Sales champion confidently responds to the economic crisis

In the general situation of the economic crisis, all walks of life have been affected to varying degrees. For China’s 80 million marketing army, the work and life of marketers have been affected by “avalanches” and “the wolf is coming”. The wolf is really coming - this is not an alarmist!

The facts exist objectively. One person, several people or even a group of people decided that they could not change. Some people said that they can change and change, they can't adapt to change, and if they can't adapt, they give up. It makes sense. The endings of many movies, TVs, and novels are often like this. The protagonist has a dream after a few twists and turns, and his relatives and friends will ask him: What is your next step?

What are the next steps for marketers under the influence of the economic crisis? There were a lot of marketers who suddenly left the game and were eliminated. However, the elites of this industry, especially the sales champions in the marketing team, can all face difficulties. "There are people who know the mountains and tigers, and they prefer to go to the mountains." Some efforts to change, some ideas to adapt, More desperately to develop, still maintain a strong momentum of development.

In a certain sense, successful people are not those with higher levels and higher abilities, but often those with more experience and quicker adjustments. These sales champions can quickly adjust their thinking and direction in a short period of time with their rich experience, find opportunities in the crisis, go with the trend, and achieve their goals.

Being good at changing yourself is the “winning magic weapon” for these sales champions, because their past success is achieved in the process of constant change; today’s changes may be more difficult, but in the face of challenges, they are like the warriors, the challenge Be a chance to hone and bravely face the economic crisis.

Give an example:

Sun Qingquan is a resident salesman of A edible oil manufacturer. Since he graduated from university in 2000, he has been working in a provincial capital city. He was admitted to the university from the countryside, and he gave his strength. In half a year, he sent out dozens of business cards, and with the culture, he quickly entered the role, adapted to the needs of the market, and was recognized by many customers. stand by. By the end of the year, his performance surpassed that of the other five colleagues who had been working earlier.

At that time, to be honest, the competition for cooking oil was far less intense. But then, several other edible oil brands have entered this market one after another. With low prices and fierce promotions, the edible oil is facing an increasingly competitive situation. The pressure on all business people is very big – no matter how Kind, you can't let your own labor fruit be taken out by others! In the face of increasingly serious situations, everyone is working hard, and Sun Qingquan is no exception. However, in the past few years, Sun Qingquan has always maintained a position of the top, and the virtuous circle of the market has developed steadily.

By the end of a sales season for edible oil in the Mid-Autumn Festival in 2008, Sun Qingquan has discovered that the shadow of the economic crisis is quietly approaching, and many welfare customers have reduced spending, with little or no benefits. This is a very dangerous signal! He tightened his nerves and must adjust his mind immediately!

Sun Qingquan conducted a comprehensive analysis and analysis of his client's files. How did the client's business situation in the Mid-Autumn Festival deal, what are the reasons for the unsuccessful customers, what concerns the customers have, what are their deficiencies, and so on. After careful thinking, I made the next step of work adjustment: on the basis of continuing to consolidate old customers, focus on following up well-managed customers and let these customers generate more energy.

In the past, Sun Qingquan had two main sales channels: one for retail and one for group purchase. If you continue to do so, the limitations are clear at a glance. Next, on the basis of continuing to strengthen retail and group purchases, Sun Qingquan also put some energy into the development of other channels. Chairman Mao said: "There is a disadvantage in everything." Sun Qingquan discovered the "one benefit" to his own business through the shadow of the economic crisis. That is, despite the impact of the economic crisis, anyone They are not willing to sit still, many companies, many products will try to "break out", for which they may seek a place for their survival; if not, then it is bound to die.

This is a business opportunity! So, Sun Qingquan has increased contact with other manufacturers and businesses to seek a breakthrough point. Because A edible oil is a branded product, Sun Qingquan clearly realized that many manufacturers and products need to use A brand to enhance their sales, and there are great business opportunities for joint promotion. In the days to come, Sun Qingquan used the previous network resources and his keen grasp of the market to jointly promote with many industries, such as drinks, beverages, electric vehicles, real estate, and even wedding photo studios, with A edible oil as a gift. Rebate consumers, so that most customers are increasing their sales, but also drove Sun Qingquan to increase sales in the off-season and achieve win-win development.

In October 2008, Sun Qingquan heard that the mobile company had to engage in large-scale promotional activities, and delivered gifts in advance. He immediately turned his eyes and decided to participate in the bidding decisively. It should be said that the bidding is very fierce, because the market for edible oil in the market has been cultivated through several years of multiple brands, and the intensity of its competition has reached a feverish level. It is conceivable how difficult and cruel the bidding process is!

After several rounds of bidding and negotiation, the final A brand won, and the reason for the victory was that Sun Qingquan had a firm grasp. Clouds in the Art of War: Knowing ourselves and knowing each other, there is no war. Sun Qingquan did a lot of work before bidding, and made detailed and detailed judgments and analysis on the information of bidding units, the information of competitors and the information of available resources. At the bidding site, the brands lit up the information, and Sun Qingquan immediately realized that the winner was in the grip, because the brand A has incomparable advantages in terms of brand, quality, after-sales service and price. The promotion of this single business of more than 20 million yuan, Sun Qingquan has become the sales champion of the whole year.

At the same time, Sun Qingquan has developed other channels, such as gifts and catering, to further improve and refine channels, expand his sales scope, and laid the foundation for his further development.

Sales elites like Sun Qingquan exist in various industries. They only sell different products and operate in different ways, but their commonality in success should be similar. Can it be said that there is no crisis in the economic crisis? Needless to say, the answer is no. Success must have a successful approach, so what are the common characteristics of these sales champions in addition to the ability to adjust well as discussed above?

First, make sales as a business.

People have different positioning and the results are different. The turnover rate of sales personnel is very high. In a certain sense, the reason is mostly determined by the positioning of the work performed. The career design of a salesperson is very important. Is it a job of making money tools, a job that only depends on survival, or a career that is dedicated to life? Different from different positioning, the results are naturally different.

The success of the sales champion is fundamentally loyal to the cause. They can pay without speaking conditions, work hard, use the heart to do the market, and have a strong sense of responsibility. After a long period of hard work, the market is in abundance, and their returns are directly proportional to their sweat. .

Second, take positive actions and continue to work hard.

Sales champions never like to gesticulate, talk on paper, talk in empty talk, they are automatic spontaneous actors, they are giants of action, they are used to taking the initiative to act, and positive action is another sign on them. Because they know that doing the market is like sailing against the water. If you don’t advance, you will retreat. Without credit, you can’t talk about hard work.

There is no result without action, so the sales champions have a lot of ideas in their minds, and it is more valuable that they can put their ideas into action in a short period of time, implement implementation in place, persevere, and constantly self-denial. Boldly break through yourself, to achieve one goal after another, to create one record after another.

Third, dare to take risks and dare to open up.

Comrade Xiaoping said: Innovation is the soul of a nation's progress, and it is a very important sign that sales champions are dare to take risks, dare to open up, and be innovative. They are all people who are not willing to the status quo, will choose to try a lot of things, not let go of any opportunity to find any possible breakthrough points.

So why do they dare to take risks? Because they have a strong self-work ability, they can constantly reflect and summarize themselves, learn lessons, sum up experience, create opportunities, improve the process, discover and solve problems, and in the process of innovation, they can grow and improve.

Fourth, integrate resources and build a large team.

Sales champions are never in favor of fighting alone. They believe that personal strength is limited, and the strength of the team is unlimited. They always attribute their sales to the team, not the insignificant individuals.

Therefore, many people will find that the sales leaders are very large, their friends are very large, their connections are very wide, and their resources are very rich. No matter what they want to do, they can all respond and win support from all sides. Cooperate. As the saying goes: "Three fences for a fence, three gangs for a good man", the sales champions have a lot of good friends, and the road has gone a lot of friends, forming a virtuous circle, and the excellent results naturally become a matter of course.

Of course, the sales champion group has many other common advantages, and inevitably the economic crisis will affect them more or less. The "confidence" in the face of the economic crisis is relative. They may have been confused, have been panicked, have been confused, have been embarrassed, and even have retreat, but they are more courageous and will get from these shadows as soon as possible. Come out, sweep the shadows into the sun, turn the pressure into the power, change the crisis into an opportunity, challenge the difficulties, and challenge yourself.

This is their more powerful "martial arts secret."