The eighteenth round, riding the wind and waves

Tong Ping said, "That Wang Balamb lacks a holistic view, always sees his own small benefits when doing things, in my opinion, what he is better than you is his industry experience; Let me give you a revelation, do you think I am a salesman and contact ALAIN at the same time, what do you think is the difference and gap between the two of us?"

Wang Sen thought for three seconds, "Mr. Tong is more about grasping the needs of this customer, and then thinking about how to import this demand into the company's business?"

Tong Ping smiled slightly, and Wang Sen continued, "The difference is that you look at this problem from the perspective of direction, and the difference lies in your sophistication, social experience, and extensive contacts. ”

"You can teach, yes, you got to the point, the difference in life experience, resulting in the problem of not understanding the problem of life viewing, in the shopping mall crawling a lot, you know the customer's quasi-needs, but also accumulated a wide circle of contacts. Another point is that people's strengths and weaknesses are clear at once," Tong Ping said with a smile.

"Dare to ask how to understand your so-called strengths and weaknesses," Wang Sen asked.

"For example, when you came to the company for a year and a half, I intended to promote you to the head of the scooter division, but at that time you were mainly just graduated from college, and you didn't know much about the product and the industry, so I let go of this idea and let you hone more, your strength is to dare to fight, not afraid to break the rules, this is actually the details of leadership, because the result of this dare to fight is that there are a lot of people around you who don't understand, because you have the same belief, to do one thing, the direction is there, and the motivation is enough; But people like you often don't think about problems in enough detail, and they don't think about things well enough; Zhou Hua is only better than you in the details and slicker than you, which is far from enough, because if you want to establish yourself in the mall, you must have enough leadership, do you understand what I mean? Tong Ping said meaningfully.

Can I understand it this way, "Leadership brings all the resources together, the directional things you can see the things that are in the door; The details are that you don't make mistakes in the process and make the customer accept your favorability. Wang Sen asked.

"Young man, very savvy, you can go to do this project, if you have any questions, call me directly, I know my personal number, you know it, you have time to go to my house for tea, do you have anything else?"

"Let me think about it, Mr. Tong, thank you for your time. When Wang Sen said this, he suddenly saw a woman walk in, she smiled at Wang Sen, and sat on the sofa next to him.

"Tong Hua, my daughter, you know each other, communicate more in the future," Tong Ping said to Wang Sen.

"This is Wang Sen, the head of the scooter division, you are colleagues, we met today," Tong Ping said to Tong Hua.

"Hello, Tong Hua, "

"Hello, Wang Sen. ”

In the process of team building, the strategic direction of the leader is very central, but in your team, if your team members fail to complete the tasks you assign, then it will fall short, Wang Sen secretly thought.

But that's just the general direction, but the time to fight is coming soon, what else do I have to prepare? Wang Sen walked gently to Wu Xiao's side.

"What is missing from our team", Wang Sen asked directly.

"Why did you ask this question all of a sudden," Wu Xiao said inexplicably.

"What do you think of my shortcomings, Wu Xiao?"

"How can you let me answer your question?" replied Wu Xiao.

"I've been with you for 2 years, what do you think is wrong with me? Wang Sen asked.

"I feel like you can't be still, and you feel impetuous, and as a friend, I'll tell you. Wu Xiao replied.

"By the way, you get to the point, but what I need is an efficient team, if I'm impetuous, I'm going to be an independent hero, in fact I'm not a hero, I'm part of a team, I don't think I can do anything without you. Wang Sen said softly.

He continued, "Let's go outside." ”

The French ALAIN customer will arrive at the company on May 16th, and today is May 11th. He's ready to move, he doesn't want to lose, so he has to make things happen.

Wang Sen deeply knew that although he was in the rivers and lakes, he was not a complete person in the rivers and lakes, and he only wanted to use Tong Ping's resources to complete the turnaround of this matter. Sometimes, although Tongping's background or network does not play a role in the business process, but you must grasp this kind of workplace interaction, when you need resources, it is undeniable that this is the best resource, but if you make a mistake, maybe the next day others will look at you with gray.

Besides, Wang Sen Xiang Xiang has different qualifications like Tong Ping, but I'm afraid that he may not have the same ending as him.

Tong Ping has the title of CEO of the company, and what he needs is a variety of financial means to raise funds, while Wang Sen is just an ordinary salesman, and his intelligence is to acquire customers, and they are completely different fields.

But they all have the same essence of strengthening themselves and then bringing in new blood. But because of the different positions, the nature of their work is completely different.

He hopes to solve the problem independently--- obtain orders from French customer ALIAN, as long as there is a difference in the order, then Tong Ping is bound to support him.

HE HOPES TO SOLVE THE DOUBTS OF THE CUSTOMER ALIAIN AND ACHIEVE CUSTOMER SATISFACTION.

Wang Sen and Wu Xiao sat in the conference room.

Wang Sen and Wu Xiao have worked together for 2 years, from strange to familiar.

The two worked together in Hangzhou-Air Trading, experienced different workplace ups and downs, and suffered and enjoyed together. Therefore, Wang Sen hated to be familiar with Wu Xiao's talent - Wu Xiao was more thoughtful and cautious.

He also needs Wu Xiao to give him some inspiration, which comes from Wang Sen's persistence and sensitivity to the details he does.

Between people, there are too many things about affection, but the problem of attitude is another matter, but when they face the fierce Zhou Hua together, they must achieve the coordinated operation of the wolves.

If you have too much recklessness, close to the workplace, you must lose all the pleasures of freedom, freedom, etc., otherwise you will be in two different worlds... That's the law of wolf nature.

Born from the heart, luck comes from the times, the customer is in infinite variables, if you can't learn to live, then all the problems will become a mess.

Has Wang Sen's fire arrived? Is the time ripe? Has the tide turned against him?

"I WANT TO WIN ALIAN, BUT I DON'T WANT MY HEART TO BE HIGHER THAN THE SKY, MY LIFE IS AS THIN AS PAPER, I NEED YOU TO GIVE ME SOME ADVICE, SO THAT I CAN DO A GOOD JOB," WANG SAID.

He continued, "Because I know you well, so I don't need to talk to you secretly, Zhou Hua personally put on the battle, he has an industry background and product concept, I believe it is much deeper than me, now I want how to do my best and outwit this customer." ”。

Wu Xiao said, "ALIAN IS ORIGINALLY A PIECE OF FAT, WHOEVER HE CHOOSES, WHO IS THE POPULAR FIRST BROTHER." He doesn't choose anyone, it can only mean that the corresponding salesman does not understand his needs, and will be judged as a spare tire or a backup, which will affect the small circle of scooters. ”

"You're saying we're going to put ourselves in the customer's shoes, but the customer gets millions of emails every day, and he's losing interest in the selling point of the product, and we're looking for a new requirement that fits his selling point. Wang Sen asked.

"You think so thoroughly, clearer than I think, but you are a little impetuous,", Wu Xiao said bluntly,

He continued, "You've figured out how to conquer it, assign me some tasks, let me do it," and he already saw that Wang Sen had an idea.

"YOU SHOW ME ALAIN'S WEBSITE, YOU GIVE ME THE MISSION AND POSITIONING OF HIS COMPANY, AND SEE WHICH PIECE HE FOCUSES ON. Wang Sen said.

"ARE YOU GOING TO ASK ME TO STUDY THE INFORMATION RELEASED BY THE CLIENT'S WEBSITE AND OTHER GOOGLE AND GIVE YOU ADVICE?" ASKED WU XIAO.

"Yes, I want you to give me a full range of information, including product details, product ranges, solutions, company introduction, bidding, distribution, company organization, etc., to give me comprehensive information. Wang Sen returned.

"The most important thing is the news column, I want you to give me an excerpt of the full news page and print it out for me, if there is something I don't understand in French, go to Google Translate first, and if there is something that doesn't work, come to me. Wang Sen continued.

"Why are you doing this?" Wu Xiao asked.

"For no reason, I just want to know the client's business strategy, and if I can find an entry point for this strategy, and then form a stable line of thought," Wang said.

"Wang Sen, you think so far, I'll give you the information you want as much as possible?" Wu Xiao said sincerely.

"The other thing is that we're going to evaluate this thing, and in terms of effectiveness, I'm going to do a full execution, and we're going to have five days to do a full evaluation. Wang Sen replied.

"I'm going to make a fuss about the effect, and the effect is judged by four aspects: 1. Customer's word-of-mouth; 2. Marketing creativity; 3. The size of the customer; 4. The customer's team. Wang Sen continued.

Explain," Wu Xiao asked.

"Customer word-of-mouth, this is easy, SEE THE SOLUTIONS POSTED BY CUSTOMERS FROM FACEBOOK, to grasp the needs of his customers, so as to understand the products, services and quality; Wang Sen paused,

From the point of view of marketing creativity, a good product has only one selling point to impress the buyer, you can look at his information, and then find his professional direction, for example, he is an engineering company, obviously his specialty is installation, this is his foothold. Then I thought about how I could describe the selling point of this kind of professionalism in French, so that the customer could be impressed; If his information is scattered, then his sales direction is disorganized, and then I need to find the main vein, imagine that as a buyer, he only focuses on this specialty, and no one takes the time to wait for you to train and then provide services to him, so professionalism is the best marketing."

He went on to say, "In the end, how big is the size of the customer, the large company has enough people, the interest appeal is too much, the small company is concerned about the point, the large company needs to consider an order in a cycle, and the frequency of the transaction of the small company is relatively fast;"

As for the client's team, it is the cross-departmental design, analysis, communication and exchange that he can find when planning the client, and the communication entry point that can be found under the definition of the client's size. Wang Sen added.

"It's so abstract, I'll do things first, and then I'll communicate later, by the way, I'm going to do your business today, I don't have time to buy groceries, I'm going to your house for dinner today, ask Bing'er to prepare more meals, I'll take Sisi to your side with me. Wu Xiao turned around.

"Okay, tell Bing'er to buy more vegetables, I remember Sisi eating chocolate. Wang Sen replied.

When facing large customers, it is always necessary to involve comprehensive analysis, market cycles and other elements, how can such mainstream customers be well informed?