I really want to be in sales, but the interviewer said I’m not suitable! !

First of all, you have to think about what qualities a salesperson should have? If you have these qualities, the interviewer will of course say you are not suitable.

Under the same products, the same advertising, the same price policy, the same performance appraisal and salary incentive system, the performance of different sales staff is different.

This phenomenon often occurs in many corporate business departments. Corporate leaders criticize the sales department for poor performance, while the sales department believes that the human resources department recruits poor quality employees, etc. I think the root cause of this phenomenon is: first, there is a problem with the quality of recruitment, because the human resources department or the head of the sales department is not clear about the professional characteristics that salespeople must have, resulting in low quality recruitment; secondly, The sales department's retraining and business guidance for the sales team are insufficient; thirdly, the sales staff themselves do not have sales characteristics.

No matter which industry you are in, if you want to be an excellent salesperson, you need nothing more than five traits. Similarly, for human resources and sales managers, only after they recognize and agree with these five characteristics can their concept of talent selection truly change, and they can select outstanding sales talents according to the real needs of the company.

Sales is an art, not a science. Art requires talent, and then gradually builds up the ability through acquired practice. Excellent sales talents generally have five "traits":

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1. Confidence: Quickly establish relationships with strangers

1. What is confidence

For salespeople, confidence means being able to quickly establish relationships with strangers. This means that when a salesperson faces a hiring manager or a customer, his or her eyes should shine with determination and a look that would rather die than surrender. This kind of look shows no fear when expressing thoughts, and can even make the other party surrender. In fact, self-confidence is very simple. It consists of 3 elements:

(1) Self-image.

Appropriate and tasteful clothing can enhance people's self-confidence.

(2) Self-affirmation

Self-affirmation and self-motivation are good ways to enhance self-confidence.

(3) Self-expectations

Set appropriate goals for yourself and form incentives by achieving them.

2. Moderate self-confidence

It should be noted that although self-confidence is one of the five characteristics of an excellent salesperson, it does not mean that the more confident the better, everything must be done in moderation, otherwise Too much is not enough.

3. Confidence requires self-affirmation and encouragement

For most people, whether they are confident or not depends to a large extent on themselves. If you continue to encourage and affirm yourself, you will have self-confidence. On the contrary, if you are timid in doing things, your self-confidence will become worse and worse.

4. The acquired cultivation of self-confidence

As far as self-confidence is concerned, 70% is innate and is formed by the influence of parents and family environment. If parents often encourage their children to be brave and strong , then the child can develop a confident character; on the contrary, if parents often educate their children that there are many bad people and dangers outside, then the child will develop a timid character. Therefore, childhood environment is an important reason for people's personality trends, but there is also 30 confidence that can be formed through specialized training.

Many of the new people recruited by companies lack self-confidence. A simple and effective way to develop their self-confidence is to let them speak in public. Just like some introverted leaders, when they communicate with employees alone, their thinking is clear and logical, and their language is vivid. However, when they stand on the podium to speak, they feel fear in their hearts. They are worried about saying the wrong thing. The more they worry, the more nervous they become. The more nervous you are, the easier it is to say the wrong thing.

2. Understanding: discovering and meeting customer needs

1. What is understanding

At work, we often encounter two types of people, the first The person assigns tasks and arranges the work for him with thousands of words, and explains it in detail many times, but in the end he still asks: "Manager, what exactly do you want me to do?" The second kind of person only needs you to communicate with him for 3 minutes. He knew what to do and how to do it. This is the difference between understanding and understanding. In sales work, each customer has different needs in terms of product quality, customer service, or rebates. It is very important for sales staff to truly understand customers and understand their needs. Therefore, another characteristic of sales is the ability to see and guess the real needs of customers through words and expressions.

Autumn Love Quotations

Lovers in Beijing all like to go to Xiangshan to see the red leaves in autumn. There is also a pair of lovers here who have just met. They are sitting on a bench chatting. The boy's sweet words are very pleasing to the girl. At this time, the autumn wind was blowing, bringing with it a hint of chill, and the maple leaves fell to the ground, golden yellow. The girl said sadly: "Ah, time flies so fast, autumn is here again, the wind is so cold!" As she said this, she hugged her shoulders with both hands. The boy thought this was a good opportunity for him to show his courtesy, so he quickly took off his coat and said, "Put on my clothes." However, when he put his clothes on the girl, he found that the girl glanced at him sideways, and then Another sigh. What's going on? Only people with strong understanding ability can truly understand the girl's feelings. She is not really cold, she just wants to say that she needs a warm embrace. This is the deviation of understanding.

2. Understanding of body language

In addition to being able to understand the customer's language, you must also be able to understand their actions, that is, body language. The reason why body language is important is that people's inner thoughts 55 are expressed through movements. And more importantly, if you only listen to the other person's words and don't observe his body language, sometimes it is difficult to understand the other person's true thoughts and intentions.

3. Listening is necessary for correct understanding

I once conducted a questionnaire survey on what kind of salesperson customers disliked the most. There are two results: one is dishonesty. Say one thing and do another, boasting it to the extreme in the front, but not delivering on it later. Second, he talks too much and is disrespectful. I don't listen to the customer's requests and opinions, and I don't look at the customer's expressions and actions. I just talk endlessly, as if I'm giving a lesson to the customer. In the process of talking with customers, real business masters see a lot, ask a lot, and are better at listening and asking questions.

4. Don’t underestimate the customer’s IQ

Just now we emphasized not to interrupt others, but to listen clearly to what the other person means. The following problem is also a common mistake made by salespeople, that is, underestimating the wisdom of customers. If you underestimate the customer's wisdom, you may misunderstand the customer's intentions. If you don't know what the customer's needs are, it will be difficult to close a deal with the customer if you cannot find the needs. So, don’t underestimate your customers.

3. Influence: Let others say "yes"

1. What is influence?

In the sales process, there is often a situation where the salesperson I have good talks with customers outside and often have many interested orders. Customers often say that they will contact the company as soon as they have needs. However, in the end, the contract is always unable to be implemented. The reason is because of this salesperson. Lack of influence. Simply put, influence is the ability to get others to say “yes.” This is crucial to business work, just as boys often need to work hard to pursue girls before they can build a happy family with their lover.

Both business and love require such a process. In this process, the salesperson must talk to the customer seven or eight times and constantly lobby the customer, because the customer is also worried about signing the wrong contract. Therefore, if the salesperson does not actively contact the customer, the customer will never take the initiative to find the salesperson. It can be seen that whether the contract is finally signed mainly depends on the influence of the sales staff, which is the main factor that determines the quality of performance.

2.3 minutes to influence customers

During the process of contacting customers, 45% of sales staff will make requests to customers before saying goodbye. In fact, the success or failure of many businesses depends on the 3 minutes before the end of the customer visit. That is to say, the salesperson has 3 minutes to influence the customer and reach an agreement with the customer.

3. The influence is two-way

Some sales staff will also exert influence on the examiner when applying for a job. His eyes are firm and he will influence the examiner through actions and words. He will ask: When can you notify me for a psychological test? When will I be notified of the interview? When can I be hired? 20% of the applicants have this kind of influence, and they will take the initiative to make requests to influence the examiner. Therefore, influence works both ways.

4. Pleasing: Continuous Pleasant Service

1. What is Pleasant

The fourth quality of an excellent salesperson is to please. Simply put, pleasing is the ability to make others happy and to provide continuous pleasant service to customers. In fact, pleasing is also an innate ability.

2. Why is it important to please?

The reason why it is important to please is because everyone, from national leaders to ordinary people, likes to be pleased and hopes to be praised and praised by others. Granted, so do customers. Therefore, whether you can please customers and make them feel comfortable and happy is of great significance to sales work.

5. Constancy: Consistent self-execution

1. What is constancy

Constancy is consistent self-execution. In other words, it depends on whether a salesperson pays attention to details and can stick to one thing to the end. There are often two types of sales talents in enterprises: one is good at offense, he can get orders that others cannot get; the other is good at defense, he can protect customers well and improve customer loyalty . The second type of talent possesses the quality of constancy, which is a necessary condition for doing a good job in sales to large customers.

We can examine whether a person has constancy through conversation. No matter what he talks about, his emotions are stable from beginning to end, and he can always maintain the logic and orderliness of his language. Then this person has a certain degree of constancy, an ability that is not affected by external emotions. Such people know what they should do and say no matter when and where they are, and they have good psychological qualities.

2. The importance of constancy

Any salesperson who has done business with large customers knows that it is very difficult to sign any contract. It may take a year and a half to prepare, and Whether the transaction can be concluded or not depends on whether the salesperson can persist until the end in the critical last few minutes. There are many details to prepare and arrange. Constancy plays an important role in these jobs.