---
title: "Reflections of a Sales-Oriented Boss on Sales"
description: "1. When chatting with clients, salespeople should avoid technical and theoretical topics, focusing instead on current news, weather, etc. Therefore, they should read books and magazines on economics and sales, and especially daily newspapers to stay informed, so as not to appear ignorant. 2. A salesperson's success largely depends on how they spend their four hours in the evening: the best ones review materials, analyze clients, and read for an hour, while the worst watch TV or complain."
author: "佚名"
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published: "2015-09-16"
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# Reflections of a Sales-Oriented Boss on Sales

> 1. When chatting with clients, salespeople should avoid technical and theoretical topics, focusing instead on current news, weather, etc. Therefore, they should read books and magazines on economics and sales, and especially daily newspapers to stay informed, so as not to appear ignorant. 2. A salesperson's success largely depends on how they spend their four hours in the evening: the best ones review materials, analyze clients, and read for an hour, while the worst watch TV or complain.

1. When chatting with clients, which topics should salespeople not discuss too much?
That is, topics about technology and theory. What needs to be discussed are topics like today's news, weather, etc. Therefore, salespeople must read more books and magazines on economics and sales in their daily life, especially must read newspapers every day to understand national and social news and major events, which are often the best topics, so that when we visit clients, we won't be seen as ignorant and shallow.
2. About the four hours in the evening for salespeople.
A salesperson's achievements largely depend on how they spend those four hours in the evening. The worst salespeople just watch TV in the evening, or complain, go out to play, etc. Such salespeople have no future.
Ordinary salespeople go to find clients for social engagements, drinking and chatting. Such salespeople will get orders, but I personally think it's hard for them to achieve great success. Better salespeople organize materials, analyze clients, and make plans in the evening.
I think the best salespeople are those who, after doing the work of a good salesperson, persist in reading for an hour. I think such salespeople have a future and may have the opportunity to become bosses later.
3. About the salesperson themselves.
Many people think that salespeople should ideally be tall and handsome. Salespeople must have good eloquence, be able to talk, and be able to spin words. Salespeople must smoke, always carry cigarettes, and hand them out to everyone. Salespeople must be able to drink, whether it's liquor or beer, and be able to drink a thousand cups without getting drunk.
Actually, I feel these are not important. Personally, I am less than 160cm tall. When I first started running business, I felt very inferior, and my speech was not fluent, let alone eloquent. I never smoke, and at most I can drink one bottle of beer; more than that, I get drunk. But diligence can compensate for clumsiness. When I first started running business, in Huizhou, for the first three months, I took a few clothes and went to my brother's factory in Dongguan for several days at a time.
I went from one industrial area to another. In this way, I walked for three months, and I managed to get a few clients, but I also wore out a pair of leather shoes, and I was as black as charcoal. Now I run my own factory, and I often tell salespeople that the first three months are not a human life, but after enduring it, it's fine. So the salesperson's office is at the client's place.
About making phone calls
After we find clients, the second issue is to think about how to call and make appointments with clients. There are some details here. Just pay attention.
1. Many people encounter this situation when making calls. Before the client finishes listening to our introduction, they say no, no, and then hang up with a bang. Also, if you say you want to visit them, they say they are busy, ask you to fax materials, or leave materials at the guard room. We must never fax materials or leave them at the security room; it's useless. At first, I was very depressed when encountering such situations, but later I thought, maybe the purchasing lady was scolded by the boss when she came to work today, so she was unhappy and refused me, or maybe she had a fight with her boyfriend today, so she ignored me. It doesn't matter; I'll find you next time. Many of my clients were only met after many calls. Sometimes it's strange: yesterday the purchasing lady said no, but today if you call again, she might let you bring samples to see her. So the success of business often depends on whether you persist.
2. No matter how skilled your sales techniques are, I think it's better to think about what you're going to say before making a call, rather than just picking up the phone and chatting. Because we might forget some of the content we intended to say while chatting, and often just after hanging up, we have to call again. That's not good for anyone. For friends who are new to sales, it's best to write it down on paper. This will make the conversation more organized.
3. I think it's better to make calls standing up. Because when standing, I feel more focused and serious, and when standing, I have more energy, and my voice sounds better. You can try it if you don't believe me. No matter how angry you just got, it's best to smile when making a call. This makes the atmosphere more relaxed, and the client will feel it. Doing business is about enduring grievances, but our clients don't need to share them with you.
4. We should not wait until we need something from the client to call them. In normal times, we should call them often, chat, and greet them. Until they know it's me as soon as they hear the voice. It's best to make them think of you. Doing business is like falling in love. We can't expect someone to marry you after just one date. Purchasers are very forgetful; we need to constantly remind them.
Initial client visits
1. Preparation and planning before sales calls must never be neglected or underestimated; being prepared is the key to success. Prepare samples, catalogs, pens, and notebooks. Before meeting a client, think about the opening remarks, questions to ask, what to say, and possible answers.
Usually, materials related to the company's products, manuals, advertisements, etc., must be studied and memorized, and also collect competitors' advertisements, promotional materials, manuals, etc., to research and analyze, so as to "know yourself and know your enemy," and truly know yourself and the enemy.
2. Be punctual for appointments—being late means "I don't respect your time."
There is no excuse for being late. If you cannot avoid being late, you must call ahead before the appointed time to apologize. I believe leaving early is the only way to avoid being late.
3. Clothing cannot make a perfect person, but 90% of the first impression is created by clothing.
Etiquette, appearance, speech, and manners are the source of good or bad impressions in interpersonal interactions. Sales representatives must put effort into these areas. I don't like my salespeople wearing red or green T-shirts to meet my clients. At the very least, I require a shirt. Also, the briefcase must be leather.
4. We cannot close a deal with every client we visit; you should strive to visit more clients to increase the percentage of closed deals.
When visiting clients, we should believe in the principle "even if you fall, grab a handful of sand." This means that sales representatives should not return empty-handed. Even if the client you visit temporarily has no need and cannot close a deal, you should find a way to have them introduce a new client to you.
5. For clients, always pay attention to topics they like and their hobbies. If they like something, talk more about it. Observe their every move. Then you can cater to their preferences.
The result of the conversation is not important; the atmosphere of the process is important. When we chat with purchasers, we often pay too much attention to the content and always say there's no topic. Actually, we should pay attention to the process and atmosphere of our conversation. If we chat happily and harmoniously one day, our relationship will become closer.
Many days later, we often forget what we talked about, only remember that we had a good chat that day. It's the same for purchasers. We will give them a quotation sheet for prices, a quality approval letter for quality, and we will stamp and sign the delivery date and send it back. So we just need to talk about things outside of business; it's best to talk about topics they are interested in.
How to maintain clients
1. Salespeople should fish, not cast a net.
The most effective and comfortable way to run business is to use the fishing method. Just like when we first chase after a girl, do we chase several girls at the same time and then hope one succeeds? We usually pick one and pursue her persistently until success. That's how I run business.
I will choose an industry, for example, if I want to do the earphone industry, I will pick about 3 companies in the industry and seriously attack them until I get in, and then the others will be easy. In this way, when you occupy 80% of the market share in the earphone industry, we then move to another industry and replicate it.
It's like fishing: aim for the big ones. Catch them one by one; it's very comfortable. Be bold, careful, and thick-skinned. When we were young, chasing girls, the older ones told us the experience: bold, careful, and thick-skinned. Actually, doing business is like chasing girls.
2. It is estimated that 80% of business is completed due to personal relationships.
Now competition is fierce. Under the same quality, same price, same service, etc., to compete with opponents, you can only rely on personal relationships. If you treat clients more attentively than your opponents and become friends with them, who can still take your orders? So where you spend your time, you get results. So personal relationships are a treasure.
3. Be enthusiastic; enthusiasm can infect clients.
Maybe many of our salespeople are very enthusiastic at the beginning, but when you achieve certain results, you become a seasoned veteran and lose your former enthusiasm. Sometimes you feel that orders are not as easy to get. You may lose a deal due to excessive enthusiasm, but you will lose a hundred deals due to insufficient enthusiasm. Enthusiasm is far more infectious than sweet talk.
About closing deals
1. Many salespeople, when they start doing business, often have a lot of drive. They find clients, recommend products, quote prices, and then don't know what to do, often wasting all previous efforts.
Actually, you should keep following up, keep asking, until there is a result. The crying child gets the milk. Just like if a child doesn't cry, how do we know they are hungry? So we need to ask the client to buy. However, 80% of salespeople do not ask the client for the order.
2. If the deal is not closed in time, the salesperson should immediately schedule the next meeting date with the client. If you can't schedule the next meeting when you are face-to-face with the client, it will be even harder to meet this client in the future.
3. My feeling is that doing business requires persistent tracking, tracking, and more tracking. If it takes 5 to 10 contacts with the client to complete a business task, then you must endure to that 10th time by any means. Listen for buying signals—if you listen attentively, when the client has decided to buy, they usually give you hints. Listening is more important than speaking.
Doing business is: a series of activities carried out with the goal of closing deals. Although closing deals is not everything, without closing deals, there is nothing.
**-END-**
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