I have been in the sales industry for more than 10 years, from small white to sales champion, to sales management, and also trained many sales champions.
I think sales in the process of growth, generally go through four stages, gradually jumping up, until the road to the sales champion.
01? Fledgling, learning stage
Just do sales, you think sales is not rely on the lips, can talk on the line ah.
The reality is that the rejection of the rejection of the rejection, so that you y doubt that they are suitable for sales.
Is not the deal all rely on luck, is not the deal completely rely on points to good leads, encountered a good customer.
At this point, the state is that you have not mastered a set of common methods or use less skillful, I do not know why customers sign why lost.
Specifically, the product is not familiar with the customer's needs do not understand, the customer's stage is very vague, even the sales process is not clear. So you would think why signing why lost, all irrational and irregular.
Because there is no grasp of the law, it can only be attributed to luck.
This is like just practicing martial arts people, are fantasizing about learning deep martial arts at once, see others powerful, but also do not know why powerful.
Always fantasize that the warrior is lucky, lost in the cliff can pick up the best martial arts. But the truth is where there is so much luck, the beginning is from the beginning of the Za Ma Bu, bitter to no one.
This is basically the state of the new salesman. The fact that you can quickly cross this stage depends on your efforts and whether you have a good leader to hand you over.
The first 3-6 months of newcomers are generally in this stage, if you do not cross over, you may be daunted by sales, and never want to do it again, cross over into another stage.
02? Emerging, mastering the general method
Have been doing for a while, experienced most of the customers lost, but also experienced two or three customers to close the deal, you slowly find the feeling, basically mastered a set of general method.
You can handle fifty to sixty percent of the customers, know why the signing, but encountered a small number of difficult customers can not handle.
Because the breadth and depth of understanding of the product is not enough, the customer needs of mining is not comprehensive.
Congratulations, you have started, the performance of the basic will not be the bottom, if enough diligence, the state of good, encountered a god mute month, with the luck of shit to get a sales title is also possible.
This is like practicing martial arts just learned the moves, the moves are raw and inconsistent, but at least you can walk a complete set, against the small thief no problem.
But when it comes to a little more powerful will not be, because you are only familiar with a single type of fight, the other side of the change in the style you will not, to put it bluntly, is that your set is still too little.
This is basically the state of most of the sales, generally half a year to 2 years in this stage, many people may be a lifetime in this stage is very difficult to jump up.
If you want to reach the third stage, the most important thing is to look at your ability to think and summarize.
03? Fusion, targeting
As we continue to grow, we have seen different types of customers, lost one after another, heartache is certain, good is that you have grown, after their sharpening, you gradually learn a variety of routes.
By this stage, you know why customers are lost, in addition to the general approach, you have mastered a variety of different means, and even have their own methods, you have been through all the sales process.
At this point, horizontally, for different customers, you can apply different methods to tap into the customer's needs and provide reasonable solutions.
Vertically, you can analyze what sales stages different customers are in, and what different actions should be taken.
It's like being able to integrate your martial arts skills to find the best time to strike and change your stance depending on the opponent.
In addition to swordplay and perhaps palmistry, you'll be able to use more force, more techniques, and always be able to anticipate the enemy.
At this point, coupled with diligence, you have basically become a strong contender for Top sales, as long as you are not experiencing mindset problems, performance will not be too low. Generally, many sales 1-3 years will be in this stage.
04? Comb the system, understand the logic
At this stage, your understanding of sales, not just a single customer level.
You begin to sort out the sales system, and summarize their own sales methodology, that is, from the operational level up to the theory.
To this level, you are already very senior sales, but also has a certain level of management. To reach this stage is very difficult, at this time enlightenment is very important.
This is like martial arts has been practiced to the realm of realization, a variety of strokes have been clear, and even find the strokes behind the martial arts essentials, can be no trick to win a trick.
This is basically this is from the sales of white to senior sales of the road to growth, difficult, every step is based on a large number of failures, summing up the optimization of adjustments, corrective behavior.
Many people do a lifetime of sales still stay in the second stage, but there are many people, two or three years to reach the fourth stage.
In a word, the road is still long, the future is bright, but the road is winding, come on teenagers.
Now you, in which stage of sales?
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Devon: twelve years old sales, seven years of sales management. Sales, city manager, regional boss, head of SaaS software commercialization, entrepreneurship.