[China Glass Network] Why do people have inferiority? It is very important that you feel that there is a big gap between you and the people you are facing. The disparity in status makes you feel that he is out of reach for you. In fact, this is not necessary. Dinner Sets,Dinner Sets,Ceramic Dish Chaoan Yong Sheng Ceramic Industry Co., Ltd. , http://www.cz-ceramic.com
Shui Junyi, the famous host of CCTV, is known as the "national mouth". It is a famous and well-known figure. It is reasonable to say that it should not be inferior. However, when interviewing Russian President Vladimir Putin and US Secretary of State Condoleezza Rice in the "High-end Visit" program, he said: As an ordinary TV worker, facing a superpower's head of state, it is a bit uneasy and sometimes unsatisfactory.
Not only think of yourself, when you first get out of the way, you often need to develop some blank regional markets, often face the general manager and big boss of some big shopping malls. I often feel the uneasy feeling and carefully knock on the boss’s office door. Seeing the harsh environment inside the office, the serious face of the boss behind the big boss, it is inevitable to sweat coldly, then bite the bullet and put on a "formula" "line" in one breath: "Boss Hello, I am a certain A salesman from a factory asks if you can operate our products. Can you give us the opportunity to go to the goods? We will definitely do very well. Please believe us..." After a sigh of relief, like completing a task Waiting for the boss's verdict. After hearing the voice of rejection, rushing away, as if looking forward to the rejection of others. Then tell myself that I have already visited, and I have no way of disagreeing with the goods.
In fact, in the subconscious mind at the time, it was this terrible "inferiority" mentality. People are big bosses worth tens of millions, or local officials with outstanding status. Every day, they are running tens of millions of funds. They are driving Mercedes-Benz and BMW. I am a small salesman. Why do you talk to others? With this kind of thinking, either run away or mobilize my manager to talk to others.
This "inferiority" mentality is fatal to marketers. If you feel that the customer is "God" and you are looking for "God" to ask for money, then you will be drumming when you see "God". It is not a trepidation, it is too passionate, and even you will be charming and shoot." What is the "God" at this time? "This salesman is a raw hand." "It must be a company without strength. The salesman has no confidence at all." "Come on the money? Otherwise, what do you do?" or "God" simply thinks: " They are asking for me, this time I have to kill him a knife!"...
In this way, even if the business will continue to be carried out later, the later results are not to be said, or the situation is controlled by the customer, and the salesman is passive and beaten everywhere. Either sacrificed their own interests, led the "selling country treaty", or was rejected by people thousands of miles away, not only business can not talk, but also damage the image of their company or business.
Sales is a long process of hunger, especially to find a dealer that suits you. It is a long process. This process is like finding young people and men, looking for, meeting, knowing, falling in love, getting married, and getting old. . From a tactical point of view, it is better to "put a customer as a girlfriend" and take out the routines of chasing girls. The plans and steps gradually approach the distance of the Other party, build trust, and reach an agreement later. If you are inferior and respect customers like God, then you are too far apart to understand and meet each other's needs.
It is necessary to overcome the "inferiority" mentality in this subconscious mind. You can start from three aspects:
Don't treat customers as gods (strategic attention, tactical contempt)
We are not "going to customers to ask for money", but "to help customers make money", we are not "to sell a product", but "to give customers a chance to make money" to help him grow bigger, stronger, win Market competition. Of course, these are not slogans. You have to have the ability to have enough of your products to take on such responsibilities. Otherwise, your customers will soon discover that this is just a miscalculation of your own mistakes. Therefore, each business person must personally improve his business ability. This self-confidence is built on the solid business ability. It must strengthen its own business ability cultivation. Otherwise, it will be arrogant and cannot withstand the test of time and practice. .
Enterprises must provide high quality products and services
Enterprises must cultivate the pride of the salesmen in the company, products and services, and solve the worries of the salesmen. At the same time, let the salesman realize that there is no 100% perfect, zero-defect product, no good product, and it can meet the needs of the target customer. Many companies are very concerned about customer satisfaction, and blindly ask their employees to strive to make "customer satisfaction", but few companies will notice that only satisfying employees can satisfy customers, it is hard to imagine, a complaint Those who are dissatisfied with their own business and who have no pride in their own business can bring satisfaction to their customers. Therefore, in order to satisfy customers, we must first satisfy our employees. Only satisfied employees, proud to bring high-quality products and services with satisfactory satisfaction, can truly impress and influence the hearts of customers.
Training sales skills
Self-confidence and pride are a kind of mentality. With this mentality, there will be a foundation for doing good things, not being humble, and having good business skills and skills, so that this self-confidence will not become arrogant. Enterprises should always pay attention to the business quality training of business personnel, including product knowledge, communication skills, mining customer needs, eliminating customer common objection skills and so on. Advanced business skills, including observations, key person analysis, personal interest analysis, customer internal role analysis, competitive strategy analysis, and more. The salesman's sales skills have improved, and self-confidence will naturally be unprecedented.
Another focus of the training is to develop a salesperson's “sales rhythm†awareness. When do you do your own work, when should the manager come forward, and under what circumstances you must ask the boss to come forward. If the salesman is overly dependent on the superior leadership, then he will never grow up and will never learn the ability to work independently. The "sales rhythm" is not well grasped, not only inefficient, but also has various side effects.
Back to the beginning of the article, how should the famous "national mouth" Shui Junyi overcome the "inferiority" in the subconscious?
Putin or Rice, in the face of hundreds of millions of Chinese viewers represented by CCTV's famous host Shui Junyi, who is really nervous in the face of such an excellent platform to express themselves and show their country's image?
February 02, 2019