how do salespeople manage contacts

contacts are a potential intangible asset and a potential wealth. Everyone has certain interpersonal relationships, and sales work is to establish good interpersonal relationships and make full use of them. As joe girard said, behind every customer, there are about 251 people who are close to him: colleagues, neighbors, relatives and friends. A salesperson must establish his own contacts and find his own high-quality customers. Only when his contacts are broadened and he has his own interpersonal network can he find more valuable customers and make his performance step by step. 81% of the performance comes from 21% of customers. These 21% customers are your high-quality customers, which are the core of all your customer resources. If you lose these 21% resources, you will lose 81% of the market. The research report approved that it is more important to manage your 21% core resources well than 81% people who come to your house for the first time. So, where does this 21% fine resource come from: your own contacts. Therefore, it can be seen that it is very important for sales to handle customer relationships and broaden their contacts. If you want to find more and better customers, the most effective way is to broaden your interpersonal relationship. However, the establishment of personal relationships is not so easy. Many salespeople feel that the most difficult thing is that they cannot establish stable and solid cooperation with their customers and find more customer resources. So, how to manage your own contacts? 1) Pay attention to customers with a wide network of relationships. A strong old customer is of great help to the sales staff. Everything he says will have a great impact on the customers. Therefore, salespeople must find strong references, and only such people can recommend more quality customers for you. But usually not everyone will recommend you. If he doesn't have any trust in you, he won't introduce him to you through him. Most of the customers come to their close relatives and friends, or they are people who have been kind to him and are based on gratitude. Imagine that old customers will not easily recommend customers for a salesman. Unless you establish an extraordinary friendship with your customers, so that the recommender can be reckless, and no matter what the result will be, the other party is willing to recommend it. When you walk into a typical chamber of commerce, you will basically see the same picture every time. Most participants sit at the bar or wander around the cold table. They drink a little wine, eat something and talk to each other. They all believe that they are doing business because they are in this business activity. However, the most valuable thing they do is to meet some people they don't know and exchange business cards every once in a while. Sometimes, out of pure luck. Some business will happen: one person's things may happen to need to be sold by another person. However, the chances of this happening are too few, and the chances of making it are far from small. In addition, people looking for business there basically regard everyone else as a new prospective customer. The difference is that you treat everyone as 25 new prospective customers. So, how do you introduce yourself to more people in these ordinary social activities and let them serve you? 2), follow the rules of interpersonal communication, interpersonal communication usually follows the principle of from near to far, from outside to inside, in layman's terms, is to get close to people who are close to themselves, such as their classmates. Friends, colleagues, etc. Then, under the recommendation of these people, I will get to know the people related to it. In this way, you can expand your social circle and know more people layer by layer. How to manage contacts

(1) Remember other people's surnames or first names, take the initiative to greet people, and address them appropriately, so that others feel polite and valued, giving people an approachable impression.

(2) Being generous and calm makes others feel relaxed and comfortable, and stimulates communication motivation.

(3) cultivate a cheerful and lively personality, so that the other party feels happy with you.

(4) cultivate humorous words and deeds, be humorous without losing discretion, be humorous without being frivolous, and give people beautiful enjoyment. Be modest when dealing with people, be kind and respect others, otherwise it will backfire.

(5) Be calm and don't grumble, which will not only make you happy and self-restrained, but also make others feel happy.

(6) Pay attention to the charm of language: comfort the injured and encourage those who fail. Compliment those who have really achieved, and help those who are in trouble.

(7) People who are decisive, assertive, energetic and confident can easily inspire others' communication motivation, win others' trust, and produce charm that makes people willing to communicate.

the higher the discriminating ability, the higher the social skills. When they associate with their parents, teachers, friends and people they don't like, they can better achieve their communication goals and improve their friendship. There is also evidence that people with high discrimination ability will encounter more pleasant experiences of making friends, and they will also have less depression. It should be emphasized that "adapting to the times" does not mean blindly following the changes in the situation and changing one's behavior, nor does it mean blindly following the will of the other party.

insight into other people's psychological state is also an important part of social skills. When some people see other people's behavior, they don't try to understand their situation and feelings when they do things, so they immediately judge what kind of person they are from other people's behavior. This orientation of emphasizing judgment over understanding is a big obstacle to the development of social ability.

We also measured the results of the participants' communication with their parents, teachers, friends and people they don't like, and found that the more inclined people are to make moral judgments, the worse their social skills are. On the other hand, the more inclined people are to make internal analysis, the higher their social skills are. People who believe that personality can't be changed pay more attention to evaluating other people's personality and morality, while those who believe that personality can be changed pay more attention to other people's behavioral motives and emotional state of doing things.

4. Break through the three aspects of social interaction

(1) Cultivation of good expression ability

A popular and attractive person in social interaction must be someone who has mastered social eloquence skills. The basic skills of social eloquence are shown in three aspects: timeliness, moderation and moderation.

first, be timely. It is timely to say that when it is time to say it, it should stop at the right place. But some people don't say what they should say in social circles, and they don't greet them in time when they meet; Don't say goodbye in time when breaking up; Don't apologize in time when you are rude; Failing to answer questions in time; Don't answer for help in time ... On the contrary, some people should stop. They nagged about their misfortunes in a lively and festive atmosphere; Laugh and joke when others are sad; When the master is in an uneasy mood, he still gushes about publishing the macro theory; Talking in detail about "road news" in the elder's home. Please imagine, if you meet such a person in social life, what kind of impression would you have on him?

second, it should be in moderation. The right amount of social eloquence also includes the right amount of voice. Speak louder in public, and talk at a moderate level in private visits. If you are talking between close friends and lovers, whispering can show a special relationship of intimacy and affection, giving people a sense of intimacy. These are all skills that should be mastered when talking with people in social situations.

thirdly, social eloquence should be moderate. Mainly refers to grasping the depth of speech according to different objects, grasping the appropriateness of speech according to different occasions, and grasping the discretion of speech according to one's own identity. Secondly, body language should be just right.

where does the ability to talk eloquently come from? Is it natural? Some people pay attention to training since childhood, so their expression ability will be stronger than others. However, most people's eloquence is consciously practiced after adulthood.

(2) Cultivation of interpersonal integration ability

To integrate into society, we need to adjust our own ideas, face the world bravely and accept the world. Of course, accepting the world does not mean that you wait passively and give in to difficulties, nor does it mean that you agree with negative and backward things without any principles, or even go along with them. Instead, you should accept the reality with a positive attitude, and have the courage and determination to eliminate the negative phenomena in life, carry forward the main theme, and do your duty as a contemporary college student.

Of course, interpersonal integration ability is not simply reflected in whether you can accept and identify with the world, it is also a reflection of a person's comprehensive quality. The strength of interpersonal integration ability is closely related to a person's ideological and moral character, knowledge and skills, activity ability, creativity ability, interpersonal skills and health status. Generally speaking, a college graduate with high quality, strong ability in all aspects and healthy body and mind can adapt to the environment and work quickly after entering the society. Even under difficult conditions and poor environment, he can turn unfavorable factors into favorable factors and achieve good results through his own efforts.

(3) problem-solving ability training

It is our most important responsibility to deal with various problems in daily study and life. However, when problems come one after another and the complexity is rising, it is time to test our problem-solving ability by systematically finding out the causes of the problems, prescribing the right medicine and solving the problems in the most efficient way.

first, define and clarify the problem: first, collect and analyze the data, and after confirming that the problem really exists, write down the problem and make it a statement that everyone can understand, so as to make the problem concrete and clear to the relevant personnel.

Second, we should analyze the problem: we can use the skills of management, such as fishbone diagram. Or hold a discussion meeting with subordinates, classify the causes of the problems and list the priorities for solving them.

Third, we should work out possible solutions: invite colleagues to brainstorm, and the most important thing is to sort out these results in a systematic way, and rank them according to the principles of whether they can really solve the problem, whether they can get management support, and whether they can be put into practice.

fourth, we should choose the solution and make an action plan: choose the one with the greatest influence and the easiest to push, and make an action plan immediately.

Fifth, we should promote the solution and track the results: define' success' before proceeding, constantly review the implementation of decision-making in the process, and set milestones in each stage to ensure that the action achieves the goal.

Read more books and observe other people's communication/

Make yourself a "living business card". After that, it is necessary to spread your own value as much as possible. This process of spreading personal "usefulness" is very similar to the process of writing a blog. In the past, I introduced the example of Japanese entrepreneur Daisuke Iwase who accumulated contacts for himself through his blog and achieved success. In fact, blog is not only a tool to manage contacts, but the process and method of writing blog actually vividly illustrates the process and method of spreading yourself and managing contacts. Of course, this is not to ask everyone to start a blog, and the way to expand the network of people in the suite is not just to start a blog. People in some industries may be very suitable for using blogs to manage their contacts, while others may use blogs with poor results. Many people say that their blog is their "diary" and an "inner home", and they don't care about the popularity. This kind of blog is not our research object. However, that kind of "clever blog" can teach us a lesson for those who want to expand our contacts: Step 2, we will find other attractive blogs that are similar to our own content, visit each other, learn from each other, form a "circle", and continue to discuss the same theme in depth. We find that popular blogs often have the following characteristics: the theme of blogs is very "useful" for most people, or it can arouse most people's interest. In short, for most people, there is a distinct "value"; The theme of blog is very specific, and bloggers rarely change the theme, and the content of blog articles is also coherent; Bloggers rarely change their nicknames and blog names, which makes blogs easy to remember. Bloggers are very open to their own related information, such as uploading photos frequently, letting netizens see their "true colors" and often showing their "recent situation" in their work and life. Bloggers have spontaneously mastered some skills to build a "personal brand". For example, there is a blogger named "Little Fat Star", whose blog specializes in cooking skills. So she designed a "trademark" for herself-a chubby smiling face like a star. Every photo on the blog, especially the pictures of delicious food, marks this fat star. Naturally, people quickly remember this blog and this "smiling star". First of all, you should have a concise, attractive, easy-to-remember and fixed "label", which must be closely related to the value of your work. For example, "I am a computer expert", "I am a potential brand customer" and so on, so that your "label" can be spread by others in the work circle; At the same time, you should show openness, unless you want to take "mystery" as your "value tag", otherwise, you should take the initiative to open yourself up to your friends, which will not only make you easy to get close to, but also make your personality attached to your "value tag" and promoted to a wider range by your friends. In addition, you should always pay attention to learning, and make yourself "a hit" in your own professional circle like a "brand" and a packaging star. And those blogs that are not popular are also the "negative teaching materials" for our business contacts. Many people will say, "I don't expect to be famous by blog. My blog only records my mood and only allows me to communicate with a few friends." Such an idea is of course understandable. However, in the process of managing contacts, if you overemphasize your "privacy", in that case, even if you take part in more activities and exchange more business cards, it is impossible to manage good contacts quickly. Blogs that are so indifferent, such as "mood blogs" and "private blogs", or bloggers also hope to gain popularity, but they always backfire, often have the same characteristics. Naturally, your new friend can't introduce a person who is "nobody" and "hanging around" to the "important people" in the circle. Your noble people are actually rejected by yourself! Therefore, if you want to have good contacts, you must bravely publicize your value at work like creating a popular blog! Speaking of this, I have only said a rough idea about the method of "managing super contacts from scratch", and further using various skills and updating various concepts will be the following content.

this is a science! You can't make it clear in a few words ... don't you think so .................................. Please adopt

Be yourself. How do salespeople be good business consultants for customers?

It is indeed an important duty for the personnel of new pharmaceutical enterprises to be a good consultant for customers and provide some reference opinions or solutions for their operation and development. This is a trend and the inevitable result of differentiated competition in the future. How to interview a salesperson?

So, how can we get the information of the applicants during the interview? Generally speaking, six types of typical questions are often used in the interview process. After understanding these six types of questions, you will be able to have a good understanding of the candidates