Reflections of a technician assisting salespeople in working the market
Reflections on a technician assisting salespeople in working the market
Time really flies. I have been on a business trip for 23 days, and I have not visited Xumuren for 23 days. I have missed it so much. This month my main work has been assisting my sales colleagues in intensively developing the market, targeting dairy cattle feed and pig feed. After 23 days, my main impression is that the market is really huge, and salespeople have many reasons for not expanding the market volume, but what is right in front of us is perfectly clear. When chatting with my sales colleagues, I discovered that there are two mindsets in doing sales: first, seeking stability. When the market volume reaches a certain level, your own wallet gradually grows, and at this point it feels unnecessary to invest more, so you give up continuing to develop the market and turn to maintaining the market; second, having ambition. Some sales colleagues are different. Although the current market volume is stable and the market share has reached a certain level, they want to continue developing the market because they know that "the best defense is offense." I really admire the latter, because competition in the feed industry is currently white-hot. Today's customer may be lost tomorrow. Only by continuously developing new markets and new customers can you stabilize your own wallet.
But as for me, although I am only a technician, the technical content of the feed industry is actually relatively low, so I do not have very high value content, but I am confident that if I were to do sales:
First, do not fear hardship and do not fear difficulty. The sales environment of the feed industry requires us to achieve this.
Second, developing the market requires diligence. The slow bird that starts early can still find food.
Third, pay attention to customer relationship management. Sales today is not like before, when it could be developed by just having a meal and drinking some alcohol. You must let your customer know the benefits she can gain from cooperating with you. People die for wealth and birds die for food. Although this saying sounds harsh, it is very realistic.
Fourth, assist customers in creating value. Perhaps the value of your product itself is not high. To put it plainly, it can only help farmers raise animals to grow up, but can you think of the value after the animals grow up for the farmers? For example: pollution-free, leisure type, and so on.
Fifth, sales tasks should not be about "doing sales for the sake of doing sales." People are always sending emails. Perhaps your idea is very realistic: my business volume this month reaches 500,000, or perhaps your idea is very grand: "I will have a net worth of 5 million by the age of 35." In short, people with ideas are ambitious. Since we have ambition, we must make a difference. In fact, in the process of doing sales, you will definitely come into contact with many people and things. The resources in our hands must be maximized, and only then can our ideas be realized.
Sixth, be good at seizing opportunities. In fact, to put it simply, sales work is "promoting the company's products." Perhaps this product has this or that shortcoming, but it certainly has a market where it exists. "There are no products that cannot be sold, only people who cannot sell products well." In your own market, there is demand for various trial products of all kinds. Feed that back to the company. As long as the company has profit and there is market volume, no company will fail to consider it.
Seventh, make full use of the company's resources. Because the technical content of the feed industry is low, many people are making feed, but there are very few who do it well and have a certain market share. Looking at the work of the salespeople in their companies, it is not hard to find that the salespeople who do well have their own demand targets for the company: "The company has 100,000 in activity funds. How much do you want?" Of course the company will consider your rate of return, but if you put forward your own needs, leadership will absolutely not fail to consider them.
Eighth, exactly how big is the market? This is also a question all of us are thinking about. Through this visit to our township, I found that in the townships of Tai'an there are very, very few pig feed dealers. I just do not understand: where are the pig feed products of large companies such as Liuhe and Tianpu, as well as many small companies, all being sold? In the Shandong market, only by doing pig feed well can you gain a certain influence. Shandong Tongwei's fish feed is doing well, but their pig feed is also quite good. Perhaps our market is relatively distant and complete feed has no advantage, but there is always a market for concentrated feed and premix feed.
Ninth, why do my ideas always hit a wall? Perhaps the work environment is different, but as people of the same generation, my sales colleagues and I are not very different in age. My idea is to be a bit more diligent. But the salesperson says there is no money to earn this month, so save some fuel money. But what I do not understand is that the market is yours. Now that someone is assisting you, why do you act like this? Perhaps in their hearts, all they consider is each month's money. They simply do not consider the goals for 2 months, 3 months, 6 months, or 1 year.
Tenth, where is the way out for technicians? Only after working for two years did I discover that my work is so boring, so lowly, so simple, and such a waste of life. Because the technical content is relatively low (this is the view in the minds of salespeople, because in their minds we are the ones who go to be scolded by farmers, be cursed at by others, and serve as shields), and because the company does not value us, our appearance is only to understand the problem after it occurs. As for the true cause of the problem, sometimes I understand it in my heart but still cannot say it, which makes people feel frustrated. Therefore, people doing technical work in the feed industry absolutely must not become technicians in aquaculture, because the aquaculture industry itself is an industry that has not been standardized. Compared with the pig farming and poultry industries, none of our advantages can be brought into play.
The above are my thoughts over the course of 23 days, provided only for everyone to think about, mainly aimed at people who themselves have an associate degree or above in aquaculture, have plans to engage in sales, and have their own goals.
But as for me, although I am only a technician, the technical content of the feed industry is actually relatively low, so I do not have very high value content, but I am confident that if I were to do sales:
First, do not fear hardship and do not fear difficulty. The sales environment of the feed industry requires us to achieve this.
Second, developing the market requires diligence. The slow bird that starts early can still find food.
Third, pay attention to customer relationship management. Sales today is not like before, when it could be developed by just having a meal and drinking some alcohol. You must let your customer know the benefits she can gain from cooperating with you. People die for wealth and birds die for food. Although this saying sounds harsh, it is very realistic.
Fourth, assist customers in creating value. Perhaps the value of your product itself is not high. To put it plainly, it can only help farmers raise animals to grow up, but can you think of the value after the animals grow up for the farmers? For example: pollution-free, leisure type, and so on.
Fifth, sales tasks should not be about "doing sales for the sake of doing sales." People are always sending emails. Perhaps your idea is very realistic: my business volume this month reaches 500,000, or perhaps your idea is very grand: "I will have a net worth of 5 million by the age of 35." In short, people with ideas are ambitious. Since we have ambition, we must make a difference. In fact, in the process of doing sales, you will definitely come into contact with many people and things. The resources in our hands must be maximized, and only then can our ideas be realized.
Sixth, be good at seizing opportunities. In fact, to put it simply, sales work is "promoting the company's products." Perhaps this product has this or that shortcoming, but it certainly has a market where it exists. "There are no products that cannot be sold, only people who cannot sell products well." In your own market, there is demand for various trial products of all kinds. Feed that back to the company. As long as the company has profit and there is market volume, no company will fail to consider it.
Seventh, make full use of the company's resources. Because the technical content of the feed industry is low, many people are making feed, but there are very few who do it well and have a certain market share. Looking at the work of the salespeople in their companies, it is not hard to find that the salespeople who do well have their own demand targets for the company: "The company has 100,000 in activity funds. How much do you want?" Of course the company will consider your rate of return, but if you put forward your own needs, leadership will absolutely not fail to consider them.
Eighth, exactly how big is the market? This is also a question all of us are thinking about. Through this visit to our township, I found that in the townships of Tai'an there are very, very few pig feed dealers. I just do not understand: where are the pig feed products of large companies such as Liuhe and Tianpu, as well as many small companies, all being sold? In the Shandong market, only by doing pig feed well can you gain a certain influence. Shandong Tongwei's fish feed is doing well, but their pig feed is also quite good. Perhaps our market is relatively distant and complete feed has no advantage, but there is always a market for concentrated feed and premix feed.
Ninth, why do my ideas always hit a wall? Perhaps the work environment is different, but as people of the same generation, my sales colleagues and I are not very different in age. My idea is to be a bit more diligent. But the salesperson says there is no money to earn this month, so save some fuel money. But what I do not understand is that the market is yours. Now that someone is assisting you, why do you act like this? Perhaps in their hearts, all they consider is each month's money. They simply do not consider the goals for 2 months, 3 months, 6 months, or 1 year.
Tenth, where is the way out for technicians? Only after working for two years did I discover that my work is so boring, so lowly, so simple, and such a waste of life. Because the technical content is relatively low (this is the view in the minds of salespeople, because in their minds we are the ones who go to be scolded by farmers, be cursed at by others, and serve as shields), and because the company does not value us, our appearance is only to understand the problem after it occurs. As for the true cause of the problem, sometimes I understand it in my heart but still cannot say it, which makes people feel frustrated. Therefore, people doing technical work in the feed industry absolutely must not become technicians in aquaculture, because the aquaculture industry itself is an industry that has not been standardized. Compared with the pig farming and poultry industries, none of our advantages can be brought into play.
The above are my thoughts over the course of 23 days, provided only for everyone to think about, mainly aimed at people who themselves have an associate degree or above in aquaculture, have plans to engage in sales, and have their own goals.