Eight common failing salesman.docVIP

 PAGE \* MERGEFORMAT 9 Eight common failing salesman Almost every company has a 20% -30% of the salesmen who are poor performance. Cause of these salesmen are many reasons for low performance, but from the subjective point of view, poor performance of the salesperson has the following common problem: 1. Owned by the hands of a small number of potential customers. Customer is to give orders salesman who has a number of customers salesman hands of more business will be more solid foundation. Excellent salesman has been able to continuously sell products, reason is that they have enough number of customers, such as the former has a flat 2800O customer. In contrast, poor performance of the salesperson has a number of clients the hands of few. Studies have shown that poor performance of the salesperson has customers in the hands of a small number of reasons, is that they often guilty of the following three errors in one or a few; (1) does not know where the development of potential customers; (2) did not identify who the potential customers; (3) too lazy to develop potential customers. As the development of potential customers is a time-consuming and labor intensive work, so salespeople do not want to develop a number of potential customers. Just be satisfied with and existing customers to deal with, this is a suicidal approach. Because, the existing customers often leave you a variety of reasons, such as customer are converted, the closure or personnel changes, they are 15% -25% annual rate of decline. In this way, a salesman if you can not keep on developing new customers to replace lost customers, then 4-7 years later, the salesman in the hands of the number of customers will become zero. Potential customers often guilty of little salesmen Another error is, without access to potential customers to make calm judgments. They tend to believe that ‘only they are most aware of their customers’, such as an old salesman told the new salesperson: ‘X’s are the be