Recently, the weather has changed a lot, the morning is still like summer, the sun is still a little roasting at noon, and the evening wind is already cool, and people who come out for a walk have to put on another dress. The leaves are not so dark green, but a little yellowish around the edges.

Ever since I received the remittance from Chase, Yu Nan has been calling my mobile phone to check my progress in Shanghai. I was prepared and gave Yu Nan a Shanghai number. It was a phone call from a friend of mine in Shanghai. My friend transferred the call to my phone again. As long as Yu Nan hits, he thinks I'm in Shanghai. It's been a few weeks, and there are no flaws.

On this day, as soon as I put down the phone, I saw Nanlin walking past his door. I remember that Xinyang Group had made new progress, but I didn't know the recent news, so I shouted to Nanlin: "Hey! Xinyang Group, what's wrong? ”

Nan Lin turned around, leaned against the door frame, poked his head in, and said to me, "I have made an appointment with Director Ding of the Procurement Department, you can go with me." ”

I beckoned Nanlin to come in and talk, and motioned for him to close the door.

"What's Director Ding like? How old are you? ”

"I haven't seen it either, it's just a phone call, but it's a woman, what's wrong?" Nanlin said.

At this time, Yang Ruyu walked in and said, "Mr. Yin, it's time for training!" ”

In the large conference room, I saw Wanzhou, Yan Ning, and Xu Meimei, three newcomers, sitting in the inner corner of the conference room, far away from Mr. Ji, so he beckoned to Xu Meimei and said, "Everyone is in one department, no distinction between old and new!" Come and sit closer. It seems that our team is growing day by day. I smiled at everyone and said that I wanted to arouse everyone's feelings, but the salesmen did not have a positive reaction to my words, and they drooped their heads, as if the meeting had delayed their time, and they looked reluctant.

"This month, we have two salesmen who signed orders, and they are the subordinates of Ji Zong and Ji Zong. Today, I would like to ask them to talk to you about their feelings about signing orders, we should communicate more often, this is the first time, and we will do it often in the future. With more practice, the skills can be gradually improved. Yesterday I thought of a solution, called the 'Big Brother Plan', Mr. Ji and the two of you will start tomorrow, when you run customers, take Yan Ning and Wanzhou. I took Xu Meimei to run customers, and I have a list this month, forget it, your brother is busy with his own business first, don't bring newcomers first. ”

"Good, good, good." Mr. Ji nodded busily. In fact, I know that he hates me for getting close to McCho, and McCho deliberately makes things difficult for him in front of everyone, and he must think in his heart that he must make this breath at the right time.

After a while, Mr. Mai will also come to say a few words to everyone. Okay, let's talk about it first, everyone is welcome. "I clap my hands, please give the plan.

Mr. Ji straightened the collar of his suit, put his hands on the conference table, looked at the new Wanzhou Yan Ning Xu Meimei next to him, looked at me again, and asked, "Which order should I start with?" ”

I thought to myself: What kind of garlic do you put it? Didn't you *** sign two broken small orders, as if there are too many to count. But he said, "You can start with anything, but let's talk about how it feels to win an order." ”

"Okay, I'll talk about the order with Lingbo." Mr. Ji looked around at the people around him, his eyes blinking quickly, as if he was reminiscing.

"I think it's important to gain the trust of our customers, so the first thing is to build a relationship with them. The other party is in charge of an American, and when I chatted with him, I knew that he loved to play tennis, and it just so happened that I was also playing tennis, and I also knew that Mr. Mai also loved to play tennis. Later, on the weekend, I made an appointment with the client and Mr. Mai to play tennis together. In the process of playing, everyone casually chatted about business. After the game, Mr. Mai also invited the customer to drink coffee. Not long after that time, the order was signed. Xu Meimei and the salesmen I pulled from Datong had their eyes wide open, and they were already listening, and as soon as Mr. Ji finished speaking, she looked at the people around her, raised her two hands, and was about to applaud. I glanced at her coldly, Xu Meimei shrank her neck and withdrew her hand.

Xu Meimei and others, who came from Datong Guò, spent a lot of thought and secretly transferred some of the following projects. It's just that Director Gong has also fulfilled them, Director Gong thinks that the thoughts of Xu Meimei, Wanzhou Yan Ning and others are all on me, Director Gong drove me away, and naturally thinks that unless I want to drive away the rest of my party, there is still a bane in the office over there, and when I heard that my people quit one by one and automatically resigned, Gong Xin's wife's face burst with a smile!

Hearing Mr. Ji say this, and seeing the reaction of these people, I regret that I didn't organize it in advance. Mr. Ji got this customer so easily, and he didn't use any sales skills at all. Instead of inspiring everyone, it has a negative effect. Other people's customers are not as good as Ji Zong, and the customers are the boss's arrangement and cannot be changed by themselves. Especially for the newcomers who have just come in except for Xu Meimei and Wanzhou Yan Ning, they will feel that success in this department depends on luck, and poor performance is because they have not received good customers. I definitely didn't want the salesman to come to such a conclusion, but Mr. Ji's triumphant introduction produced such a result. I pinned my hopes on Nanlin and said to him, "Is there a more tortuous story?" Nanlin, tell me about the list of the design institute you just signed. "I also participated in this list of Nanlin, my intention is to let Nanlin share my experience, and secondly, to show everyone my role in this order. I'm anxious to establish my authority in the hearts of salespeople. Take advantage of this opportunity to kill two birds with one stone.

Nanlin received my encouragement and began to tell the story of his winning single. As he spoke, he kept gesturing: "This client of mine is an architectural design institute, and they plan to print printers. When I showed them the product, the customer took out a drawing that came with it and asked to test it on the spot. It was a blue drawing, and after our engineer read it, he secretly told me that although our equipment has a blue elimination function, the color of that drawing is too dark, and the effect after scanning and printing with our equipment must not be good. I will first find an excuse, don't do the on-site test right away, otherwise, the customer will see that the effect is not good, and the business will be yellow. However, the customer insisted on seeing it, so we had to test it on the spot. The customer brought back the test sample, and there has been no news since. ”

Xu Meimei grabbed the clothes on her chest with one hand and her cheeks with the other, and her expression kept changing with Nanlin's storyline. Yan Ning and Wanzhou were also deeply attracted. Ji Zong and his men chatted quietly on the side. I glanced at Mr. Ji and knocked on the table to alert them. He hurriedly said to Nanlin: "Tell me how I analyzed it with you later?" ”

Nan Lin continued: "Okay, when Mr. Yin and I discussed, this list was always delayed. Just come with me to visit customers. Later we learned that our rival Chase boasted in front of customers that their products were not only clearer than ours, but also cheaper. The customer wanted to compare the results of our Yongen and Maxus products, but Chase did not have a demonstration device, and only went to a graphic store to use this equipment. However, the location is far away, and the customer is busy with work, so he has not had time to test it in person. And so it dragged on. ”

"I was in a hurry and immediately asked Nanlin to take the initiative. I asked the customer to return the drawings again, and asked the engineer to re-debug the equipment and print the best results. "I was a little impatient and chime in.

"Later, the engineer said that in terms of technology, Chase's equipment could never be clearer than ours. I have the bottom of my heart. Let Nanlin pretend to be a customer and go to the graphic store in Chase to print that drawing. As a result, our clarity is still slightly better than Chase's. As soon as I said this, Xu Meimei couldn't help but slap her face. I said to myself, this girl is really enthusiastic. However, with their encouragement, my heart is indeed happy. Seeing that I was always interjecting, Nan Lin suddenly understood that the role of the manager should be emphasized, and that he could not just look at himself. He continued: "Mr. Yin specially instructed me to issue an invoice at that time, so that I could prove the place and time of printing. Finally, I handed over the two printouts to the client for comparison. Moreover, I also remind customers that having a good engineer to debug and maintain is the guarantee of better equipment effect. Customers see the difference not only in the equipment, but also in the service. And service is one of our strengths, and later although our price is expensive, we still purchased Yongen equipment! ”

"Okay, thank you Nanlin!" As I spoke, I applauded Nanlin. Wanzhou, Yan Ning, and Xu Meimei all applauded. Ji Zongze tilted his head and slapped his face twice with a questioning expression. His men even lowered their heads, as if asleep. I knocked on the table again, and Mr. Ji's subordinates raised their heads. I say:

"Let me sum it up. First, we have to think about the customer, the customer is busy, we will do the test for you, and we have to issue an invoice to confirm that the test is fair. Second, to strive for the assistance of engineers, but also to emphasize that good service is the guarantee of the operation of the equipment. Highlight the strengths of our Won. Third, it is our self-confidence, perseverance and serious attitude that have moved customers. This example shows that we are not much different from our competitors' products. But salespeople vary widely. If you can take the initiative and meticulously provide appropriate services to customers, and even do something extraneous for customers, you may win the hearts of customers. Let our customers believe in our strengths and ultimately win. Sometimes, people play a bigger role than products! ”

Seeing that everyone kept nodding, I really wanted to get them convinced as soon as possible and gather the salespeople firmly around me. If I can get the recognition of these salesmen other than Wanzhou Yan Ningnan Lin and Xu Meimei, I would rather pay more. He also emphasized: "I hope that if you encounter any difficulties in the future, you will consult with me." I am willing to help you and take the order down with you. You know sales is hard work, and you can't just drink coffee and get a deal. ”

"I disagree!" Mr. Ji obviously felt that my last sentence was aimed at him, so he immediately pulled down his face and said. Ji Zong's words shocked the audience. It attracted everyone's attention.

"I don't feel like I've had an easy deal with every deal. I do it for big foreign customers, drinking coffee and playing tennis, which is the way they like. And I also use our senior leaders to communicate with them, which will be more convenient and direct. Am I wrong? Mr. Ji asked me by staring into my eyes.

"I didn't say you did something wrong, but we wanted to hear some tips that you could refer to, and you didn't." I was a little confused by Mr. Ji's sudden questioning, and I couldn't find the key for a while.

"So what do you think is the difference between the skills of being a big customer and a small customer? Big customers don't just care about what you like about him and run errands for him, right? "Mr. Ji is reluctant to show weakness.

"First of all, I want to correct one of your mistakes." I say. "Big account sales and big sales are two different concepts. Although the Lingbo company you made is a big customer, you only sell hundreds of thousands, which is a small sales. Therefore, large customer sales do not equal large sales. Okay, so should your question become what's the difference between big sales and small sales? ”

"That's right, that's what Mr. Ji meant." Nanlin was very interested in my topic, so he couldn't wait to say. Ji Zongze frowned and listened with a questioning expression. I looked at my watch and said, "It's not early today, Mr. Mai will come to give you training in a while, this is a complicated issue, I don't know if I can finish it." ”

"Tell me, we want to hear it! If we can't finish listening, we won't eat. Xu Meimei said.

I smiled and said, "Okay, I'll talk." Big sales vs. small sales, or big sales and small sales. Large sales are aimed at the large purchase of customers, because the amount is often large and the risk is high, so there are many decision-makers involved and the cycle is long, while small sales are on the contrary, the amount of customer purchases is small, the risk is small, and it is often the salesman and the purchaser one-to-one communication can be done, and the cycle is shorter. That is to say, one is 'big danger and more slow', and one is 'small and fast'. ”

"'The big danger is more slow, and the small is less fast' is interesting." Xu Meimei dragged her chin with both hands and said with a smile. I saw that Xu Meimei and the others listened very carefully, and there was a sense of pride in their hearts.

And I went on to say, "So, we can call it big sales, we can call it strategic sales, we can call it small sales, we call it transactional sales. The success factors of the two types of sales are different, transactional sales mainly win in terms of cost performance, while strategic sales mainly win in terms of supplier comprehensive capabilities to help customers succeed in business and personal development. ”

"Wait, manager, I still don't understand the difference between trading and strategizing." Wanzhou asked first.

"Then let's take an analogy, you are on a business trip, you lost the list, you are very bored, your girlfriend is not around, but you need someone to comfort you, what should you do?" I asked Wanzhou Dao.

"Look at the example you gave, I'm so unlucky. Then I'll go to the bar for a drink! What Wanzhou said caused everyone to laugh.

"Okay, when you're drinking, a beautiful, slender girl who accompanies you comes over to play games with you and drink to relieve your boredom, do you think it's okay?" I asked again.

"My role is okay this time, okay, I'm willing." Another burst of laughter.

"After drinking, you have to pay, and after you pay, you go your separate ways, and after a few days, whoever forgets everyone. That's transactional selling. It has a short cycle and low risk. The success point lies in the cost performance, whether the girl is beautiful or not, and whether the price is appropriate. I said.

"Oh, I see. What if I hadn't forgotten? What about the escort girl again? Wanzhou asked rhetorically, and everyone laughed again.

Yan Ning said to Wanzhou: "Then you will have a long cycle, the risk is high, you still have a girlfriend, she won't do it!" ”

"yes, you forgot your girlfriend in Guangzhou." I smiled and said, "Suppose you don't have long since you returned to Guangzhou, and you lose another business." ”