I am a person who just started a business. How can I become a real salesman?

First of all, we must be "enlightened" when doing business. Understanding is a kind of ability, and it is an accurate grasp of the development law of things, human nature and the inherent law of doing business. It is also a comprehensive embodiment of learning ability, observation ability, thinking ability, comprehension ability and judgment ability. Specifically, for business people, even if no one teaches you, you should understand the rules of being a man and doing things at work. Besides, in business, no one will teach you many hidden rules. Just like martial arts, a boxer can only pass on his moves to you, not his kung fu. The same is true of training. The most secret thing comes not from words and deeds, but from understanding and comprehension. For example, in training, we often talk about how to keep the relationship with dealers. We all say that we should be friends with the boss, but how to be friends with the boss is difficult to train. In fact, it is very unlikely to become friends with dealers. When interacting with dealers, you should not be too close or too far away. It is important to keep a proper distance. The grasp of this scale depends on the characteristics of the dealer and your understanding. "Enlightenment" is especially important for people who have just entered the market. Your savvy determines your adaptability to the new environment and whether you can operate the market independently as soon as possible. What the company has trained should be thoroughly understood, and what has not been trained or is not suitable for training but must be used in the work depends on your own understanding.

Second, think deeply.

Learn to "ponder" in business, that is, learn to think. Walking in the front line of the market, you will encounter many new situations and problems. How to find the problem effectively and find the breakthrough to solve it needs to be thought deeply. When I was a business executive, every time a salesman came back from the market, he could tell the problems reflected by the dealer one by one. I often ask again, "Have you thought about the solutions to these problems?" He said he didn't know what to do. As a salesman, especially an excellent business person, you must be an all-round doctor. He should not only learn to feel the pulse and find market problems, but also learn to provide treatment plans and solve market problems. We should not only find the appearance of the problem, but also see the essence of interests behind the appearance; We should not only solve the problem itself, but also solve the root of the problem. In practical work, the resources provided by companies are often limited. Under certain conditions, we should give full play to our subjective initiative, learn to think independently, make comprehensive judgments and draw conclusions. Especially dealing with dealers is a process of wits and wits. You must be more and farther than Fang thinks.

There is a small county on the Sino-Vietnamese border. In the year and a half before I took over, four salesmen ran by, but none of them succeeded. I decided to run by myself. Through the previous salesman, I learned that in 2002, a well-known local shopping guide Huang started his own motorcycle business, with Qianjiang as the main product. However, due to poor management and gambling, he lost all the money he earned and owed a lot of debts, and finally had to close down. Since then, the company's products have not found distributors in the local area. In addition, a local machine factory owner who claims to be a multimillionaire is going to open a home appliance supermarket and sell motorcycles in the home appliance supermarket. I visited this boss Zhao and quickly persuaded him to accept our brand, but boss Zhao had a request, hoping to ask Huang to help him do motorcycle business. The analysis shows that Boss Zhao is not short of money, brand awareness, but talent. After I stayed in the best hotel in the county (creating psychological advantage), I called Huang to make an appointment to meet them in their county the next day (in fact, I have already arrived). In response to his self-righteousness, I took a higher stance, especially in a provocative way. After he boasted about how powerful he was, I said, "Since you think you are so capable, you are worthless if you don't turn your ability into wealth." After two hours of wits and courage, on the basis of agreeing to apply for the company's special appointment as a shopping guide (tentative name), a famous local shopping guide was appointed. The operation of this store was very successful, and it entered the top five of the company's sales after three months. This successful development was also rated as the most classic marketing case of the branch in 2004. My personal popularity has also improved at once. The core here is how to find the combination of interests and find the weakness of the other party to break through. In this case, careful thinking, accurate analysis and expression are very important, and the salesman's "thinking ability" is also reflected here.

Third, cast domineering

Do business with proper domineering, that is, "do what you should do", and don't look back and forth. What we should do is that our work should conform to the market rules, company strategy and local reality; What needs to be done is to carry it out resolutely. When you think it's right, you should stick to it and implement it without hesitation.

The premise of "domineering" is that as a business person of the company, we should always think and solve problems from the standpoint of "company interests are above everything else" and "company honor is more important than personal gains and losses". In terms of methods, don't kill the goose to get the egg, proceed from reality, deal with the problem realistically, and organically unify sales volume and market construction; In terms of implementation, it is required to do well. As a salesman in a district, he has the right and responsibility to do a good job in his district without interference from others; At the same time, there should be sufficient reasons to persuade the superior leaders to accept our suggestions and raise their personal ideas to the will of the company. Furthermore, what dealers are required to do must be carried out to the letter, which is related to the principle of brand development in this region, and salespeople cannot be vague or compromise. In addition, in communication with all parties, business personnel should have good oral and written expression skills.

For example, dealers always want to give themselves as few tasks as possible, and the policy is that the more the better. Some city and county dealers take the policy of giving the company to the following township outlets as their own. In the face of this situation, we must have the courage and domineering to deal with it, and we must never allow it to be solved in the first place by means of interest statement, cancellation of management rights, and reduction of year-end bonus (your part). Showing domineering, embodied in the firm principle and flexible strategy, is neither humble nor humble, and comes as scheduled.

Fourth, take the initiative to attack

When doing business, always understand that "waiting will never yield results". In the actual work process, conditions are always limited. The president of a leading enterprise in motorcycle industry once said: the company's products are of the best quality, the cheapest price and the best service, so there is no need to recruit salesmen, just money counters and porters. In front-line work, there are always many complaints: there are problems with the company's products, the market competition is too fierce, competitors have good policies and promotional activities, people in our company don't cooperate with the work, promotional products are not in place, and the company's promotional vehicles can't be arranged. In the face of these objective situations in work, should we wait, rely on, and want, or do our best under the existing conditions? There are thousands of excuses, but we should always adhere to the creed of "don't make excuses for failure, find ways for success"

The fact of sales is that the worse the market, the less profit, and the more reluctant the company is to invest. In July 2003, five other college graduates and I were assigned to a province in southwest China (one of the provinces with the weakest sales). At that time, there was only one salesman left in the province. We went down to do promotional activities and asked the headquarters for service cars many times. The only answer we got was "the sales there are too small for the company to arrange." What if there is no service car? Only promotional items can be brought to dealers for activities. A dealer saw me and the manager holding two advertising umbrellas for activities, and was very moved and cooperated. Later, he became one of our most loyal dealers.