Waymore Tools
Today's news:
1. Global Trade Rebound: According to the UN Conference on Trade and Development (UNCTAD), international trade is set to rebound in 2024 after a significant decline in 2023. The services sector has shown resilience, whereas trade in goods experienced a substantial decline. Developing countries, especially in Africa, East Asia, and South Asia, are seeing growth in trade.
2. Green Trade Growth: Green trade has tripled in value, reaching $1.9 trillion. This growth reflects a shift towards more sustainable and environmentally friendly trade practices.
3. E-waste Crisis: The volume of electronic waste is growing five times faster than recycling rates. This poses significant environmental and health risks, with only 25% of e-waste being recycled, leading to a loss of valuable natural resources.
4. Yonhap News Agency: South Korea's ICT exports in May reached $19.05 billion, up 31.8% year-on-year. The growth rate of ICT exports has exceeded 30% for two consecutive months. By product category, exports of semiconductors (52.4%), displays (15.3%), mobile phones (10.8%), and computers and peripherals (42.5%) all increased.
5. European Union Trade Security: The European Commission is implementing tighter controls on outward investment and sensitive technology to enhance economic security. This move is part of broader efforts to improve coordination among EU member states.
6. The World Trade Organization (WTO) is set to hold its 13th Ministerial Conference in Abu Dhabi. This comes at a time when global trade is facing significant challenges due to geopolitical tensions and rising protectionism. The conference aims to address critical issues such as subsidies, e-commerce duties, and dispute resolution mechanisms.
7. Trade and Sustainability: There is a growing emphasis on integrating sustainability into trade agreements. The African Continental Free Trade Area (AfCFTA) aims to promote green investments and sustainable trade practices. The WTO is also pushing for more inclusive and climate-focused trade mechanisms.
Support LinksIf you find the project helpful, please consider buying me a coffee:
Today’s exchange rate:
1 USD = 7.255 RMB
1 EUR = 7.765 RMB
1 GBP = 9.2025 RMB
Today's Insights: 12 Thinking Habits of Top Sales
Sales is an ever-evolving process, often presenting numerous challenges. How do you plan to navigate these complexities? Instead of passively learning solutions to each problem, it's better to proactively develop a problem-solving mindset. This involves cultivating specific sales thinking habits.
Many people focus on mimicking methods and behaviors they observe in others, missing the deeper, transferable thinking strategies. Today, I'll discuss the 12 essential thinking habits you need to become a top salesperson.
1. Top Sales Essential Thinking: Sales is not about selling, but about buying with customers.
When you genuinely care about how customers make purchasing decisions and show that you are there to help them, they begin to see you as part of their team. This alignment makes achieving your sales goals much smoother.
2. Essential Thinking for Top Sales: Customers value their own conclusions more than what they are told.
People defend their conclusions fiercely. Therefore, top salespeople must learn to guide customers to articulate their thoughts and arrive at their own conclusions. This requires industry knowledge, sales skills, and a deep understanding of your products and solutions.
3. Essential Thinking for Top Sales: There are no homogeneous products, only salespeople who can't identify different needs.
Customers aren't just looking for differences; they are seeking the value these differences bring. Differences matter when they meet customer needs, so focus on identifying and addressing these needs rather than just highlighting product features.
4. Essential Thinking for Top Sales: Negotiation isn't about lowering prices, but about finding the customer's acceptable price.
The key to sales is not simply reducing prices but establishing a price point that customers recognize as fair and valuable. This is at the heart of all negotiation skills.
5. Essential Thinking for Top Sales: No one will pay just because of "friendship".
Business is fundamentally about exchange. Customers are willing to make exchanges because they perceive they are getting more value than what they pay for. Therefore, the core sales skill is to convincingly demonstrate this "more" value.
6. Top Sales Essential Thinking: Bad news early is good news.
Sales is a game with no second place. If you can't be the first, aim to withdraw early to minimize costs. This means understanding your product and market positioning well enough to identify mismatches early and move on promptly.
7. Top Sales Essential Thinking: Customers see products through a narrow lens, focusing only on relevant information.
Ninety percent of purchase decisions hinge on ten percent of product features. Customers are driven by the key benefits these features provide. Highlighting these benefits repeatedly is crucial for persuasion.
8. Top Sales Essential Thinking: When customers make a request, it's also the best time to ask for something in return.
The sales process requires both parties to incur costs. Make customers invest in the process, whether in terms of time, senior management involvement, or technical discussions. This mutual investment aligns your interests.
9. Top Sales Essential Thinking: Customers prefer to buy from those who empower their purchasing decisions.
Customers want to feel that they are making purchase decisions independently. Salespeople should frame their advantages as ideas originating from the customer, giving them a sense of control over the decision-making process.
10. Top Sales Essential Thinking: Customer objections = doubt + negative emotion.
Simply explaining away objections doesn't work, as it doesn't address the customer's emotional state. To handle objections, share their feelings (without agreeing), explore the reasons behind the objections, and address the root cause.
11. Top Sales Essential Thinking: Purchases are emotional decisions rationalized afterward with values and logic.
While it's your job to create customer impulse, you must provide logical support once they decide to buy. This includes emphasizing value, urgency, relevant cases, and necessity to prevent buyer's remorse.
12. Top Sales Essential Thinking: No one buys a product, they buy a solution to their problem.
From a sales perspective, products are simply collections of solutions to customer problems. Your task is to present these solutions in a way that addresses the customer's specific concerns, focusing on the methods and capabilities your product offers.
