Sales start with being rejected

Chapter 5 Overcoming Self-Rejection—Success Begins with Saying Yes to Yourself (4)
"This product is a pure natural preparation without any artificial hormones, so you can use it with confidence."

"Can I try it?"

"Of course!"

Li Juan asked the lady to try it on the back of her hand and asked how it felt.

The lady said: "I don't think the effect is very obvious! It feels a little dry, is it because the moisturizing effect is not good?"

Li Juan quickly explained: "This product is very professional in moisturizing, there is absolutely no problem, and it also has a good moisturizing effect, which is more suitable for dry skin."

The lady still expressed doubts: "Since it is a new product, how do I know whether it will be effective for a long time?"

"Don't worry about this. These are high-quality products from big companies. You don't have to doubt the quality. Many customers have reported that the effect is very good after using it, and now its sales are also very good."

"I don't think it's suitable for me, let me think about it again."

After a lot of hard work, Li Juan felt that the customer did not really buy it, but deliberately made things difficult for herself, so she got tired and gave up continuing to fight, saying to the customer, "That's really a pity, I'm sorry to bother you, I hope the next The next new product can be right for you."

Li Juan gave up halfway and the deal eventually failed.In fact, the more a customer asks the bottom line, the more she shows that she is interested in the product, and the more likely she is to buy it. After all, customers hope that new products can make them "buy with confidence", so it is normal to be demanding.If you choose to give up at this time, you will eventually lose the most potential customers.If Li Juan can persist—and encourage customers to try, the customers will be convinced by it, but she lacks perseverance and gives up at the critical moment, which finally makes the transaction halfway.

Therefore, the salesperson must overcome impetuous psychology, change the shortcomings of lack of perseverance, cultivate strong perseverance, persevere in doing things, and stick to the end.Don't rush into the sales process, be patient and work hard to win over potential customers.At the same time, you must learn to motivate and spur yourself, strengthen your motivation to persist, accumulate over time, and finally achieve excellent results.You must stick to it in many sales, and you must persevere throughout your sales career.Sales work requires experience the most, and experience is acquired slowly over time, and it cannot be learned without perseverance.Only by persevering and overcoming obstacles can we finally achieve success.

The famous philosopher Kant once said this: "I have created a path for myself, and I will be firm. Now that I have embarked on this path, nothing can prevent me from walking along this path." .” This sentence is very suitable for salesmen.Now that you have chosen a sales job, you should stick to it unswervingly, and you should not give up easily even if you experience more difficulties and obstacles.If you want to be an excellent salesperson, you must have persistent qualities.

Setbacks and failures are commonplace in sales work. Salespeople need to have a good psychological quality. After failure, don’t walk away easily, but stand up where you fell and continue to fight, constantly accumulate experience and lessons, and cultivate your perseverance and will. In the fierce competition of the survival of the fittest, we will make continuous progress, and finally become the shining gold left behind after the big wave.

Ambition——awaken the power of longing
A salesperson who doesn't want to make a lot of money generally can't generate good results.The quality of performance depends on whether a salesperson has a strong ambition.

A strong ambition is a strong desire for success. Without a strong ambition, there will be insufficient determination.Successful salespeople are determined to win and have a strong desire to succeed.The desire to succeed comes from your desire for wealth and the pursuit of self-realization.

When Li Ka-shing was young, he worked as a salesman in a plastic belt company.At that time, the plastic trouser belt company had 7 salesmen, among whom Li Ka-shing was the youngest and the most junior.Obviously, this is a competition that is not on the same starting line, an unequal competition under disadvantaged conditions.

Li Ka-shing is proud and proud. He doesn't want to lose to others. He set a goal for himself: within 3 months, he will be as good as other salesmen, and after half a year, he will surpass them.Li Ka-shing has such a strong 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 around the streets non-stop to make sales.Others do 8 hours, he does 16 hours.

Li Ka-shing will have a strong desire to win in everything he does.He is not the kind of strong and strong person, more like a frail scholar, carrying a big bag and running around, it is really difficult.Fortunately, he worked as a teahouse waiter for a year, carrying a large teapot, running back and forth for more than 10 hours a day, and developed his leg skills and perseverance.He developed a hobby of observing people in the teahouse, and now it comes in handy in sales.When interacting with clients, he never forgets to observe the situation, judge how likely the transaction is, and what efforts he should make.

To be a good salesperson, you must have a strong ambition - Li Ka-shing has a deep understanding of this.It is precisely because of this that he will come from behind, and his sales are not only far ahead of all salesmen, but also 2 times that of No.7!
When Li Ka-shing does things, he always does what he does not do, and he does his best when he does.It’s not enough to complete one’s own job, but to capture a lot of information by taking advantage of the characteristics of the sales industry while achieving extraordinary performance in one’s job.He pays attention to collecting market information during the sales process, and learns about the production and sales of plastic products in the international market from newspapers and friends from all over the world.After research, Li Ka-shing divided Hong Kong into many regions, and recorded the consumption level and market conditions of each region in detail in his notebook.He has a clear idea of ​​which products should be sold in which regions and how much sales should be.

After detailed analysis, Li Ka-shing came to his own conclusions, and then suggested to the boss what products should be launched and what products should be compressed in batches.He assisted the boss to promote production through sales, which made the plastic company full of vitality and business boomed.

In this way, 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 and was in charge of daily affairs.Li Ka-shing has gradually become a pillar of the plastic company, a high-income wage earner, and a leader among his peers.In his early 20s, he rose to the top position of the migrant workers, which is indeed enviable.And all this stems from his strong desire to succeed.

It can be seen that the best way for a person to go from poverty to wealth is to do sales.Because this line of work does not require you to have a high degree of education, strong capital, outstanding appearance, nor does it require you to have a lot of professional knowledge and professional skills, it only requires you to have a strong ambition.As long as you have the belief of winning and can sell things, you can make money.

Therefore, sales is the most important way to start a business quickly in today's society.Many great entrepreneurs in the world started their careers in sales, such as Konosuke Matsushita, Iacocca, Watson, Zeng Xianzi, Wang Shuiqing, Jin Yuzhong... Among the senior executives of the 500 largest companies in the United States, many of them were engaged in sales when they were young Work.As the American billionaire Boner said: "As long as you have the ability to sell successfully, you can become a billionaire from scratch." In sales, you use other people's goods, funds and channels, build relationships, save capital, Accumulate experience and get ready to go. Once the time is right, you can open up your own world.

To a large extent, the desire for success is a strong desire for high salaries. People who are content and happy are not suitable for sales.Sales is a profession with a lot of pressure. Salespeople will continue to suffer rejection and failure. If there is no strong desire and ambition to succeed, they will not be able to arouse the ambition to break through the obstacles.

Tolerance - a mind that embraces all rivers and rivers
In the sales process, it is inevitable that there will be some misunderstandings and misunderstandings. The salesperson has a tolerant heart, which will make both parties put the misunderstandings into tolerance, and turn the so-called competition for interests in the sales process into a relaxed conversation. In a harmonious atmosphere complete the transaction.

Customers have different personalities, and also have different outlooks on life, the world, and values.Even if this client cannot be your friend in life, but he is your client at work, you should treat him better than your friend, because this is your job.Therefore, the salesperson must have a strong sense of tolerance, tolerate others' pickiness, and tolerate others' unreasonableness.Because many customers are like this sometimes, pick and choose, care about every detail, mess around, and there will be any kind of situation.

No matter how customers complain, pick and blame, we must tolerate and accept customers' suggestions.We are not afraid of customers having suggestions, but what we are most afraid of is that customers don't give suggestions, and they don't care about the quality of our work or the quality of our products.If customers ignore us, our business is not far from closing down, and our salespeople are not far from losing their jobs.Because they have placed hope in us and are full of confidence, they will continue to put forward valuable suggestions so that we can do better.Therefore, we must treat customers sincerely, tolerate customers, thank customers, and understand customers' good intentions.

A newly appointed store manager was very puzzled by a salesperson who ranked first in sales for three consecutive months.According to many people, this female salesperson is not good-looking and not good at talking, but the shoes in her shop are selling very well, and the sales have been ranked first among the 40 shops for three consecutive months.The whole shopping mall is full of shoes, a sales lady who is neither good at talking nor very beautiful, why do customers pay attention to her?

Regarding this question, the manager wanted to make it clear.So he went to observe.After reading it, I finally understood the reason: this female salesperson mainly deals in women's shoes, and women always like to try and try when buying shoes. "It doesn't matter, try a few more, there will always be one that suits you!" Facing customers' pickiness—bad color, ugly style, rough workmanship, she always said with a smile: "Don't try this pair again! "So, customers keep trying until they are satisfied.Even if the customer tried a few pairs and did not find a suitable one, and said he would not buy it, the salesman would still smile and say, "It's okay, welcome to come again next time!"

But the salespersons in other berths became very impatient after the customer tried the three models, and either began to sell hard, or expressed impatience: "There are only a few models, but the colors are different." Or: "You'd better hurry up , I still have customers!" Or: "At this price, how good the workmanship can be, there are good workmanship and high prices, do you want it?" As a customer, who doesn't want "good quality and low price", you say Will customers want it if the price is high?

It is by virtue of this kind of tolerance to customers that the salesman has won customers and achieved good sales performance.

There are all kinds of wonders in the world, and there are all kinds of customers.But the customer is God, and God has the right to be picky and choose.Sometimes God has a weird temper, and sometimes he does things that are unreasonable, but he is God, so he has such power.What you do is not to blame why God is so unreasonable, but what you need to do is to use your skills to win God's favor.

Some customers are picky about companies, some are picky about products, and some are picky about people.Some say the price is too high, some say the product is bad, some say the delivery is late, and some say the service is not good enough.These are questions that salespeople run into over and over again.No matter how good your business is and how good your product is, there will always be dissatisfied customers.As an excellent salesperson, he must face these problems bravely, accept customers with an inclusive attitude, and provide solutions in a timely manner.Therefore, the arduous sales work has created a good tolerance and adaptability of the salesperson.They will adopt different solutions for customers with different personalities, different ages, different genders, different cultures and different requirements.Finally, let customers buy with confidence and happiness.In short, as long as the salesperson is full of tolerance in his heart, he will have less obstacles with customers, more understanding, and more chances to make a deal.Otherwise, you will always be blocked on the road to success until you are knocked down.

The salesperson must tolerate the ignorance, pickiness, or even irrationality of the customers, have a serious and responsible attitude towards the customers, fully consider their interests and difficulties, and not be impatient because the customers lack knowledge or common sense.At the same time, treat customers with sincerity, give appropriate emotional respect, understand customers' embarrassments and complaints, and give positive guidance.

(End of this chapter)