Some time ago, for many reasons, I saw some "problems" in some salespeople, so I couldn't help writing an article-"Five Bad Habits that Restrict Salespeople's Promotion" to express my depressed mood. Unexpectedly, some salespeople have regarded it as a "negative" mirror ―― if I have these "bad habits", I will succeed; I'm not successful now because I'm too "honest" to accomplish anything now. Personally, I feel very surprised and think this logic is really ridiculous! Let's see how this man vented his depression. This article is not to refute or explain anything, but to exchange sales knowledge, that's all. This is an email from a salesperson who has worked for 6 or 7 years. The original text is like this: Mr. Jiang: Hello! After reading your article, I have many feelings. Among the items you listed, I found that I basically have them. I have been in the business for 6-7 years, and I have never made progress in sales. I haven't even taken care of a man, and sometimes I feel sad to think about it. When can I upgrade? After reading your article, I suddenly understood that this is the reason. If I had the bad habits you mentioned, I would be the regional manager now. Or better yet, be your own boss. If a salesman is as pure as a flower, without selfish distractions and personality, he can only be obedient, honest and diligent, which seems to be my ending. Money has no right or power. Just pulling the car for the boss. I regret it now. Why don't I have those bad habits you mentioned? I'm trying to learn what you call bad habits now. Although there is no whole society, it has benefited a lot. Thank you for your article. Very educational. Looking forward to your new work! After reading this email, I feel that salespeople are really "emotional" about their past sales experience, or they should be very painful. This stage he is in may be a situation that many salespeople will encounter. It may not only be the person who sends the email, but many people may not say it. To be sure, he always wanted to do things well in his heart, but he did it in a down-to-earth manner, but he still stood still, so he was very lost and felt unfair. In fact, the mood is understandable, after all, it is futile. But the core is that the "down-to-earth" work has not been successful? Are those who get promoted because they don't do anything? Are you incompetent? Obviously impossible, I think, if you want to "mix" in sales or marketing, it is definitely not possible to rely solely on "opportunism". Even if you get the position of regional manager, so what? Of course, "ability" doesn't always come first, but at least you should have a normal mentality and be independent. Some people say that you must understand what the teacher said in class from the opposite side. I think this sales colleague who has done 6-7 deals should have a high understanding. Then why is there something I regret now? If we can see the "negative side" from this article, the salesman should be a "smart man", but unfortunately, from the current situation, he can only mix up to 35 years old in the sales industry, that's all. Instead of looking down on him, the author thinks that he is dissatisfied with himself and then with the company. Finally, he was completely "angry" that he was too "honest", lost his normal mentality and thinking, and lost his most critical self-confidence. I want to ask: can't "honest people" do a good job in sales? Let me first talk about my point of view: it is those opportunistic people who can't sell well. At least the salespeople at the grass-roots level are like this. This is also my personal experience. I don't know, how did this guy "honestly" do sales before? ! Why can't we find the reason from ourselves? In the past, many salespeople would ask such a question, how can we do a good job in sales and make continuous progress? I'm not surprised if this is a student at school or someone who just graduated from sales. But after asking such questions for so many years, I can only say: Unfortunately, I have no comment, basically your marketing road is over. I want to tell those who have been selling for 2-3 years that the starting point of sales is very low and there is no threshold, but you need a good attitude and method, not to teach you to work all your life, but at least to have some "common sense", yes, "common sense" and "common sense" in sales! ! First, a good attitude is the first factor. No matter what the base of salespeople entering this industry is, if they have no idea of "fighting" for a long time, they are likely to fail. Some people are absolute opportunists. One mountain looks at another, and they change jobs several times a year. When they see where the salary is high, they will go there. I don't know. Every family has its own problems. Because outside, you have no idea what the inside of that company is like. Whether it is suitable and whether there is room for development. Persistence is victory, which applies to most salespeople. Frequent job-hopping does not take advantage of the accumulation of industry and professional knowledge, and it is not conducive to the accumulation of contacts in this company or industry. Many times, those who can take the upper position are not the most capable people, but they have good working ability and adaptability, and with proper methods, they may have a chance to be promoted. Therefore, mentality is very important. Don't make a fuss because of a little hesitation or a little profit. Take a long view. I've never seen anyone do anything important in a hurry. Small belly chicken intestines have been developed. Second, it has been sold for many years and there is no way to promote it. The second important thing is the method. From primary school to middle school, the people with the best grades must not study hard, but must be people with a sense of accomplishment. And what is the most important difference between the two? Method, yes, that's the method. People who study hard may get average grades, but it's not bad to get into an ordinary university, and they have to lose a layer of skin. Why? Just because I didn't master the method well, the effect was not good and I was confused. Have you met some students who don't listen carefully in class and work overtime after class and holidays? Let's look at their grades again, shall we? The same is true of sales. Messing around 10 years, 20 years is useless. Let me briefly say my opinion. I think marketing is a summary of practice first, so it is based on practice. However, after all, marketing has risen to the theoretical stage after practical summary, and it is systematic. It is very important to establish a marketing framework and system to do a good job in marketing. These will determine the height and breadth of your future development in the marketing field. Marketing is books: classic kotler's Marketing Management and 24 Must-read Books for Successful Sales, as well as books on organization, evaluation and process; Books about brands: Keller's strategic brand management; Advertising: Ogilvy's 360-degree brand management; Enlighten and exercise thinking, of course, not limited to the above books. Thirdly, I will think of Confucius: "Learning without thinking is useless", which shows the importance of thinking. Thinking is very important, but it can't be superficial. So pay attention to the "technology" of thinking. Kenichi Ohmae, the father of Japanese strategy, has talked about this issue in many books. The main point is that logic and nonlinear thinking are the magic weapon for McKinsey to do strategic consulting. Usually, the advice given by consulting companies is more of a viewpoint, such as reducing costs and developing new product lines. Such a suggestion is not operable, that is, it has no practical significance. Recently, I met many companies that "sell" positioning. Creating unique positioning is the magic weapon to win, but how to create and ensure positioning is the only key to win. Mckinsey's strategy can be implemented, not just a plan and idea. Therefore, we should use this way of thinking to solve problems, instead of raising new ones or creating new ones. Ordinary salespeople can get thinking exercises from these "technologies" and form useful thinking methods to solve problems. Fourth, the ability to implement depends on three aspects: first, there must be clear goals; Second, there must be clear standards and the path to achieve the goal; Third, we must have the ability to achieve it. Only with these three elements can you perform well and say that you have execution. Otherwise, everything is just ideas or slogans. What young people need most is passion, courage and strength. The people I despise the most are those who just talk and don't do it, and they bargain over a little thing, so they have no promise in sales. Never give up the spirit of suffering, which is a part of sales and a very important part. Of course, "diligence" is essential. Few people who succeed are easy to get. Li Ka-shing always gets up at six o'clock in the morning to start his day's work, so he has to read books and newspapers at night. South Korea's current President Lee Myung-bak only sleeps 4-5 times a day. He said: His only advantage is that he is more diligent than others. What happened to the boss's "being a cow and a horse" sales? Isn't it "being a cow and a horse" in the future? If you start complaining now, you may spend your life complaining about it. In fact, it would be sad. If you do the above four points, even if you are "honest", what are the disadvantages? If you can't do this, you will be an "old fox" again. How can you cheat your superiors and subordinates in the long run? !