Sales execution and strategy are two indispensable abilities of sales staff

 

　　Sales execution ability is not a few simple skills. It is a systematic methodology, including your sales philosophy, sales process, sales methods, project and customer management methods, etc. It covers all aspects of sales technology from customer mining to customer management.
　　 This kind of sales technology is the most indispensable in the market. Various sales skills are flooded in Tianya, Weibo, airport bookstores, and training classrooms.
　　 However, it is not easy to find the truly "correct" technology. The so-called correct technology must meet several conditions:
　　 1. It must be a skill designed according to the customer's procurement process and behavior, not a pile of experience. You can sell it as the customer buys it. This is stipulated in the sales charter.
　　2. It must be a systematic thinking with logic, process, method, and tools, not piecemeal skills. Dao, technique, technique, and tools are also indispensable. Otherwise, you can only touch the elephant's legs and can't think about the problem systematically, and you won't be a master.

　　 It must be moral, at least not against morality. Ethics in sales refers to a win-win situation, and no win-win technique is deception.
　　 You must convince the customer’s purchasing staff that you do provide value.
　　Sales are a lot like consultants, but they are just similar, not equivalent.
　　Sales are more tiring than consultants because their goals are different. Consultants only provide clients with organizational benefits through their professional knowledge, such as optimizing the client's organizational structure, thereby improving the efficiency of the client's organization. But the purpose of sales is to facilitate customers' purchasing decisions. This is not just for the benefit of the organization.

　　The work of consultants is oriented to "things", while the work of sales is oriented to "people". Therefore, sales staff must also provide one or more roles to support enriching their image. Face everyone who influences decision-making with a multi-dimensional image. Think about the personal benefits (purchasing role) that this purchase has for them, so as to satisfy their purchase motivation.
　　 The value mentioned in the sales initially consists of two parts:
　　 One is the value obtained by the client's organization;
　　 The second is the value that each customer gets.
　　 None of them are dispensable. Anything missing is dangerous.
　　 This cannot be explained by simple benefit sharing. This ability is called sales strategy ability, which requires lifelong learning and needs to be improved throughout the life.