What Salespeople Should Know

What is it like in the marketing industry? quality What kind of quality can make a competent salesperson different from those of mediocrity? For this reason, Gallup management consulting company conducted an investigation of nearly 500 thousand salesmen. Research shows that good salesmen have four main qualities: internal motivation, competent style, sales ability and the ability to establish good business relationship with customers.

1, internal motivation

"Different people have different motivation -- self-esteem. happiness Money, you can do anything. list "But an expert said," but all good salesmen share one thing in common: they have endless power to become outstanding people. This strong inner power can be formed through temper and discipline, but it can not be taught. There are different sources of power - driven by money, some eager to be recognized, and some like extensive communication.

Gallup studies reveal four types of gender (competition, achievement, self actualization or relationship). These four kinds of people are excellent salesmen, but they have different sources. Competitive people not only want to succeed, but also want to overcome their satisfaction with rivals, other companies and other salesmen. They can come up to a colleague and say, "you are the best salesperson of the year, I am not disrespectful to you, but I will contend with you." A salesperson who pursues self actualization is just trying to experience the glory of winning. No matter how competitive they are, they want to set their goals higher than they can do. They can generally become the best marketing managers, because they can not see the success or failure of others as long as they can make their organization complete their tasks. The last one is a salesperson who is good at communication. Their strength lies in whether they can establish and develop their business relationship with customers. They are generous, considerate and do their best. "Such salesmen are very rare," said the domestic training manager of Minolta's commerce department. "We need a salesperson who can patiently answer tenth questions that customers may ask, who are willing to work with customers."

No one is a simple competitive, achievement oriented, self actualization or relationship salesperson. Most excellent salesmen are more or less belonging to one type. "If a competitive salesperson has some sense of relationship, he may get a lot of business besides taking good care of his clients." Gallup, director of management consulting company, thinks, "who can ask for more of such a person?"

2, rigorous style of work

No matter what their motivation is, if sales staff are not well organized, cohesive force is not strong, and work is not done, they will not be able to satisfy more and more demands of their customers. A good salesperson can stick to a detailed plan and execute it resolutely. There are no miraculous ways to do sales work. Some have only strict organization and hard work. "Our best salesmen are never sparse," said the president of a small material trading company. "If they say they will meet in six months, then you can believe that they will come to the customer's door in six months."

Good salesmen rely on hard work, not luck or small skills. "Some people say that they can run into good luck, but that's because they come out early and come back late. Sometimes they negotiate with a person for a plan until two o'clock in the morning, or when the day's work is over and people are leaving the office."

3. Ability to complete sales

If a salesperson can't order a customer, all the other skills are empty talk. No sales can't be called sales. Therefore, how can we become an excellent salesperson? Managers and sales consultants think that it is very important, that is, a spirit of perseverance and perseverance. One of them thinks, "excellent salesmen are just like excellent athletes. They are not afraid of failure and will not give up until the last moment. "

The reason why excellent salesmen fail is because they believe in themselves and the products they sell. Good salesmen are very confident that their decisions are correct. They are eager to make a deal - in any legal or moral way, to succeed in any transaction.

4. Ability to build relationships.

In today's relationship marketing environment, the most important thing for a good salesperson is to become an expert in solving customer problems and an expert in drawing relationships with customers. They can instinctively understand the needs of customers. If you talk to marketing director, they will give you such an excellent Salesperson: be absorbed, patient, considerate, quick response, able to listen and be sincere.

A good salesperson can stand on the customer's side and look at the problem with the eyes of the customer. Today's customers are seeking business partners instead of golfing partners. "The root of the problem is," said a sales consultant in Dallas. Good salesmen do not like others, they want profits. " He added: "good salesmen always think about big things, where their customers will develop, and how can they help their customers."