[China Glass Network] Positive attitude and rapid action are the key to Sales' success.

The sales activity is very much like a sports competition: the participants are all winning a ball, hoping to reach the end earlier, and they are eager to become the final winner. And the winner - only one champion, the game is cruel and ruthless. If the skill is the basis for winning the championship, then under the even balance of power, the example of numerous sports stars winning the championship undoubtedly shows that the more important factor to win the championship is the mentality. Similarly, the sales mentality is also a key factor in the success and failure of a Sales.

Most sales people always seem to be particularly interested in improving sales skills. However, 80% of the problems generated by a salesperson come from their own mentality. Even if the lack of sales skills is solved, it is only a way to cure the symptoms. To train a strong salesperson, it is more important to be able to establish a correct sales mentality. Otherwise, it will be "the skin does not exist, the hair will be attached".

Common bad attitudes and countermeasures

Fear of mentality and countermeasures

I have built and trained the entire sales team for a well-known company. On the last week, the sales representatives started to call the customer. We set a daily telephone number goal and hang up the leaderboard. Everyone was interested in starting a telemarketing trip. As a result, on the third day, the enthusiasm suddenly cooled down, the daily telephone number began to decline, and everyone began to look for reasons to call less. They have been conquered by customers and even refused to answer the phone! This is a fearful mentality that is more likely to occur in the early stages of sales.

There is no doubt that this is a normal psychological reaction. Psychologists often use electric shocks to correct patients with psychological disorders. When the corrective behavior is triggered, they will be shocked. It is naturally uncomfortable. Therefore, a conditional reflex is formed. When the behavior occurs again, the feeling of electric shock appears. The behavior was consciously terminated. When we were rejected by the customer, we encountered an electric shock. We will associate it with our sales behaviors, such as telephone calls. After repeating this feeling many times, we will naturally fear to call and visit.

The better strategy for adjusting your fears is to associate this feeling with other factors rather than sales behaviors each time you are subjected to a “shock” and make appropriate “self-prompting”. For example, after being rejected, I will think: "This person is not my customer, I have saved time and hurry to find customers who need it." Of course, "self-prompting" can not last long, after all, not everyone is like Mandela, who has been sitting for 27 years and still has no ambition, is generally strong. We can also seek positive help. Some people sell successfully, and partners who have a symbiotic relationship with them exist. Two independent sales people, each independently fighting in the mall, but they support each other, mutual advice, encourage each other. If you can find a spirit partner who has the same ambitions, you will increase your fighting spirit by 10 times. Think about every time you are frustrated, there is a friend who can use your unspoken words to cheer you up. That kind of spiritual support is different from parents, different from lover, is a perfect match in business.

Inferiority mentality and countermeasures

I have seen a sales representative, and every time he visits a customer to talk to him, he can't help but laugh a few times in the words. Other sales people are constantly adding their mantras, such as "say... then... um," etc. Sometimes 10 minutes down, maybe 100 times. Why do the sales representatives who usually talk and laugh, once they talk to customers, become like this? The answer is another mentality – the inferiority mentality.

It is very common for sales representatives to be too humble in front of customers. They often think this way: If I don't respect the customer very much, if I don't follow the customer every time, if I don't talk to the customer about his hobbies, the customer will not place an order.

But remember the big advice about the sales profession: we are here to help customers solve problems. So we need to know how to help him better than the customer, so we need to know how our products or services meet the needs of our customers. We call this an advisory sales strategy. When did you meet the inferiority consultant? Regaining confidence is a good way to overcome the feeling of inferiority. Where does confidence come from? adequate preparation! I remember that my first year of New Year's party in the university will be a cross talk. When I was a week ago, I felt very nervous. Just imagine that I was talking in front of thousands of people and my feet were soft. When I was rehearsed ten minutes before the stage, I suddenly had a blank mind and I just gave up. However, the result was that we won no less than 30 laughs and a long applause. What is the reason? Very simple, I just repeated it more than 40 times and can reverse the lines. In the same way, I believe that the full preparation before visiting the customer will miraculously give you confidence, let you have more than enough to control the overall situation.

Complacency mentality and countermeasures

It is also strange to say that the two types of sales people who are easily complacent are just polarized. First, a newly recruited newcomer is more likely to make an attitude problem that is low-minded and high-minded. However, this kind of complacency mentality is short-lived. Once they encounter setbacks, they quickly turn to fear or inferiority. The other is a small salesman who is satisfied with the successful sales results. Sometimes they even say, “Haha, the customer I met today is really stupid, so easy to get it.” This kind of person is more common. The ending was that after a rush of peaks, it began to go downhill, and later began to complain everywhere.

The change in complacency is more difficult than the first two bad attitudes. This involves difficulties in self-awareness. When people are in trouble, internal and external pressures can easily make a determination to take the initiative to change. The formation of a complacency mentality is like cooking a frog slowly with cold water. When it is found that something is wrong, it is unable to jump out. Therefore, when you are not self-righteous, you should do the following things: First, find a sales predecessor as your target. Once you have the object of competition, you will not fall into the trap of being alone. Then in the heart, the customer is the banner of the food and clothing parents, and each time they see the customer, they secretly wave. Even if you are rejected, you feel sorry for not being able to help him. Whenever you make a business, remember to reward yourself, but you have to tell yourself the next day, there are more fruits in the apple garden waiting for you to pick.

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