---
title: "Are You an Excellent Salesperson? Check If You've Solved These 6 Problems"
description: "Wei Qing in 'The Sales Bible for Terminal Sales' said: If you love him, let him do sales, because it's heaven—low threshold, high earnings, high technical content; if you hate him, let him do sales, because it's hell—physical exhaustion, emotional distortion, and no support in old age. So, sales is a hard but honorable job. To become an excellent salesperson, solve these 6 problems: mindset, practice over theory, financial risk awareness, handling legacy issues, order volume proportional to visit rate, and regular self-reflection."
author: "洋洋不会得意"
publisher: "New Distribution"
email: "zhaobo258@gmail.com"
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published: "2017-03-26"
language: "en"
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# Are You an Excellent Salesperson? Check If You've Solved These 6 Problems

> Wei Qing in 'The Sales Bible for Terminal Sales' said: If you love him, let him do sales, because it's heaven—low threshold, high earnings, high technical content; if you hate him, let him do sales, because it's hell—physical exhaustion, emotional distortion, and no support in old age. So, sales is a hard but honorable job. To become an excellent salesperson, solve these 6 problems: mindset, practice over theory, financial risk awareness, handling legacy issues, order volume proportional to visit rate, and regular self-reflection.

Wei Qing in 'The Sales Bible for Terminal Sales' said: **If you love him, let him do sales, because it's heaven—low threshold, high earnings, high technical content; if you hate him, let him do sales, because it's hell—physical exhaustion, emotional distortion, and no support in old age.**
So, sales is a hard but honorable job. If you want to become an excellent salesperson, solve the following 6 problems:
**1: Mindset Issues**
Forget the past, start from scratch
As a salesperson, you must lower your posture, actively understand customer needs, cater to their interests, discover their points of interest, and build connections with customers. No matter how good your grades were in school or how great your achievements were in other companies, since you've chosen sales, you must forget past 'glorious achievements' and start from scratch.
Results > Process
Sales work is different from other jobs. In other jobs, if you spend time and effort but don't finish, your boss sees your effort and won't blame you too much. But sales has a clear measure: performance. In the eyes of leadership, they don't care what you went through; they only look at your results.
Only when you create performance for the company do you have value, and your salary increases. So, whether for salespeople themselves or for training salespeople, you must start from the market environment and tell salespeople: Results > Process. You need to accept this concept quickly.
Reject procrastination
Salespeople work in the market, not in an office, so time is usually controlled by the salesperson. Many people slack off. They think, 'I can visit customers tomorrow, so I won't go today; there are other things to handle,' and then tomorrow there will be other things to do.
An excellent salesperson is good at time management and is action-oriented. Everyone wants to slack off and has some degree of procrastination, but salespeople must prioritize and solve important things first.
**2: Don't Just Believe Theory, Focus on Practice**
'What you get from paper is shallow; you must practice to truly understand,' and 'Practice is the sole criterion for testing truth.' Knowledge from books helps us avoid detours and continue exploring on the shoulders of predecessors, not just to view the scenery from their shoulders.
Salespeople will master negotiation skills and marketing scripts through continuous practice, and use different marketing strategies for different personality types to win orders. Don't just believe theory—it's not 'don't believe' theory. So, the combination of theory and practice is the way.
**3: Enhance Financial Risk Awareness**
The biggest risk salespeople face is not 'selling products' but preventing financial risks. Every salesperson faces the issue of payment collection because selling products doesn't increase company performance until the customer pays, which counts as sales.
In the process of growth, salespeople must pay attention to enhancing financial risk awareness. If there's a financial oversight, the hole won't be filled by your commission. In elementary school, we learned an article about an American astronaut who made a fatal mistake due to a decimal point. He hoped everyone would pay attention to details and not ignore any decimal point. What I want to emphasize is also a word: details.
**4: Properly Resolve Legacy Issues**
After taking on new tasks, salespeople encounter various legacy issues. These usually arise from previous salespeople who couldn't solve them or left without solving them. Facing different situations, salespeople should adopt different approaches: if within your capability, try your best to help solve; if beyond your authority or impossible, decisively refuse.
I once worked as a terminal salesperson at a beverage company. When I first took over a region, I encountered this situation. A customer had 60 cases of near-expiry beverages and demanded a free full replacement. I knew if this wasn't resolved well, the customer might never sell this beverage again.
But company policy required replacing near-expiry beverages before a certain period, and that period had passed. However, I reported the situation to both the distributor and the company's customer manager, persuading the customer manager to give a free replacement by emphasizing customer reputation and brand loyalty, and then sent the products to a high-traffic location like the central hospital to sell.
**5: Order Volume Is Proportional to Visit Rate**
Although information technology is convenient now, and a customer's phone call or WeChat message can bring orders, as Wei Qing said: 'Visit rate' is the mother of 'distribution rate.' Visit rate is the cause, distribution rate is the effect; talking about distribution rate without visit rate is 'reversing cause and effect.' When I was a salesperson, I had the thought: as long as I keep in phone contact with customers, I don't need to visit. Fortunately, a senior salesperson quickly dispelled this idea.
Because visiting is not for orders but to build and maintain trust. Only when customers trust you can you get orders. During visits, you should understand product sell-through, address customer questions about products or prices, and solve their problems promptly. So, an excellent salesperson is diligent.
**6: Regularly Reflect on Yourself, Play to Strengths and Avoid Weaknesses**
Confucius told us over 3,000 years ago that people should reflect on themselves often. Salespeople inevitably make mistakes and expose weaknesses during work. This is not scary; what's scary is not correcting mistakes. As long as you reflect more and re-examine yourself, you will grow.
Of course, when facing weaknesses, don't lack confidence or avoid them. Everyone has strengths. As long as you play to your strengths and use your advantages well, you will eventually become an excellent salesperson!
Source: Marketing Inn
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