One day a friend asked me: You have met many sales elites and successful people. What do you think are the important factors for their success? I said: Diligence. He continued to ask: What else? I said: No, only diligence. He smiled, as if my answer was too simple.
All the sales elites I have met are not diligent. There are two kinds of diligence. One is physical diligence, which is obvious from his working time and efficiency. (I will not elaborate on it not because it is not important, but because its importance is too obvious). Another kind of diligence is diligence in thinking.
The sales road is hard, and people who are not diligent can not become a successful "sales" at all. Anyone who really starts to sell well and then dies is due to laziness in thinking.
However, many people tend to ignore their mental diligence and try their best to make up for it by physical diligence. For example, people who make mistakes twice or more on the same thing, as well as people with procrastination, are typically lazy in thinking.
Lazy thinking means being unwilling to think through everything the customer says.
When talking about the order, the salesperson must think over every word the customer said and carefully weigh the body language and facial expression. Only by mastering enough basic information, combing out a clear context, grasping the central point of the problem, and making adequate preparation for quotation, can we talk about the customer at one go.
Idleness in thinking means being unable to place orders and unwilling to think about problems 。
It is clear that customers like the company's products very much, and the price is also very advantageous, but they are late to place an order. Is the customer still comparing the products of other manufacturers, or is there any loophole in the existing system, method and logic? What is the root cause? And set up corresponding prevention mechanism to avoid the same problem.
Idleness in thinking is inertia in thinking.
When others raise objections or challenges, do you refute them without thinking? Or have you learned to be humble and habitually accept/ignore? The analysis of objections or challenges not only needs to be applied to its own logical framework, but also should try to break its own logical framework, try to think with the other party's logical framework, and analyze the rationality and contradiction of its logic. The process of reconstructing the logical framework (commonly known as destroying the three views) is very complicated. You should try to understand some "unreasonable" things. But it will make your logical framework clearer and stronger. Breaking inertia thinking is self inspection of thinking.
Lazy thinking means giving up independent thinking.
It is dangerous to adopt "fame information" indiscriminately and let your own thinking be guided. It should not have involved criticism against one party in this article, but it has to be pointed out that the education method is completely destroying our ability to think independently. It certainly teaches us skills, but it also weakens our ability to learn other knowledge. Independent thinking can greatly reduce confusion.
Lazy thinking means no concept of pattern.
People often say that we should do the right thing and not do the right thing, which is to emphasize the concept of pattern. The pattern is to jump out of the immediate event, lengthen the coordinate axis of time and space, and analyze the problem from the historical perspective and the overall scope. What kind of impact will specific practices have on the overall situation in the long run. People without a pattern view usually disguise their poor morality (whether professional morality or social morality).
Lazy thinking means sticking to old habits.
If you think you are not creative enough, or others think you are not creative enough, then you are sticking to the old habits.
Idleness in thinking means tolerance for knowledge leaks.
When you encounter something you don't understand, you deceive yourself. Another term for this state is loss of curiosity, or lack of learning.
The solution to all the above problems involves the third concept of diligence, which has a vague boundary. It belongs to both physical strength and thinking, and is called concentration. I don't think people who can concentrate are lack of ability. It can even be said that the achievements a person can achieve depend on his concentration, because the energy generated by concentration is simply too powerful. To take an extreme example, the cumulative effect of N minutes may never reach the effect of 10 minutes of concentration. Concentration is a state of hard thinking, but also very physical.
By the way, I would like to remind you that the leaders will not have too high expectations for those salesmen who spend all day on microblog, WeChat, and other websites and have negative thoughts. Naturally, they will not have too much development prospects.