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The Three-Step Process and Eight Methods for Handling Objections!
There are eight methods for handling objections: 1) Listening, 2) Feeling, 3) Ignoring, 4) Questioning, 5) Rebounding, 6) Comparing, 7) Acknowledging, and 8) Denying. Each method is explained with principles and examples, emphasizing the importance of listening and empathy in sales.
KevinWhat to Do When a Retailer Says, "I Just Took Someone Else's Product, Not Yours for Now" During Distribution
Running village and town routes is an essential part of building distribution channels for county-level distributors. This article discusses how to successfully navigate this process, covering pre-trip preparations, retail visits, common challenges, and business tips for salespeople.
New DistributionWhat Should I Do When the Manufacturer Doesn't Provide Support?
Distributors are pragmatic and direct, often asking the most pressing questions at forums, such as 'What should I do if the manufacturer doesn't provide support?' This article analyzes the reasons behind manufacturers' lack of support and offers practical solutions, including low-cost promotion methods and strategic approaches to secure support from the manufacturer's boss.
New Distribution13 Killer Tactics to Obliterate Low-Price Competitors!
Facing the impact of low-price products, most salespeople first feel fear and then demand policy support. Here, I share my 15 years of practical strategies, tactics, and techniques for hunting down low-price competitors, divided into three parts. These methods are truly 'essential for home travel and deadly business,' and mastering even one or two can make you an industry expert, boosting performance or earning you fame.
周广军The Essence of Distributor Management
We often talk about distributor management, but what exactly is a distributor? Why manage them? What to manage? How to manage? And to what extent? Mastering every aspect is crucial. Distributors play one of the four core roles in marketing: product, price, place (channel), and promotion. Distributors are the indispensable channel in marketing. A channel is like the essential carrier that water flows through from source to destination; if it gets blocked, broken, leaking, or bent, the water loses direction and never reaches its end. Similarly, if after a product is launched, there are distributor issues such as breakage, lack of circulation, neglect, insufficient funds to stock, or lack of selling power, the product will not reach consumers. Therefore, the smoothness of the channel is critical, and to ensure smoothness, management is necessary. So how should distributors be managed?
李通升Sales: Weak Regional Markets Need Wolf-like 'Special Forces'!
With the cover of planes and artillery, one is airdropped alone onto a war-torn base, surrounded by ruins and manned only by the weak and elderly. Marketing personnel responsible for weak markets often feel this way, facing external issues like low client enthusiasm and internal problems like a demoralized sales team. The article discusses how to build a wild sales team to turn weak markets into strong ones.
New DistributionWith Good Institutions, Even a Mob Can Build a Civilized Nation
Even a group of rogues can build a civilized nation with good institutions, as exemplified by Australia. On January 26, 1788, Arthur Phillip led a fleet escorting 770 convicts to this barren land, and over the next 80 years, 160,000 British convicts were transported there, earning Australia the nickname 'the convict nation.' Today, Australia is prosperous, democratic, and free, a top destination for Chinese immigrants. Institutions determine everything. It is said that tomb raiding typically requires two people: one goes down to retrieve treasures, and the other pulls them up with a rope. Initially, the person above often abandoned the one below out of greed. This led to father-son teams, but even then, sons sometimes left their fathers in the tomb. Finally, a rule was established: the son goes down, and the father pulls the rope, and no one was ever left behind again. If this is the origin of institutional design, then we might as well learn from thieves.
New DistributionBlind Spots in Stock Pressure and Management Action Guidelines
Stock pressure is a required course for sales personnel, and it is almost a habitual action for every manufacturer before the peak season or when launching new products. However, many rush across the single-plank bridge of stock pressure, some emerge with bright prospects, while others end up with a mess. Failures often stem from over-pressuring causing warehouse overflow, poor techniques, or mistimed seasons leading to expiration. What is stock pressure? It is simply distributing goods to the terminal!
方刚Three Secrets to More Effective Store Management | Recommendation
Even amid the e-commerce boom, many companies find that traditional store sales remain their most important revenue source. However, store management is indeed more complex than e-commerce. First, stores are scattered across cities, making it hard for managers to understand real-time conditions; sales figures often only surface in month-end reports. Stores are not static entities—changes in surrounding demographics, competitor moves, or even bus route alterations can impact them, and such effects are difficult for managers to grasp promptly.
外勤365How Can Second-Tier New Products Succeed in a New Market?
A second-tier new product, Brand C, was previously a strong regional brand, but when expanding nationally, it faced challenges in finding suitable distributors and salespeople. Through innovative tactics like targeting internet cafes and schools, offering gifts instead of discounts, and segmenting the market, the brand managed to survive and thrive in a new city.
张东立An Excellent Career Planning Article, Highly Recommended!
This article tells you how to choose a career, how to change jobs, how to face adversity, and how to grow in the workplace. Netizens have called it "the best career planning article I've ever seen." It may not make you a top figure, but it clearly tells you how to become an excellent ordinary person. In fact, most of us are ordinary.
New DistributionBeing a Loser Is Not Scary, What's Scary Is Being a Loser and Not Trying!
The movie version of the hit web series 'Diors Man' has been released and is extremely popular. Its director, Da Peng, has successfully transformed from a 'loser' to a 'god'. Despite having no connections, looks, or physique, Da Peng's success is attributed to his hard work and seizing every opportunity.
New DistributionWant to Hit Your Sales Target in H2? First, Answer These 23 Questions.
In 2015, the market was sluggish and sales performance was poor, making unmet sales targets a major headache for many companies. To help salespeople achieve their H2 sales goals, this article provides 23 questions covering market strategy, customer quantity and quality, and specific tactics for developing new customers and improving existing ones.
张小虎Twelve Time Management Habits to Cultivate in Your 20s and 30s
A submission from a Happiness Activist shares twelve important time management habits that can significantly improve efficiency. The article details each habit, from using calendar apps and task management tools to getting adequate sleep and practicing the Pomodoro Technique, encouraging readers to adopt them gradually.
New Distribution5 Techniques and 86 Phrases: How to Use Praise to Sell
Everyone loves genuine praise, making it the best sales tool. This article outlines five principles for effective praise—finding a customer's real strength, timing, occasion, attitude, and cultural sensitivity—and provides 86 sample phrases for various situations.
梁胜威Key Control Points for the Four Major Channel Types in FMCG
The concept of a channel refers to a series of interdependent organizations that work to make a product or service available for use or consumption. Channels are one of the most important elements of the marketing 4Ps and are crucial for a company to smoothly move products from the manufacturer to the consumer. In a context of highly homogeneous products and similar prices, channels become the key to winning the market, as the saying goes, 'Those who control the channels control the world.' In actual marketing practice, companies of different sizes and natures have different standards and names for channel classification, but generally, FMCG channels are divided into the following types: circulation channels, KA channels, special channels, and 'mom-and-pop stores'.
刘杰How to Become a Master in a Certain Field?
Knowledge, skills, and talents form the three cores of ability. How can we cultivate ourselves into masters? Among the three cores, knowledge is the easiest to acquire. A hundred years ago, intellectuals mainly competed on memory, as books were scarce and expensive. Now, with the internet, knowledge is cheap and abundant, shifting the competition to skills and independent thinking.
New DistributionThe Distance Between Small Bosses and Entrepreneurs: A Harsh Reality!
This article is reprinted from Aotu Principal Think Tank. China has tens of millions of small business owners, and the drama of 'the waves behind drive the waves ahead, and the front waves die on the beach' is constantly playing out. Why do so few small bosses truly become entrepreneurs, while many small and medium-sized enterprises fail within 2-3 years? The crux of the problem lies in the cognitive differences between 'small bosses' and 'entrepreneurs'.
New DistributionThe Twenty-Four Character Mantra for Winning Execution
When I seriously confront execution, I suddenly realize that execution is the devil, as the English saying goes, 'The devil is in the details.' Why? Because people, as the carriers of execution, are too thoughtful and diverse, easily diverging and producing laughable results. I often ask trainees in execution training classes: How many steps does it take to put an elephant in a refrigerator? Most say it's impossible, but the answer is three steps: open the door, put the elephant in, close the door. This illustrates that execution requires clear goals, unified concepts, and detailed plans.
New DistributionHow to Respond to Competitor Promotions?
When competitors launch promotional campaigns, few companies choose not to follow suit, as inaction can be as detrimental as blind imitation. Instead, a proactive, well-planned response—such as finding a unique positioning, offering higher value, acting faster, and executing more effectively—can turn the tables. This article outlines a strategic approach based on the 'three more' principle: higher value, faster action, and stronger execution.
谭长春How Regional Distributors Can Implement Flattening of Their Own Channels
Channel flattening has become an inevitable trend in market refinement, and regional distributors need to adapt by implementing flattening of their own channels. The author previously shared views on how regional distributors should respond to manufacturers' channel flattening, which sparked widespread discussion. This article provides constructive suggestions on how regional distributors can implement their own channel flattening.
李刚国Sales Needs Not Just Results, But the Process
This article argues that when a sales team lacks execution, the fault lies with their managers, not the frontline staff, due to a common 'results-only' mentality. It emphasizes the need for managers to supervise the execution process, improve information feedback, and equip salespeople with execution skills.
李政权Methods to Increase Beverage Sales in County-Level Markets
Recently, many peers have asked me the same question: how to boost beverage sales in local (county-level) markets. This is a representative issue in the industry, so I will share my experience and methods for increasing sales in county-level markets. Any national beverage brand grows from a regional one; only by succeeding regionally can it go national, except for Evergrande Spring. The most representative regional market is the county-level market, and this article analyzes five key aspects: enthusiasm, coverage, display, willingness to buy, and buying more.
胡伟What Is Eating Your Execution? Seeking Solutions in a Restless World
Execution is a controversial term, with some attributing poor execution to the executor's ability and others to unclear goals set by management. The author, once a strong executor, finds their execution weakening after five or six years of work, prompting an overnight analysis of causes and solutions. The process of solving this problem itself tests one's execution.
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