新罗区贝思英语培训招聘

你好！贝思乐Beth le

业务员如何克服胆怯心理？ 应该说，朱迪具有推销员的所有素质：外向、聪慧、劲头十足。然而，头半年的业绩却让人失望。主管贝思想找到朱迪业绩不佳的原因在哪里。在模拟销售演示课上，朱迪的分数很高，为什么没有在工作中发挥出潜力呢？ 作为销售经理，你大概也有过与贝思相同的困惑。那些明显干劲十足、精明能干的推销员却常常达不到你对他们的期望，即使给他们提供培训也没有什么帮助。通常，销售不佳的原因有缺乏销售技巧，欠缺产品知识，或动机不足。但是，如果这些方面都不能解释销售不佳，真正的原因很可能就是胆怯。 推销员必须推销自己。必须愿意自我推销，让别人了解自己的工作，并且争取他人承认自己的工作。对向外人展示自己感到犹豫不决的表现可以称作自我推销恐惧症。这种胆怯心理可能限制推销员与潜在买主的交往次数。在这种情况下，自我推销恐惧症就演成了推销拜访厌恶症。 推销拜访厌恶症有十二种类型，每种症状对应于某一类压力。要是推销员得了这种病，却没有及时发现，也没有进行相应的管理，那么每一种症状都会影响和限制推销员推销拜访的质量和数量。 对某房地产公司的调查表明，患推销拜访厌恶症的业务员，每年平均收入损失达4,475到19,162美元不等。有推荐厌恶症（即不愿请求顾客向自己推荐潜在买主）的人收入损失最大。 研究表明，在第一年被辞掉的新推销员中，百分之八十是因为染上了推销拜访厌恶症。在老推销员中，无论收入和经验如何，有百分这四十的人说在职业生涯的某些阶段感染过这种病症，甚至严重到对职业构成威胁。 有效控制和消除推销拜访厌恶症的方法包括几个步骤：认识、接受、评估和应用。 第一步是判断业绩是否存在问题。通常，企业会监督和检查推销员的业务活动和业绩。收入和提成等指标太低可能反映业绩问题。 如果发现业绩问题与推销拜访厌恶症有关，你就应该向推销员提供相应的证据，主动与他们一起公开探讨可能的原因。在讨论中，注意与该症有关的迹象。 接下来，判定推销拜访厌恶症的种类和成因。请推销员说出对哪些任务、哪些人、哪些事产生反感。确定这种感情是否会导致他们产生不利于推销活动的躲避行为。 最后，采取适当手段，管理或消除推销拜访厌恶症。对付这种病症的策略应该集中在行为方面，而不是性格方面。它并不性格上的毛病，而是一套可能危害销售成功的行为。认识背后存在的胆怯心理固然重要，但是消除推销拜访厌恶症的对策却不应集中在胆怯心理上。 克服推销拜访厌恶症的手段，应能使推销员打出导致其惧怕推销活动的具体、可见的原因。通过培训让推销员懂得如何抵消胆怯反应，并代之以更积极的反应。 可以用例子来说明认识、接受、评估、应用四步骤。电话推销恐惧症是最为普遍的一种推销厌恶症，患这种病症的推销员惧怕为商业目的的别人打电话。 对工作活动进行观察，可以判断推销员是否存在电话恐惧症。如果企业要求每人每天打几小时推销电话，而某个推销员打电话次数太少，这就说明有问题。碰到这种情况，首先要排除诸如环境干扰、动机不足、目的不明，以及在电话拜访方面培训不足等原因。 然后，观察推销员，看是否有迹象表明他存在同打电话有关的心理压力，如手心出汁、嘴唇干燥、手发抖、面色燥红，说话结巴。 如果打电话次数太少，对打电话有心理压力，以及在该打电话的时候干别的事，就说明他患有电话恐惧症。 你可以建立有电话恐惧症的推销员，用积极的想法取代消极想法。如用\"这我能行\"，或者\"这个电话一定特棒\"来代替\"这个客户可能不想和我说话\"或者\"真不想打这个电话\"。 研究还表明，在正规培训中强调认识、接受、评估、应用四步骤能有效地帮助推销员克服自我推销恐惧及推销拜访厌恶症。接受培训的推销员通常在销售会谈次数、生意机会、成交数量，和个人提成等方面都取得长足的进步。 四步法不仅适用推销员，同样适用于工作性质与别人打交道并要依靠别人的人。几乎在所有的领域，成功都与自我推销能力以及博取别人承认自己的工作能力密切相关。不管是要求提高工资，还是争取预算，自我推销对成功都起着至关重要的作用。 亿万富翁罗斯.佩罗（Ross Perot），歌星麦当娜（Madonna）不一定是因为在各自行业最有学问、最能干、最有才华，才取得今天的成就。最重要的是，他们知道如何最大程度表现自己，并从不因此而犹豫不决。他们为我们提供了价值的经验：不要让自我推销恐惧症阻碍成功。 It should be said that Judy has all the qualities : outward salesmen, intelligent, spirited. However, the first half performance was disappointing. Judy found competent Pui thinking of the reason for this poor performance. Sales in mock demonstration class, Judy high score, why not play to his potential in the workplace? As sales manager, you are probably also had the same confusion and An. Which clearly motivated, competent salesmen often fail your expectations of them. Even if they are not helpful to provide training. Usually, poor sales due to a lack of marketing skills, lack of product knowledge, or lack of motivation. However, if these areas are not explain the poor sales, the real reason probably is cowardice. Salesmen must sell themselves. Must be willing to self-promotion, and to let others know their jobs, and to get others to recognize their work. On the outside who are hesitant to display their performance can be called self-promotion phobia. Such cowardice salesmen may limit the number of contacts with potential buyers. Under such circumstances, become self-promotion phobia sell call on his obnoxious disease. Sell 12 types of disease called obnoxious, each corresponding to a certain type of stress symptoms. If the salesman made this disease, but not in time, the management has not, Then each of the symptoms and restrictions will affect the quality and quantity of salesmen selling calls. The survey showed that of a real estate company contracted to sell the clerk called obnoxious disease, the average annual income loss of four. ranging from 475 to 18,326 dollars. Recommended obnoxious disease (that is, potential buyers unwilling to recommend their request to the customer) of the revenue losses. Research shows that new sales in the first year were to resign, 80% of sales calls obnoxious disease is contracted. In the old salesman, no matter how income and experience. It said 40% of the people infected at some stage in the career of this disease, and even pose a serious threat to the occupation. Effective control and eliminate the disease, including marketing offensive visited several steps : understanding, acceptance, assessment and application. The first step is to judge whether a problem exists. Usually, a salesman of the supervision and inspection of enterprises will be operational activities and performance. Generate income and other indicators of performance problems may reflect low. If it is found that performance issues related to the marketing of the disease called obnoxious, you should provide the necessary evidence to the salesman. open with them together to explore possible reasons. During the discussions, attention to the signs of the disease. Next, the judge called offensive to sell the types and causes disease. Please salesmen say what tasks, what, what things have become disgusted. Such feelings would lead them to determine whether the escape behavior is not conducive to marketing activities. Finally, to take appropriate measures to promote the management or eliminate disease called obnoxious. Such a strategy should focus on dealing with behavior disorders, and not personality. It is not the character of illnesses, but a set of behaviors which may endanger the success of sales. Know behind the cowardice of course important, But selling call to eliminate offensive countermeasures should not focus on the guts patients psychologically. Visit marketing offensive means to overcome the disease, should enable the salesman making specific marketing activities leading to fear, we can see the reasons. Offset through training salesmen how timid response and replaced with a more positive response. Can be used to illustrate understand and accept that assessment, application of the four steps. Telemarketing phobia is the most common disease of a marketing offensive. suffering from the disease salesman phoned others fear for commercial purposes. Observation of work activities can be judged whether there salesman phone phobia. If the enterprises are required to sell a few hours per day for each telephone call and a certain number of salesmen too little, and this shows a problem. When this situation, we must first rule out such as the environment, lack of motivation, purpose unknown. Insufficient training on the phone calls and so on. Then, observe the salesman to see if there are indications that he telephoned with the psychological pressure, If palm juice, dry lips, hands trembling and looking dry red stutter and stammer a little bit. If too few phone number to call with psychological pressure, and do other things when the phone. on the phone with his phobia. You can establish a phobia telephone salesman replace negative thinking with positive thinking. If using \ "\ I can do." or \ "\ telephone certain special wand" to replace \ "and the client may not want to speak to me \" or \ "\ really do not want this hotline." The study also showed that the formal training emphasized understand and accept that assessment, Application four steps can be effective in helping to overcome the salesman called obnoxious self-promotion and marketing of fear syndrome. The salesmen usually receive training in sales talks number of business opportunities, the number of transactions, and other individuals generate considerable progress has been made. Step 4 applies not only a salesman, and is equally applicable to the nature of work and dealing with people who have to depend on others. In almost all areas of success and self-promotion, as well as the ability to gain the recognition of others is closely related to their ability to work. Whether it is asking to raise wages, or for the budget, the success of self-promotion plays a vital role. Billionaire Ross. Ricupero (Ross Perot). singer Madonna (Madonna) is not necessarily the most knowledgeable in their respective industries, the most competent, most talented, made this project a success. The most important thing is that they know how to maximize their performance, and it never hesitant. They provide a valuable experience for us : Do not let fear hinder the successful self-promotion