Sales is one full of variables and unknown cause. Past data and survey does not mean that we will face tomorrow, the number of customers, what kind of, we can not accurately predict customer's personality, hobbies, consumption levels, the purchase of inventory, we can not even rivals immediately predicted that the next step will be taken to what acts.
Through all the uncertain factors, sales teams, marketing officers must identify the objectives of the performance results, we must try to create a way to determine the performance results. When the poor performance of enterprises often terminated sales programs. However, this is the best option? If not fundamentally find crux of the problem and treatment, so as to solve problems, the final results will be the same. We can not expect the old patterns of behavior to be different results.
Rapid change in the situation, I do not know when the situation will be, sales force and marketing staff is perhaps the most enterprises need to ignite passion in the ranks. Day after day, boring and tasteless practices often let us start the warm gradually disappear, when we lose the passion infected customers, the performance decline, the working atmosphere of boredom, people's confidence was shaken. "Keeping must first take care of" how to ignite and maintain their own sales staff passion? How customers buy ignited passion? Sales will be the success story we are facing important issues.
Quick Response, reached goal, we need the shrewd business sense of smell, we need always the concern with in-depth and comprehensive thinking and the implementation of capacity in place. The key is how do we want to reach goals and achieve results. The foundation for all this, because the people have hearts a desire to succeed and create successful passion.
Lit their enthusiasm : intolerable work VS entitlement According to a survey : 98% of the people do not like their work. However, let us After looking up a sum of accounts : everyone is 1 / 3 of life to contribute to the work, if we work to life with a 30-year, 40 weekly work hours, we work life almost 57,600 hours.
In a lifetime of achievements, he depends on the attitude of treatment. If we can work as difficult to own a challenge, and joy and enthusiasm to get involved with, a miracle will occur. If we can full of passion and vitality of the spirit of conquest treated, then we can easily complete its pleasure. We have to look at the English alphabet WORK the meaning of each :
W -- Willing wishes
O -- Offer to provide
R -- Resources
K -- Knowledge
Therefore, the real work is defined as : people willing to provide resources and knowledge, you will be aware that heis in helping others. Happiness in work benefits :
A time will be passing quickly
2, happy, healthy
3 is not easy fatigue
4, a rapid improvement interpersonal
5, the input-exit performance
6, play a dynamic role-creativity
7, continuous learning and growth-enhancing capabilities
8, promotion opportunities-Links
However, the sale is a performance on the success or failure. Every day, sales personnel are faced with many setbacks and rejects no transaction for the time being. Every day we should ask ourselves what is the objective? Today, we will spend what kind of way closer to it? In practice, we can have no more testing?
The team ignited passions : the rational and emotional management leadership
The day-to-day management of the sales team, we often use more kinds of rules and regulations for incentive. However, the system is not omnipotent. When an unqualified staff, pinpointed the time, the dismissal is a very easy thing. However, the dismissal is a hidden danger : will adversely affect the morale of the team? Who can guarantee that the next one would be better? To be better suited for this work? We need new training above investment of time and economic costs. And if we strengthen the management and leadership of intensity, maybe we can better integrate existing resources.
Therefore, in addition to good sales team put the formation of the customs, looking for people, we must be on a "good use" above make a great effort to spend more skill.
Our team members, we serve the people. Enterprises is a small community. People are sentimental. How to arouse a sense of passion? How the team towards a common vision together forging ahead?
When an enterprise management system before implementation, has asked each of the team? How would they? Whether they wholeheartedly agree with this policy? Agree with the policy or will be able to generate sufficient by the benefits? They want what? They intend to enterprises in the platform to create what? Whether or not they can hope for the realization of what kind of support?
At the system implementation process, the staff's feelings are what? They feel that what needs changed? Can they complete understanding of the system in order to create interest?
Of course, our system does not allow enterprises to please everybody. However, if we can get the support of the core members, down from the top of the pyramid, the layers of promoting, then we certainly will be more efficient management and more intensity.
Starbucks : employees first, profit second. Only extremely satisfied with the staff, in order to create extremely satisfied customers. Our colleagues as each one of the first buyers, and they are also representatives of the corporate image, the enterprise information delivery channels.
Customers ignited passions : stylized three-step guide France
Sales yardstick, but no successful titration. One method is not applicable to each sales personnel faced with different customers. Every customer is different, they need solutions are different. The market has been product-centered 4P model to a customer-centric model 4C, and then to the future relations of the 4R model. How to interact with customers? How customers buy ignited passion?
The more you allow people to see tangible benefits, and inspire their attendant passions, the more you will succeed in a larger context of the more successful sales. Therefore, the sales and transfer of confidence, sales of emotion infection. Simply put species move them with affection, appeals to logic, bait to lure it into.
Three-sales product sales and better sales staff selling services, better selling point concept, the best selling standard sales staff.
Then what is the standard? The standard is a judgment of the quality of goods, you listen to me.
How to listen to our customers? When our customers understand sales up in a logical and reasonable, and the interests of customers and closely related, our turnover rate will be greatly enhanced.
However, move them with affection, appeals to logic where the key? Bait to lure it into. Not because our products are particularly good, especially in the quality rods, prices will be cheaper to buy customers. But because customers through the purchase to meet their own or another apparent or potential demand, they bought their own needs solutions. Therefore, in the sales process to the need to constantly stress his client can be any good to sell feeling. Just as the sale of the restaurant may not order steak itself, but the thickness hiss.
However, this has just not enough. Just tell your customers feel great pressure on him, and we provide products that can provide a complete set of solutions. Mere this is far from enough. Not enough customers push up the emotional fluctuations. We must use the most vivid way to make the customers feel, maybe we can change a way of expression : "I feel you exactly carrying a heavy burden like Hill." Or, "You look like three days and three nights of no sleep." Through figurative metaphor for customers, more attention, more effective way to infect your customers, arouse their passion to purchase.
"Do not fire them, fire them up." (Do not dismiss them, ignited them.)
Let us once again left us with a passion to light the flame more, and seeking to create the joy of success.
Seek. |