How does Atta Consulting Sales manage your network resources?
For salespeople, it is very important to have good network resources to do a good job, which is also an important reason why salespeople are constantly committed to the construction of network resources. So, how should salespeople manage network resources?
In human resource management, sales staff may wish to refer to the following points:
1, getting along with people gives people two feelings: the joy of falling in love at first sight and the joy that can't be forgotten for a long time.
The joy of falling in love at first sight shows the joy of seeing each other and the inner respect and recognition for each other; Being happy for a long time shows that you are interesting, good at communicating with others, able to get along with others and get along well.
2. The key to establishing contact is what benefits can be brought to each other.
Interest is always a topic that we must consider. Whether it is concrete material interests or humble emotional feelings, there are connections that combine interests. I remember a friend who was in sales hit it off with a buyer who was particularly fond of wrangling. It turns out that the two of them actually found a lot of fun in wrangling. Of course, these pleasures can also be called benefits.
There are only three kinds of faces we talk about: decent scenes.
A classic confession of the world.
Decent: I remember a friend who is in sales, because he met the requirements of an important dealer in his region-hoping to get the boss to show up at the promotion activities, give him support, and make the dealer feel decent and face-saving, so the regional sales increased greatly.
Scene: From a certain point of view, sales is to create scenes, create momentum, show strength, and make good use of corporate scenes, so that sales will be more attractive. China people especially like big scenes. If you receive someone with warm, grand and grand scenes, he will be filled with joy.
You must know three kinds of people: more experience than me, good relationship and strong strength.
I have more experience than I do, so I can learn more. What you get on paper is very shallow, so you can avoid detours if you are close to experienced people.
The relationship is better than mine. Obviously, the other person is nice, has face and is good at network management.
The strength is stronger than me, and the strong are always respected, so the strong are always taken care of and there is always strong resistance.
But you must keep learning and making progress, so that you can have more opportunities to know the strong.
Everyone has the desire to express and the need to be understood.
This is a weakness of human nature, and we need to make good use of it. It is our nature to keep looking for * * * in the vast sea of people and the loneliness of the soul. Who am I? What kind of person am I? Am I confident? Am I good? Can I get a compliment? These are all human nature. We like certainty, affirmation, respect, recognition and expanding our id space. How to deal with it? Give proper satisfaction! Once I negotiated with the target customer, and both sides thought it was good, so I rambled for an hour and got the deal. Another friend in sales started a conversation with a gentleman next to him on the train. I didn't expect this conversation to lead to a big client. A few days later, he received a request from this gentleman to visit on behalf of the company.
6. All relationships are based on mature trust.
That's true. Honesty to customers, honesty to enterprises and honesty to society. Only when I trust you will I trust your products, your services and your enterprise. As long as you have mature trust, even if your products, services and enterprises are not doing well in some places, the other party will give you a chance to improve in the spirit of understanding.
7. Consistency between words and deeds is a person's greatest intangible wealth.
Words must be done, and actions must be fruitful, and they will be respected at all times. Consistency between words and deeds is the commitment of the body to the mind, and it is the expression of the full combination of the two. Ji Bu's so-called promise is worth $1,000.
8. Integrate contacts
Interpersonal network is a ticket to wealth and success. In a certain period of time, our business partners and our customer groups will always promote closer feelings, deeper relationships and more tacit cooperation through specific theme activities.
9. The natural law of business communication.
Chun Geng: I fell in love with you at first sight.
Xia Yun: I can spend a long time with you.
Autumn harvest: If there is demand, you need your goods.
Winter storage: hide the value and help you publicize.
The metaphor of spring, summer, autumn and winter is enough to show that business dealings are long-term, natural and follow the trend. Everything has its inherent laws of survival, change, development and evolution, and so does the management of interpersonal relationships. No cultivation, no harvest; The road is not good, and the harvest is not great; Mastering the laws of nature and operating with care will inevitably yield a lot. Every customer is a fortune, which needs us to dig deep.
10, five expressions of human love
Verbal affirmation
give gifts
Body contact
provide services
Have a good time together
Affirm the other party, and the other party will certainly have joy and recognition. Everyone is afraid of being ignored, denied and doubted by others. Giving each other more positive emotional value will definitely increase your value.
Giving gifts is affirmation, gratitude, feedback, appreciation, expectation of future cooperation and investment in the relationship.
Proper physical contact can dissolve hostility, narrow the distance between them and enhance friendship and mutual trust. Shaking hands, hugging, approaching, clinking glasses and taking part in sports are all manifestations of physical contact.
To provide services, we must look at each other's needs, and the service of delivering charcoal in the snow and umbrellas in the rain is what the other party values. Therefore, we must know each other better, be more comprehensive and meticulous.
Quality time is especially important for salespeople. What to do together, what to say, what to get from each other, and what to feel learned. A wide range of knowledge, insight into each other's needs, good expression skills, humor, vitality, understanding and so on will enhance the value of each other's getting along with you. Don't sell for the sake of selling, don't make the time together boring and don't be too enthusiastic.
1 1. How to turn contacts into money?
Increase the overall added value
Improve diversified quality services.
Improve yourself, improve your service ability, better satisfy each other, and better improve the level of cooperation, then the relationship is good and the business is good; Make money harmoniously. The relationship between majors and contacts is multiplicative. If there are only majors and no connections, personal competitiveness means no gain without effort. However, if you add connections, your personal competitiveness will be hard work and many gains. Brand comes from premium ability, money pulse comes from self-improvement, from grasping customers, grasping trends and building platforms; Judging from a good sense of time.
12, beliefs, attitudes, behaviors, habits and personalities
Remember what you should remember.
Forget what should be forgotten.
Change what can be changed
Accept the unchangeable.
Face sales and customers with firm and persistent belief, serious and calm attitude, planned and temperate behavior, good contact and communication habits and friendly and steady personality.
Remember the important information of customers, remember your commitment to customers, and remember the requirements of customers; Forget the customer's collision with you, forget each other's unhappiness, and forget the negative information that is not conducive to work; Committed to changing the attitude of customers that can be changed, the depth of relationships, the breadth of contacts, and the tightness of demand connection; Committed to improving their image, affinity and influence in the eyes of customers.
For things that cannot be changed temporarily due to objective conditions, we should face them with a peaceful mind. However, honesty and sincerity are the most important principles for establishing contacts and enhancing their competitiveness. Because the accumulation of contacts is long-term, it needs our long-term efforts and care.