At the salesman meeting, a salesman was asked the following questions:
Q: Who is responsible for the area and the owner of the dealer?
A: It is the dealer XXX of the XX area. (This question can be easily answered by all salesmen)
Q: What is the birthday of this dealer boss?
A: (a bit stunned) I don't know.
Q: What is the birthday of the dealer boss wife?
A: (Scratching the head) I don't know.
Q: What is the wedding anniversary of this dealer's husband and wife?
A: I know this.
Q: What is the birthday of the dealer boss child?
A: (The head has been shaken like a rattle) I don't know.
Q: What is wrong with this dealer boss?
A: (completely discouraged) I don't know.
This kind of "one question and five do not know" typical scene, in all the dealers who are dealers as the main channel, as long as they are asked, no matter how many salesmen, they may be asked to be speechless. The above scenes will repeat in nine out of ten.
Many manufacturers' salesmen, especially some salesmen, thought that they had done business for a few years. They were already in full swing and had a good understanding of the dealers. They were asked by several simple questions above, but they found themselves in the dealers. It is so familiar and strange.
Now manufacturers are moving to move the business, not only to convince the dealers, but more importantly, to move the dealers, even the basic information of their dealers are not understood, what is the starting point?
Why is it seemingly simple, but it is hard to beat most of the factory's salesmen?
It is more appropriate to describe the above phenomenon by using a book titled "The Man from Mars and the Woman from Venus" in the world. This global best-selling book explains the huge differences between the two sexes. Why do women and men who have husband and wife still have so many contradictions and incomprehension, why do the old-fashioned people become a luxury for most modern people? Why do many people who have been swearing in love each other will end up in the sorrow and pain?
Because men and women are from two distinct planets "animals." Men are from Mars and women are from Venus. Men always expect women to think and react in their way, while women want men to feel and act in their way. They completely left the difference between men and women behind.
Even couples who share the same bed and have a good time may not know each other, let alone the factory salesmen and dealers who can't stay together for a long time.
The salesman is from Mars and the dealer is from Venus!
Let's take a closer look at the differences between the "animals" on these two planets.
First, the difference in age. For most manufacturers, most of the ages range from 22 to 30 years old, and those over 30 years old are rare. Most of the 30-year-olds are at the top of the marketing team, such as the regional manager. If you are still working as a grassroots salesman in your 30s, you basically have no face to do. To put it bluntly, most of the manufacturers' salesmen, most of them are hairy guys, and to some extent eat "youth rice." Most of China's dealer groups are between the ages of 30 and 50, and the majority of people in the 30-40 age group.
It is a group of people who have passed the age of generations and are middle-aged. They are mostly after 60s and 70s. The way of thinking and behavior of this group is very different from that of the manufacturer after the 80s.
Second, the difference in family status. For the salesmen of most manufacturers, they are mostly the masters of "one person is full, the whole family is not hungry." Most of the dealers are “strong and powerful†in the family. They are the “cash cow†(CASHCOW) of the whole family. Many dealers are self-deprecating to say that ATM: a button for the family, must Can be cashed out of the "human flesh" cash machine. If the dealer is in business or physically ill, it may have a fatal impact on his entire family. The dealer group at this stage has great mental and economic pressures. And this part of the dealer, after 30 years old, there is almost no physical "parts". This is also the latter question at the beginning of the article: Ask the dealer what is the cause of the disease.
Third, the difference in social experience. Most of the salesmen of the factory are mostly a group of highly educated people. It is also a secondary school student or a junior college student. Most of China's dealers are "social universities", high school, junior high school graduates abound, and business has been a lot for more than a decade. Compared with the "small hands" of the factory's business staff, most of these dealers are "old fritters" that have experienced the ups and downs of the sea of ​​business and have been immersed in the sea for many years.
Fourth, the difference in status and responsibilities. For the salesmen who are mostly manufacturers, the position of themselves is a migrant worker, “do not play the East, play the Westâ€, not responsible for the company’s final business results, most of them do not have much responsibility and loyalty to the enterprise. At all. The dealers are completely different. They are big or small bosses and they are responsible for their own business results. Some even put on their own personal lives, business is not good, may be ruined. This kind of risk and pressure is something that the manufacturer's salesman can't really understand.
5. Differences in operational mechanisms. Smaller companies, for the dealers of this enterprise, are "big" companies that are stronger than themselves. Most of the companies in which the salesperson is located are organizations that operate on a corporatized basis. Enterprises that do not rely on corporatization operations are certainly not doing much. The salespersons, thinking and behaviors that survive under this corporatization system have obvious corporate characteristics. Most of China's dealer groups, the majority of the "male and wife shop", is only a small couple shop and a big couple shop. This is obviously different from the operating mechanism of the clerk's company, and the salesmen of many manufacturers do not understand the mystery, and some of the practices of the hard-selling enterprise can be imagined.
Sixth, the difference in business views. The salesman of the manufacturer is often confused. He admits how much money the business is doing. The dealers often do not move and are hard to be "fudged." The salesman is not clear, the dealer's consideration is the "subtraction" of the business, not the "addition" of the business, that is, how much money will be lost if the business is not done, can the money paid for it be affordable? This is the business thinking of most dealers investing in a project or product. And these are not known to the manufacturer's salesman.
The difference between the salesman and the dealer is far from the above, and I will not repeat them. For the salesperson of the manufacturer, it is very important to know the difference between yourself and the dealer. Only knowing the differences between each other and respecting each other's differences will make it possible to truly understand the dealers, know how to move the dealers, and how to manage the dealers. Because 98% of all vendor conflicts come from mutual understanding.
Salesman, please remember forever: the salesman is from Mars, the dealer is from Venus!
Rhinestone Machine,Sequin Machine,Hotfix Machine
Huagui Mechanical Electronic Manufacturing Co., Ltd. , http://www.computerembroiderymachine.com