Steel structure - sales personnel grade distinction

Steel structure sales, in the final analysis, is the competition between people, and even the next conclusion is not completely correct: whether a steel structure engineering order can be obtained does not depend on the enterprise brand, does not depend on the strength of the enterprise, does not depend on the price, does not depend on various other external factors, but depends on the quality of the business personnel you send out. No matter how strong your strength and good social resources are, but if your business personnel are not professional, do not have relevant steel structure knowledge, do not have certain sales experience, and do not strive to improve their ideas, then no matter how strong your company, how fine the management, and how excellent the leadership, it is difficult to succeed.

So are salesmen also divided into grades and stages? The answer is yes. Although there is no clear level distinction of salesmen, but can be seen according to the working status, working methods, performance results of different salesmen in the stage of each salesman, we take Jin Yong in "The Condor Heroes" mentioned Yang Guo's teacher, the unappeared Dugu Defeat hero of the sword learning stage as an example, refer to their true state to improve their sales level of the four stages.

One thing: the weapon is unintentional.

The book says: fierce and fierce, indestructible, weak crown to compete with Heshuo group.

The young man has a strong personality, is invincible, and consciously invincible, and it is even more important to compete with Heshuo.

The sales personnel at this stage are generally novices or people who have entered the sales industry within a year, they are full of ideals, read countless sales books, absorb the sales essence inside, but the salesman himself has no sales experience, the professional knowledge of steel structure has no foundation, and the psychology of customers is more uncertain, just blindly for success do not hesitate to run themselves to death, tired to death.

This stage is also the most worthless stage of the sales career. Generally speaking, salesmen at this stage can only succeed in 0-3 of 10 customers, and they cannot achieve high profits. The prices of the orders made are almost close to the factory price, which makes the company very uncomfortable, and it does not have much income.

Day 2: Soft Sword Impermanence.

The book says: Ziwei soft sword, used before the age of thirty, accidentally injured the righteous man ominously, but abandoned into the deep valley.

The soft sword is faster than the sharp sword, the

larger sword is changeable, it is more difficult to make than the usual hard sword, and it has its own laws. Only by understanding the movement law of the soft sword can we use it better. However, because it is necessary to meet the laws of movement of the sword, it cannot be used according to one's own heart, so it is impossible to put it away freely, so it is inevitable to accidentally hurt the righteous, so it is ominous.

The salespeople at this stage are generally elderly people who have stepped into the sales industry for 2-3 years. People at this stage are relatively familiar with the steel structure industry, seeking "smart" and "strange" in sales skills, and know how to win tricks. At this stage, the salesman is full of sales gains and losses, but only sees the customer's external things, has not seen through the customer's inside, so for the order will do many things that they think are smart, such as rebates, such as the pursuit of differentiated competition, such as sales tips, such as tracking customers to talk at home, and so on.

Steel structure salesmen at this stage are the most popular with sales executives, and 80% of salespeople on the market are of this type. Generally speaking, business personnel at this stage will run 10 customers and 3-5 will succeed. The quality of the order is high or low, but it can basically stand up in the unit, and there is still a lot of room for improvement, but it depends on the salesman's own understanding.

Usually more diligent and down-to-earth salesmen will let themselves slowly settle down, summarize some effective methods, and improve themselves through continuous learning and practice; Another part of the salesman will be more satisfied with their current situation, sales skills and methods are on the surface, it is difficult to improve themselves in a short time.

Three days: Epee without a front,

The

book says: The heavy sword has no edge, the big trick does not work, and before the age of forty, he ran amok in the world.

Experienced people have long learned how to lift heavy weights without showing their edge, but their power is greater.

Salespeople at this stage

have been engaged in the sales industry for 3-8 years or more, generally speaking, salespeople at this stage will succeed 5-8 customers if they run 10 customers. They have gone through hardships, have their own sales style, rely on their own sales charm to attract customers, informal forms, show magic in plainness, and often can grab some other people's lists.

At this stage, the general way out for salespeople is to take the management route, become a sales manager, office director or something, or open their own company.

Four: The wooden sword has no lag.

Book: After the age of forty, not staying in things, grass, wood, bamboo and stone can be swords. Since then, he has refined his cultivation and gradually reached the realm of victory without a sword and a sword, and this wonderful martial arts realm is also a wonderful learning realm.

Salespeople at this stage have been engaged in sales for many years, and orders for 10 customers will generally be successful 8-10.

At this time, the business personnel were actually selling for their own ideals or pursuits, and money was no longer a problem, no longer their main pursuit.

If the salespeople in the first three stages rely on using the internal contradictions of customers to complete orders, then the salespeople after this segment have actually completely changed and turned to rely on the development of things to achieve sales. It can be said that the sales of the first three segments rely on "pushing" to complete sales, and the sales of this segment rely on "pulling" to attract customers, so that customers find him by themselves and cooperate with him to achieve sales.

Sales work is actually the same, whether it is steel structure sales, or sales in other industries, the truth is inseparable. In general, the main body of sales is people, and if you get people, you can get sales. The salesman wants to get the order, is nothing more than to deal with all kinds of people, with your professional steel structure knowledge, effective sales plan, get the other party's people, naturally get the steel structure order.

Dealing with customers is like getting lost in a forest, as long as you are in the forest, no matter how you go, you can't see the real way out, if you want to get out of the forest (get the order), you can only find the commanding height, overlooking the entire forest to see the way out clearly. If we steel structure salesmen want to get orders, we must also continue to absorb knowledge to improve ourselves, improve our vision and position, in order to find a way out of the forest from the commanding heights!