Why do you stare at customers every day, but from the beginning of the month to the end of the month, you can't get the payment back? Why treat the intended customer as an "uncle", but always see him "pushing from pillar to post" and not wanting to sign a contract? Why didn't you see the customer pay when you signed the contract? Why do products spend a lot of money and energy when they enter the store, but there is always no sales after they enter? Why did the manufacturer invest a lot of manpower, material resources and financial support after the customer made the first payment, but there was no continuous payment from the customer? "The frontline staff of your factory, the regional manager or the regional manager, just sat in my office and disappeared for a month. I didn't know the dunning until the end of the month. Have you ever thought about helping us digest the inventory? Have you found the reason and tried to solve the market pressure? It won't take long to move the goods to my warehouse! " A dealer's original words have answered all the "why"! ! ! ! ! But there are always too many salespeople who don't understand this truth and don't do it even if they do! In the current really pessimistic economic situation and severe workplace situation, as a marketing trader, the author thinks that there are the following categories of people who are most likely to be eliminated now and in the future: ★ Grassroots salespeople in the market, such as industry representatives, city managers, sales office staff, promotion majors, promoters, etc. ; ★ Regional managers and regional managers with poor market sales and the lowest performance ranking; ★ The relationship between dealers and store customers is poor, and they have been complained many times; ★ Personnel with tense working relationship with superiors and subordinates; ★ Misconduct personnel who bully their superiors and deceive their subordinates, form gangs, infringe on the interests of the company and damage the normal interests of dealers; ★ People with poor work attitude, procrastination and laziness, and people who work step by step; ★ People who don't have work ideas and don't care about priorities are like headless flies; How can we live well without being eliminated by enterprises and industries? This is the first big problem that needs to be solved before our brothers and sisters in the first-line market. Nan Cunhui, the chairman of Zheng Tai Group, a famous private entrepreneur, has a classic saying "Listen to the central authorities, see the world and be yourself", which reflects the survival magic weapon of China entrepreneurs. What is our magic weapon as a front-line salesperson? The author believes that "listening to leaders, watching peers and being yourself" is a magic weapon for survival in the workplace. First, how to listen to the leader? -Work closely around payment targets. In the first two years of new brands and products, developing new customers and timely payment are the most critical indicators for an enterprise to survive. However, for mature brands, how to seize the market, maintain market share, deeply distribute and increase payment is still the most critical index for the survival of enterprises. Therefore, every day when a salesperson is in the market, payment is the first goal, the rest are means, and everything is done around payment. The company's policies and the company's dynamics should naturally be always concerned, carefully studied, deeply understood and mastered, so that they and their subordinates can work purposefully. Second, how to treat peers? First of all, why "look at peers"? Over the years, many salespeople have developed the habit of "pulling cars with their heads down, not looking up at the road". I seldom care about the actions of major local competitors, even if I know, it's just for "passing the post"-my boss told me about a product or a brand, so I patched it up everywhere and handed in the report. Sometimes we often see manufacturer A doing a channel promotion activity or a terminal promotion activity, and finally get some resources and prepare hard. As a result, it is found that manufacturer B is also doing it, and the strength is greater than that of A. As a result, manufacturer A is wasting money, labor and people, doing a lot of useless work, and drawing water with a sieve! So, it's really "shopping malls are like battlefields"! ! Secondly, how to "look at peers"? Once a salesperson leaves the market, he must form the habit of "studying the main competing products for a long time", pay close attention to its dynamics, and care about its sales data, personnel layout, promotion efforts, promotion methods and display methods. Stay in the terminal network for a long time, and then launch your own coping strategies in a targeted manner, so as to "know yourself and know yourself" and be "in an invincible position". Third, how can we "do our own thing"? First of all, invest 100% time in daily work. A subordinate once told the author that "I will give myself and my family the main time after work at 5: 30", which sounds right. After all, work is for living. But if you are a novice in a company or market, the foundation is not stable; Or the area you are responsible for has been poor in performance, can not meet the company's requirements, and the cost ratio is high. Excuse me, where does your income come from? Just rely on basic salary, assessment salary and telephone/meal supplement? How long can you stay in this market? How stable is it? To tell the truth, in the consumer goods industry, a monthly return of 654.38+10,000 yuan in a market can't support a regional manager with a salary of 3,000 yuan at all, and the miscellaneous expenses add up to about 7,000 yuan and 8,000 yuan. What profit does the company have? Therefore, when you are still unstable, you should put 100% of your energy into the market. The hardships in the process can only be experienced by yourself, because the market does not recognize "hardship" and "tears"! Secondly, the work focuses on solving the "priority problem", and the first thing is important. Why do some marketers work hard in the market, thinking about remuneration every day, and their subordinates are also very painful, but there is always no result? Because there is no way, do things with eyebrows and beards. Therefore, every quarter/month/week/day, we should be very clear about our work priorities, and doing key things well is the main reason for our achievements. Looking directly at many salespeople, I find that people who are used to planning have clear goals, clear ideas, pragmatic work, and are easy to produce results and succeed! Therefore, sales work is a technical activity, experience is important, and methods are more important! Third, strive to improve their business skills. First: understand the development stage of your company. Is it the primary stage? Growth stage? Or mature stage? Second: What are the main requirements of the company for this position at this time? Is it to emphasize individual independent development ability or market management ability? Do you emphasize team training and management or dealer management? Third: Know your own strengths and weaknesses? How far is it from the company requirements? Four essentials: according to the above analysis, determine what you need to play most at present, which shortcomings to fill, and how to fill them in your work. Is it through the help of the boss? Or learn from peers in other regions? Or ask senior and successful people in the industry for advice? Five essentials: always think from the boss's point of view. If I were a supervisor, how would I lay out the market? How can we extract the selling points and sales words of products? How will I plan this plan? How will you manage this team? Is my boss doing the right thing? What inspiration did I get from him? Wait a minute. From the author's experience, a person can't stay in the same position for more than three years. You must improve yourself as soon as possible, and don't change jobs too frequently, whether actively or passively, because once the company has a crisis or adjustment, it will only eliminate grassroots salespeople and those who are considered to have no development potential first!