Thomas Edison said, "Genius is 1% inspiration and 99% perspiration. Accordingly, a 'genius' is often merely a talented person who has done all of his or her homework." But in sales, 1% talent should be not only the careful observation, but also the understanding of the customer's psychology and needs. And 99% perspiration lies in the capabilities of making market analysis and sales strategy, and of course, the salesman’s perseverance. I am a Bonwin senior salesman - Xu Guoqiang.

Ten years ago, I joined Bonwin, the manufacture of hotel locks then. After a month of internship, I was assigned to some regions including Nantong, Yancheng and Lianyungang for sales. As the saying goes, the difference in profession makes one feel a world apart. Although I have had sales experience, selling electronic door locks  is a new area and challenge for me. At that time, I didn't know what to do, and I was confused for a while.

However, I cherished this opportunity and wanted to make a performance to prove myself. I thought the high challenge would bring a high return and this sales area might give me a surprise. Subsequently, I carefully analyzed the market situation of the three regions and made the corresponding strategies. Specifically, the economy of Nantong was better, then I chose to put my attention to the Nantong market at first. I developed a "three-step plan". Firstly, I visited the regular customers in order to deepen the customer's trust in the brand. Secondly, there was no engineering information provided, I could only go to market every day to find some targeted projects. Inevitable frustration couldn’t beat me and I still insisted on visiting. Thirdly, I worked with local agents to develop the market together.

As the saying goes, ‘no pains, no gains’. Half a month later, I signed the first contract with my effort. It is very important for me to sign the first contract because it is not only for my affirmation,but also reflects the customer's trust in me and the company. Such a good start brought me a lot of confidence as well as powerful power, which made me faster to become a good salesman. Therefore, I have always insisted on this way of sales. In the past 10 years, I have won the ‘annual sales champion’ awards for several times.

I do not believe that there is someone that is born to be good at sales. But I do believe that the successful sales are not decided by eloquence but hard work and persistence. If you do not work hard and just blindly rely on luck, you will not get long-term and lucrative return. Only working hard will you achieve success. Indeed, being a salesman can train all aspects of one's ability. I have worked for 10 years and handed out a satisfying report card. Isn’t it the strong evidence of my effort and perseverance?