"We divide our customers into 10 types, silent, nagging, amiable, proud, sour, irritable, bargaining, financially difficult, nitpicking, and outright rejection! Can anyone tell me which type is the easiest to become our customer? ”

"Nagging type, it's better to communicate with such a person, you say a word, he can at least reply to you, or even more."

"No, it's a bargaining type, and people who really want to buy things are picky."

"No, it's the proud type, this kind of person can buy it with a little stimulation."

……

The people below had different opinions and began to argue with each other. Shi Lei and Fang Xiaozu also sat below, listening to a middle-aged man on the stage lecturing.

This person is a sales expert invited by Wufang Group, who has been in the industry for more than 30 years, and is said to be the kind of super marketing expert who can sell combs to monks. I have published books, run schools, and sold various products, and now my main job is to train lecturers, and the fee for a class starts at 100,000 yuan, which is almost the same as robbing money. In this way, many companies have invited him to give lectures, and it is conservatively estimated that the annual income of this expert is more than six figures.

"I'm here to tell you the answer, their chances of becoming our customers are the same, as long as you are willing to work hard. The nagging type of customer may be easier to communicate, but the dominance of the conversation can easily be controlled by him, so what else are you selling? Do you think bargaining is really trying to buy your products? Wrong! Bargaining customers will kill the price to a point that you can't accept, and they won't buy it when the time comes, and in turn they will complain that you are selling too expensive. Proud people either don't want to listen to you, or they just like to listen to good things, and if they don't say a good word, they will never buy your things......"

"Brother-in-law, this person came to our company for training. Does it really work? 100,000 yuan, just listen to him shout on it for two hours? Although there is some overlap between the work of a salesman and the work of our brokers, the gap is also obvious. Fang Xiaozu said with some dissatisfaction.

"Listen, there's always something in it that you've always known but never valued. Let's just say that you went to Shuzhong last time. What did you accomplish with such a simple job? If we hadn't taken two of us with us, I think we'd have died. You really dare to agree, every store, on ten brands. ”

"Didn't I think that we represented more than 10 brands, and 10 brands must be fine."

"Then there must be someone willing to act as an agent, we recruit franchisees, and some franchisees ask for the city exclusive, but in this city. There are many stores, large and small, and several of them have signed agreements with us, do you want him to open seven or eight booths in a city and sell a brand? When all the places are in the capital, some cities have a population of only a few million, and several booths are opened, so the franchisee will not lose money. Who's going to join? ”

"I didn't think about it at the time, but then I changed it. Although the terms are still not very discounted, they are not small, right? ”

"yes, it's good that you changed it, otherwise you'd be a joke in our company. The dignified five-party group was taken down by a young girl who had just graduated at the negotiation table, and I said you didn't see it. That woman is a PR? It's a shame that you're still a member of the Wufang Group, and it's not shameful to say it! ”

It turned out that Fang Xiaozu went to Shuzhong to negotiate, which should have been a very simple matter, and the company's goal for him was to sign a preferential agreement with the other party. The preferential terms can be mastered by Fang Xiaozu himself. That is to say, even if the terms signed by Fang Xiaozu and the other party are the home furnishing brands represented by the Wufang Group, and they can get a penny discount when they enter the other party's store, it can be regarded as a success.

Fang Xiaozu patted his chest and promised at that time, you are too underestimating people, such a simple matter, can I still do it? I will definitely be able to get the highest discount in the whole company, that kind of small store, knowing that we have signed an agreement with Red Star and other big stores, can we still obey?

But I never expected that when I went, others were very enthusiastic, but on the first day, they didn't talk about anything, just didn't listen to the compliments Fang Xiaozu, what young and promising, what a talent and the like, no matter whether it was suitable or not, they were all on Fang Xiaozu's head. In just a few words, Fang Xiaozu was praised to the fullest.

In the evening, he invited Fang Xiaozu to dinner, and after eating, he had to sing and take a bath. Fortunately, Fang Xiaozu remembered Shi Lei's explanation and sternly rejected these invitations.

But when the negotiations began the next day, the other side changed to a woman to lead the negotiations. A very young, beautiful, plump woman.

With a few words, the woman took out Fang Xiaozu's hole cards, and then with a little stimulation, she asked Fang Xiaozu to take the initiative to lower the conditions. When the woman prepared the contract and asked Fang Xiaozu to sign it, Fang Xiaozu remembered that Shi Lei told him that no matter what the contract was, the other two people had to see him before he could sign it.

The two people from the marketing department were still talking to people next door, but they heard that Assistant Fang had already talked to people, and the two of them were surprised.

These two people took the contract and looked at it, there are many projects that have advantages for the Wufang Group, but more of them are all traps, if they breach the contract, the Wufang Group will compensate at least 50 million!

At that time, the 50 million will definitely not need to be paid by the two of them, but the work of the two of them in the Wufang Group should also come to an end. The two hurriedly used the excuse of receiving a call from the leader, saying that they would sign the agreement tomorrow, and dragged Fang Xiaozu back to the hotel.

Fang Xiaozu was still very dissatisfied at the time, I finished talking, and I lowered our conditions a little bit, isn't this okay? Do you two still have me, the assistant general manager, in your eyes? I'm still a shareholder of Wufang Group!

But after the two explained the terms of the agreement to him, Fang Xiaozu knew that he had been deceived. His conditions were basically agreed to by others, but he also basically agreed to other people's conditions, where is the other party's preferential treatment to the Wufang Group, it is clear that the Wufang Group is tied to IKEA.

Fang Xiaozu also realized that the woman was not a college graduate at all, she must be a public relations, and he fell in love with it unconsciously.

This made Fang Xiaozu very faceless, and the next day let those two people lead the negotiation, and he only occasionally interjected a sentence or two. Following Fang Yanhong and Shi Lei for so long, he can always learn something, and when he really settles down to negotiate, he still has a certain ability, not to mention that he is not in charge, but only assists on the side. As the so-called bystander Qing, Fang Xiaozu really made some contributions to the company.

But after coming back, Shi Lei asked the two people about the negotiation process, and the two marketing departments told them all about the matter.

Shi Lei hid this matter from Fang Xiaozu, but from time to time he took it out to ridicule Fang Xiaozu. What kind of high-achieving students, even a little girl can't deal with it.

No, the company has a training class today, and Shi Lei pulled Fang Xiaozu to come over to listen to the class. At the beginning, Fang Xiaozu looked disdainful, but Shi Lei only mentioned this matter, Fang Xiaozu was silent, and obediently came with him to listen to the class.

After listening to it for a while, I became impatient again, what the people on the stage were talking about, some truths that everyone knew. Shi Lei listened to it with relish, although he understood some truths, but when he was working, he might not be able to think about it.

Shi Lei is very rewarding today, for example, when negotiating with customers, he must grasp the initiative, and today he also talked about a few tips for mastering the initiative.

There is also the importance of time, things that can be decided on the spot, must not be delayed to the next day, sometimes the contract negotiated the night before, but the next morning, the other party will regret it, this kind of thing Shi Lei has not encountered.

No matter how eloquent you are, as long as you don't sign the contract that day, after a while, others will be able to understand it when they think about it. At that time, you may have been fooled, but you couldn't suppress the other party from looking back and thinking carefully.

There are many tricks, Shi Lei has them all in mind. And Fang Xiaozu just listened like that, with a disdainful smile on his face all the time. What is this talking about, it's the same as the book, one book per person, 10,000 yuan can't be used, why can this goods be worth 100,000 yuan in two hours, or after tax?

"Xiaozu, did you really learn nothing from it?" After class, in Shi Lei's office, the two sat on the sofa and drank tea.

"What can I learn, shameless?"

Shi Lei shook his head: "Think about it yourself, why is he at least 100,000 yuan per class, and the supply is still in short supply, and many large companies take turns to invite him to give lectures, including many of the world's top 500 companies?" ”

"Is he really some kind of expert?"

"Not necessarily, but this person has learned a lot, almost all the types of sales you mentioned, he has done it, and all of them are doing well, which you can't compare. If he really goes out to find a job, the world's top 500 companies may not be able to do it, but at least half of the top 500 companies in China will offer him an annual salary of 5 million. ”

"Why?"

"With his mouth, he is as clever as a spring. And this person knows the way of doing business very well, especially good at creating a reputation, and the positioning is also very accurate. He used to be a salesman, working in middle management in many companies, but never as an executive. Ten years ago, he suddenly began to publish books, and the book began to sell mediocre, but he personally made a demonstration, and quickly reached the middle level in a Fortune 500 company, which greatly stimulated the sales of his books. Then he started to run a school and give lectures, from 100 yuan per person for a class to the current starting price of 100,000 yuan, which has risen little by little. Because he has lectured to large companies, and when he goes to small companies, he can ask for a high price, and in turn, the price of one of his classes has already risen, and he will not go down again. ”

"You're saying he's hype?"

"It's not just the hype, he's definitely got an operations team that helped him build him into a person and a marketing expert. This person must have studied psychology and is one of the best among them, have you read the books on psychology that I asked you to read? ”

"Huh? Brother-in-law, that thing is still very useful, I'll look back, look back. (To be continued......)

PS: The fourth is back, this is the second watch, there must be a fourth watch this week, and the fourth promise has never been broken