I have been doing sales for two years and I feel that I have taken many detours. I am writing them down now to give you some advice. Myth 1: You cannot do sales well without words and skills. When I first started selling, I thought skills were very important, so I worked hard to learn skills, such as gestures and tone of voice. The more I learned, the more tired I became, and the less confident I became. In the past, some managers asked us to memorize words and follow the words they gave us, but I always felt like I had a clamp on my mouth, and the words I said didn't sound like my own. At the end of learning, I didn't dare to speak. Two words: "uncomfortable". I know a sales elite at Alibaba. He stutters when he speaks, and when he tells a joke, others have to laugh with him. However, even such a person without sales talent has never fallen out of the top three in sales performance. Because he is too hardworking. He can go to three cities a day. When others go home, he may just get on the car on the way back. After a period of time, he has accumulated the most customer information. Myth 2: Only by finding senior executives can we make a deal. We all advocate finding decision-makers and key people in sales. But not all key people are necessarily bosses. Especially in some large companies, their department managers have certain decision-making power. Moreover, the bosses of large companies are very busy and it is generally difficult to meet them. It is not always the case for small companies. There are many family-owned enterprises in China now, and the boss's spouse, relatives and friends may influence the results of the order. Therefore, sometimes when the order is not going well, you can consider starting with the people who have influence on the key person and indirectly achieve the goal. At the same time, you should pay close attention to these sub-key people around the key person, and strive for their support if conditions permit. Even if they do not support, you should make them neutral, otherwise there will be endless troubles. There was once a deal that was made by a new salesperson. The newcomer worked in a newly established small company and visited a company with sales of billions of yuan one day. At first, he found a clerk in the company. The newcomer did not quite understand the importance of key people, so he gave her a very hard demonstration. He also learned about the company's organizational structure and background through this clerk. Later, this clerk was transferred back to the headquarters, but recommended to another business manager. This business manager is actually just an ordinary sales representative. At that time, the newcomer didn't know much about sales, but he still worked hard to communicate with the business manager and recommend their products. The business manager agreed with the product and recommended it to a vice president. Later, the vice president reported to the headquarters, and after the headquarters approved it, the order was given to the newcomer. Some people may think that this cycle is too long, but the actual situation is that even if you find the company's decision-making level directly, they will push the matter to the department in charge, and once the decision-making level rejects you, your chances become very slim. In fact, the newcomer didn't visit this order many times, but the development of this matter requires a process, and this process is normal. Let's think about it. If we have a few more orders like this that are likely to be closed every month, the efficiency will not only not be reduced, but will have better results. Misconception 3: There is a fixed good answer to every question of the customer. In fact, it is not. Because first, each customer has a different temperament and cultural background, and the time and surrounding environment of each visit are also different. Things are constantly changing. Only in specific occasions, some words are more effective. For example, some customers like to argue. The more you say your product is good, the more they will say your product is not good. Some people like you to talk about business with them as a joke or as a friend, while others like more professional rhetoric. If you only memorize one rhetoric and cannot use it flexibly, you will be very passive. So you can learn the answer to each question. These things are like your weapons. Use whichever one is more useful when you go into battle. Myth 4: Praising customers more can get more orders. You may be able to close a deal by slamming the table and cursing with customers while drinking, but this trick is not in any textbook. You can even put on an apron to help customers cook a sumptuous dinner to close a deal. It is also possible that you and customers will have a fight over something. When you call again in the future, he will actually say that if it is convenient for you, come over today to sign the contract. All impossible things can happen. People are emotional animals, not robots, so if you think you can win orders just by praising, you are wrong. Some people like to hear you say something that sounds more real and euphemistically reflects their shortcomings at certain times. They think that this makes you a real friend and you are more approachable. The customer suddenly felt that this guy had the same temper as him, which was great, so he immediately became friendly. The two of them sat down and had a long talk. After talking for a whole morning, the contract and the check were written. In a word: sales is an activity between people, so you must be flexible, flexible!