Successful salesman: txawv "txiv hmab txiv ntoo" uas los ib zaug nyob rau hauv ib tug lab?

Salesman (uas yog txawm ntau) muaj ntau dua los yog tsawg txhua tuam txhab loj. Feem ntau cov feem ntau, Salespeople yuav tsum rau qhov kev nthuav qhia thiab muag khoom los ntawm cov khoom, tab sis yog hais tias peb yuav tau tham txog cov kev pab cuam, cov kev ua ub yuav tsis muaj tsawg tshaj li zoo.

Yog li ntawd, koj tau tuaj nyob rau hauv txoj kev loj hlob ntawm lawv lub lag luam mus rau kis twg koj xav tau ib tug salesman. Tab sis yuav ua li cas nrhiav tau cov cai tus neeg, muaj peev xwm mus tiv nrog nws paub tab? Raws li tsis ntev los no kev tshawb fawb, tshaj 52% ntawm kev muag khoom nyob rau hauv cov nuj nqis ntawm lub tag nrho 27% ntawm cov kab mob!

Yuav ua li cas qhov zoo ntawm cov neeg yuav tsum tau them nyiaj mloog nyob rau hauv thawj qhov chaw? Tej zaum koj yuav xav tsis thoob li, tab sis nws yog ib tug stereotype, zoo li tag nrho cov kev vam meej salesmen - sociable, qhib, nquag thiab ib tug me ntsis txhoj puab heev, nquag. Ntau tus Salespeople - yog courteous thiab txawm ib tug me ntsis txaj muag neeg. Co muaj txiv neej thiab cov poj niam uas siab thiab tsis tshua muaj, leej twg yuav hais lus zoo nkauj thiab tsis muaj no fine art, duab, heev huv si thiab muaj.

Kws txawj muaj rau ntau xyoo lawm nrhiav kom tau ib tug ncauj lus kom ntxaws portrait ntawm ib tug muaj kev vam meej ncig teb chaws salesman. McMurry, piv txwv li, ntseeg hais tias cov salesman yuav tsum ib tug tiag tiag "tus hluas nraug", ib tug txiv neej accustomed mus rau ib txwm tau lub npaj lub hom phiaj. Lwm yam tseem ceeb nta - zog, kev ntseeg tus kheej thiab cwj pwm rau tej kev tsis pom zoo raws li ib tug kev sib tw nyob rau hauv nws qhov chaw nyob.

Tshaj ib nyuag lus piav qhia txog ntawm cov duab ntawm lub zoo tagnrho tus neeg sib tw ua Meyer thiab Greenburg. Raws li lawv, lub ntsiab zoo ntawm ib tug kev muag khoom neeg uas sawv cev ib tug nkag siab ntawm empathy (muaj peev xwm mus txeem tus cwj pwm txawv thiab kev xav ntawm lub peev xwm qhua tuaj noj mov) thiab txaus siab rau lub siab tawv, ib tug muaj zog koj tus kheej yuav tsum tau rau qhov kev siv ntawm kev vam meej kev muag khoom.

Raws li rau cov kev xaiv cov txheej txheem, txhua yam nyob rau hauv lub chaw ua hauj lwm. Txawm li cas los, kev ntsuam xyuas ntau npaum li cas los qhia rau koj txog ib tug neeg sib tw tshaj rau feem ntau cov ncauj lus kom ntxaws resume.

Ib qho tseem ceeb point - txoj kev kawm ntawm kev muag khoom cov neeg ua hauj. Yuav ua li cas lawv yuav tsum tau kawm? Tsis mus muag, ntawm chav kawm. Thiab xav tias ib feem ntawm koj lub tuam txhab, ua tsaug xav nyob rau hauv nws txoj kev loj hlob thiab nce qib. Nco ntsoov tuav qhov kev nthuav qhia ntawm cov khoom (tham txog lawv cov tsim txoj kev, lub hom phiaj thiab qhov zoo tshaj zoo xws li cov). Koj yuav tsum tau qhia rau lub neej yav tom ntej lub txog lub hom phiaj cov neeg tuaj saib thiab cov neeg sib tw.

Hauj lwm ntawm qhov muag neeg sawv cev - ib tug muaj kev vam meej muag. Nws nrog lawv? Muaj ob peb txoj kev ntsuam xyuas cov hauj lwm zoo ntawm Salespeople:

• muab piv rau cov kev tshwm sim ntawm cais cov neeg ua hauj;
• kev sib piv ntawm tam sim no tau nrog yav dhau los sawv daws yuav.

Tus thawj txoj kev, raws li kev xyaum qhia, yog zoo tshaj. Tom qab tag nrho, txhua neeg muag thov kom outperform nws cov phooj ywg (nyob rau hauv no, nws cov nyiaj hli nyob ncaj qha). Qhov ntau ntxiv incentives nws yuav (nyiaj tshwj xeeb, incentives, los yog nyob rau hauv tsis tooj, ntshai ntawm rho tawm), qhov ntau siab nws yuav ua rau nyob rau hauv thiaj li yuav nyob rau hauv lub chaw kub kub los yog tsiv mus nyob rau ntau hnub. Nco ntsoov saib xyuas kom txhua tus neeg muag hauj lwm rau nws, nqa tawm nyob rau hauv tag nrho - qhov no yuav cia koj mus txiav cov nqi thiab maximize profits.