To maintain a highly efficient and sustainable combat capability, effective and continuous training is essential for a sales team. Traditional training focuses on imparting sales skills and knowledge. Teaching salespeople a practical method, rather than continuous training, can improve efficiency and be more beneficial. How to create a self-improvement method? In my practical management and training work at Anhui Zhenxin Food Co., Ltd. Guangzhou Branch, I continuously explored and negated in practice, and summarized the "24-character self-improvement" rule: list reasons, classify reasonably, analyze carefully, summarize, research countermeasures, and solve problems. I share this for your learning and reference, and welcome your corrections.
What is the "24-character self-improvement" rule? It is essentially a method for handling problems, a way of thinking (or mode), and a method for correctly handling daily business issues such as customer objections or rejections. It is a set of methods summarized from long-term sales management work that can solve numerous and confusing problems in daily business work, effectively clarifying thoughts, enabling one to see the essence through phenomena, and grasp the crux of the problem. In our daily business management, it has been practically tested and can very effectively handle a series of problems encountered in frontline business operations.
List "reasons": Suppose a salesperson can visit 15 customers a day, with 6 working days a week, totaling 90 customer visits per week. If 5 of those customers close deals, that means you have been rejected by 85 customers. Each customer rejection has a "reason" (excuse). If you treat each customer's rejection as a "reason," you will encounter 85 rejection reasons in a week. Write all 85 reasons on a blank sheet of paper and number them.
Classify reasonably: Classify the 85 rejection reasons. You can classify them according to subjective/objective factors, rejection points (such as personal, product, company, etc.), customer types (such as B/C stores, second-tier wholesalers, mom-and-pop stores, etc.), and list the 85 "rejection reasons" under categories. Note: The rationality of classification plays a key role in ultimately "solving problems."
Analyze carefully: Under the premise of selecting good classification criteria, carefully study and analyze the listed "rejection reasons," "remove the false and retain the true," carefully analyze customer language, and list them one by one under "categories" to further rationalize the classification of "rejection reasons."
Summarize: Further summarize and conclude step 3, merge "rejection reasons" of the same nature, and extract the final (substantive) "rejection reasons." Generally, the final summary will be 1 to 10 "reasons."
Research countermeasures: Based on the summarized results, research countermeasures. For matters that can be resolved within your authority, correct them yourself. For those requiring support, actively communicate with your supervisor and propose a reasonable and operable solution. It is generally best to prepare two sets of solutions: one for execution and one as a backup.
Solve problems: After the above 5 steps, the essence of the problem (or the crux of the problem) can generally be clarified, effective solutions can be found, and the final problem can be effectively solved.
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