development in the long-term development process.In this model, it is not only easier for an enterprise to achieve good performance, but also to maintain its extraordinary innovation ability.Secondly, the self-development ability of these enterprises is particularly outstanding.A new employee will receive strict training as soon as he enters the group, and these trainings are the essence of their years of experience. Only after passing the training can he be qualified to become a front-line salesman.Thirdly, these enterprises have their unique features in personnel behaviors such as selection and appointment.You don't have to worry about not being rewarded for your efforts, and you don't have to worry too much about not being recognized for your abilities.However, such excellent companies are not very many, and it can even be said to be very few.Therefore, if you want to go in, you must make adequate preparations.As a person who is ready to achieve something in marketing, judging whether a company is suitable for his own development should be viewed with marketing ideas.

For a salesman, judging whether a company is really good mainly depends on its development ability.If the company and employees can improve at the same time, and can give employees the right opportunities, it is worth your while to show your skills here.Therefore, don't underestimate those small businesses that are trying to grow. Once they grow up, you will also be proud-if you are one of them.Therefore, we don't have to worry about not having good opportunities, what we need is the ability to seize opportunities.

To become a successful salesperson, you must go through the following three steps:

Step [-]: Marketing Yourself—Marketing Yourself to a Good Company

① Enterprises can provide products that are more suitable for customers' needs.

② The enterprise can provide a good mechanism for salesmen to conduct business.

Step Two: Manage Yourself—Be an Excellent Salesman

No matter how hard and tiring, if a salesman cannot successfully sign a contract, he is not a good salesman.Customers don't buy your account, but competitors return with full load. In contrast, you become a "disadvantaged group" who has no resistance, and you are not an excellent salesman.

Step Three: Improve Yourself—Be a Successful Salesman

(End of this chapter)