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By Olivier Schumacher (More) • Last updated on October 16.11.2023, XNUMX • First published on 22.06.2017/XNUMX/XNUMX • So far 4823 readers, 1159 social media shares Likes & Reviews (5 / 5) • Read & write comments
Is it possible to conduct sales calls stress-free? Hardly likely. Because the requirements for this Job are enormously high. After all, sales success is decisive for the Future of Companythat you represent.
Everyone knows pressure Seller. The majority has come to terms with it and accepts it as a natural part of their everyday work. The stress factors are as diverse as how you deal with them.
Sellers must meet targets and ideally exceed them. Their results - successes such as failures - are constantly being put to the test. They are usually mercilessly commented and controlled.
Praise and blame are as close together as Success and failure. Commissions are good for the ego, sanctions can be devastating, entail a drop in salary and thus also affect the private sphere.
Sinn and the purpose of result-oriented control systems in sales is to uncover who belongs to the service providers and who is lagging behind. They relentlessly explain who meets their requirements and who doesn't.
The omnipresent control systems can not be circumvented. But the typical traps into which salesmen can step. If potential complications are identified in advance, they are also calculated or even avoided.
the Channel customers are also friends someday. But Shop is business! seller or in general People with customers are often exposed to the psychological phenomenon of "displaced aggression". Everyone has bad moments sometimes. We are dissatisfied with our job, our employer, our Family or ourselves.
Every now and then it all comes together. In such a case it is easier for many instead of a possible one Konflikt to leave out with those who are affected, for example an outsider - and who better than a salesman here?
It can fast once happen that one Customer or a guest “explodes” and the provider doesn’t even know what’s happening to him because he can’t understand why he’s suddenly so upset. Instead of taking such a verbal attack personally, the following procedure is recommended:
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Oliver Schumacher is a sales trainer and speaker. The speech scientist (MA) and business economist (FH) worked for 10 years in B2B field sales for the branded goods industry. Today, the five-time book author gives tried-and-tested tips and strategies on the topics of acquiring new customers, offer management and price negotiation. His main clientele are small and medium-sized companies that have their own sales force. More information at https://oliver-schumacher.de All texts by Oliver Schumacher.
The anti-stress training for sellers 2 / 3: 3 tips for the "take-me-now-personal-trap" by Oliver ...... - Recommended contribution DeFgq39mxD
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