The customer that Cao Dehai took Wang Xiao to visit was a sales executive of a company, surnamed Yu and named Yu Qiang.

Yu Qiang is forty-eight years old this year, slightly chubby, with a small head, and small eyes, but the whole person looks quite energetic.

Cao Dehai made an appointment call to Yu Qiang in advance, and then took Wang Xiao and met in Yu Qiang's office.

As soon as Wang Xiao saw Yu Qiang, he looked for an opportunity to make eye contact with him, and quietly used the "Eye of Death" to observe Yu Qiang's physical health.

After he saw the golden font appearing next to Yu Qiang's eyes, he felt a little sorry for Cao Dehai, because Yu Qiang's insurance policy was estimated to be yellow.

After Cao Dehai's brief introduction and opening remarks, all three sat down in Yu Qiang's office.

"Manager Yu, I heard from my friend that you are more interested in a participating insurance company of our auspicious company. This type of insurance is a universal insurance with relatively high dividends, which can be freely attached to critical illness insurance, hospitalization medical insurance, accident medical insurance, etc., with a wide range of protection and flexible policy portfolio design. You should already be clear about these advantages, but you have been hesitating, I want to know if you still have any concerns, can you talk about it? Wang Xiao was neither humble nor arrogant.

Cao Dehai sat aside, trying to downplay his role, not interjecting much, just quietly observing Wang Xiao and Yu Qiang, wanting to see how Wang Xiao did it and what was the difference between the way he persuaded customers.

Yu Qiang was quite polite and frank, and when he heard Wang Xiao's question, he went straight to the core of the question, and he didn't make any more detours.

He took out three famous sleepers from the drawer of his desk, smiled slightly, and said to Wang Xiao: "To be honest, I was thinking about buying such an insurance more than three months ago, but the first one to come to the door was not from your Jixiang Insurance Company, but from Blue Ocean Insurance Company. ”

Yu Qiang said, took out one of the three business cards, handed it to Wang Xiao, and said: "The first one to come to the door was him, we talked for a week, and on the morning of the day I decided to sign for the insurance, another beautiful girl who sold insurance came to the door." This girl is from the same company as you, but not in the same business area, and she recommended this insurance to me, which is similar to the insurance of Blue Ocean Company. ”

When Wang Xiao heard this, he understood a little, it is estimated that Yu Qiang's initial idea was relatively pure, that is, he wanted to buy an insurance that he thought was more suitable, but later he met a beautiful saleswoman, and the situation changed slightly.

Yu Qiang handed the business card of the beautiful saleswoman to Wang Xiao, and then said: "This is the business card of that girl, she looks very beautiful, and her eyes are very charming." To be honest, at this time I began to hesitate, since it is the same insurance, as a man, which salesman do you think I would prefer to choose to sign the bill? ”

"Of course it's this beauty." Wang Xiao shook the business card of the beautiful salesman, smiled slightly, and said unabashedly.

"Hehe, you're right, her arrival changed my initial mind, I plan to wait for the salesman from the blue ocean to come and tell him that I won't sign it, I'm going to sign it for that beauty. And guess what? When the salesman of the blue ocean heard that I was going to sign for someone else, he made another concession that I didn't expect, he wanted to give me a kickback, a policy of 10,000 yuan, and he would give me a gas card of 300 yuan. Yu Qiang said.

So, you realize that the insurance commission is so high, since he can give a rebate of 300, it proves that he earns a lot more than this 300. Then, you just want to see how many kickbacks that beautiful saleswoman will give you. Wang Xiao continued his words and speculated.

"Hehe, you're right, but unfortunately, the beautiful saleswoman won't budge anything, she said that she will give some small gifts at most during the holidays, and will never give kickbacks. I was unwilling, I wanted to know how much they could take from me for 10,000 yuan, so I kept hanging on to the appetite of the two of them until the man in the blue ocean raised the rebate from three hundred to six hundred, and the beauty finally agreed to give a rebate of four hundred. But I still didn't want to sign it, I was also a salesperson, and I knew that they would definitely make me a lot of money, so I kept testing them and wanted them to give me more kickbacks. Yu Qiang said.

"I see, but, at this moment you won't understand what you're missing." Wang said with a smile.

When Cao Dehai heard this, he was also stunned, and he didn't know what Wang Xiao was going to sell.

But I have to say that today is also the first time he has heard Yu Qiang explain his own thoughts so clearly.

In the past, when he came alone, Yu Qiang only told him that other salesmen were also selling insurance to him and promised how many kickbacks they would give, but he did not say these details.

Yu Qiang heard Wang Xiao suddenly say such a sentence, which made people a little confused, so he smiled suspiciously: "What do you understand?" Can you tell me what I'm missing again? ”

"I'll start with a very personal question, but this question must also be asked when you apply for insurance: What is your monthly salary?" Wang Xiao asked.

Yu Qiang was stunned for a moment, in the past three months, he has been playing Tai Chi with these insurance salesmen for so long, and it is the first time that he has been directly asked about his income.

"About 13,000." Yu Qiang thought for a moment and said truthfully.

"Well, first of all, I'll tell you that when that salesman from Blue Ocean promised you a six-hundred-hundred-year rebate, he had already given you all the commissions. As for why he would do such a stupid thing to contribute and not make money, maybe he is a newcomer on probation and has a performance task of becoming a regular, so he wants to use kickbacks to bother you. This may just be an expedient measure for him to complete the performance task of becoming a regular. Let me ask you again, this salesman hasn't contacted you again recently, has he? Wang Xiao asked.

Yu Qiang was stunned, thought about it, and said, "I really haven't called for more than half a month." ”

"Maybe he has been eliminated by the company, this kind of person who takes kickbacks to pull customers can't do it for long in this industry." Wang said with a smile.

When Cao Dehai heard this, he had to admire Wang Xiao, although Wang Xiao had been jokingly saying that he was just lucky in the company, but now it seems that in addition to luck, he also has a super ability to analyze problems.

He has been dealing with this customer for more than a week, and he has not learned more detailed customer information in the past ten minutes.

Moreover, when he was talking to Yu Qiang about insurance, he never thought of analyzing the deep-seated problem of Yu Qiang's refusal to sign the bill, but just thought that a guy who had broken the rules proposed to give Yu Qiang a kickback.

It can be said that before this, Cao Dehai had always focused on using the advantages of Jixiang Insurance Company to try to persuade Yu Qiang to sign the order, but he never thought to analyze the crux of Yu Qiang's hesitation.

To put it bluntly, he didn't realize that the salesman was not only selling a commodity, but also a relatively good psychologist.

It was also at this time that Yu Qiang realized that when the salesman raised the rebate to six hundred, the potential reason was not only that he might earn more, but also that it might be an expedient measure in another way, just like Wang Xiao said, just to complete the task and keep the job.

As a sales executive with many years of work experience, he can't help but be a little ashamed to ignore this relatively common phenomenon in the industry.

"I'll tell you more about what I understood. As a sales executive, you can earn more than 500 yuan per job on average, but you have been entangled with several salesmen for more than three months because of the 600 yuan insurance rebate, don't you think you have been devaluing the value of your time? You may be trying to figure out how much money is in the salesman's pocket because of your professional habits. Judging by your income, you don't care about the 600 dollars at all, it's just that you can't accept your own money in the salesman's pocket. In the past three months, it was the guy who originally offered to give kickbacks who hurt you, and he made you lose yourself. Wang Xiao said seriously.

When Yu Qiang heard this, he already had a sudden sense of enlightenment, thinking that he had been entangled with several insurance salesmen for more than three months for the rebate of a few hundred yuan, which was indeed ridiculous enough.

However, he didn't understand what Wang Xiao said about being lost.

"Lost? Heh, you're trying to scare me on purpose, right? Yu Qiang smiled awkwardly.

"If I still want you to sign a contract with Cao Dehai, I shouldn't have said these last few words. However, I have already made sure that I will not let my friend sign this insurance with you, even if you don't want a penny rebate, we will not sign this policy. I'm saying so much now, just to make it clear to you what you're missing. I also want my friend to understand that sometimes you have to learn to choose customers more efficiently when doing sales, not all potential customers are worth your time and effort, and some potential customers are destined to give up. Wang Xiao said indifferently.

Yu Qiang was stunned, he didn't understand why Wang Xiao said this, if he did this just to simply retreat into the strategy, then it would be too straightforward and abrupt, and it would be self-defeating.

Cao Dehai was also stunned, he didn't expect Wang Xiao to behave well in front of him, why did he suddenly take an unexpected turn, he couldn't help but stare at Wang Xiao in surprise, wanting to hear what he explained.