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Experience: 8 Reasons Why A Salesperson Can'T Find Customers

2008/7/12 11:05:00 41741

1、手中拥有的潜在客户数量不多。

Customers are the people who place orders for salesmen. The more customers there are in the salesmen, the more stable the foundation of business will be.

The reason why good salesmen sell their products is because they have enough customers.

Research shows that the reason why poor salesmen have a small number of customers is that they often commit one or more of the following three mistakes:

(1) do not know where to open to potential customers;

(2) did not identify who is potential customers;

(3) too lazy to develop potential customers.

Because developing potential customers is a time-consuming task, some salesmen are reluctant to develop potential customers, only to meet with existing customers. This is a way of committing suicide.

Because customers are often away from you for various reasons, such as customer conversion, closures or personnel changes, they decrease at 15%--25% per year.

In this way, if a salesperson can not continuously develop new customers to supplement the lost customers, the number of customers in the salesman will become zero after 4--7 years.

Another mistake often made by a salesperson with less potential customers is that they can not make a cool judgement on potential customers.

They often become "only themselves know their customers best".

As an old salesman told the new salesman, "the mane company is the best customer of the competition manufacturer, and it is useless to go."

"The chairman of the manor company is very stubborn."

But the salesman was in the mood to give it a try. The result of the visit was that he received the order.

There are many examples of failures caused by the prejudices of salesmen.

2, complaints, excuses are very many.

Poor salesmen often complain and have many excuses. They often attribute their failure to objective aspects, such as conditions, the other side, others, etc., and have never reviewed their responsibility for failure from subjective aspect.

The complaints and excuses they often mention are: "this is the wrong policy of our company."

"Our company's products, quality and trading conditions are not as good as competitors."

The price of the bristle factory is lower than ours.

It is useless for a salesman to make excuses for his failure. Instead of looking for excuses, he has to do some constructive consideration, such as: "doing this may impress customers."

"What better way is there?"

When faced with failure, these salesmen are depressed, negative and full of failure.

In fact, when people are faced with real difficulties, they usually can not even speak. If they can find excuses to justify themselves, it means that they have not yet fully realized their abilities.

Salesmen are not good at what they should do, or they can not cut down what they should do, but when they say something discontented, they only show their childish impotence.

Truly good salesmen never complain or make excuses, because self-esteem will never allow them to do so.

3、依赖心十分强烈。

Poor salesmen always make various demands on the company, such as raising basic salary, travel expenses, overtime pay, etc., and often compare them with other companies, such as "how much salary the bristle company has base pay" and "how well the bristle company has welfare".

People with this tendency are not qualified to be an excellent salesman.

Salesmen can not ask for protection from anyone. They must rely entirely on themselves.

No instructions, no work, no superior supervision of the idea of human feelings, such a person can not be an excellent salesman.

Really good salesmen often ask themselves: "what can they do for the company" instead of simply asking the company to do something for themselves.

4. No pride in sales promotion.

Excellent salesmen are very proud of their work. They strive to promote sales as a career.

How can a self assured salesman achieve good results?

To sell more products to customers, salesmen should have at least one pride - you can tell customers what they don't know.

5, do not keep your promise.

Some salesmen are good at speaking, but their performance is poor. They have a common drawback, that is, "they do not keep their promises".

What I promised to do yesterday was forgotten today.

The most important thing for salesmen is to pay attention to credit, and the most powerful weapon to win customers' trust is to keep their promise.

6, it is easy to create problems with customers.

A salesperson who can not keep his promise is always easy to happen with customers. Some salesmen are eager to deal with customers. As a result, they can not do things and agree to come down. This is a behavior of deceiving customers.

There will also be problems between excellent salesmen and customers.

However, they can quickly give customers a satisfactory solution, thus gaining the trust of customers.

Remember, when talking to customers about business, the most important thing is to let the other person feel his sincerity.

7, give up halfway.

The bad salesman's fault is easily discouraged.

Salesmanship is a marathon race. It is impossible to succeed only on impulse.

It is only when we believe that we are willing to give up our success and pursue it unswervingly until we reach our goal.

8, concern for customers is not enough.

The key to successful marketing is whether a salesperson can grasp the customer's heart. If he is not good at observing and observing, business is bound to fail.

Salesmen should not only understand the subtle psychology of customers, but also choose the right time to take action.

This requires customers to know the situation well, and those who do not care about customers are unable to grasp and create opportunities.