Sales start with being rejected

Chapter 17 Achieving Perfect Sales——Success Starts From Selling Yourself (2)
The real face-to-face time for salespeople and customers is very limited. Even if you have time, customers will not have much time. In fact, most of the time is spent on preparations.Making preparations will allow you to visit customers most effectively; allow you to understand the status of customers before selling; help you quickly grasp the key points of sales; save valuable time; plan a feasible and effective sales plan.

Sales preparation is crucial, and the quality of sales preparation is directly related to the success or failure of sales activities.Generally speaking, sales preparation mainly includes the following aspects:
(1) Item preparation

There is a saying in Taiwan's business circles that "sales tools are like the sword of a knight".The sales staff must bring any materials that can promote sales.Item preparation includes: product samples, company and product information, quotations, contracts, business cards, small gifts, etc.The contents of these items can be collectively referred to as the visit package, and the visit package must be carefully checked before the visit to prevent missing necessary items.

(2) Information preparation

Mainly information on customers, but also information on competing products. Only by knowing yourself and the enemy can you be targeted.

(3) Image and mentality preparation

Before the visit, you must check and adjust your own image and mentality. Image and mentality are important factors for the quality of a salesperson's visit.

(4) Preparation of product knowledge
Before selling, salespeople should understand and research the products they sell.If you don't understand your product, people will get angry at your lobbying.It is essential to make various preparations for the product before departure.When a company launches a new product, the salesperson needs to understand the features and selling points of the new product.If you don't understand the new sales policy, you can't use the new policy to attract customers; if you don't understand the new product, you can't sell the new product to the customer.

(5) Clarify the purpose of the interview, so as to determine the focus of the speech

We all know that before sales, we need to formulate a sales plan and clarify our sales goals. The so-called goal is our inner description of the expected effect when a job is completed.Sales staff visits must establish goals.Every salesperson should do the preparations in the above aspects before sales, so as to know what to expect, to be sure of success, and to improve sales performance.

Before you sell, you have to be ready.Even if it's a stranger visiting, you can't knock on the door for the sake of knocking.You have to do some research to make sure you are knocking on the right door, and prepare based on the product or service you are offering. This kind of preparation or groundwork is a waste of time, but you have to do it.You should be good at discovering as much information as possible from potential customers in order to "prescribe the right medicine".When you have done serious preparation, the customer will easily accept your proposed solution without much work on your part, and he will buy your stuff without hesitation.This is one of the best ways to sell, it will make the customer comply with your wishes, and benefit you.

Manage sales time

No matter what job you are in, timing is everything you have to face, your plans, scheduled client meetings, etc.As a good marketer, you should always ask yourself one question: How much time do I spend idle in my work?Fei Dewen said: "Successful work comes from organization, from the effort of arranging time. It takes a little time to set up a schedule. If it is compared with the cost of unorganized work, it is really insignificant. You There is only so much time in the world, use it well, or you will go to it. Make a decision, plan your time well, so you can use it well and work [-]/[-]."

Let's look at a small problem first.If you want to bake 3 cakes, both sides of each cake need to be baked to be considered cooked, each side needs to be baked for 3 minutes, and only two cakes can be baked at the same time, how much time do you need to bake these 3 cakes at the shortest time? Woolen cloth?
It's unlikely you'll come up with an 18-minute answer, that's too long.You could very well say that it takes 12 minutes and you only need to bake two cakes first and then the remaining one, or one cake and then two.

But, the correct answer is 9 minutes, and yes, you only need 9 minutes to make the whole pancake process!Assuming that the three cakes are numbered 1, 2, and 3, with sides A and B respectively, then you need to bake 1A and 2A for the first time, 1B and 3A for the second time, and 2B and 3B for the third time. The pie is done, and it only took you 9 minutes!

From the story of pancakes, we should understand that in daily work, we must arrange time reasonably, plan overall, save time and improve efficiency, otherwise you will feel very busy and breathless.

Time is limited in general, and the same is true for sales workers.Sales work and sales tasks are unlimited for salespersons, because the market for the service objects of sales work is constantly changing, and the development of enterprises is also endless.Therefore, as a salesperson, you must learn to do a lot of unpredictable work preparations in a limited time, which requires you to arrange your time reasonably.

Have you ever wondered how much your time is worth?May wish to calculate below.

Assuming that the annual income is 10 yuan, based on 40 hours of work per week, you work 2080 hours a year, then the estimated value per hour is 48 yuan.

If you are doing direct selling, if you spend one hour a day on unproductive activities, it means that you spent 1.25 yuan this year (1/8 of the time spent every day, 10×1/8=1. 25), without getting anything out of it.But more seriously, you're wasting your own time and your boss's time.If you use this time effectively, you will uncover repeat customers and future business.

As a salesperson, the price of your time is determined by you. No company, no group, no trade association, anyone can dictate your hourly price.Many people like to revel in the prophetic, fixed-rate paychecks they get at the end of the month.Unlike a sales job, however, that payday could mean you're on the road for weeks, or even months, and you're happy to do it.Those in the real estate business know that well.How long does it take from the first time he knocks on a potential client's door, to figuring out the market, arguing about the state of the roof, repainting the hallway, selling, closing the deal, and finally getting the check.

Having a good time schedule will help you avoid depression. It's easy to lose track of your goals. But don't worry. Everyone has those moments. Just focus on the task at hand and keep knocking on those doors. Call, visit, and try every opportunity you get.Don't let yourself get involved in busy work, but be a person who is really busy and happy, actively pushing your hourly rate to new heights every day.

Where are salespeople wasting their time?What can we do to improve?
First, if a salesperson procrastinates on a regular basis, time will slip by inadvertently.I should have to delay and procrastinate the customer's phone call, because I don't want to face the possible rejection, or the customer's complaint, or the customer directly said: I don't need it!To call or not to call, struggling for a few minutes, and when we arrive at the customer's door, should we go in and visit or not?Another few minutes of wasted struggling time, make this call tomorrow!Go visit this client again tomorrow!Finally, it was only a few minutes of wasted time, and it immediately turned into a waste of several days!Salespeople must be decisive in doing things. As long as they have identified the customers and made a plan, they should not procrastinate, and complete the work at any time. Don't feel that their sales tasks have not been completed at the end of the month.

In addition, salespeople often visit customers. During the process of visiting customers, have you wasted some unnecessary time?For example, if you visit your customers without fully investigating them, you must know that some customers can be excluded from your potential customers through preliminary investigations. Even if you talk about hype, such customers will not be tempted .Then you are wasting your time by visiting such meaningless customers.In addition to visiting customers who should not be visiting, if you are not fully prepared before the visit, maybe your visit will not bring you closer to the customer, but will further distance you from the potential customer.If you are not prepared yourself, and the customer does not feel your intentions, and does not understand the theme of your visit, why should the customer take the time to talk to you?So check yourself how much of our daily work content is these meaningless visits.Whether to reconfirm the time before going out to visit, confirm whether the tools are ready, clarify the purpose of the visit, what customer information to collect, whether the visited area has been planned, and do not spend a lot of unnecessary time on transportation.Not as long as there is work, there will be results. Covering your head and eyes is also work.

Clear and clear work is also work. The more meaningless visits, the lower the efficiency of the task. Successful sales come from the mastery of every small key.

Finally, many salespeople are always sneaking away from work, chatting with colleagues, and surfing the Internet to take a break. Little do they know that it is because you cannot control yourself to use your working hours reasonably, which leads to your low performance.You need to develop self-control and enthusiasm for your work.

If you want to save time, you must first have a better sense of time and efficiency.Because if you want to think about efficiency, you must have a reasonable time arrangement, and a reasonable time arrangement is based on a better time concept.The preciousness of time lies in its non-repeatability, just like the water in a small river, only forward but not backward.In fact, it is that we must realize the importance of time in our hearts, and only when we realize the position can we arrange it reasonably as a carrier and achieve the goal of high efficiency.People who do not value time will not use time rationally. In addition to its non-repeatability, the preciousness of time lies in its finiteness.The plans and goals we have formulated, together with our superpowers, will not be realized if we do not have time to guarantee them.

The second thing to note is to clearly separate your leisure time from your work time.Otherwise, if you are busy with work in your spare time and thinking about leisure while working, it will only affect your work efficiency and delay your normal rest.In addition to clear work and rest time.You should also distinguish between priorities and prioritize the things you have to do.The success of a sale depends on what the salesperson does and how he does it.

Just imagine, if a salesperson spends too much time wasted on the road and waiting, no matter how skilled and experienced he is, his sales performance will inevitably be affected.The key to performance improvement is to classify and arrange the work quotas that should be completed every day, and to make good use of every minute of contact and communication with customers.Marketers should accurately classify and analyze their own time according to the nature of the industry, product characteristics and the company's marketing model.According to the four-quadrant rule of urgent and important, urgent and not important, not urgent and not important, and not urgent and not important, make your own daily action plan guide table.Prioritize important and urgent matters; plan ahead for important and non-urgent matters: authorize urgent and non-important matters; push down non-urgent and non-important matters as much as possible.At the same time, through planned work, gradually reduce the frequency of urgent and unimportant things.

At the end of each day's work, after completing the work summary of the day, it is necessary to make a work plan for the next day.After you've pinpointed your goals and written them down, it's time to create a timetable.Stick to your plan every day. Indeed, salespeople really can't work without a plan. The efficiency is too low.You need to write down what you are going to do the next day:

Work-related things like phone calls to make, people to visit, tasks to perform, etc.Add to the list important things in your life that fall into other categories.When you're done, put the list away, forget about it, and start snatching up time for sleep.The next morning, take another look at your index card or computer file over breakfast.Constantly ask yourself if what you were doing was the most productive.Here's what you have to do.Train your mind to repeat this question throughout the day.Also write your event on the card and put it in your pocket if you have one.In short, however, make this kind of thinking a habit. ,
The sales staff also need to make good time arrangements outside of work, so as not to let things outside of work take up valuable working time. "We must be proactive in the arrangement of time, that is, to arrange the time to do things, not to let things occupy your time", this sentence truly reflects the importance of time arrangement.With the accelerated pace of life, more and more things need us to do.Outside of work, we have to take care of family, society, friends and other aspects of things. Often we cannot reasonably arrange these things outside of work and affect our work. Sometimes we fail to solve a small matter in life in time. It takes up precious working time, breaks the original work plan, and greatly reduces work efficiency.Therefore, we must arrange time outside of work reasonably to avoid any impact on work.

In addition to planning and arranging your own time reasonably, you also need to have the ability to manage time and execute plans.Once the plan is made, it must be pushed forward without compromise according to the planned time.Implement table management on your own time and check it at any time.Although there will be various emergencies at the beginning, after a period of persistence, all work will gradually get on track, and various unexpected situations will gradually decrease.

As a salesperson, it is inevitable that some time will be wasted in the car and in the reception room of the store.At that time, Ouyang Xiu had the theory of "three tops" in reading, namely: immediately, on the toilet, and on the pillow.If our salespeople all learn the spirit of the ancients, they can use the time spent on the bus and waiting for dealers to meet.Understand the industry situation, learn product knowledge, and improve professional skills, which not only realizes personal value-added but also promotes the completion of work.

To save time, in addition to not wasting time doing useless things, it is also necessary to improve the efficiency of work per unit time through the improvement of mentality and skills.If a salesperson can have a good attitude, devote himself to work with passion, and constantly improve his sales skills at work.It only takes two weeks for an ordinary salesperson to handle a customer, so he naturally has time to do other things.After a long period of accumulation, the performance will of course be outstanding, and the time will also appear to be more than enough.

Finally, I would like to give you some detailed suggestions.

(1) With a good working attitude and a positive attitude, devote yourself to work with passion.

(2) Write the key points of the conversation behind each customer you plan to visit.

(3) Call and communicate with customers who are going to visit and make an appointment.

(4) Organize your own folders frequently, whether in reality or on the computer, and make sure you can find the files you need at any time.

(End of this chapter)