認識銷售員的現實

你已經決定當銷售員了嗎？很好。能夠專注成為一名銷售員，無論在任何產業，你的職業前景都有機會是光明的。

作為一名能幹的銷售員，你可以做有力的簡報，說話具有說服力，表現充滿魅力。人人都會覺得你前途燦爛。

然而，以下有一些銷售員的現實，你有必要認識：

1.  一切從人際關係開始

當你成為銷售員的第一天，你沒有一名客戶，你不知道各別潛在客戶的狀況與實際需求。你必須考慮從你認識的親友、同學開始。向他們說明你的工作、銷售的商品，請他們推薦可能購買的買主。甚至，你必須請資深銷售員轉讓幾名他的老客戶或是他正在開發的潛在客戶給你。換言之，你必須先經營你的人脈。

人們通常比較願意信任他認識的人的推薦，也比較願意向他喜歡的人購買。若是你不能被人信任或被人喜歡，你就很難獲得這名客戶。

如果你要改善銷售技巧與銷售機會，先從改善你的人脈技巧開始。

2.  走出銷售低潮

做銷售員久了，你一定會經歷過就是會有一段時間，怎麼做都不對。但是，在你棄子投降之前，應該先學習如何走出這樣的銷售低潮，例如，控制好你的情緒。

3.  太多承諾與太少實現

銷售員的職業生涯被摧毀的常見原因是做了過多的承諾。當你給與了客戶太多的承諾，會有很大的機會，你不能夠兌現。

回想一下，上次你買了某件商品，但是很失望的經歷。這樣自己的經歷，能不能幫助你改善你的銷售員職業？

再多想想。

4.  克服日常壓力

當銷售員是賺取日常生活費的一種艱難方式。當一切銷售工作都顯得做不對勁，無法產生銷售收入時，壓力是非常大的。這不是喝杯咖啡就可以紓解的。

我們必須調整好心情，準備應付日常工作上的任何瑣碎小事，包含檢查校對、裝訂給客戶的商業建議書。

雖然應付處理這些小事不會給你多少傷害，每日重複做這些，卻會啃食你，讓你難以輕鬆下來。

你要學習如何擊敗這些壓力！

5.  關鍵結案技巧

你能夠有個有收入的工作，是因為你能夠結案，拿下客戶的訂單。

但是，有的時候就會很難結案，得到訂單。了解一些結案技巧，是必要的。

記住：很少客戶是喜歡“被推銷的”，他們喜歡“購買”。這有巨大的差別。

6.  做有說服力的簡報

如果你不能傳遞足夠有說服力的信息給你的潛在客戶，你結案獲得訂單的機會就會少。雖然不是每位銷售員都必須做簡報，但是能夠做好簡報的人，通常可以得到比較好的成果。

雖然互聯網的發展逐漸改變了我們做簡報的形式，但是不代表你不需要有建立簡報技巧的能力。

會做簡報，至少代表你知道如何組織資訊，知道客戶需要什麼，而你預備如何滿足客戶的需求。

7.  和客戶建立親和感

前面曾經提到和客戶建立關係的一個途徑是透過你的人脈關係，而這是你和客戶發展親和感的一部分。親和感于堅實的人際關係可以手牽手並行發展，但是它們之間，還是有差別的。

建立親和感表示你和客戶之間建立起了一些共同的基礎，而人際關係表示你和客戶有長期的相互認同。

如果你和客戶之間有親和感，能夠讓客戶尊敬你、喜歡你，和客戶發展成為長期人際關係就會水到渠成。

8.  為客戶設身處地著想

如果你為作一名銷售員而在掙扎，換個立場考慮當你是客戶的情境，會是如何？

你會不會在有銷售員向你推銷時，採取防衛態度？如果是如此，你就可以理解當有你去向客戶推銷時，你的客戶會如何防衛你了？當你展開銷售時，準備好你的心態。

你會不會認為銷售員都是不誠實的，而且只關切他們自己的利益？如果你會這樣想，你就不適合作一名銷售員。你深深的不信任銷售員，同樣地，你也會不信任你的客戶，而預備和客戶斗心機。這樣，你和客戶互不信任，談成交易的機會就小了。

注意，如果你是壞客戶，那麼你很難成為好銷售員。從現在開始，讓自己成為好客戶。你會驚訝你得到的結果。

Understanding the reality of salesmen

Have you decided to be a salesman? Very good. Being able to focus on becoming a salesman has a bright career prospects in any industry.

As a competent salesman, you can give powerful briefings, speak persuasively and show charm. Everyone will think you have a bright future.

However, there are some salesmen's realities that you need to understand:

1. Everything begins with interpersonal relationships.

On your first day as a salesman, you don't have a customer, you don't know the situation and actual needs of each potential customer. You have to consider starting with relatives, friends and classmates you know. Explain to them what you do and what you sell, and ask them to recommend potential buyers. Even, you have to ask a senior salesman to transfer several of his old customers or potential customers that he is developing to you. In other words, you have to run your network first.

People are usually more willing to trust the recommendations of people they know and buy from people they like. If you can't be trusted or liked, it's hard to get this customer.

If you want to improve your sales skills and sales opportunities, start by improving your networking skills.

2. Getting out of the sales downturn

If you have been a salesman for a long time, you will experience it for a long time. You can't do anything right. But before you abandon your son, you should learn how to get out of such a sales downturn, for example, to control your mood.

3. Too much commitment and too little realization

A common reason why salesmen's careers are destroyed is that they make too many promises. When you give too many promises to your customers, there will be great opportunities, and you can't fulfill them.

Think back, the last time you bought a product, you were disappointed. Can your experience help you improve your salesman career?

Think again.

4. Overcoming Daily Stress

Being a salesman is a difficult way to earn daily expenses. When all sales work seems to be doing wrong and sales revenue cannot be generated, the pressure is very great. It's not a cup of coffee.

We must adjust our mood to deal with any trivial matters in our daily work, including checking, proofreading and binding business proposals to our customers.

Although dealing with these little things won't hurt you much, repeating them every day will eat you and make it difficult for you to relax.

You have to learn how to overcome these pressures!

5. Key Closing Skills

You can have a paid job because you can close the case and take orders from customers.

But sometimes it's hard to close a case and get an order. It is necessary to know some closing skills.

Remember: Few customers like to be "sold" and they like to "buy". There's a big difference.

6. Make persuasive presentation

If you can't deliver enough convincing information to your prospective customers, you will have less chance of closing the case and getting orders. Although not every salesperson has to give a presentation, people who can do a good presentation can usually get better results.

Although the development of the Internet has gradually changed the way we do presentations, it does not mean that you do not need the ability to build presentations skills.

Presentation, at least on behalf of you know how to organize information, know what customers need, and how you are prepared to meet customer needs.

7. Building Affinity with Customers

As mentioned earlier, one way to build relationships with customers is through your network, which is part of your development of affinity with customers. Affinity in solid relationships can develop hand in hand, but there are differences between them.

Building affinity means building some common ground between you and your customers, while interpersonal relationships mean that you and your customers have long-term mutual recognition.

If you have a sense of affinity with your customers, you can make them respect you, like you, and develop long-term relationships with them.

8. Put yourself in the customer's shoes

If you're struggling to be a salesman, take a different stand and think about what happens when you're a customer.

Do you take a defensive attitude when a salesman sells you? If so, you can understand how your customers will defend you when you sell to them. When you start selling, be prepared for your mentality.

Do you think salesmen are dishonest and only concerned about their own interests? If you think so, you are not suitable for a salesman. You deeply distrust salesmen. Similarly, you distrust your customers and prepare for them. In this way, you and your customers don't trust each other and have little chance of negotiating a deal.

Note that if you're a bad customer, it's hard to be a good salesman. From now on, make yourself a good customer. You'll be surprised at the results you get.