Learning ability: the source of salesman's success

Zhang Wei is a sales manager of a software company. Since the corporate customers he serves are distributed in different industries, these customers often have different problems waiting for Zhang Wei to solve, but Zhang Wei always has his own fast learning ability. In a short period of time to understand the customer's corporate background and related knowledge, and propose targeted professional services to win customer praise.

On one occasion, Zhang Wei represented the company to participate in the bidding for software systems of a large real estate company. In addition to Zhang Wei's company, several other IT companies involved in bidding have rich experience in real estate software system development. Although Zhang Wei does not have this experience, he has a good reputation in the industry, so the bidders also Invited them to participate.

Because of the strong competitors and lack of sufficient experience in this area, Zhang Wei’s leadership has almost no hope for the bid. But Zhang Wei did not give up.

From taking the tender to the introduction of the project design concept to the client's leadership, it is a week to explain the advantages of the company and the concept of project operation is the key to winning the bid. With the belief of hard work, Zhang Wei, who had no knowledge of the real estate industry, has studied a large amount of industry materials and studied the knowledge of real estate for three days and three nights. He also based on the development of the bidders. Discuss with the company's technology developers some innovative ideas and details of system design.

One week later, Zhang Wei was thinned a whole circle, but he had a full understanding of the real estate industry. At the project briefing session for customer leaders, Zhang Wei explained his overall thoughts on system operation in a simple way. He deeply convinced the customer with the professionalism and height of the project, and later won the contract. .

After one year of entry, Zhang Wei was promoted to a major account sales manager by an ordinary salesperson due to his impressive performance.

The times are constantly changing and customers are constantly growing. In this era of rapid development, nothing changes, except for change, and learning is a more effective way for salespeople to understand the outside world and keep up with customers.

Many sales people have problems such as lack of marketing knowledge and low marketing skills. In the aspects of advertising planning and design, market research methods, marketing and promotion methods, contract formulation, etc., the operation is disorganized, and even these things will not be done at all. Gifts, banquets, and "kickbacks" to promote merchandise, the lack of business knowledge is surprising. Some sales people will calculate the purchase, sales, gross profit, and some constant cost prices in terms of finance, but they lack basic understanding of the basic concepts such as cost level, capital turnover, marketing cost, and capital profit tax rate. Understand general financial statements.

If such marketers do not study hard, how can they make marketing decisions according to the laws of the market economy? It is even more impossible to adjust marketing behavior through accounting. However, many sales people think that their understanding and absorption of new knowledge is not as good as others because of their low academic qualifications. They believe that they can cope with everything as long as they are experienced, so their enthusiasm for learning is not high. This kind of erroneous thinking often limits the space for their development and makes them stagnant – many old salespeople who have been in the business for many years will find that they have a lot of experience in a certain aspect, but after reaching a certain height, they will never again Unable to break through the "ceiling" of the self, it is difficult to achieve greater development, and is constantly surpassed by some younger latecomers. The reason for this is that the lack of individual learning ability is often an important reason for limiting its development. In a fast-changing, fast-changing business society, the needs of customers are constantly changing. If the sales staff only rely on past experience, they are not replenished in time. New knowledge, understanding of newer industries, they are vulnerable to other well-prepared competitors, and it is difficult to propose more effective solutions to customers' newer needs.

The learner is not necessarily a winner, but the winner is necessarily someone who is good at learning.

Even if the business giant like Li Ka-shing, when he was over seventy years old, he still forced himself to read three books and several magazines a week, so that he could always understand the newer knowledge of society. For sales people in the ever-changing marketing industry, learning new knowledge and understanding the new situation of society, industry and customers is also a must.
Unsatisfied, not stagnant in what has been achieved, and constantly learning new knowledge to ensure that sales people continue to succeed. For the salesperson, the marketing career is like a battle, an uninterrupted, no-breathing chase. There are many failures in the middle of a victory, and there is often fear, rejection and disappointment in joy, expectation, pride and excitement. Although there are always many obstacles and pressures, the sales staff can always grasp the development and changes of the society and customers with great learning ability, backed by knowledge, fully prepare for the advancement, step by step, and persevere. The end of the success.