We often say that "opportunities are only given to those who are prepared" and that everyone will, but not many people actually use them in practice. Many people are complaining about why others are so lucky, but they never give themselves a chance. In fact, there are opportunities every day, but you don't grasp them well.

Some salesmen have good performance every day and their position in the company has been promoted step by step; But some salesmen just envy other people's performance, and their sales performance is always stagnant. What bothers them every day is: Why is my luck always so bad? In fact, when facing everyone, everyone has equal opportunities, depending on whether you are fully prepared. Only those who are fully prepared can better grasp the opportunity.

Some salesmen always have some confident psychology when selling products, such as "will he like our products?" "Can I negotiate with him successfully?" "Will I lose this order?" ……

Why is this happening?

There is a simple reason. The strength of preparation is closely related to the seller's self-confidence. Sellers who think they are well prepared are often confident. On the other hand, unconfident sellers are often not fully prepared. At least he subconsciously knows that he didn't do his best to prepare. It can be said that the self-confidence without any preparation is only on the surface, but in fact, the heart is empty, just like a paper tiger. Looking at it, it is actually broken when it is stabbed.

Only when you are fully prepared every day will you not be confused when the opportunity comes; Enrich yourself, when the opportunity comes, you will seize it and make your performance by going up a storey still higher.

[case study]

Xiao Wang is a sales representative of a large flower company. She has been following a big customer. This big customer mainly does wedding projects, so he orders a lot of flowers almost every day. Seeing that the one-year contract signed by the two companies expired, Xiao Wang raised the issue of renewing the contract with the customer one week in advance.

The customer's reaction is a little hesitant, and then he will reply to Xiao Wang and go to the customer company with a new cooperation plan a week later.

A week is coming. Xiao Wang not only met the customer representative in the meeting room of the customer company, but also met another competitor. This surprised Xiao Wang a little: we have been cooperating very well. Why do customers have such measures and should not want to change suppliers?

The customer read the two cooperation plans over and over again and asked Xiao Wang, "Does yours seem a bit like last year's?"

Xiao Wang answered frankly: "Oh, yes, because we had a good time together this year, so I think this model can be continued completely." Of course, it is impossible to say that there is no change at all. I just did some processing on the basis of last year's business plan, because our pattern varieties will be more than last year, and the range of choices will be wider ... You can see that the red ones are all new projects. "

Then, the customer turned to the representative of the competing company: "The projects listed here are really novel, and this is the first time I have seen such an idea."

The representative of the competition company smiled and made a further explanation: "Teacher Liu really has a unique vision. Such a project has never appeared in China at present. After all, being a market requires market acumen. When I was collecting information, I came across a successful case of a foreign company. At that time, my reaction was the same as yours, and I felt that my eyes were shining. Therefore, I have collected, read and studied a lot of information in this field, and found that it is not appropriate to mechanically apply it to the China market, and it may not be able to achieve the same successful results. Therefore, I also made an understanding and analysis of your company's operation mode, and finally formulated this project that can be said to be tailor-made for your company. In this process, I analyzed your company's operation mode without your permission, and I apologize for this ... "

The dignified expression of the customer suddenly dispersed: "Where, where, I will not blame you, but I am also familiar with talents like you. To tell the truth, our company is also planning how to add some new projects and intensify innovation in the near future, and we can't always operate mechanically like this. You just solved this problem for us, and I'm afraid only we dare to do this bold project in the market, haha ... "

"Of course, for a powerful company like yours, this project will definitely have a great impact on the market ... When the first shot is fired and other companies react, I'm afraid it's too late, and your company already has enough competitive advantage ..."

Xiao Wang thinks he is an unnecessary person. From the conversation, he already knew that he had lost.

Xiao Wang's failure in the case is that his attitude towards customers deviated from the right track from the beginning. We might as well analyze it from the following points:

The understanding and positioning of the relationship is inaccurate.

No matter how smooth the cooperation is, especially after the contract is about to expire, the previous relationship with customers should be repositioned. The contract has a time limit. Once the contract expires, this customer is your new customer.

It's too simple to think about renewing the contract.

Renewing the contract is definitely not just about changing the date to a future-style new area under the original contract. At this point, Xiao Wang's mentality is a bit vague. He made some preparations, but it seems a little hasty. Obviously, Xiao Wang's preparation work is insignificant compared with his competitors. From the case description, it is easy to find that Xiao Wang was too confident from the beginning. He didn't think the customer would find a new supplier until he saw it with his own eyes.

I didn't think what the client thought.

In Xiao Wang's view, "we have been cooperating very well ..." Therefore, he thinks that everything goes well during the contract period of the customer means that the customer is very satisfied with the current state. Actually, otherwise, which customer doesn't want his career to develop and his interests to be expanded? On the contrary, competitors took advantage of this and Xiao Wang's "reckless" wrong mentality.

In the preparation stage, insufficient psychological preparation leads to behavioral defects and failures, so the failure of sales is doomed from the beginning.

[Skillful touch of gold]

In the sales industry, we often see the phenomenon in the case, which is also a common problem of many salesmen. They pay too much attention to customers' dependence on themselves, ignore customers' ambitions, and despise competitors' abilities ... It is precisely because their psychological understanding is not in place that they can't spend ten times as much effort as others to prepare.

Sometimes you will lose even if you prepare hard. Why?

Because when you prepare a point, others prepare three points, so you lose; You said I worked hard, I prepared ten points, others prepared twenty points, and you still lost.

How to prepare to increase the odds?

Opportunities are often for those who are best prepared. Don't always think that your preparation is enough. Even if everyone else has only one point, you have to work hard for ten, twenty, fifty and one hundred points.

Everything is just because the more prepared, the greater the chance of winning.