1 minute to grab the customer's marketing coup

Chapter 7 Identify Your Role: Salesman (7)
Knowing your own difficulties is "nothing special" in the eyes of many people.Some people are like newborn calves, who are not afraid of any difficulties, disregard any dangers, and don't think about any way out. There is only one word in their heads: Chong.It seems that the world was created for them, and the stars revolved for them, so they galloped one by one with great pride in their hearts, but what happened?
During the galloping horse, there will be a tripping rope from time to time, so they fall off the horse with an "oops"; or one or two cold arrows are shot from behind a tree, so they roll off the horse with their arms folded... …

In order to find out our position, we might as well calm down first, carefully examine our abilities, and see what our strengths and weaknesses are.The so-called knowing the enemy and knowing yourself is the only way to win every battle. Life is your own. You can't keep running behind other people's buttocks, because you will only eat dirt.

This is like speculating in stocks. You see people earning a lot of money, the media is shouting every day, and the stock commentators are all shouting hoarsely: [-] points are over, and [-] points can’t stop it. Ten thousand points ten thousand points!

As a result, when you see "good", you follow it regardless of 21.It can be said with certainty that among those who sang "Men go in, eunuchs come out; BMWs go in, bicycles come out; wear suits go in, hang three points out; Wu Song goes in, Wu Dalang comes out; Yang Wanwan goes in, Yang Bailao comes out" You have one!In the end, the only thing to do is to die down and quit the stock market with a sigh.

② Separate interests from talents

After we have identified the abilities we currently have, we must combine the abilities with our own interests, so that we can discover the joy of life at work.

Doing what you are talented in is easy to produce results, but don't think it is your interest just because you are doing well.In order to find real interest and passion, you can ask yourself, for something, are you eager to repeat it, can you complete it happily and successfully?Have you always yearned for it in the past?Is the happiest thing in your life related to it?
③ Make an objective self-analysis
When we ask ourselves the above questions, we can’t add the expectations of our parents, social values ​​and the influence of friends, we can’t take things recognized and valued by society, family and friends as our own interests, and we can’t take things that are interesting but not worth it. Take what you have personally experienced as your own interest.

④ Access to other fields
If there is still no result after doing the above two points, it is best to find more opportunities to try other options and get in touch with other fields.Only by contact can one try, and only by trying can one find the favorite in one's heart.Those who dare to try are smart people, they will not lose, because even if they do not succeed, they can learn from it and broaden their horizons.

⑤ Find your ambition

We should know that hobbies may not be regarded as careers, and liking to play online games does not mean that you will like or have the talent to develop online games.Washington was just an inspector at first, and Maugham read medicine before writing, and they both eventually found careers that could give full play to their talents, and thus went to success.

Life is long and we can have many interests at the same time.In addition to developing interests, it is more important to find a lifelong ambition.The author of a book interviewed hundreds of successful people and asked them what they didn't understand when they were young, but they finally understand today.The answer he got the most was "I hope someone from my predecessors would tell me and encourage me to pursue my ideals and aspirations."

⑥ Find your role model

As the saying goes, "The power of role models is infinite." When you find your own interests, you must look for your own role models.For example, if you want to be a website, you can use Ma Yun as an example; if you want to be a star, you can use Tony Leung and Stephen Chow as an example;

Role models are actually very vague in the eyes of many people, and the role models in some people's minds cannot be called role models at all.Since you can be called a role model, you are definitely not as good as that person. If you think that you are more qualified to succeed than that "model", it must be that your role model is not chosen correctly, or you are simply dreaming.

When we find our role model, we should calm down, carefully study his path to success, collect all relevant information about him, and see how he went to success and what abilities he has.Then, we can determine the gap between ourselves and him, see how many steps we need to get to that position, and finally formulate a clear, specific and feasible plan.

In the end, we have to accept the reality, and make our own plans in a down-to-earth manner, so that we can discover our own unique talents—great eyes but low abilities are taboos in making life plans.The ability to locate, find interests, and determine goals means that in order to achieve the goals, one must push oneself into a difficult and difficult situation; if a person cannot determine his goals, he must be a person without courage.

We can't follow the trend because of external reasons, let alone hesitate because we don't know our strengths temporarily.For the brave, life is an experiment.Bravely trying and pioneering, this is the best way for us to find our purpose in life.In this way, even if we have not found our own way, we are already "on the way".

Temporary loss and hesitation are not terrible, what is terrible is that you have never set off!
Second, love, to help you embark on a marketing journey
After the above-mentioned series of "self-evaluation" work, if you find that you really have extraordinary strength in sales, and you are also very interested in this industry, and want to develop and make breakthroughs in this area, then now, you can Embark on your own marketing journey.

The writer Emerson once said: "Without enthusiasm, no great performance can be successful." No matter what kind of business, if you want to be successful, the first thing you need is enthusiasm for work.This is especially true in the sales business, because the salesman travels around for a whole day, a whole month, or even a whole year, trying hard to sell products. Needless to say, the failures he encounters, even the energy and physical strength consumed by the sales work are not what ordinary people can bear. .Coupled with the blows of failure and even repeated failures, it is conceivable how much enthusiasm and vitality a salesman needs.It can be said that without sincere enthusiasm and vigorous vigor, a salesman will accomplish nothing!
Therefore, a salesman should not only exercise a healthy body, but more importantly, have a sincere and enthusiastic personality.Enthusiasm is the primary condition for sales success. Only sincere enthusiasm can melt the indifference and rejection of customers and enable salesmen to defeat the enemy.

Momentary enthusiasm is easy to achieve, but a successful salesman must turn enthusiasm into a habit-we form a habit, and then the habit makes us.

We have repeatedly confirmed whether marketing is really our interest. The purpose is to turn this temporary enthusiasm into a lifelong motivation, so that marketing is no longer just a job to support our families, but a job for us. A cause that realizes the value of our life!Of course, if after the above series of "self-assessments", you find that you don't really like the job of dealing with people all the time - you like to do a quieter job, and you find that you just envy the high commission of the salesman ——If you can’t bear the endless white eyes and the hardship of “sweeping the streets” under the scorching sun, then I advise you not to enter this business!The so-called "entering the market is risky, investment needs to be cautious", not to mention, if you want to invest your entire life now, you should be more cautious-women are afraid of marrying the wrong man, and men are afraid of entering the wrong industry, so you have to guard against it !

Now, if you want to succeed in your marketing career, you have to be tough.When it comes to being assertive, it comes back to the gist of our section: love your work from the bottom of your heart.

In this world, there is nothing more irresistible than love.To have love in your heart, you must first love your life, your business and your customers.Beyond that, you must also love your family, your fellow man, and your faith.From the perspective of marketing, your love is a reasonable cultivation of human nature, and the so-called transaction is a flower that "grows naturally" - marketing is 98% understanding of human nature, plus 2% of products Knowledge.

Specifically, if a salesman wants to hit the target in one fell swoop and become a leader in the industry, he must have the "three loves":
① Love your company

A salesman is a lonely fighter, often single-handedly, carrying the company's battle flag and fighting on behalf of the company.If you don't have a passion for the company and want the company to prosper, you won't feel the fulfillment, happiness, and meaning of your work that you've worked hard to sell.

② love your product

Someone summed up the "two-two-six principle", that is, on average, 20% of the salesmen in each company can be called experts and outstanding, 20% can only meet the standard, and 60% can only pass by.Relevant experts have conducted a survey on more than 3000 salesmen and found that 60% of the salesmen said that they do not like the products they sell, which just proves the above principle.

③ love your home
Salesmen should think of the home as a retreat from fatigue.Family and everything prosper, family and discord all depend on your "family management" to get the point.Single people should also practice self-management. If your life is corrupt, it will make you mentally weak and weak-willed, so that you cannot go to work with all your strength.

We just say it like this: love, love, love... It seems a little empty and futile, just like the air around us, invisible, graspable, and useless.In fact, loving one's work is a very practical thing. It is not abstract at all. It can be seen and grasped. It is very concrete. Its place of strength is right under our feet, in our daily work.

For example, always feel grateful, and communicate with your colleagues with a grateful attitude.After layers of interviews and scrutiny, you know very well that it is not easy for you to enter the current group. The knowledge you have learned and your experience will be realized in this group.Therefore, you should be grateful to your HR supervisor for hiring you, to your boss for giving you the opportunity to show yourself, and to other colleagues.Thanks to them, this dynamic team is moving forward fast, and I am grateful that they can let you join and help you realize your dreams.

Like complimenting others appropriately.Complimenting each other is the beginning of your recognition.Everyone hopes to be recognized by others, so that the differences between the two parties can be narrowed and mutual appreciation can be achieved.Complimenting people also requires learning. Only by paying attention to the other party can you get the other party's intentions. The place where the other party puts their minds is what you are worthy of praise.And the tone of praise should not be overly exaggerated, it should be a feeling from the heart, otherwise it will be counterproductive, and the other party will think you are hypocritical.

Like “marketing yourself” in your current position.

By now, you know how important it is to acknowledge and recognize others in your new work environment.But you are not asking for a new position, you are very satisfied with your current job, you just want to be treated better, what do you do?

We can use the above two methods to improve the perception of you by your boss and colleagues.It's easy to slip into a rut in a relationship with someone you see every workday, and you take their excellent work for granted.After all, they're still working with you, and they must know you like their job, right?Wrong, totally wrong!

Don't take it for granted that Director Zhang knows that you admire her excellent performance in procurement work, and admire her for greatly reducing costs and improving quality.And don't take it for granted that Manager Li knows how much you appreciate his ability to entertain new clients.

It is wise to make full use of the talents of others, but it is wiser to recognize and appreciate the work performance of Director Zhang and Manager Li.Even if you are not the boss, you can express recognition and respect for the good work of others, everyone can do this; when we recognize others, they will feel important and become more motivated and work harder .

Other people's good feelings will also infect you, and their acknowledgment of you will follow.Isn't that bad?
This is how "love" is applied in our daily work.

Just like a famous saying in "The Book of Songs": Throw me a peach, and give me Qiongyao.Whether it is our personal life or our business activities, this kind of gratitude, this kind of empathy, this kind of empathy, this kind of love will benefit us a lot-these will make Double your personal charm and marketing performance!

These words are not just words, they are the summary of hundreds of years of marketing experience of marketing masters.Because many times, what customers buy is not necessarily the product with the best quality or the cheapest price. What most people buy is a feeling.As long as this feeling is right, even if they spend a little more money, they won't care and will be happy to bear it (I believe you also have personal experience of this point).For salesmen, the first thing is to find a way for customers to find this feeling.

What exactly is this feeling?

It is to be cared for, valued, and recognized by others. This kind of moderate compliment and affirmative evaluation from others will make people feel that they are very important and their own value, just like having a pedicure - that is called a comfortable !
Marketing, is to sell this "comfortable" feeling?
That's right, in addition to the practical value of a product, more often than not, we are consuming its emotional value.Walt, who founded the world famous Disney company?Disney once said with deep feeling: People only spend money when they feel comfortable and comfortable.

Although humans are rational and capable of thinking, we are still emotional animals in the final analysis.Most of the time in our lives, we are governed by our emotions.Marketing is emotional first, and then logical. Please remember this marketing golden saying.

Therefore, in addition to marketing knowledge, one point may be more important-knowledge of human nature, after all, you are dealing with people all day long.

In the next chapter, we will look at some knowledge of human nature - the psychology of customers.Only by knowing the enemy and ourselves can we be victorious in all battles; only by grasping the "life and death gate" of our customers, can we proceed step by step, completely destroy their psychological defenses, and make them happily take out the "Great Unity" in their pockets...

(End of this chapter)