瑞诺国际分享怎样规避做销售的7种“死法”？其实很简单

red2008

每一年，都有很多人涌入销售行业，同时，也有不少人由于种种理由退出了它。那么怎样才能在这个行业做好并能够有所收获呢?首先，你不能死掉!
A great number of people choose to become sales every year. Meanwhile, lots
of people quit it due to various reasons. So how to do well in this area and
benefit from it? First, you can’t die.
销售有七种“死法”：
Seven ways of death of sales


1、怕死的 Sales who die because of fear
怕见客户，怕被拒绝，一个“怕”字扼杀了销售人员的无限潜能。
They fear meeting customers as they fear being rejected by them. This
throttles their unlimited potentials.
2、想死的 Sales who die because of thinking too much
想得太多，干得太少，把“研究”当作销售活动。
Their actions are not as much as their thoughts. They consider “research”
as a part of sell.
3、懒死的 Sales who die because of laziness
不想付出，懒字当头，把“灵泛”当作自己安身立命的本钱。
They are reluctant to pay out an they treat their petty shrewdness as their
capital to live.
4、等死的 Sales who die because of waiting
很多做销售的人不愿意主动去拓展客户，总想坐着等待客户送上门来。不动的人，只能坐以待毙。
Many sales are not willing to voluntarily develop customers and they always
wait for customers to look for them. People who wait and are not active, sit
still waiting for their death.
5、气死的 Sales who die because of anger
在做销售过程中，不免遇到一些刁难的客户、一些打击你的客户、一些难缠的客户……很容易被这些人给活活气死。
When we are doing trade, we are hard to avoid meeting some customers who
make things difficult and hard to handle. We may easily get exasperated on
account of these customers.
6、饿死的 Sales who are starving to death
这是非常悲剧的一种死法，很多人一开始满腔热血的来做销售，但是干了几个月没有啥业绩，开始面临穷困潦倒的局面……
It is pathetic. Many people were full of zeal to do sales but in vain
through couples of months and they faced the end of failure.
7、能死的 Sales who die because they are overconfident
这里我说的“能”不是能干的“能”，而是自己对自己的水平和能力过高的认可，太自以为是的人，这类人多半有一点经验，遇到事情高高在上，目中无人，不沟通不交流，脱离团队的感念，没有团队意思，这类人的死去更会让人心疼。
I don’t mean ability hear. I mean those who consider themselves always
right. Most of them are experienced but they think they are superior and they
are much too supercilious. They don’t communicate with others because they know
nothing about team work. Their deaths are heartrending.
要活下去，有四种”坚持“
To survive, you should have four kinds of persistence


但核心就是熬! But the key is to endure.
1、坚持在同一行业做下去
Stick to engage in one industry
虽然各行业的销售原理是通的，但销售人员要想完全了解一个行业最起码需要三年时间，经常换行业会让你对每一个行业都有了解但都了解得不够透。而且销售业绩与你所在的人脉、关系、资源是密切相关的。
Although the sales mechanism of various industries is similar to each
other, salespersons will spend three years time if they want to know about an
industry completely. Usually changing jobs, you may know about every industries
but you can’t understand that thoroughly. Furthermore, your sales performance is
closely related to your connections, relations and resources.
2、坚持在同一家公司做下去
Stick to one company
很多销售人员没有定性，经常换公司。很多销售人员三个月没出业绩就换公司以为换个环境就能有好的业绩，以为跟客户沟通的很好，无论你到什么地方客户都会跟着你，这就大错特错了。大家想一想，客户每天接触的那么多的销售人员，凭什么记住了你?因此，销售人员必须记住客户认同你是认同你公司而不是你个人。
Many salespersons are impatient. They often change their companies. Many
salespersons think it’ll be better to change environment after accomplishing
nothing three months later. They think they communicate with customers well and
the customers will follow them wherever they go. That’s totally wrong. Let’s
think. Why will customers remember you as they contact so many salespersons.
Therefore, the sales must remember that the customers agree you on account of
your company not you.
3、坚持客户跟踪与维护
Stick to tracing customers and maintaining the relationships
很多销售人员与客户初步接触后，在客户表示了有意向后，销售人员就开始了积极跟踪。可维持时间不长，渐渐地与客户沟通的次数少了，短信也不发了，电话也不打了。很快，客户就忘记了你。但是与客户成交后，我们的工作并没有结束。我们还需要做好相关服务增加客户的满意度与忠诚度。
After the first contact between many salespersons and customers, the
salespersons start to trace customers when they show their positive intention.
But it doesn’t last long. Gradually, they contact customers fewer and fewer. No
more messages, no more phone calls. Soon customers foreget you. In fact, even
after closing the deal with customer, our work is not done yet. We still need to
serve them well to enhance customers’ satisfaction and loyalty toward us.
4、坚持学习
Stick to learning
竞争环境非常激烈，销售人员只有不断学习才能提高自己的素养。
Nowadays, the competition is fierce. Only when salespersons keep studying,
can they enhance their ability.
(1) 了解公司的产品与解决方案，这是基本要素。
It is the basic need to know about company’s products and solutions.
(2) 持续更新行业相关背景知识、关注行业发展，关注行业技术动态。
Continue to update background knowledge related to the industry and pay
close attention to development of industry and tech trends.
(3) 扩展阅读，了解政治、经济、产业等各类资讯，并能总结提炼或者“熟记”一些经典观点，善于引经据典。
Read more to know about politics, economy and industry then summarize or
memorize some classical views.
(4) 经常做总结。
Conclude frequently.        
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