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        禾豐之聲

        一位銷售員寫給總經理的信

        作者: 劉邵贏 來源: 發布時間: 2018-11-01 14:06:04 瀏覽: 1693 字體大小:大號 中號 小號

        這是豐美生物客戶服務代表劉邵贏寫給我的,劉邵贏2004年本科畢業于吉林農業大學動物科學專業,2011年加盟禾豐,在最初的三四年里業績平平,甚至處于被淘汰的邊緣,我也不是很看好他的獸藥銷售生涯,調整過幾次市場甚至有過調崗勸退的想法。但從2017年以來,業績突飛猛進。2018年更是在添加劑銷售業務上實現了質和量的飛躍式進步!

        ——綜合板塊副總監、

        豐美生物&華威公司總經理 劉志勇



        尊敬的劉志勇總經理:

            

        這幾天一直在回憶自己過去的銷售工作,總結、調整自己的想法,也在思考今后怎樣提高自身,做好工作。


        我2012年加入公司從事獸藥銷售工作,當時通過看銷售的書籍和參加培訓,學習如何去做銷售。然后按著正常的銷售步驟了解市場信息,選擇分析客戶,拜訪客戶,發掘需求等,也在觀察和注意其他銷售做得好的人是怎么做的。由于知道自己性格內向,喜靜不喜動,與客戶的溝通交流和互動質量不高。銷售能鍛煉和一定程度上改變我的性格,我挺喜歡這個鍛煉和挑戰。


        那時關注產品對客戶是否有幫助和價值,盡可能地對客戶提供服務,發現客戶的需求并解決,從來沒有考慮到自身的優秀程度對銷售起到的作用和對客戶的影響,即使是學習行業知識也是為了能和客戶溝通好,能給客戶提供一定的建議和幫助。


        隨著工作年限的增加,跟其他人的接觸學習,對銷售工作的理解逐漸深入,體會到自身綜合素質對勝任工作的重要性,自身素質包括個人形象、修養、知識的深度廣度,對行業的了解,眼界是否開闊,甚至生活方面的習慣等。自身綜合素質高低程度決定著銷售過程中客戶感官和心理的接受效果,個人綜合素質不夠,展現和表達的不夠好,客戶也不會專注于交流和表達的內容,影響交流的質量,影響銷售效果、質量。


        當今市場對業務代表的業務水平和個人修養要求會越來越高。客戶的數量減少,客戶的需求提高,以前的優秀現在可能只是起碼的合格要求。業務員將來可能逐漸就很少了吧,也許將來客戶和公司會直接對接,客戶更關注的是公司平臺資源。看市場上的同行、競爭對手都很出色,很有危機感,自己也在努力地提升。信息公開和產品同質化已經是不爭的事實,在這樣的前提下提高自己的綜合素質是做好銷售工作的基本前提,如何展現好公司、資源、給客戶提供好服務和客戶交流相處的舒服愉快,在同質中脫穎而出,是應該思考并付諸行動的工作。


        將心比心,我總在想客戶為什么會和我們合作,為什么和我們持續地合作。隨著行業形勢的變化,客戶的數量在減少,素質在提高,客戶的選擇越來越客觀,產品以及公司的資源、平臺、服務、對客戶提供的幫助等才是最重要的,以前的客情也只是錦上添花的作用。自己也時常轉換到客戶的思維去想問題,看自己的工作方式和處理問題的方法是否合適,但能不能根據客戶的性格和思維方式準確的做出判斷,我努力做好吧。


        這兩年與同事、領導和同行的交流明顯比以往多,多個人的思路有時就使人豁然開朗。以前考慮的太局限,有些自我設限,總是想當然地去推斷事情,總想萬事俱備,順理成章,但沒有什么是完美的,沒有完美的客戶,沒有完美的產品,沒有完美的時機,想的應該是確定有價值的目標,遇到問題提出相應的解決方法,在盡可能全面地收集信息、分析、準備,制定好解決方案的前提下努力實現目標。


        為客戶提供合理建議,解決問題,創造價值,只有客戶成功我們才能成功,否則一切都是曇花一現。


        時刻重視規避風險,評估客戶企業走向,需要實時了解客戶的運作情況,對市場信息有全面、深入的了解和對風險的敏感。很可能一次危機就是致命打擊。


        銷售是個體系,每個環節都很重要,方法和道理比較容易掌握,主要還是自身的基本素質能否支撐起銷售理論。


        這兩年感覺到銷售工作更重要的是平時的學習積累,自我提升。同客戶見面的時候,說是戰場也好,擂臺也好,雖然我們的目的是雙贏,是為客戶帶去價值,但不可否認需要人心的搏弈,自身功底不硬,準備不充分,再好的出發點、再好的產品也不會被客戶接受。勝負可能在與客戶見面之前就已經決定大半。


        銷售也是在做好人心吧。

        修自己,向人心。


        劉總,這是我以自我檢視的角度去認真表達的,壓力巨大,很有危機感,這幾天的思考在自己原有的基礎上有所收獲。希望劉總能夠給予指正和指點。


        劉邵贏

        2018年6月18日


        彩29
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