Why Is The Difference Between Sales Veterans Losing To Sales Newcomers?

There are two salesmen, one old and one new: the old one has been selling for seven or eight years, experienced and experienced, and has only experienced a new year and lacks experience. The new sales are modest and studious, and consult the old salesmen without any problems. Old sales are also a warm heart, often instructing new sales how to make orders. It should be said that new sales have learned a lot from old sales, which is acknowledged by everyone.

However, the performance of old sales is always much worse than that of new sales. This is puzzling.

At first, I thought it was because the old salesmen were not enthusiastic and lazy, but later they found that old sales were going on in the rain every day.

Later, I thought it was luck for the new sale, but I could not say that everyone else was lucky. Finally, the old sale of several consecutive years of projects have been seen all over, and found that his performance in recent years has been lingering.

An accident opens up the mystery and makes people think deeply about how old hands become masters.

One day, the old sales leader looked for the project at hand.

It's been a long time to talk about a project being tracked, and when it comes to the support of a key role in the customer, the leader feels he seems a little hesitant to be a little vague about whether the other person supports us. (this is often the case in sales, you never know everything).

However, the old sale finally believed that the other side was supporting us. The leadership did not go deep into it, and then began to discuss. About half an hour or so, the old sale did a lot of logical and usual reasoning, and drew up some specific action steps based on the reasoning results.

Of course, reasoning is built on the support of our key role. The reasoning is perfect, and the old leader can not see the slightest flaw.

New sales encountered a role support problem.

The new sales are at a loss, asking the leader how to judge.

The leader says that if the character is willing to give you some information about competitors, it usually means he wants you to win the list.

After listening to the new sale, without saying a word, copying the phone and calling the customer, after confirming the customer's convenience of speaking, he inquired directly about some competitors.

He was lucky, and the clients told him truthfully. The following things are very easy to handle. It takes ten minutes to discuss the next action plan.

As a result, the old sale was once again hit the wall, and the new sale was taken again.

　 Backward "millet plus rifle"

Many people in the old hands will evolve into masters, but more people will linger in their years of performance and will not be able to live well.

This is indeed a puzzling matter. These veteran hands are experienced and willing to improve, or even lack of diligence.

Their sales behavior, if summed up in one sentence, is:

From beginning to end, he fought with millet and rifles.

In war, weapons often decide tactics. If you have any guy in your hand, you will consider how to fight. For example, with satellite positioning, the ambush war is not very good; with missiles, there will be very few mountain peaks. The Gulf War is a good example.

This point of view applies to sales and makes sense. Weapons decide tactics and means determine results. The biggest difference between the veteran and the superior is that their weapons have not been updated in time.

We might as well compare the difference between the old hand and the expert in using weapons in sales. Before making a comparison, the two premise is stated.

Any sales behavior is to improve the success rate of the transaction, there is no absolute success in sales. All sales methods are a statistical probability. The probability is high or low, but there is no absolute NO or YES.

A good way is to achieve high success rate rather than absolute success.

2. in exchange for the greatest success with the least cost, it is one of the highest realms pursued by salesmen. Killing one thousand of the enemy is eight hundred. It's just a brave thing. It's not a good sale.

Another criterion for the quality of sales is the ratio of input to output.

　　 It is possible to achieve "get" and "think".

Never forget the most important thing between "think" and "get".

"Achieving" is the most difficult step. We need methods, skills, knowledge, training and practice. We need a systematic thing, and we need a whole set of scientific training methods.

Where is the difference between passionate sales and scientific methods of sales? Let's take an example to see: two sales have encountered such a situation at the same time, a sales project has stagnated and can not be pushed. This is a normal thing in sales.

　 1 passion group

He often thinks that if he is ambitious, he will succeed if he perseveres. No client will refuse me more than 5 times. So he threw aside his pride and persistently harassed the customers again and again, constantly introducing his products, colding, rejecting, or even reviling the customers. He thinks he can succeed because he has passion.

2, sales experts

He has a systematic way to order. He will consider this problem: according to the law of sales, there are four reasons for a project to stagnate.

First, there is no urgent need for customers to prioritize.

Two, the lack of a powerful person is pushing ahead.

Three, the client thought he did not get personal "win" in the transaction.

Four, there is a lack of understanding of customer business issues and decision-making processes.

So, he began to explore the problems of customers through trust in a series of methods of selling visits to the five rings, using the strategy of sales compass to analyze the role classification and understand the inside of customers, and establish the path of pain chain and winning the game according to the way of solution sales.

If he finds out that the problem is in third ways, he will re-examine the concept of the customer's mind and find the core value of the customer's concern. Then he will think of ways to pass the plan, product, service, or simply use the place that he can help the customer, so as to satisfy the customers' "win" in his mind. Finally, he will confirm whether the customer really recognizes the "win".

Are you a good salesman, or just an experienced salesman for many years? Compare yourself.