In fact, during that time, my mental state has changed a lot, and I didn't know what money could bring before. In my heart, at that time, I didn't have any concept of the house or the car, I saw more and more, and the consumption became higher and higher, and I found out that money is a good thing, and money can bring a lot of feelings that you may not have had before. When you see it, you know, oh, it turns out that people can still live like this, and you have the direction to work hard, but these need a material foundation, what is the foundation, it is money, crazy money. If you ask when I fell into madness, it should be a turning point. Before that, I didn't have any pursuit of clothing, I didn't have any concept of branding, and after that, T-shirts were all POLO, and underwear was all CK; Before that, I didn't know that formal wear could not be worn with casual shoes, and after that, I knew how many different ties there were and what color combinations they went with; Before that, I only knew that pedicure is good for the human body, and after that, I knew that massage can have so many moves, I started watching "Fashion", started playing tennis, started practicing car, it turned out that life can be like this.

Qinghe City's hardware standard has been completely lost, and there have been some rumors on the company's side, such as the possibility of firing me, but a suitable successor has not yet been found. In that case, I don't know what else I can do, I have a feeling that I have more than enough power to do it, I don't know if this is the case in my previous years, in fact, it should be very objective to say, at that time our entire sales system still has a lot to improve. Although we are relatively sound in terms of basic sales tactics and sales tracking system, we lack the ability to quickly complete the development of the sales echelon for a certain project like a rival company, and to establish a market response mechanism that drives the continuous advancement of the entire front through multi-point breakthroughs. This opponent, I later encountered in other projects, and I lost badly, as if I was being led by the nose and played with it fiercely.

It was at this time that the God of Life once again favored me. Heaven has given me a perfect interpretation of my coin bet. All this is thanks to He Gong.

After the hardware bidding was completed, our company behaved surprisingly calmly, without noise or trouble. Can you not be calm? I didn't make trouble, so who else did? I still keep in touch with He Gong, and in everyone's opinion, this project is basically out of play. Sometimes one night, He Gong called me: "Can you come over today?" "I was lying in bed reading a book, and as soon as I heard him finish, I got up and left. I don't know why, but I trusted him very much at that time, and the feeling between people was very important, and I felt that he was a person I could trust, and it turned out that he was someone I could trust.

He revealed some inside information to me that day, and it was obvious that he trusted me very much, at least my lack of crying or fuss, and not going to the city hall to make a fuss gave him a reason to trust me. That day, I realized that all this appearance stemmed from the operation of the hardware company:

First of all, they don't want our company to participate in the bidding of hardware, because we all know that the original manufacturer of hardware is those companies, but the discount rate for agents at different levels is not the same, which depends on the relationship between agents and the original factory, and our company has a good price advantage, because there are many industry lines, so there are many shipments, and the discount is relatively low, although our business relationship is not good, we can also fight a dozen price wars, so that even if we can't win the bid, with our price as a reference, their quotation is not high. Killing us is not only no threat, but also guarantees their profits, because the rest of the bidders are local companies, and the discounts they get are not ideal.

Secondly, how can you kill us? WHEN YOU ASK THIS QUESTION, IT MEANS THAT YOU HAVE ALREADY STARTED TO ENTER THE DOOR OF SALES. Their company can go directly to the customer, and then the customer side will raise it, such as picking questions about our qualifications or other aspects. But no, it could expose their own intentions and pose potential business risks. So they chose another shortlisted software vendor, and the vendor that does not pose a threat in hardware integration, as for what agreement was reached between them, I don't know, and there is no clear need, because the agreement is temporary, and the benefits are eternal. The next thing will prove it.

Then, the software vendor, with the help of the early business relationship, created an increasingly pressing atmosphere, coupled with some rumors. Rumors are quite powerful, for example, at that time, it was rumored that the upper echelons of this manufacturer were very close to a certain leader of the municipal party committee, and this manufacturer also maintained deliberate humility. It's a psychological tactic that makes you lose sight of the truth, and now I get it. It's a pity that at that time, I didn't understand... Therefore, many things can only be truly experienced by oneself to truly experience that feeling, to truly accept that kind of lesson, to really grow, and some things are difficult to really develop this kind of thinking only by learning and reading in books.

In the end, the entire customer side of the project related personnel feel that this manufacturer has a relationship with a leader of the municipal party committee, of course, this is also based on the software vendor's breakthrough of the main relevant personnel of the underlying project one by one, I have seen the company's sales staff, in his 40s, I still clearly remember his name. Only by knowing oneself and knowing one's opponent can one not be defeated. People always have weaknesses, and it depends on whether you can find this weakness, but unfortunately, I couldn't find his weakness in a hurry.

Due to the above many reasons, to the early stage of the project bidding, with this company basically set the rumors of the software target, in fact, the rumors are also very fragile, if I went up and down to find people, ask about the situation, some things may reveal the truth, but from the later progress of the project, the relationship between the hardware manufacturers is indeed different, in other words, even if we win the hardware bidding qualification, it will be a failure, and not the strategy to win the key business relationship, Even if you are qualified to bid for software, you will be killed by that software vendor with the support of the hardware manufacturer.

At that time, after listening to these inside stories, I was stunned again. The subtlety of the other party's layout and the meticulous design of the layers made it a bit fantastical for me, a fledgling small salesman, and I didn't know how I died when I fought with such an opponent. Looking back now, He Gong was able to tell me these more implicitly, the first is trust, the second is his character, most of the technical personnel are upright, and sometimes it is really the character that determines fate.

"Do you still want to get the software label?" He asked me, "Well, I don't need to say." "Instead of waiting for death, it's better to fight hard, I haven't been fired by the company yet." Well, now there's a chance. In the process of communicating with the software vendor, he found that although the company is also a shortlisted manufacturer, the implementation force is not strong, that is, although the shortlisted manufacturers have developed similar things, but for such a large city, the implementation force is quite important, and he also asked how long it takes for this manufacturer to be implemented from the side, and the other party replied that it took 10 months, but recently the city held a meeting to require that the system must be launched on August 1. There is another point he didn't tell me, but I know that the sales director of this manufacturer has neglected He Gong, focusing on the middle and upper levels, and he will soon pay a terrible price for this neglect. "So what should I do now?" I asked him. He said: "I will ask Director Qi to see the systems running by several shortlisted manufacturers in the next two days, and you can arrange it." "Okay, no problem." "And then?" "And then?" He smiled, "I'll tell you when this is over." ”

The next day, I started to arrange a visit to our pilot city, and what I thought was a simple thing suddenly became complicated. Because the personnel of the headquarters industry line feel that this project is no longer a play, the so-called inspection is just a formality, and there may be a situation where they secretly learn from our experience, so they don't pay much attention to this matter, and there has been no progress in the past three days. This is a common problem in sales, if you can't control the situation through some means, the outcome will be miserable. You are at the forefront of sales, and your development and assessment of the whole situation should be the most objective and closest to the actual situation, so you can refer to the opinions of your boss, but do not blindly follow, the price of blind obedience will only be a bamboo fence.

Therefore, the ancients said: The general will not be subject to the king's order outside. This statement is true, as long as it brings good results, no one will care how your process is. Looking back now, the situation I faced at the time was quite good, many sales in the process of placing orders, a lot of money was spent, but when people were unladylike, they took yours and ate yours, they just didn't help you do things, or they wanted to help you do things but were beyond their ability, and what was worse was that they didn't tell you the truth, which was very fatal. How to avoid this kind of risk, this requires cultivating your own insight, very deep, very thorough insight, the formation of this insight is directly proportional to the number of people you come into contact with.

The headquarters does not support it, and can only rely on itself. At that time, we had a mature project in another city in the province, but compared to the scale of our pilot city, it is not the same. I contacted the customer over there, and I also went over in advance to make some relevant arrangements to understand, and I can't wait until the inspection time to be used as a negative teaching material. Any management information system will touch the interests of some vested interest groups in the actual business process operation, then this conflict will emerge in the form that the system is too bad to use. ORACLE IS POWERFUL, AND SOME PEOPLE WILL SAY THAT THERE IS A PROBLEM WITH THEIR SOFTWARE. But fortunately, we have invested a lot of manpower and material resources in that city, and the business relationship in the early stage has also done well. Customers are generally satisfied. That's all I can do, and now it's up to me to see how things go.

About a week later, the four shortlisted manufacturers received a notice that they would conduct a technical inspection. This notice has baffled many people, doesn't it mean that the software standard has been determined? Everyone thinks about it, and the reasonable explanation is to go through the motions and take a look. I don't know how the opponent's manufacturer feels, during which I also contacted the sales of the other party through the middleman, hoping to understand some of the other party's situation, but unfortunately the progress is not smooth, probably because I think the project is already a sure win. In the process of playing a project, many methods may be used. Directly targeting the other party's salesperson is also one of the means, but there will be many risks in the middle, such as the confidentiality agreement between the other party's salesperson and the enterprise, and his personal agreement may be based on the relationship of interests, so whether this benefit can be cashed, how to avoid the business risks that occur in the process of cashing, etc., these are all problems, if they are not solved well, it is very likely to lose the wife and the army. If you can win the backlash of the other party's salesperson with the minimum risk, and "abandon the darkness and turn to the light", the success rate of the project will rise sharply.

There is no suspense in the next investigation, He Gong is the deputy leader of the inspection, and the team leader is Director Qi. At first, they were very disagreeable about our choice of a prefecture and city in this province, but the wood was already in the boat, and we had to settle for it. Before this, He Gong also asked me privately why I chose this city, I can only tell the truth, and then he said that sentence, it is not easy to see your child. Child, small? In the midst of this bloody storm, I am on my way to success.

The process of the inspection made them more satisfied, mainly because the other party's customers were really face-saving, and they talked about a lot of our advantages in a simple and objective way, which was also the only time I could contact Director Qi so closely. It is also the only time that he was given an ideological education about our company through a customer. Although he still has Director Liu above him, Director Liu knows the truth of full decentralization, and has been up and down in the political arena for decades, and many things have been scheming and calculating, and he is close to retirement. In the process of doing the project, the qualifications and experience of the client are very important to the progress of our project, such as comparing the younger ones, consider more upward factors, because the future is still there, there is no need to delay on other factors. For the elderly, there are more other factors. The reason why there is often a situation of "late festival is not guaranteed" in the political arena is mostly related to this.

Director Qi's understanding of software development was very limited before this, especially the understanding of project implementation ability and project development ability was blank, and from He Gong's point of view, he was unlikely to go directly to his own leaders. Things have developed here, looking at Director Qi's rare smiling face, I seem to feel some thoughts of He Gong. In fact, all this stems from the city's request for a deadline for the launch and the company's reply that it cannot complete the launch within the deadline, and it is impossible to complete the deadline without the backing of a strong implementation team. In this regard, their company is indeed far behind us. However, most of the government's projects have a limited time, but postponements abound, so it depends on who is grasping the project and what he wants for the project.

A total of 4 companies were inspected, and the situation of the opponent was not bad, after all, the object of the inspection was also their typical customer, not to mention the other two. I feel like I'm reading with the prince, how can I pay attention? A week after the inspection, He Gong asked me, this time to change the teahouse, he told me that the inspection report is very fair, and in terms of project implementation ability is very biased towards my company, other aspects can basically be a draw, bingo, finally won a point. I wrote this situation into an email report, and the result was a failure, maybe everyone felt that this project had no value to follow, but the person in charge of the industry line reminded me to focus more on other projects. At that time, I had the feeling that I was not far from being fired.

The investigation is complete, so what about the next step. He Gong didn't say, just asked me to wait. Wait, wait, wait. It's about 2 weeks, one afternoon. He Gong called me and asked me to come over as soon as possible, saying that Director Qi wanted to see me. At that moment, I felt that all the blood rushed to my brain, and I didn't think about how much money I could make through this project, although I already knew that money was a good thing at that time. More of an urgency is to see a good result and feel very aggrieved, since you are aggrieved, then give yourself a result. You can't just let people play dumbfounded, He Gong asked me to bring a more senior technician, a more senior one?? Where can I find it? Not to mention that it will take 1-2 days to come from the headquarters, and it is still unknown whether the headquarters will agree to come over or not. When it came to this, I could only catch the ducks on the shelves, so I called a slightly older technical support staff in the provincial capital, and set off like this. When I arrived at the place, I saw He Gong first, he instructed some things, and then asked me and the technicians to go directly to Director Qi's office, I had been to this office before, but unfortunately I was sent out by a few words. Director Qi was very straight to the point: "You also know this system, I have discussed it with Bureau Liu, and now you give me a definite answer, if your company does it, can it be launched on August 1st?" With that, he turned his gaze to the technician, and the happiness came too suddenly. Because He Gong didn't say so specific, he was basically vague, so I didn't expect this to be the case.

The technician looked at me, I looked at Director Qi, Director Qi looked at the technician, I understood what it meant, the salesperson can promise anything in order to get the order, but the technician won't. "Director Qi, I have to ask the headquarters for this. I can't just say yes so irresponsibly. "I have to give myself time and room to maneuver,Director Qi nodded. When I went out to call and called the person in charge of the industry line, he felt a little unbelievable and repeatedly asked me about the specific situation, and later he said that there was no problem with the launch. I texted our technician and told him that there was no problem and that it was okay to promise. Then walk into the office and face the director. Fortunately, although our technicians usually don't talk much, at this time they are reasonable, saying how long we have been implementing in ×× cities, how many users, how many terminals have been completed, and so on. Director Qi nodded frequently, and in the end, Director Qi said another sentence, which was tantamount to a basin of cold water:(

Director Qi said that we will report our opinions to Vice Mayor Dou, and how to decide in the end, whether it will be postponed or what, still needs to be finalized by him. Stunned, I was above the Nine Heavens just now, and now I fell below the Nine Heavens. Didn't you say that the company had a very good relationship with the above, it's a big deal to postpone, they are all shortlisted manufacturers, and no one will make a mistake in principle. It's no wonder that the company was so sure that it would take 10 months, and I felt like I was being played again.

I didn't know how to get out of the office, but when I saw He Gong, I only briefly told him about the situation, and I asked him at the time, what should I do? The rest, he said, is not within our reach. Dizzy, isn't that almost the same as waiting for death? "If your company can find Mayor Dou, you can talk to him. The leader will not directly intervene in the following work, but will give instructions according to the following reports. He said again. I also understand this truth, isn't it impossible to find it? Found it, still use such trouble? Can't find it?? I suddenly remembered someone.

This person is Yongli, this is the second time I have asked her for help, I called her and told her the current situation in detail. After listening to this, she said: "This matter is not easy to handle, I have no direct relationship over there, I have to find my father for this matter." "Are you sure you're going to report that to the next generation?" She asked me. Let her ask like this, I have no bottom in my heart, I feel that I am being played around, this time I may be brushed again, maybe it is to give me a reassurance, who knows if it has been reported to the mayor?

Looking back now, I was too worried at that time, because the online time was set above, and they couldn't complete the task with Director Qi of that company, and they couldn't explain it, so they would definitely report the situation, and they would tell the leader, and we also found a solution, that is, to use another company, what kind of implementation precedent this company has had, etc. Unfortunately, I didn't know much about Chinese politics at that time, and now every time I go abroad, I buy some books about mainland politics and come back to read them, because it's a different perspective, whether it's true or not, it will make your mind more active. "In this case, I'll find someone to find his secretary first, see if it will be reported below, and then find my dad." Without waiting for me to answer, she told me so. Secretary? That's right, it must go through the secretary, the secretary, don't underestimate this position, the relationship between the leader and the secretary sometimes even exceeds the relationship with the family, and the secretary may not be able to do what the leader can't do. On the third day, Yongli told me that Director Qi had indeed reported the things to the secretary. She asked me to leak the news to He Gong intentionally or unintentionally, but I didn't understand what it meant, she said, "You have to make them feel that you have something to do with it." "Dizzy, I see, now think about how many tricks are cultivated in this kind of actual combat process, let the opponent feel your feelings, and make Party B into Party A, what a painful evolutionary process it takes.

What happened next, quite dramatically, Yongli told me Mayor Dou's approval two days before He Gong, and I asked her about the operation process in the middle, but she didn't tell me, just said that I should thank her father. I prepared a gift for his old man, which is not a gift, and the original money for the gift is 10% of the Yongli discount, but after that transaction, I gave her 2/3, and she refused to accept it. The old man likes pen, ink, paper and inkstone very much, and I asked someone to buy a good inkstone, but I didn't expect him to resolutely refuse to accept it and insisted that I return it.

Later, when some people told me how his old man was, I didn't believe anything, in fact, I didn't want to and couldn't judge it fairly, because it is difficult for people to evaluate objectively in things. I found more and more that it was a kind of relief to take out some things in my heart, and when I was in Wutai, I met a friend who was very knowledgeable in Buddhism, and he told me: "Everything is born in the heart, and the demons in the heart are not removed, how to take refuge." "It's not that I want to end so many earthly wishes. But later in those days in Wutai, I really didn't know what to do, where to go, and the things in my heart would only be hidden deeper and deeper.

Now, dragging the sick body, writing the previous story, I suddenly found that I was cheerful, and the resentment I had before, the pain I had had, and the emotions that I couldn't let go of, also disappeared between the words, and the Buddha said: Let go, give up. The more you let go, the more you have, and what may be destined for a turning point in your life is just that time of incense. I only wish the happiness of those who once cared for me in a foreign country.

Frankly speaking, this project was full of accidents from the time I took over to the end of the order, and the other party was too light on the enemy and thought that it would be a sure win, so I didn't care about many things. At that time, if the sales staff of the other party could promise to complete the launch within the specified time and sign the contract first, I may not have a chance. It is also our non-noisy and noisy that seems to have discarded the project, giving the other party the illusion that the contract has been signed. Another point, which I learned later, is that the business work of this company at the top level of decision-making is average, and there is no substantial progress. Life is like this, the difference is a millimeter, and the error is a thousand miles.