What is the real reason for the failure of the negotiations?

The sales experts who joined the salesmen into the front-line practical marketing experts are the real experts. I heard many experts speak and many others talked with others. My colleagues seem to have an experience. They are very enthusiastic when they study. After finishing their studies, they do not feel able to use their work. Recently, when we entered the first line, we found that we did not really do enough. We even thought that some of the original steps lacked some details and could not be used at all.

Impression (image)

There are millions of sales forces in China, but people who really get full range of professional training are still in the minority, especially those who are engaged in rural market sales. Most of them come from rural areas, so it is common for salesmen to appear image problems. Dressing up is very important. I found in the front-line sales work that some salesmen came to the door and shouted to customers. Some customers were unreasonable. After my observation, actually, a person's image and temperament are very important. The salesperson who has good image and good temperament often overestimates the salesperson's ability, and he will listen to every word of salesmen. When people talk about impressions, they will inevitably associate the image of the person.

　　本人曾親歷這樣一個(gè)例子：公司為了擴(kuò)大銷售量，從《大河報(bào)》上發(fā)布了招聘銷售人員的廣告，有一天來了一個(gè)身穿紫紅色羽絨服的男子來應(yīng)聘，頭戴一個(gè)黑鴨帽，我仔細(xì)一看，這個(gè)人的衣服有很多“黑云”片，在和他交談的時(shí)候他一張口我看見還掉了一顆門牙......,這個(gè)人的口氣還不?。骸拔乙郧霸?*公司做過銷售人員，我原來一個(gè)月能銷售**噸，飼料產(chǎn)品我知道，有預(yù)混料、濃縮料、全價(jià)料...如果讓我做了，我一個(gè)月能銷售**噸......”我試探了一下“如果我給你機(jī)會(huì)，你敢保證能達(dá)到**噸嗎，我錄用你可以，我們簽一個(gè)軍令狀?”這個(gè)人就開始支吾“這我不敢.....”，我以一句“好吧，我會(huì)仔細(xì)考慮你的情況，如果我們決定了會(huì)給你通知的，你回去等通知吧”;其實(shí)在我心里早不愿意和他繼續(xù)談下去了，因?yàn)槿绻矣昧诉@樣的人，客戶一看就會(huì)知道：這個(gè)公司肯

It's very bad. You see, they found the three wheels and the garbage.

When the distance is only 0.5 meters, the customer is only 1.65 tall, although Xiaoli exhausted all efforts, and in the customer's introduction to arouse the interests of customers, but I see the client's facial expression is very bad, and even in casual retreat, this negotiation is certainly not successful; back to me, I said to Xiao Li, "do you feel your height is the advantage?" but when negotiating with customers, when height is not paying attention, it is inferior, because you feel the pressure on customers, which makes him very depressed. He simply has no heart to listen to what you say. He can't wait to leave your annoying person immediately. You must keep the distance between the customer and the customer for 1.80 meters or more. A colleague of mine, Xiao Li, is 1.80 meters tall. When I walk with him in the distributor, Xiao Li rushed to the front to show his ability and negotiate with the client.

Details can sometimes determine success or failure.

I often hear people describe women like this: "that woman is not very beautiful, but very temperament, it is really good! Very attractive!" temperament will give a deep impression, temperament is the highest level of impression training.

I don't remember what the man said: even if you have two thousand gold, you will not buy back the clock. Since the image and impression are so important, why don't we treasure them? Because once the impression is changed, it is very difficult.

Two, skills: words, ideas, methods

Often speaking to my colleagues, "a salesperson is like an actor. Acting like a actor must be performed like a person. The same words, different people will have different effects." in practice, salesmen often have good words, but they can not be tempted to say that they are out of Tang poetry and Song Poetry. Although they are out, but they are not their own things, they become dull. If I want to make my words lively, I recommend a few steps: smile, sincere attitude, interaction, heartbeat, fan learning, trust and gratitude. As an excellent business person, we must be a fan expert, learn to use language to attract people, so that customers can do business with themselves.

　　我另有一篇文章《狼和貓我們會(huì)更喜歡誰?》，我主張銷售人員要扮演成“貓”，因?yàn)橥ǔＳ械目蛻粢豢匆粋€(gè)人很“冷”很嚴(yán)肅，像個(gè)“殺手”一樣，他一定會(huì)遠(yuǎn)離你而去，現(xiàn)在的銷售工作絕大部分已經(jīng)商品競(jìng)爭(zhēng)白熱化，遇到像“殺手”一樣的銷售人員后，他們會(huì)快找一萬種理由把你給推辭走，你越是介紹越多，他就會(huì)推辭推的越快;而扮演成“貓”的角色呢，他猛一看一個(gè)大男人，但一說話，感覺到很細(xì)膩很溫柔，特別的“內(nèi)秀”，一般會(huì)另眼相看，他的心門也會(huì)為你打開，如果深刻的理解這其中的道理，就不難理解為什么有那么多的女人或男人喜歡張信哲了;笑容會(huì)讓客戶感覺你很積極、陽光、自信，人們大多數(shù)是喜歡和開朗的人打交道的，你想想有誰愿意和一個(gè)一看就是三個(gè)月沒賣出一件產(chǎn)品愁眉苦臉的你打交道呢?其它幾項(xiàng)不再一一細(xì)述，大家可慢慢去理

In the end, don't forget to say thank you for your support! Thank you very much!

As a salesperson, he may always think that his job is not a strategy, but at least there must be a train of thought and planning. One of my colleagues, Xiao Yue, has been in the company for over two years. His personality is very good, his image is good, his business ability is not low, but his business is not very good. Later, through the work plan and report, the problem immediately comes out, because he has a relatively large area of jurisdiction, often changes to a place in difficulty in one place, and then changes to another place when he meets difficulties. In fact, it is a kind of "escape". He always thinks of other places to do well. In a flash, it is two years past, and no outstanding achievements have been made.

So I told him: your strategy is wrong, everything is wrong, escape sometimes can not solve the problem, we must face and accept challenges.

Excellent business people must be very understanding, and there will be their own unique methods. I believe that as long as we learn and summarize ourselves, the methods will always be learned.

Three, attitude

Wholehearted devotion, passionate and never giving up is an attitude in itself. This attitude can infect and touch customers. Sometimes customers are an attitude and spirit to sell you.

{page_break}

Four, character

Type of people, if the customer is happy, you must not be very slow. If the person's character is very slow, you must not worry about it. You must not worry about it. You must not think about the other side, but only think about your personality. If you meet a very steady person, you will eventually reveal your flaws. The other person will only think you are a "clown". In sales negotiations, we are not afraid to ask you questions and haggle. You are afraid to say one hundred people who don't utter a word, so you must see what kind of personality the other party is, and you must talk to the other side about the interactive topic. Install a computer to talk about attributes and configuration, in fact doing business is also the same, you need to see what kind of people the customer is, you are disguised as what.

Five, honesty

Although many people are saying that there is no business, but we should try our best to be "Confucian businessman", and honesty is the solid foundation for many excellent salesmen why sales can keep growing.

Six, perseverance and patience.

Sometimes, it is easier to feel that doing anything than to do sales work. Sales work is not like other jobs, such as doing technology and hands-on work. Once we see it, we will get everything done. We often sell this job. We do everything, but some skills and experience in sales are invisible. Sometimes we are a little bit persistent. Our spirit has collapsed, and we have given up. In fact, success is only a little bit.

One of my colleagues, Xiao Shen, went to the front line to shop one day, and one day he didn't lay a cargo. I asked him what the reason was and asked him to give me a detailed description of his negotiation process.

Xiao Shen was completely desperate, and then left, and I told him, "in fact, all customers have needs, but you have not found them or have not developed them", and suggested using such a technique: "in fact, you can make a comparison with your current products. The same quality is better than the price, the same price is higher than the quality." "in fact, it is valuable to you". "Now the social science and technology progress is so fast, why don't you try new products?" finally, the main reason is that every time the customer says, "I don't need it", "I still have goods now", "a few days later."

The above is the reason why I have observed the failure of the salesperson's negotiations. Of course, if we pay attention to these six aspects when we negotiate, and do well in these six aspects, we will surely increase the turnover rate, and will be closer to success.