First: Stare at the order These people are often novices, eager to clinch a deal, and all work is centered on orders. For the customer know very little, feel all potential customers are holding a list in their hands when they want to, when. Stare at the order, so talk about it, without quality, price and delivery, can only rely on these to attract customers. In the end, it's only a matter of price to get the order. In the negotiations, some of them tend to "face-to-face", with customers, more hard, or relatively soft, seeking a single, be used by customers. At this stage, the salesman is full of momentum, but repeatedly encountered setbacks. Gradually understand the importance of skills, and began to pay attention to learning skills. has just entered the society, the individuality is full, still is not able to cast aside "ego center".

   Second: Staring at customers After a few years of work, we gradually understand that orders are under the customer, winning a customer is much more important than an order. The effort to develop a new customer is to maintain a good many times the number of loyal and old customers. Each customer's acquisition cost is very high, the customer has its lifetime value, do lose a customer's loss is very big. So they strive to establish a long-term relationship with their clients. They start to think seriously, what are the customer requirements for the supplier, and what is the customer's demand? Try to meet the needs of customers and strive to maintain a good relationship. When they negotiate, they tend to take into account different aspects of customer needs, as well as customer business, so the service is more thoughtful. The relationship with customers is also relatively solid, customer general wastage rate is very low. In the negotiations, they try to cultivate and customers "side by shoulder" rather than "face-to-face", to win a winning, properly handle disputes, both for the interests of the company, but also take account of customer relations. This stage of the salesman, gradually understand that sales skills that psychology. They are in practical use, skills gradually mature, can put aside the "Ego center", Understand the "She" of the truth, and gradually establish a better relationship with customers.

   Third: Staring at the market When the salesman further grew up, they found that the decision to sell is not the number of customers, but a market capacity. If a market is not very big, a key customer may be done, why do you have to find more than 10 customers? The number of customers is not critical, effective coverage of the market is the key. If a customer can cover most of the market, don't think too much. Otherwise, if they kill each other, they will get the price down; customers too much, maintenance too tired. So they are very concerned about the quality of customers, and make every effort to cooperate with customers in the local market expansion, grow together. The relationship with customers is very close, we plan together, discuss, mutual support, like a team, the relationship between the two sides is very solid, other suppliers basically no chance to insert in.

   Fourth: Stare at yourself Further growth, they will still encounter strong competition, understand a truth, a lot of sales results depend on the factors outside the sales capacity, such as product research and development capabilities, whether marketable, quality is acceptable to the market, the price is competitive. They gradually understand that amending, most of the lost single, their skills are no problem, but because of the competitiveness of the problem, only to completely improve their core competitiveness, to protect the business. Only by defeating oneself can we defeat the opponent. So, they focus on building their core competitiveness. In the relevant market segments, the establishment of a strong core competitiveness and advantages, but also to achieve the outstanding performance of the industry.

   Fifth: Staring at the trend Although the achievements of the industry leader, they found that their development is inevitable to meet the ceiling, and even some companies are not very strong operating capacity, but they stand on the tuyere, take-off up, so they found that the original trend is very important. The need to choose a fast-growing, and potentially large market capacity of the products and industries, for their own sales performance is the most decisive. As a result, they gather information, keep thinking about trends, and try their best to move ahead of the trend, when they even start sifting through customers.