Five basic qualities of a salesperson

Concept determines everything, so do business personnel. Whether the concept is correct and practical directly determines whether the salesperson becomes a "winner" or a "loser" in the Jianghu.

There are many trainings on business concepts, but they are all space holes, not practical enough! The salesperson basically goes in the right ear and out the left ear. He can't apply what he has learned in the Jianghu. To this end, the author summed up many years of practical experience and came up with a "code of conduct" for salesmen, which has been implemented in many enterprises with remarkable results and warm response. It is also known by some enterprises as the winner concept of "driving BMW in the Jianghu".

1 Well trained

If you want to wander in the Jianghu, can you master your basic skills and skillfully use business "weapons"? Good training is the basic prerequisite for the success of salesmen.

On this issue, many people have two major misunderstandings in understanding: first, some salesmen are in a fickle mood and have no intention of practicing basic skills well, but envy some colleagues with achievements and believe that they must have "unique skills"; In addition, it is often seen that some salesmen have false appearances. Their external image looks professional, but their internal skills are not.

In the first case, when I was lecturing in many enterprises in Guangdong and Shanghai, there were salesmen who solved the business "trick". I told them to continue to be skilled in the things you are familiar with until practice makes perfect! This is the "trick". You can disagree with me, but if a salesperson can't even understand some basic skills, such as some development trends of the industry, some basic features and advantages of your company's products, what's the significance of a unique move?! The second question is, why doesn't the author focus on "external image"?! As the saying goes, "Gold and jade are the best, but the worst"!

For example, many retailers now attach great importance to "surface articles". If you just walk through the door, they will leave a good impression on you. But if you go into the store and do some product consulting, you will find that many shop assistants do not even understand some basic product knowledge and functions, let alone sales promotion skills. What's the use of such a professional image?!

Of course, what I mean is not to focus on image, but not only on external image. First of all, we should practice "internal skill"! Only on the basis of good internal skills can the external image play a further role of perfection and foil.

2 Crisis awareness

In fact, the same thing, because you deal with it at different times, will have two completely different results.

In reality, many problems are caused by the lack of crisis awareness and lack of foresight of the salesperson.

Some salesmen seem to be very busy. They are very busy every day for some emergencies and emergencies. But if you look carefully, you will find that he is "busy". Because he belongs to the kind of busy person who handles the crisis, cleans up the mess and is very passive in the event.

for instance. Have you ever thought about what you should do in advance when visiting old customers?

Many salesmen do not have this awareness. As a result, when they arrive at the customer's office, they are sweated by the customer's questions. The work is not only uncoordinated, but also "trapped" by the customer's bureau.

It can be seen that if you have no sense of crisis and are not forward-looking enough, you will easily fall into a passive and unfavorable situation.

3 Can be trusted

Many people think that good eloquence, strong communication ability and slickness can make good performance. Even when some companies recruit salesmen, good eloquence and slickness are also important conditions to decide whether to hire.

The author firmly opposes this view. Joe Gillard, the world's greatest car salesman, has a serious stuttering. Let's look at a practical case:

Mr. Liu, who is about 40 years old, is the manager of the South China region of a company. He is slippery and has social experience, but his performance is not ideal. He is not as honest as Xiao Lin, who has been in the industry for more than two years. The boss later changed the area for them, and the result was even more puzzling. Mr. Liu had visited customers who could not be settled for six to eight times, but Xiao Lin had to make one trip.

Later, the facts proved that the original customer thought that Xiao Lin was honest, honest and trustworthy, and it was relatively safe to cooperate with him. But Mr. Liu is too slippery. They have a sense of insecurity.

4 Winner principle

A few years ago, the author worked as the marketing director of From EMKT.com.cn in a large Taiwan-funded enterprise. The general manager has a very classic maxim:

"Are you going to be a hero or a winner?!"

One word reveals the mystery of the salesperson's wandering in the Jianghu. Needless to say, it is also the core of this article! If the salesperson insists on being a winner rather than a hero, it will soon become possible to "drive a BMW in the Jianghu"!

5 Continuous innovation

Chen Wenxi, a famous program host of Hong Kong Phoenix Satellite TV, has a very classic saying: "The biggest difference between the 21st century and the past is the core difference is' speed '."

Yes, the world we live in is changing every day, so salesmen should always remind themselves that if you can't keep pace with the times and maintain a quality of constant innovation, it will always lag behind the Jianghu! At most, he can become a third-rate "Jianghu Warlock" and make a living by selling some dog skin plaster. (Xiao Yuxiang)

 营销员的5个基本素质

  观念决定一切，业务人员也是如此。观念是否正确以及是否实用，直接决定业务员成为“赢家”，还是江湖的“输家”。　

　　现在有很多关于业务理念的培训，但都太空洞，不够实用！业务员基本是右耳进左耳出，根本不能在江湖上学以致用。为此，笔者总结多年的实践经验，得出一个关于业务员的“行为准则”，在多家企业推行后效果显著，反响热烈。也被一些企业戏称为“开着宝马走江湖”的赢家理念。　

　　1训练有素

　　要行走江湖了，那么你的基本功是否修炼到家，对业务“兵器”是否能娴熟使用？训练有素是业务员成功的基本前提。　

　　关于这个问题，很多人在认识方面存在两大误区：一是有些业务员心境比较浮躁，无心练好基本功，却羡慕一些有业绩的同仁，信奉他们一定有“绝招”；另外是经常可以见到一些业务员徒有虚表，外在形象看起来很职业，却没有内功是个花架子。　

　　第一种情况，我在广东、上海多家企业讲课的时候，有业务员求解业务“绝招”，我告诉他们，在你们熟悉的东西里面，继续不断的去熟练，直到能够熟能生巧！这就是“绝招”。你可以不服我的观点，但是如果业务员连最基本的一些基本功，比如行业的一些发展动态、你公司产品的一些基本特征和优势你都搞不清楚，就算有绝招，又有什么意义？！　第二个问题是，笔者为什么不把强调“外在形象”作为一个重点？！　俗话说“金玉其外，败絮其中”！　

　　比如现在很多零售商都很注重“表面文章”，如果只是从门外走过，它们都将给你留下一个美好的印象。但是如果当你走进店内，做一些产品咨询时，却会发现很多店员连一些基本的产品知识、功能都不懂，更不用说什么推销技巧了。你说这样的职业形象有什么用？！　

　　当然我的意思不是不要形象，而是不要只注重外在形象，首先要练好“内功”！只有在练好内功的基础上，外在形象才能起到进一步的完美和衬托作用。　

　　2危机意识

　　其实，同样的一件事情，因为你处理的时机不同，将会有两种完全不同的结果。　

　　现实中很多问题的发生，都是业务员缺乏危机意识、看问题不够前瞻造成的结果。　

　　有些业务员表面看很忙，每天为了一些紧急、突发事件忙得焦头烂额。可只要仔细观察一下，就会发现他是在“瞎忙”。因为他是属于那种处理危机、收拾残局、在事件中很被动的忙。　

　　举个例子。拜访老客户，有没想过你要提前做什么？　

　　很多业务员没有这种意识，结果一到客户那里，被客户提出的问题搞得直冒冷汗，工作不仅无法协调，还被客户设局“套住”无法动弹。　

　　可见，如果你没有危机意识，看问题不够前瞻，那将很容易陷入被动的不利局面。　

　　3可以信赖

　　很多人都以为口才好、交际能力强、滑头，就能做出很好的业绩，甚至一些公司在招聘业务员的时候，口才好不好、人是否滑头也是决定是否录用的重要条件。　

　　笔者坚决反对这样的观点，要知道世界上最伟大的汽车推销员乔·吉拉德是有严重口吃的。再来看一个实际的案例：　

　　年龄40左右的刘先生是某公司华南区经理，为人滑头，很有社交经验，可是业绩并不理想，竟然比不上入行2年多老实巴交的小林。老总后来给他们换了区域，结果更令人不解，刘先生原曾经走访6至8次都搞不定的客户，小林跑一趟就搞定了。　

　　后来事实证明，原来客户觉得小林人老实、实在，可以信赖，跟他合作比较放心。而刘先生太滑头，他们有一种不安全感。　

    4　赢家原则

　　几年前，笔者在某大型台资企业任营销From EMKT.com.cn总监，老总有一句很经典的格言：　

　　“你是要做英雄，还是要做赢家？！”　

　　一语道破业务员行走江湖的玄机。话不用再多，也是本文的核心！　　如果业务员坚持做赢家，不做英雄，那么不久，“开着宝马走江湖”，将会变为可能！　

　　5不断创新

　　香港凤凰卫视的著名节目主持人陈文茜有个很经典的话语：“21世纪与过去最大的不同，核心的区别就是‘速度’。”　

　　是的，我们所处的世界每天都在发生日新月异的变化，所以业务员应该时刻提醒自己：如果你不能与时俱进，保持一种时刻创新、不断创新的品质，那将永远落后于江湖！最多成为一个三流的“江湖术士”，靠卖点狗皮膏药维持生计而已。(肖玉祥)

(This article is an original article by Zhuge Changqing, and the pictures are selected from the Internet. Welcome to forward it, and please indicate the source for forwarding)

Introduction to Zhuge Changqing: Zhuge Changqing, the inheritor and promoter of traditional Chinese culture, is willing to "learn from sages, promote virtue, revitalize China and benefit the world" together with people with the same ideals in the world.

(Zhuge Changqing: zhuge8031@163.com ）

Zhuge Changqing mailbox：

zhuge8031@163.com

Zhuge Changqing's Chinese Dream

Learn from sages and carry forward virtue

Revitalizing China for the benefit of the world

 （本文是诸葛长青原创文章，图片选自网络。欢迎转发，转发引用请注明出处）

诸葛长青简介：诸葛长青，中国国学传统文化传承弘扬者，愿与天下志同道合者一起“学习圣贤、弘扬善德、振兴中华、造福世界”。

（诸葛长青：zhuge8031@163.com）

Zhuge Changqing mailbox：

zhuge8031@163.com

  诸葛长青中国梦  

学习圣贤 弘扬善德

振兴中华 造福世界

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