Sales is a subject that requires continuous learning throughout your life

 

　　 When it comes to sales, many people have this impression:
　　 Very hard work, no future, high pressure, low income, low social status, only people who have no choice will do sales.
　　 This is actually a great misunderstanding of sales, and it is also caused by the vast majority of people who don’t understand sales at all.
　　 Regarding masters, some people may say that no matter what the theory is, it is too empty. Practicability is king, but theory can't feed people.
　　 Many people admire the high wages of masters, and they also hope that there are some simple ways, or even one trick to win.
　　 In fact, people who say "practicality is king" usually think "simple is king" in their hearts. Every day I am busy looking for cheats in major forums. Hope that one move will set the world. Give no less than others, but get nothing.
　　 It is a disease to put success on the "plug-in" every day. Many people in China suffer from this disease.
There is no cheat because it is illogical. You also use this trick, and I also use this trick. Who wins? It’s better to think about how to provide value to customers

　　 You have to think of one thing that customers never buy a single product. What they buy is a solution to a problem and the benefits that result from it.
　　In sales, value is not only provided by products and services. In many cases, it is provided by the sales staff or even the sales process. In large-scale project sales, sales personnel are the main aspect of forming differences and advantages, rather than the product itself.
　　 Therefore, sales personnel should be the main carrier of value provision, otherwise the sales itself will lose its original value.
　　 But in B2B sales, in order to provide value to customers, salespersons need to have two conditions:
　　 Deep understanding of customer business.
　　 Understand the nature of the client’s business.
　　Customer business refers to the knowledge of the customer's industry. For example, if your customer is a warehousing logistics industry, you need to understand warehousing systems, warehouse shelves, electro-hydraulic forklifts, agv trolleys, etc. even if you only sell manual stackers.

　　 In addition, you also need to understand how warehousing and logistics employees use your products, such as lifting height, handling distance, cargo weight, etc. These two things add up to the customer’s business knowledge.
　　The essence of business refers to how customers make money, what is their business model, what is their strategy, and what is their core competitiveness. Although it is a big problem, it is closely related to your product.
　　 Why are these two points? The reason is that sales are to solve customer problems. If you don’t understand the customer’s business, how can you find the problem? If you don’t understand the nature of your customer’s business, how do you design (or recommend) valuable solutions to the problem?
　　 Does it sound like a consultant is doing something? Yes, every good salesperson is a good consultant. Only by understanding these can we really find the customer's problem. Only in this way can we finally create value for our customers. Otherwise, the only thing you can do is to please customers blindly with low prices.