Our class talk about our Yunnan peak salesman
Release time:
2021-09-01
Speaking of salesmen, many people will be associated with "wandering around every day, eating delicious food, easy work and high income " . However, as a member of the marketing department of Yunnan Jianfeng Cement Company, I deal with salesmen every day and have never felt that they have such a pleasant day. Moreover, if you don't have "hard kung fu " , you really can't do this job well. Don't believe me? Let me tell you something.
to do sales in Yunnan peak, first have to be a "old driver " . How do you say this? First, the peak market in Yunnan is large. The three districts of Pu'er, Xishuangbanna, and Lancang in southwestern Yunnan add up to an area of 100,000 square kilometers, which is similar to that of Zhejiang Province. One or two people in each district are responsible, and being able to drive has become the first condition for employment. Second, the Yunnan market road conditions are complex. Yunnan is located in the plateau, the terrain is difficult and dangerous, the slope is steep and curved, especially in remote areas, the road conditions are poor, some rural roads meet the intersection of vehicles and even have to reverse 700 or 800 meters before they can barely stagger. In such road conditions, salesmen's driving skills are not too hard. Third, the customer single point is multi-faceted. According to the system of our marketing department, we must pay a return visit to ordinary customers once a month, mixing plants and key projects shall not be less than twice, and key customers shall even be on call. Especially in the rural market, the sales volume of a single customer is not large, but the distance between them is often very long, which leads to our salesmen traveling on the road for a long time. Even if they go home on rest days, they often stop by to visit customers along the line. 2020 , the most mileage among them was as high as 60,000 kilometers.
Secondly, all the salesmen of Yunnan Peak are "Ethnic Communication " . There are more than 20 ethnic minorities in Yunnan, each with different languages, not to mention Dai language and Lahu language, which are "minor languages " . Even if Chinese has various dialects, it is necessary to master several "foreign languages " to do a good job in cement sales. A colleague has been in charge of Lancang area for four years and speaks Lancang dialect with local customers. He is a native of Lancang. In addition to knowing the language, we also need to know the customs, that is, to know the customs and customs of all ethnic groups in various places. Otherwise, it is a very serious matter to accidentally break the national taboo. In our Yunnan dialect, this is "to touch the national temper " .
Third, all the salesmen of Yunnan peak need "thick skin " . We have a saying in Yunnan: thick-skinned, eat enough. Customers have different tempers. When they encounter bad tempers, bad moods, or minor problems in the sales process, they will mostly "hot faces and cold buttocks " . Encountered this kind of thing, our salesmen can only stabilize themselves first, and then try to appease customers to communicate patiently. When developing new customers, "thick skin " is even more important. Some colleagues said that once they ran to a construction site for "to rob " for three days and two ends, they felt embarrassed to see the customer from a distance, but they still had to crustily skin of head to accompany smiling faces and rack their brains to find a topic. Even if the customer loves to answer and does not give a good look, he still runs and waits with a smile every day until he impresses the customer with sincerity. Of course, there are still many follow-up links, such as signing contracts, making payments, transportation, reconciliation, return visits, etc. Each link may face various situations, and the resistance of marketers to various faces is quite strong.
Fourth, the salesmen of Yunnan peak, all "will communicate " . The first is to communicate with customers. Our customers have agents, dealers, self-employed, identity, personality, demands are not the same, marketers and their communication must be flexible. Some colleagues said that seeing a strange customer has a conditioned reflex. Starting from handing over a cigarette or a cup of Pu 'er tea, the other party's intention, identity, age, hobbies and other information are listed in "Collection " , and then determine the most appropriate communication content and method. The second is to communicate with leaders and colleagues. A good team is bound to be smooth information, as a marketing department, internal sales policy changes, external market, customer dynamics, need to be communicated in a timely manner. Therefore, our salesmen must report market information and work plans in a timely manner every day, and regular and irregular work summaries cannot be less, so that leaders can grasp market trends in a timely and accurate manner and make correct responses in a timely manner.
Fifth, our Yunnan peak salesmen, all "will settle accounts " . If an enterprise wants to develop in the long run, it must have profits. How much money can each business make, which market makes more and less, which customer is suitable for key cultivation, and where there is a blank market to expand ... The salesmen know in their hearts. These small "books " come together and become the big "books " of the company's market construction, providing the basis for the adjustment of the company's future business strategy.
Sixth, our Yunnan peak salesmen, all "suffer " . Selling cement is not the same as selling other commodities. There are times when you talk about business in air-conditioned rooms, but more often you are exposed to the sun and rain at various construction sites. As my colleague said, I went to the star hotel to meet the customers in a serious dress yesterday, and today I was wearing muddy shoes to check the cement usage at the construction site. Return visits, reconciliation and resolution of customer questions all require painstaking efforts. It is also common for several trucks of cement to run to the construction site to check until midnight in order to confirm. Some people say that those who are still on the road in the middle of the night are either couriers or salesmen, which seems exaggerated, but in our marketing department of Yunnan peak, this is really the case.
Seventh, our Yunnan peak salesmen, all "warm-hearted " . Dealing with customers is the same as other interpersonal relationships. You are warm, thoughtful and considerate to them, and his cooperation with you will be very pleasant and smooth. In this regard, our Yunnan Peak has done quite well. We have many small customers with low education level, who are often confused about making payments and accounts. The salesmen will take the initiative to teach them to make clear the accounts and will remind them at any time how much goods can be taken from the balance of their accounts. When a customer is ill and hospitalized, the salesmen will take the initiative to visit him. Even if the customer's children want to find a job, the customer needs a guide from another place, and the salesmen will help. 2020 outbreak of new coronary pneumonia, epidemic prevention materials are in short supply, so some enterprises can not return to work, we in addition to the initiative to the local epidemic prevention and control departments donated materials, but also downstream enterprises sent a number of free masks to help them return to work as soon as possible.
Although the number of our Yunnan peak salesmen is not large, each has its own characteristics and abilities, and we can't finish it for half a day. They have the most fundamental point is the common - believe that Yunnan peak tomorrow will be better, and are willing to make unremitting efforts for this.
(Shang Yongzhen)
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