"I'm so unlucky, I keep losing orders. （.）”

"Yes, if you don't study, you'll lose the list." Nanlin said.

"If you are depressed again, your gentle, beautiful girlfriend will accompany you to eat and drink, and you will soon regain a pleasant feeling. So, you take out the money and want to pay your girlfriend, what will she do to you? ”

"I'm so stupid, she has to rush with me! I have been in a long-term relationship with her, and we have tested each other for a long time, and I am ready to marry her as my wife! Wanzhou's words brought another burst of laughter to everyone.

"I'm kidding, you see, you choose a girlfriend not just for beauty, it's not a matter of money, it's about finding a partner for life. You can find a barmaid at will, but you can't be sloppy when choosing a wife, because once you choose the wrong one, the risk is a lifetime mistake. So, you and she have to meet both of your parents, and they will give you some of their opinions. Moreover, if the parents of the woman are not sure that you have the ability to make their daughter's future life happy, they may not agree to your union. Therefore, strategic sales is the same as finding a lifelong partner, I am afraid that it requires a large investment, multiple people participate, a long cycle, and a high risk. "I explained it clearly.

"I understand, what kind of sales do the two cases of Nanlin and Mr. Ji just now belong to?" Wanzhou asked.

"You're so quick to react. Well. That's a good question. I saw that Wanzhou was very positive, thought about it and said, "Actually, there is another way of sales that is between big sales and small sales. ”

"Then 'sell in the middle,'" Nanlin interjected.

"Hehe, it's not. It's called consultative selling. You can think of big sales and small sales as two extremes, and most sales are somewhere in the middle of the two extremes, maybe left, maybe right, so most sales are consultative sales. As I spoke, I drew a line segment on the whiteboard and marked the two ends of the line segment with transactional and strategic labels. The advisor style is marked in the middle of the line segment. "The key to success in consultative selling is to put yourself in the customer's shoes and make appropriate solutions to the customer's problems. And your plan must be better than the customer thinks. In complex procurement, customers often cannot make correct judgments due to their lack of knowledge and experience, so it is very necessary to have the help of experts and consultants. That's where the salesperson comes in. It's like when we are seriously ill, we can't just go to the pharmacy to buy medicine, but we have to go to the doctor. However, you have to stand in the customer's point of view, not from the perspective of selling the product, and objectively provide the 'prescription' to the customer, otherwise, the customer will stay away from you. It's like a doctor who prescribes big and is spurned by his patients. I don't know, did you understand my introduction? "After that, I looked at everyone.

"I see!" Wanzhou rushed to say.

"Okay, you can help me sum it up." I smiled at Wanzhou and said.

"I'll make an analogy, but I don't know if it's right! I think sales skills are like the ranks of Go, there are three levels. The primary skill, called transactional sales, wins in cost performance, which is equivalent to the three-stage level; The intermediate skill, called consultative sales, wins in the unique plan, which is equivalent to six paragraphs; The advanced skill, called strategic selling, wins in the ability to help customers succeed strategically, is nine paragraphs. Wanzhou said.

"Wanzhou has a lot of sense." I secretly admired the cleverness of my men. "Sales can be divided into three levels: 'none, yes, and none'. The first 'none' means that we have no customers in mind, only our products and prices, so we strive for cost performance. The second 'have' means that we have customers in mind and have begun to think about helping customers solve problems, so we are competing to see whose solution is better for customers. So what is the third 'nothing'? ”

"Wouldn't that be because there are no customers or products in my heart, so I simply don't do sales and do nothing, right?" Wanzhou's words caused everyone to laugh again.

"Of course not. Thirdly, 'nothing' means that we don't have any products or solutions in our minds, and we are completely open. And our customers have no worries about us and are open to us. In this realm, the two sides complete the integration, jointly solve the challenges, and ultimately make the customer and us win. That is, 'sell without selling'. I said.

"Can 'sell without selling' really do it?" Xu Meimei asked.

"In my sales career, I haven't done anything like this. I look forward to working with you to meet such sales opportunities in the future. You can imagine how high our ability is required to win the complete trust of our customers! It's like reaching the pinnacle of sales. When you look at consultants and transactional sales, you can already see that they are just on the mountainside and at the foot of the mountain. Xu Meimei looked at the ceiling, "Manager, which of our customers do you think is likely to be 'sold without selling'?" ”

"It stands to reason that a lot of them can be, if it is a big project, I think Xinyang Group is the most likely." I said seriously

"Then are the three sales methods you mentioned pulled out by the salesman in order to make more money from customers?" Ji Zong's subordinates interjected. Mr. Ji nodded at his subordinates and smiled coldly at me.

I looked at them and said, "Of course not! Your question is good though. "Selling without selling" is a kind of dialectical truth that guides salesmen to forget about sales first in order to achieve sales, and its core is customer-centric, rather than sales-centric. The reason why there are three stages or ways is also completely based on the needs of customers, because the customer's values are divided into three types: internal, external and strategic, so there are three sales methods: transactional, advisory and strategic. ”

"So what are the intrinsic, extrinsic, and strategic values of the customer?" Wanzhou asked.

"I'll use the analogy of eating, if you're hungry while you're shopping, you might go buy a hamburger. You'll choose the right price and plenty of portions. You're focusing on burgers, which is called intrinsic need. And if you celebrate your girlfriend's birthday and you may go to a candlelit dinner, you don't focus on the food, but on the dining environment, which is called the outside. If you hold a wedding banquet, you will get a star-rated hotel, because it is a lifelong event, you not only pay attention to the food, the environment, but the whole process of the wedding, expect a successful wedding, leave everyone with an eternal good memory, this is the strategic need. All three are food, but the needs are very different. Therefore, our salesmen have to adopt three different sales methods for three different customer needs. However, the higher the better, it is necessary to be customer-oriented, and it is good to be appropriate, neither too late nor wasteful. You don't have to go to a five-star hotel when you're hungry from shopping, but you can't invite friends and relatives to eat hamburgers when you get married! I replied.

"Haha!" Everyone laughed.

"Hmmm! I felt inspired. Wanzhou said. So what kind of sales do you say the two cases of Nanlin and Ji Zong belong to? ”

"Nanlin's, I think it should be a simple consultative sales. Because, he does not win in cost performance, but provides a solution to ensure quality. He focuses on the client's pre-procurement, procurement, and post-procurement processes, rather than just buying and selling opportunities. He first created a product for the customer, understood the conditions of the product, and later convinced the customer that the quality of the engineer's service is an important factor in ensuring quality. Mr. Ji's Lingbo company, I think it may be that he didn't make it clear, so it's hard for me to judge. ”

My words made Mr. Ji red-faced. Mr. Ji became angry and was about to refute, when the door suddenly opened. McJoe walked in with a stack of paper in her hand. I didn't wait for Ji Ji to speak, but immediately said to everyone: "I hope to share my sales experience with you often in the future, and we will be here first today." Mr. Mai has prepared some training for everyone, let's welcome! ”

Mr. Mai didn't expect that as soon as I entered the door, I asked him to start, was stunned for a moment, and then said: "After a while, the company arranged for all salesmen to participate in sales skills training. So, I'm not going to talk about skills today, I'm just talking about attitude. As he spoke, he asked me to send the stack of papers in my hand to everyone.

I sent it to Mr. Ji's hand, and the guy looked unhappy, as if he was going to swallow me.

Mr. Mai printed an epigram for everyone, and I saw the first paragraph written: Everything in the world is important to insist,

"Talent" alone is not enough, geniuses who can achieve nothing abound;

"Smart" alone is not enough, the unknown prodigy is like an old proverb;

Education alone is not enough, there are still many highly educated and homeless people in society;

Only perseverance and perseverance are omnipotent.

I said: "Inspiration is a science, no matter how good people are, they can't read it, and they can't learn it well." I don't get tired of reading or learning. And then form an independent discipline "inspirational". Inspirational quotes are not only to activate a person's wealth, but also to activate a person's life energy and awaken a nation's enthusiasm for creation. The loss of the power of creation is the greatest sorrow of a person and even a folk. And inspiration is to make a person regain this power. Inspirational is not to let the weak replace another person to become the strong, but to let a weak person be able to compete with the strong and have the vitality and creative power of equal strength. Inspirational is to awaken a person's inner creative power. Only the strength that unfolds from the depths of the heart, and the essence summed up by the spiritual experience, is the way for a person to truly gain dignity and self-confidence. ”

Mr. Ji let out a snort from his nose, hum.

After carefully looking at the famous quote in my hand, I began to ponder Mr. Mai's intentions again. I thought to myself: I just trained you in the technique. Mr. Mai came to add, and he must have thought that attitude and commitment were also very important. Especially now that salespeople are in the most painful period. Using famous quotes can encourage everyone to persevere. So, I said to everyone: "I have been doing sales for many years, and I have summarized a 'three C' principle of becoming an excellent Sales." ”

"Hehe, 'three C's', well, it's good to hear, it's easy to remember. Which three C's? Wanzhou said as he wrote it down in his notebook.

"One is ENT, with a positive attitude, the second is ITMENT, daring to promise, and the third is PETENCE, with great skills. So, I don't think it's enough to have a good skill, but also to have a positive attitude and be committed and responsible. Perseverance is one of the most important qualities of a salesperson. ”

After Huo Li finished speaking, Mr. Mai nodded and extended a thumbs up to me.

At this time, Nanlin asked, who is RayAKroc? Mr. Ji preemptively explained to Nanlin: "RayAKroc is the founder of McDonald's! ”

I'll start reading the next paragraph: try something extraordinary, go for a brilliant victory! Even suffering defeat is better than living in a dark light, without joy and pain, because the poor elves do not know what success is and what failure is!

―TheodoreRoosevelt

Before someone finished reading it, I couldn't wait to say to everyone, "That's what Roosevelt said." ”

Mr. Ji lowered his head, sneered disdainfully, and said, "I still need you to say, who doesn't know this!" ”

The grievances between me and Mr. Ji are tense.

As soon as the meeting ended, I was walking to the office. Hearing someone calling him behind him, he looked back and saw that it was Xu Meimei and Nanlin. Nan Lin motioned for Xu Meimei to talk to me, and he escaped by himself.

"Mr. Yin, didn't you say that you are my 'big brother' and will run customers with me? I met a client who was particularly difficult to get through. Can you help me go and meet them? ”

Others and I always call me "you", but Xu Meimei feels uncomfortable calling me like that, she always uses "you", and this little girl has always been fearless...... The two stood facing each other in the narrow aisle, very close together. I wondered in my heart: "Meimei, as soon as you came over, why did you start running customers independently?" It's not going to work, if you talk nonsense, it will have an impact on those of us. ”

"I know, that's why I asked you to help me." Xu Meimei frowned and shook her shoulders.

My heart softened and I asked, "What kind of customer did you meet?" ”

"Oh, it's called Hengtong Company, and I'll follow it in Chase." When Xu Meimei heard me say this, her eyes immediately lit up. He said the company might want to buy printing equipment. Take me to meet their general manager. However, she always kept her face stiff and didn't want to say more, so she sent me away in a few words, what do you say? ”

"Your classmates are very nice to you, what is he responsible for there?" I asked with a smile.

"What, we are classmates, his name is Peng Moumou, and he is the manager of a small department." Xu Meimei glared at Huo Li and said.

"Is Hengtong a big company?"

"Hengtong has only a few dozen people in Huping, and it is a branch of a certain company. It used to be a subsidiary of a company. Now it's a joint venture. The general manager is a woman, but she is difficult to contact. ”

"Okay, you can make an appointment with their general manager again, and I'll go with you."

"Great!" Xu Meimei leaned back, leaned against the wall, flashed her big eyes, and clapped her hands happily at me. I smiled, looked at her face and thought: This Xu Meimei, dressed so sexy and exposed, how can her personality be as innocent as a little girl.

At this time, Yang Ruyu held a teacup, walked towards him, glanced at me and Xu Meimei, who were talking and laughing, with their heads drooping down, as if they didn't know the two of us, and walked sideways between me and Xu Meimei. My heart trembled, and the smile on my face disappeared suddenly, like a cheating student who was seen by the teacher.

Xu Meimei noticed that the expression on my face suddenly changed, I don't know what was going on, she looked at Yang Ruyu's back again, and asked me in a low voice: "Strange, as soon as Yang Ruyu came, the manager's face changed, is there something between the manager and Yang Ruyu?" ”

I shook my head and said, "No." ”

Yang Ruyu turned out to be Chairman Ji's person, and I also watched the live broadcast of the power trading.

I walked to Yang Ruyu's position, she was working the farm to collect vegetables, I pretended to be the voice of the leader McCho and said, "Yang Ruyu, what are you doing Smecta." Yang Ruyu was coldly frightened and hurriedly closed the webpage. When he turned around and saw that it was me, he was angry and frightened, and slapped me hard and said, "You scared me to death." ”

I laughed: "You don't work well at work, I'm supervising you." ”

Yang Ruyu saw Xu Meimei with me, and immediately raped me a hundred times with her eyes. I pretended not to know, hid to the side and smoked, Xu Meimei was close to Yang Ruyu, but it turned out to be a hot face and a cold ass. I dragged Xu Meimei away and said, "Let's go, let's go, let's call Wanzhou, Nanlin?" ”

"I'll call them."