怎样规避做销售的七种“死法”？

“能活着的销售总是相似的，会死掉的却有各有各的死法”只有找对了活法，才不会死的那么早，那么难看！...







托尔斯泰有句名言：“幸福的家庭总是相似的，不幸的家庭各有各的不幸”。作为销售，也是一样：“能活着的销售总是相似的，会死掉的却有各有各的死法”。

每一年，都有很多人涌入销售行业，同时，也有不少人由于种种理由退出了它。社会百态，每个人的活法都不一样，也就注定了死法各有千秋。只有找对了活法，才不会死的那么早，那么难看！那么怎样才能在这个行业做好并能够有所收获呢？首先，作为销售你不能死掉！

怕见客户，怕被拒绝，一个“怕”字扼杀了销售人员的无限潜能。

They fear meeting customers as they fear being rejected by them. This throttles their unlimited potentials.想得太多，干得太少，把“研究”当作销售活动。

Their actions are not as much as their thoughts. They consider “research” as a part of sell.不想付出，懒字当头，把“灵泛”当作自己安身立命的本钱。

They are reluctant to pay out an they treat their petty shrewdness as their capital to live.很多做销售的人不愿意主动去拓展客户，总想坐着等待客户送上门来。不动的人，只能坐以待毙。谨记谨记！

Many sales are not willing to voluntarily develop customers and they always wait for customers to look for them. People who wait and are not active, sit still waiting for their death.在做销售过程中，不免遇到一些刁难的客户、一些打击你的客户、一些难缠的客户……很容易被这些人给活活气死。

When we are doing trade, we are hard to avoid meeting some customers who make things difficult and hard to handle. We may easily get exasperated on account of these customers.这是非常悲剧的一种死法，很多人一开始满腔热血的来做销售，但是干了几个月没有啥业绩，开始面临穷困潦倒的局面……

It is pathetic. Many people were full of zeal to do sales but in vain through couples of months and they faced the end of failure.这里我说的“能”不是能干的“能”，而是自己对自己的水平和能力过高的认可，太自以为是的人。这类人多半有一点经验，遇到事情高高在上，目中无人，不沟通不交流，脱离团队的感念，没有团队意识，这类人的死去更会让人心疼。

I don’t mean ability hear. I mean those who consider themselves always right. Most of them are experienced but they think they are superior and they are much too supercilious. They don’t communicate with others because they know nothing about team work. Their deaths are heartrending.

虽然各行业的销售原理是通的，但销售人员要想完全了解一个行业最起码需要三年时间，经常换行业会让你对每一个行业都有了解但都了解得不够透。而且销售业绩与你所在的人脉、关系、资源是密切相关的。

Although the sales mechanism of various industries is similar to each other, salespersons will spend three years time if they want to know about an industry completely. Usually changing jobs, you may know about every industries but you can’t understand that thoroughly. Furthermore, your sales performance is closely related to your connections, relations and resources.很多销售人员没有定性，经常换公司。很多销售人员三个月没出业绩就换公司以为换个环境就能有好的业绩，以为跟客户沟通的很好，无论你到什么地方客户都会跟着你，这就大错特错了。大家想一想，客户每天接触的那么多的销售人员，凭什么记住了你？因此，销售人员必须记住客户认同你是认同你公司而不是你个人。

Many salespersons are impatient. They often change their companies. Many salespersons think it’ll be better to change environment after accomplishing nothing three months later. They think they communicate with customers well and the customers will follow them wherever they go. That’s totally wrong. Let’s think. Why will customers remember you as they contact so many salespersons. Therefore, the sales must remember that the customers agree you on account of your company not you.很多销售人员与客户初步接触后，在客户表示了有意向后，销售人员就开始了积极跟踪。可维持时间不长，渐渐地与客户沟通的次数少了，短信也不发了，电话也不打了。很快，客户就忘记了你。但是与客户成交后，我们的工作并没有结束。我们还需要做好相关服务增加客户的满意度与忠诚度。

After the first contact between many salespersons and customers, the salespersons start to trace customers when they show their positive intention. But it doesn’t last long. Gradually, they contact customers fewer and fewer. No more messages, no more phone calls. Soon customers foreget you. In fact, even after closing the deal with customer, our work is not done yet. We still need to serve them well to enhance customers’ satisfaction and loyalty toward us.竞争环境非常激烈，销售人员只有不断学习才能提高自己的素养。Nowadays, the competition is fierce. Only when salespersons keep studying, can they enhance their ability.

（1） 了解公司的产品与解决方案，这是基本要素。

It is the basic need to know about company’s products and solutions.

（2） 持续更新行业相关背景知识、关注行业发展，关注行业技术动态。

Continue to update background knowledge related to the industry and pay close attention to development of industry and tech trends.

（3） 扩展阅读，了解政治、经济、产业等各类资讯，并能总结提炼或者“熟记”一些经典观点，善于引经据典。

Read more to know about politics, economy and industry then summarize or memorize some classical views.

（4） 经常做总结。Conclude frequently.

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