Break through sales difficulties

Author: Zhang Wei
Publisher:
Publish Date: 2007-01-01
Features: Sales starts with exploring customer needs. There are no homogeneous needs, only homogeneous products and services. The core capability of sales lies in communication skills. What are the customer's needs? This is more of a communication issue than a sales issue. Once you identify the real problem, you've solved half of it. Sales begins with self-promotion, and sales begins with the client's rejection. When you truly put the customer first, you'll easily find the key to breaking through sales challenges. Learn from others' experiences to grow your wisdom. Zhang Wei used his wisdom to transform his ten years of marketing experience into practical sales methods and techniques. This book views sales and the cultivation of sales skills from the perspective of professional services, with customer needs as the thread and communication skills as the core, showcasing the sales techniques salespeople should possess. It is hoped that this book will benefit a wide range of sales professionals.
We categorize personality into four different dimensions: emotional, rational, indecisive, and straightforward. Based on these four indicators, we classify people into four types:
Lively Type: Highly emotional and straightforward in their interactions. They prefer to act first and think later, regardless of whether they can follow through. Such customers sometimes make promises to you first but may not be able to fulfill them. They are easy to get along with and full of life. You might even find that spending time with them is enjoyable. Lively people focus on relationships when doing things. They handle interpersonal relationships well both inside and outside the company and prefer to resolve issues through connections. When dealing with lively customers, if they enjoy your company and find everything easy to discuss, they will be more open. However, if they find you dull and feel nothing exciting when with you, they will lose interest. The weakness of lively people is that they tend to start strong but finish weak, lack organization, and are often careless. You might find their desks cluttered with disorganized files and items, and they often spend a lot of time looking for things. For example, if you visit a friend's home, you might see shoes in the shoe rack by the front door arranged haphazardly, with summer and winter shoes mixed together. Upon entering, you might notice that the furniture is also disorganized. If you step into the's bedroom, you might even smell smelly socks. The owner of this household is a lively person. Lively people dislike rigid routines and prefer novelty and excitement. They don't like sticking to the same old routine. When interacting with lively customers, you should find new topics to spark their interest and avoid dwelling on one subject too long, as they don't like to delve deeply into a single issue. Lively people seek popularity and applause. There is a sales technique that is particularly effective with lively customers called "PMP" (flattery). Lively customers love hearing compliments about their success, their clothing, or their behavior—even compliments like "Your hairstyle looks great today" or praise for something they've done, such as "That's a creative idea." They will feel good about it. Lively people worry about losing their reputation, which is actually their fear of being ignored by others. Lively people hate standing alone with no one to talk to or chat with. It feels lonely when they are by themselves. Their greatest desire is to gain others' approval, so when you're with lively customers, pay special attention to what they like, what they are interested in, and what topics they enjoy discussing.
Powerful Type: Straightforward but not emotional; they are very rational. This type of customer has a very strong sense of purpose. Once they set a goal, they will go to great lengths to achieve it, even if it means offending others or disregarding others' feelings. Powerful customers are proactive and highly goal-oriented. Their weakness is a lack of patience and a preference for making decisions quickly. Every time you communicate with them, you...