It is said that the sales work is “visiting the amount of Jiangshanâ€. The high amount of visits is good, and the low number of visits is poor. In fact, it means that sales should be diligent and more customers should be visited. This is indeed a very important sales success. factor. However, in my years of sales management, I often find exceptions, that is, some sales people have high visits, but their performance is not ideal. Why?
Of course, there may be more than one reason. For example, lack of professional knowledge, unclear language expression, and unskilled speech are possible. Careful analysis of these reasons is mostly caused by the low personal ability and quality of sales personnel, but there is another reason It is easy to be ignored, and it seems that the relationship with ability and quality is not great.
This is the two "weird circles" that sales people can easily enter:
Before the last circle: only develop new customers.
The company I managed once had a salesperson. The knowledge, language skills and personal qualities were very good, and the daily visits were also very high, but the performance was not good. At first I thought he was not lucky enough, but a few Months passed, others have been out of the list. He is still in this situation. I asked his customer information to start looking for reasons. He found that he completed 15 visits per day according to the company's requirements, but 15 of them are almost all new customers. The contacted customer never asked for a return visit regardless of the intention of the other party. I asked him why he did not return. He said that the customer intends to contact me on their own initiative. They should not be intent to contact me. I immediately realized that he was in a strange circle where salespeople could easily fall into.
The salesperson who got into this strange circle was very hard, but it was a bit like a monkey licking corn. When he took the next one, he threw the last one away, so no matter how much he smashed, there was only one corn. After the sales person gets into this strange circle, it will be very hard, hard work but no performance.
This phenomenon is not easy to find, because the amount of visits by such sales people is no problem, professional knowledge and words may also be per problem. If most of the sales people in the company have this problem, it is easy to feel that the product is not competitive or The market demand is not strong, and if so, it is a big mistake.
The second "weird circle": only returning to prospective customers, not developing new customers.
This "weird circle" is just the opposite of the previous one. The salesperson who fell into the front of the "weird circle" is only developing new customers and not returning to the customers who have already contacted. The salesperson who is caught in the second "weird circle" is only returning to the existing standard. Customers rarely develop new customers, and such sales people also have a lot of visits but poor performance.
Most of the business people who have fallen into this strange circle have never visited a stranger. They are afraid of selling products to strangers, so they always visit among the connected customers they already know, so the frequency of visits to the same customer. The number of times and the number of times will be very high, it is very easy for the customer to feel a bit stuck to the customer's feeling of stagnation, giving the customer a bad feeling, but the customer who can be sold can not be sold. The number of salespeople who currently sell life insurance is in this strange circle, and the result has a negative impact on the entire industry.
The salesperson who got into these two "weird circles" is like walking in two wrong ways. The original person walks one step and then another, and they only walk on one leg, but they fall into the front circle. The salesperson seems to be only one leg ahead, and the salesperson who is in the second cycle is only one leg behind, so no matter how bad the leg is, it is a good way to cross the road. Legs.
So, how to avoid such a situation in actual work? The solutions are as follows:
First, establish a correct sales concept. Customers can be successful in the sales process without visiting. They are never interested in the previous visit. In most cases, the previous visit is only to establish contact with customers. The question of whether the product can meet the customer's needs is to gradually clear the communication process with the customer in the future. If a customer is going to visit five times, six times or more, I have a customer. After tracking for two years, the total number of visits in the two years is not less than twenty.
The second is to keep track of the amount of visits by sales personnel. Conditional companies can use SAM (sales behavior management software) to conduct statistical analysis on the situation of customers who visit customers every day. Generally, a salesperson must have a certain amount of visits per day. The new customer has to have a certain amount of return visits to the contacted customers.
The third is to open a short meeting before work every day, to answer the questions encountered by the sales staff during the visit to the customer on the same day, so that the problems encountered by the sales personnel on the same day will be solved on the same day, do not let the sales staff have problems overnight. This will increase the confidence of the sales staff to return to the next visit.
There are a lot of sales people who have been involved in sales management and training for more than a dozen times, but such sales people feel particularly regrettable because most sales people do not work hard, or they have insufficient ability. The sales people who fall into these two "weird circles" are not not working hard, nor are they not necessarily capable of not having enough methods.
When I talked about it, I saw that some people were still walking on the road with one leg, and they had two legs. . .
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