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Five Taboos in Salesperson-Client Communication
From a sales psychology perspective, many clients fear having their intelligence questioned. If you constantly argue with a client, they may develop a rebellious attitude, which can ruin even a deal that is about to close. Besides the way you speak, what else should salespeople pay attention to? Here are the five taboos of sales psychology that salespeople should avoid.
New DistributionThe Self-Employed Approach to Staffing: The Root Cause of Distributors' Inability to Grow
A distributor may achieve modest success because of a few capable people, but cannot grow because there are only these few capable people. This is the biggest challenge for distributor bosses before they transform from businesspeople into managers. The article discusses four levels of employing people and two levels of using talent, emphasizing the need to move from relying on individual heroes to building systems and platforms.
New DistributionHow General Distributors Should Select Sub-distributors
Many distributors develop external markets by sending a delivery truck to periodically visit several counties/cities to drop off goods, with sales staff earning commissions based on sales volume. While this approach is quick and simple, it often leads to problems such as price chaos, low sell-through rates, poor in-store displays, and stockouts in many stores. The root cause is the lack of a unified manager in the market. Selecting a suitable sub-distributor to centralize supply, while the upstream distributor continues to visit periodically to help with distribution and market maintenance, can solve these issues and improve market performance.
New DistributionExplainer: China's Sales Regions and City Tier Classification
Dividing sales channels by administrative region is a common corporate practice. This article explains China's administrative divisions, the seven major regions, and the common four-, six-, and eight-region sales splits, as well as the classification of cities into tiers (special, first, second, third, fourth, and township) based on population, income, and economic strength.
New DistributionAnalysis of Common Mistakes in Distributor Market Operations
A case study of a distributor named Lao Zhou, who has been in the business for 8 years, highlights common mistakes in market operations, including neglecting after-sales service, lack of market planning, focusing on area size over intensive cultivation, and separating terminal and store management. The article provides countermeasures for each mistake to help distributors improve their market performance.
New Distribution15 Closing Strategies to Ensure You Never Worry About Sales!
To close deals with customers and achieve sales goals, different closing strategies should be adopted based on different customers, situations, and environments to seize the initiative and finalize transactions as soon as possible. When attempting to close, once you grasp the opportunity, end the negotiation early; even if the customer is still hesitant, encourage them to buy while their desire is strong, as the chance of closing remains high. The following introduces 15 closing techniques to be used flexibly with different customers.
New DistributionThe Greatest Reward of Sales Is Not the Commission, but Having One More Person Who Trusts You in Your Life!
The greatest reward of sales is not the commission, promotion, or bragging rights, but having one more person who trusts you in your life. Customers are the best teachers, peers are the best role models, and the market is the best school; 97% of sales is building trust, and rejection is the beginning of a deal.
New DistributionAdapting Dealer Capabilities in a Changing Market
Dealer Lao Wang's market is being split by the manufacturer after he failed to execute promotional policies and misused funds, while his competitor Lao Huang thrives by leveraging product, channel, and promotional capabilities. The article highlights the importance of marketing capabilities for dealers to counter manufacturers' control.
New DistributionWu Xiaobo: Within 5 to 10 Years, the Chinese Business World Will Be Thoroughly Disrupted by the Post-80s Generation
In a keynote speech at the Mingdao Conference on May 27, Wu Xiaobo, a member of Zhenhe Island, reviewed the history of Chinese business society and concluded that the important mission of each generation is to eliminate the previous one, just in different ways. Today's post-80s and post-90s generations will eliminate the main forces on the rich list and thoroughly disrupt China's business world.
New DistributionNobody Likes Cheap Goods! Customers Like Getting a Bargain!
Taking advantage of small favors is a human trait; everyone hopes for a 'free lunch.' In sales, satisfying customers' desire for bargains can make them happy and increase profits. A case study shows a store owner who strategically placed various small items in his store, letting customers feel they got a bargain, leading to more sales.
New DistributionThe Secret of Wahaha's Channel Control
Wahaha's existing channels are already dense compared to other beverage companies, but why does it still force first-tier distributors to develop second-tier networks? Wahaha is strongly promoting the construction of second-tier networks. Ultimately, there are two starting points: first, the sales performance of first-tier distributors falls far short of Wahaha's requirements; second, the mixed wholesale-retail operation of first-tier distributors reduces the profits of second-tier distributors.
赵晶Nine Things Salespeople Must Understand Before Going Out
Many salespeople use the phrase 'success depends on heaven' to express their attitude towards market development, but they overlook the next line: 'planning depends on people.' This article outlines nine key considerations for salespeople to improve their effectiveness in developing new markets and recruiting distributors.
New DistributionThe Biggest Enemy of Sales: Not Competitors, Not High Prices, But Your Complaints and Excuses!
The biggest enemy in sales is not competitors, high prices, customer rejections, company policies, or product quality, but rather your own complaints and excuses. The article provides 31 principles for sales success, emphasizing building trust, creating value, and treating customers as family.
New DistributionReflections: What Pains Are Distributors Experiencing Amid Channel Transformation?
Since last year, distributors have been affected by changes from upstream manufacturers and downstream consumers, forcing them to reassess their environment. Manufacturers are slowing down and cutting investments, while retail terminals are shifting due to e-commerce, and consumers are more cautious and brand-focused, all impacting distributors.
New DistributionFour Key Verbal Techniques Just Before Closing the Deal!
In sales, there are many critical moments that test a salesperson's skills, and new salespeople often fail because they cannot grasp these key points. For experienced salespeople, these moments are where their expertise shines. This article provides four essential verbal techniques and scripts for handling customer hesitation, abandonment, comparison, and final purchase decisions.
New DistributionFive Models for Distributors to Transform and Develop in Difficult Times
With the market becoming increasingly competitive and profit margins shrinking, distributors are seeking new profit models to break through difficulties. This article analyzes six profit models for distributors, including product-channel complementarity, rapid volume expansion, terminal channel development, e-commerce, OEM branding, and the 'give and take' model, along with strategies to manage downstream client backlash.
李德猛Marketing Team and Channel Partner Management in a Changing Landscape
This article discusses the changes in the business environment, such as rapid development, the rise of the 80s and 90s generation, and the impact of the internet, and provides strategies for adapting, including leveraging the internet, focusing, collaborating, and avoiding impatience. It emphasizes the importance of sincerity towards channel partners and equality within teams to navigate change successfully.
贾同领Basic Skills to Become a Communication Expert
This article provides essential tips for effective communication, including key speaking techniques, secrets to becoming a skilled talker, methods to avoid conversational failures, and strategies to enhance conversational agility and overcome common pitfalls like verbosity and shyness.
New DistributionLearning Sales from Insurance: 11 Behaviors That Win Customer Appreciation
New salespeople often wonder how to impress customers and get them to buy. However, excessive talking can backfire. By studying successful life insurance agents, this article outlines 11 key behaviors—such as sincerity, giving customers a reason to buy, and listening—that align with customer expectations and help build trust and sales success.
New DistributionSeven Strategic Elements for Distributors to Extract Benefits from Channels
Economist Wu Jinglian once said, 'Whether selling chips or potato chips, as long as you can make money, efficiency maximization is the essence.' For distributors, channels are the most important resource and the greatest source of operational benefits. To extract benefits from channels, distributors must consider seven strategic elements: smoothness, efficient operation, rapid development, efficient coverage, financing, risk diversification, and information flow.
New DistributionEight Awkward Models That Trouble Small Trading Companies
Many small trading companies, due to their bosses' strong leadership style, tend to bypass managers and give orders directly to all levels, weakening the influence of middle management. This turns the original 'pyramid' into a 'dumbbell', with weak middle and strong ends.
New DistributionDistributor, Where Are You Stronger Than Your Competitors?
In a county in Zhejiang, two distributors, A and B, started their trading companies almost simultaneously and became the two largest local distributors. They often compete head-on, prompting the question: what truly gives a distributor an edge over rivals? The answer lies not in external factors but in internal resources, particularly operational models and management capabilities.
New DistributionWhat Kind of Sales Personnel Can Earn the Respect of Distributors?
A salesperson named Wang Jian earned high respect from distributors through his diligence, strategic advice, and personal care. By treating distributors' businesses as his own, helping them profit, and building long-term friendships, he gained their trust and loyalty.
New DistributionDealer Must-Read: How to Establish a Management System?
This article discusses how distributors can establish a management system, addressing the common issues of low education, poor marketing awareness, and loose management among wholesalers, especially terminal wholesalers in the FMCG sector. It provides six key areas for building a competitive management system, including human resources, finance, marketing, product management, manufacturer cooperation, and training.
New Distribution