The next work went smoothly, and the first draft of the contract text was reviewed in one day in our company, creating an unprecedented speed. Basically, while the company's sales staff was still on a business trip, we completed the negotiation and signing of the contract. The law of "interests are eternal" in the shopping mall once again showed its magic, and the hardware manufacturers did not disclose the slightest information to our rival company in the case of perceiving the change in user attitude, so that when we signed the contract and started the demand research of the project, the sales of the rival company only went to Qinghe City to know these situations. It is said that since that time I have been on the blacklist of the other company, as long as both parties are involved in the project, my company's sales staff is me, whether it is to play a low price, or to take other means, in short, they must take down this project, which is a bit of the flavor of Huawei and Harbor back then, as long as Harbor participates in the project, Huawei must take it down.

It should be said that that project kept my position in the company, and at the same time made a good start for the future work, and our company's implementation team did not disappoint the customer and successfully completed the system launch. But most importantly, I felt the strength of relationships through this project, and it turns out that in a sense, relationships can decide a lot of things. If I felt the importance of money before, then this time I have completed the combination of money and relationships in my mind, once people face life with this attitude, everything begins to go out of shape...

The project is alone, and I live in happiness every day during that time, which is a kind of heartfelt happiness, a kind of happiness that feels particularly delicate, and I feel that the whole world is my own, and everything is pleasing to the eye. Whether the weather is sunny or drizzly, it is good weather for me. This is a hopeless project, and finding hope in despair is a kind of joy, and that sense of accomplishment is indescribable.

The friends around me celebrate me every day, and I also walk around the wine field, KTV, and bath every day. Time passed little by little, I slowly became familiar with other people in Yongli company, other agents, and found more and more that making money is a very simple thing, so simple that many times only need to make a few phone calls, and after a while the agent will send the money to your account, frankly speaking, at that time, although I already knew that money is a good thing, but there is no special desire to make money, just keep friends to find me, I will coordinate the relationship to find the corresponding resources. The coordination of many resources has no longer passed through Yongli, she is very busy, often shuttling between Hong Kong, Macao and the mainland, and there are few opportunities to meet, but the phone has always kept in touch.

By chance, I had dinner with a friend from Yongli Company, and I met another person - Gao Ming, the secretary of the executive vice president of Yongli Company. If you still want to talk about the position of secretary, the same is a secretary, and the secretary of a government department and the secretary of an enterprise have a big difference in their functions. The secretary of the enterprise has more of the functions of the general manager, and pays more attention to the leader's eating, drinking, lazing, and itinerary arrangement, and most of the female secretaries. The secretary of a government department has an administrative level, for example, the mayor's secretary is at the section level, and if it is a provincial capital, it is at the department level, and it may even reach the deputy bureau level. They have the basic mindset of being a leader, know how to think about problems from a macro management perspective, know how to give some reminders to the leader in a timely manner, and will not behave better than the leader. The fate of the secretaries and the leadership are basically tied, and if they do a good job, they have the opportunity to go out and take charge of a real power department, which is usually the belonging of the secretaries. If the fate is not good, during the term of office, the political life of the leader ends for various reasons, and the secretaries often cannot escape the involvement. Because they are the closest people around the leaders, they are personally involved in many insiders, which is one of the reasons why the secretaries are very strict.

Yongli Company is a typical kind of official businessman, and the senior management is directly appointed by the province, so the job of secretary is also very different from other types of enterprises. I arrived late for that dinner and was fined for drinking. My friends told me that only Secretary Gao can drink you at this table. I just noticed this person, very sven, wearing glasses, occasionally talking to people around him. When toasting each other, the friends around us introduced each other to us, and deliberately said: "Secretary Gao rarely drinks alcohol, but everyone knows the amount of alcohol, today you two are heroes and heroes, you must have a few more drinks." Gao Ming didn't show that kind of worldly politeness, but just said superficially: Fortunately. I'm a person, I've always been respectful of me, I respect people, although in the sales industry, and have not developed the bad habit of sycophants, I also said: Fortunately. Then he touched his lips with his wine glass and said a little. This scene made the friend next to me very boring, and it was the only communication I had with Gao Ming that night.

After the meal, when I went to the bar with my friends to chat, I learned that the executive vice president of their company and the big boss are not people on the same line, they each have their own backstage and background, and the big boss is Yongli's father's comrade-in-arms. No wonder, since they don't get along with each other, it's a good way to deal with each other. In this world, some relationships are difficult to maintain, and people can't do everything. If all the people have a good opinion of a person, then there must be something wrong with that person. When I was in junior high school, I read "The Death of a Little Civil Servant" and it felt incredible, how could a person die so depressed because of what other people might think of him? Now I understand something.

I thought that there would be no more intersection with Gao Ming, but creation made people, and soon we met again.

One day, I received a call from a friend, and during the chat, he asked me how my relationship with the Provincial People's Hospital was, and I said it was okay. After all, the hospital management system is also one of our company's product lines, and I have a lot of dealings with it, and I am quite familiar with some people. He asked if he could find Director Yan of the oncology department? I asked if a friend was hospitalized, and he said it was Secretary Gao, and his old father was hospitalized. At that time, I remembered that my friend told me last time: Secretary Gao's family is in the countryside, relying on his own struggle to ensure research, after graduation, he went to a certain agency of the provincial government, and then followed his leader to this company. Originally, I didn't want to care about this matter, but I had a good relationship with that friend, and his department was still the executive deputy general manager, so it was quite useful for him to have a good relationship with the vice president's secretary, so I agreed to it.

The next thing is logical, his father is a benign tumor, the operation went relatively smoothly, Gao Ming must invite Director Yan to have a meal, I thought it was ridiculous at the time, how can this person not understand the world, is this something that can be thanked by inviting a meal? Looking back now, at that time, I had already thought about very simple things very complicated.

As a doctor, relieving the suffering of the patient is a matter of course, but it seems to me that it is a transaction. Difficulty in seeing a doctor has become a social phenomenon, not only in terms of high costs, but also in the increasingly strained and complex doctor-patient relationship. Sending red envelopes during surgery seems to have become an unspoken rule, others have sent them, you don't send them, you don't feel steady, the operating room is lying in your loved ones, every action of the doctor is related to the happiness of the second half of the life of the relatives, and the result has become a situation where the doctor does not accept the red envelope, and the patient's family is not at ease. Gao Ming may not know that my friend had stuffed a red envelope for Director Yan before the operation, but it was this incident that made me and Gao Ming's life intersect.

At the dinner to thank Director Yan, Gao Ming drank a lot, and it seemed that he really lived up to his reputation, but I couldn't hold it anymore. Go to the bathroom and vomit, "Are you okay?" A smart voice came from behind him. I was stunned, "It's okay, it's okay, it's not good today." I turned around perfunctorily. Thank you so much. "He looked at me with sincerity.

In fact, I have always been puzzled, because his leadership level is not low, and the level of people he comes into contact with should not be low, and most of the secretaries are exquisite and smooth, why can't they find a relationship with the director of a provincial hospital? "I'm not very good at talking, anyway, thank you very much." I'm used to dealing with secretaries, and it's the first time I've dealt with such a secretary. "Little things, little things." That's all I can say. "It's not easy for me to be big, and he carried the cement to pay for my college tuition." His hometown called his father "big", and when I heard this, my first reaction was to drink too much. If you don't drink too much, you won't say this. Through his glasses, I noticed something sparkling in his eyes. "Yes, it's not easy for parents." When I said this, I didn't understand the meaning of it at the time. "Yes." He nodded, and we walked out of the bathroom with each other.

At that moment, I certainly didn't expect that my unintentional little act of kindness would almost save my future later. People, be kind in heart, be kind to others.

The dust has settled on Qinghe's project, and Yongxin's project has also begun to enter the stage of being in full swing.

The situation of Yongxin's project is very different from that of Qinghe, where the decision-making chain of the entire project involves only one institution, while Yongxin involves three deputy department-level organs, and the upper level is the bureau office. Although these three deputy division-level organs all belong to the same bureau in charge, they do not have a harmonious relationship with each other due to local interests and some historical reasons, and the bureau office wants to promote the adjustment and reform of the organization through the construction of information systems.

As a matter of fact, the construction of information systems has always been an effective way to adjust power. Through the information system, the business process is re-engineered, and some departments are cut or merged, and then the power redistribution and readjustment of the entire organization is completed.

Among the three deputy departments, I had more contact with Office A in the early stage, and the director of Office A had a good personal relationship with me, and this personal relationship was also established through the efforts of various channels. When I first came into contact with Director Wang of Office A, I felt that he belonged to the kind of role that could not be inserted into the needle, around 40 years old, with strong blood, I tried various methods, such as supporting people at all levels, taking the route of "saving the country by curve", but I didn't see much effect.

Some of our salespeople like to take shortcuts and go directly to the other party's leader, in fact, although this method can achieve a certain purpose, but the risk is relatively large. From the bottom of their hearts, this kind of powerful customer is more disgusted with the direct interference of their boss in their work, and they also report a certain resistance to the personnel recommended by their boss. After the matter is done, it is explained by the leader, and it is a matter of course. If you can't do it, it's a big trouble. So until the last minute, it is better not to resort to this method of suppression. As a salesperson, you have to remember a law, the easier it is to build a relationship with the user, the more likely it is that he is not the main decision-maker of the project.

Problems have arisen, and if Director Wang cannot make a breakthrough, the work will not be able to make substantial progress. People always have weaknesses, or always have preferences, and the beginning stage of doing sales is the stage of studying people. After unified analysis of the data collected from various sources, I found that Director Wang is quite fond of his son, and he has just bought a computer at home, and the child has just entered high school, so he is very unfamiliar with computers, and the basic operation is a problem. However, Director Wang still hopes that his children will have more contact with computers and lay a good foundation. Well, here's your chance.

I picked a time when Director Wang was not there to go to his house, how do I know if he is not there? I can know his preferences, but how can I not know his itinerary? I won't explain the specifics, some things talk about the sword going sideways, and the right path may not necessarily have the desired result.

His lover, Sister Long, is at home, and because I have been there twice, he knows me. I've been here before, and they all came to the door with gifts, but they were all returned, and this time the second-hand was empty, which made Sister Long a little unnatural. It's a happy family, the house is not big, but it seems very cozy. Sister Long is a polite person and speaks more casually. Talking back and forth, talking about their home computer, she said: "If we buy such a decoration, our family will not use it." "Sister-in-law, if you don't mind, I'll teach the source?" "Okay, okay, you're a college student, it's great to be able to teach this." Sister Long showed a smile from her heart.

The next thing is very smooth, I taught him the basic operation, helped him play a small game, the child's interest in the computer should start from the game, and at the same time put down some high school learning courseware. The game can cultivate children's affection and dependence on me, and the courseware can cultivate parents' trust in me. One by one, inclusive. It's really hard to do sales, and only those who have done it can understand the taste, and only those who have done it know how to handle it, and these may be the second reason why I finally decided to leave the sales industry.

That afternoon passed quickly, and Sister Long must stay with me for dinner, and the final result was that everyone went out to drink mutton soup together. Director Wang's children didn't send me an email until they went to college, which can be regarded as my year-end friend.

When I went to Director Wang's house again, he was at home. I deliberately chose such an opportunity, this time his attitude obviously changed, we chatted for more than half an hour, and I also systematically introduced to him the situation of our company, as well as the solutions in the industry. He listened very carefully, probably because I said a lot of professional industry words, and he appreciated: "It seems that you know a lot about this." "So, business knowledge is the beginning of a common understanding with the customer.

As an excellent salesperson, you must know how to advance and retreat with customers. Don't do the kind of thing that makes you money and traps customers. In that case, you will not be able to do much in this industry, and it will not be long before you do it. The industry circle is so big, you have to understand that word of mouth is more important than money. The customer gives you the list out of trust in you, then you have to coordinate all resources and do a good job in the project, so that you can also give the customer a satisfactory explanation, and everyone is happy, which is also the basis for your survival and development. The transformation from customer to friend requires this kind of mutual understanding and trust.

The relationship with Office A has basically been established, but Office B and Office C are more troublesome. Office B has been cooperating with Company D a few years ago, and the relationship has been good, and it is said that Liu Chen, a salesperson of Company D, has been stationed in Yongxin for half a year.

At that time, I didn't know how to take other means to avoid this sales disadvantage after analyzing the enemy and me, such as directly talking to the sales of this company, or adopting the way of expanding the C office, so that two of the three deputy director-level organizations supported us. Unfortunately, I didn't understand it at the time, so I mistakenly used a lot of energy and time to figure out how to expand Office B, but the result was that I couldn't make any progress, and I missed the best opportunity to reach a consensus with Office C.

Our efforts also led to the resentment of Director Zheng of Office B, who is himself a close confidant of the director in charge. The concept of first come, first served is very strong in Chinese, and the sales staff of Company D have always had a good relationship with Office B, which is a well-known fact, and the relationship between Director Zheng of Office B and Liu Chen of Company D is also quite tacit, which may be the main reason for our disgust.

The tender date is getting closer, and if we calculate the chips in our hands, we only have a 30% chance of success, what should we do? What to do? Qinghe's project brought me practical experience, and the discount given to me by Yongli brought me a high ginseng-Jiale. He helped me analyze the situation and then told me that the current situation can only be handled like this:

1. *Everyone knows that the relationship between Company D and Office B is good, so they may have to consider it when choosing a bid, and the administrative unit is very taboo about this relationship. Let's see if we can make a fuss about this.

2. * Now since the middle and high-level business work has not made much progress, then operate the formation of the bidding committee, most of the industry experts in the province we have contacts, disperse the decision-making efforts of the decision-making level, if this bid evaluation model can reduce the risk of our failure to bid.

Classic, why didn't I think of it? yes, if I could have thought of it then, I'd be a genius. Now that we have the direction, the next step is to act. The first point is not easy to do, so let's do the second point first. Responsible for the bidding of the project is the procurement bidding center of Yongxin's administrative institutions, because some agents of Yongli company often deal with them, this road is still relatively easy to walk.

Under our operation, the bidding center proposed to set up a bidding committee composed of experts in the province on the basis of the bidding plan of the bureau's project, and the bureau accepted the proposal and revised the bidding plan, and there is no reason not to accept, which is a reasonable requirement. Halfway through the successful journey, the next step is for the bureau to identify vendors who can make the bid. With the relationship with Office A as the foundation, we were successfully selected, and at this time, I heard a news from the bidding center: Company D is no longer involved in the bidding. Dizzy... Could it be that God really favors me so much? Is it a blessing or a curse? In the middle of the day, I smelled the smell of mountain rain...

The exit of Company D completely disrupted my plans, I was no longer a fledgling kid, and my gut told me that behind this seemingly good news there might be some kind of conspiracy that I had not seen before, and what was the conspiracy? What's going on?

God didn't give me much time to toss my brain cells. Soon, I got word from the bidding center that another company, Company E, was involved in the bidding, which I mentioned earlier. From a sales point of view, Company E has formed a mature market response mechanism, which can quickly complete the development of the sales echelon, and has become the second batch of shortlisted manufacturers certified by the central government department.

But there is one thing that still makes me wonder, that is, Company E has never been in contact with the customer, and only participated in the bidding when it was about to be tendered, is it too late? Aren't you afraid that you are accompanying the prince to study?

Now I give lectures to some colleagues, and I often say that if a project is invited to come when it is time to invite you to bid, then I advise you to give up the bid, because nine times out of ten you are going to accompany you to tie up to the court. In fact, it also takes a lot of courage to give up, at the beginning of the company's establishment, forced to survive, no matter what kind of project want to participate in it, even if there is only a 1% chance of success, after the company grows bigger, it should be more concerned about the company's overall business situation, and make the correct project probability judgment in combination with the business situation, give up or insist. If perseverance requires endurance, then giving up requires courage.

At this time, I received a call from the sales of Company E, first self-reported home, and then asked me if I had time, hoping to talk. Okay, this set of numbers has been used on me. I also just want to understand the other party's bottom line, and this is a good opportunity.

THE PLACE TO CHAT WAS IN A TEAHOUSE, THE OTHER PARTY'S TITLE WAS VERY SCARY, I REMEMBER IT WAS THE SALES DIRECTOR OF THE ×× INDUSTRY DEPARTMENT, I THOUGHT IT WAS A BIT RUSHED, FROM NORMAL LOGIC, THEY SHOULD FIRST FIND A SALESPERSON WHO IS EQUIVALENT TO MY LEVEL. Maybe it was to show sincerity, so I chose the sales director to go out in the first game.

The sales director, surnamed Dou, is in his 40s and is very modest. chatted for more than half an hour, and Haikan, who was still in the north and south of the world, did not cut to the chase. I couldn't bear it anymore and asked, "Company E hasn't done a project in Yongxin before, right?" "yes, so there's going to be a beginning." Director Dou smiled a little like Maitreya Buddha. "Yongxin's project is not easy to do." I say. "That's why I want you to ask for advice." Director Dou is a typical BJ person, always speaking "you, your". "Don't be funny from me, I still have to learn from seniors like you." "Have you ever thought about going to Company E?" He stared into my eyes as he said this. This sentence is too abrupt, without a little foreshadowing, and it goes straight to the point. "Nope." I took a sip of my tea, "I think I'm pretty good right now." "How much money do you get for doing this project?" This sentence is more direct than the previous sentence, and it will not work if it is not direct, and the bidding will be held next week.

"Bonus? Our bonuses are only linked to the annual task amount. "Since the other party is already so direct, let's answer directly." Well, how much do you think you can get for winning this project? "Director Dou is not relenting, and it is still that problem.

"Money is a good thing, but it's a pity that I'm not too short of money." I don't really like people who are too philistine, and I feel that money can solve everything. Actually, that's because I really didn't feel the lack of money at that time, and sometimes people are like this, when they have money, they will have a lot of confidence in negotiation. "Young man, don't talk to death." Director Dou smiled disdainfully, as if he was laughing at me for pretending to be myself. "First of all, I really don't lack money, even if I lack money, I don't lack this money." My tone stiffened.

At the beginning, our company did not have a sales system for accounting according to the project, but there was an overall annual task quota, after the completion of this task quota, there was no clear reward system for the excess part, and there was not much change in the bonus of 100W or 300W, and Qinghe's project had allowed me to complete the annual task, so his topic did not arouse my great interest at all.

I felt that this was his mistake, before looking for me, I should study me well, the right medicine, his performance I make me feel that this is a rival who does not need to be paid attention to at all, I feel that his sales skills are completely disproportionate to his age, men to a certain stage, what they want is not only money, but more importantly, a sense of success, a sense of conquest, the more difficult the situation, the more it can bring that pleasure. Everything he did made me feel like the two of us weren't an order of magnitude at all, and he didn't even play this kind of carving trick so clumsily.

But then it turned out that I had miscalculated my opponent...

The meeting with Director Dou made me start to completely miscalculate the situation, and I thought that they were just trying to open up the market gap and participate in the project with the psychology of Bo Yibo. On the customer's side, we already have a certain foundation, coupled with the early project operation, there should be no problem in winning it. I'm even optimistic that the fact that he came to me is a sign that they realize the strength of our company and that we are the main rivals in their goals.

Sun Tzu's Art of War has a cloud: "Only by knowing oneself and knowing one's opponent can one not be defeated in a hundred battles." "It's a pity that I was deceived by my own eyes, and they all said that seeing is believing, and later I learned that what I saw with my own eyes and heard with my own ears may also be appearances or be deceived.

Next, I started to understand the composition of the tender committee through some connections, which is strictly confidential, and even in the final bid opening stage, the vendor may not know much about the final composition of the bid evaluators. But there is a solution to everything in the world, since the rules are set by people, then there is the possibility of finding a solution to the problem within the framework of the rules, and the first course that lawyers have to take is to find loopholes in the law, which is quite effective. Even if we don't know the specific composition of the staff, or we can't operate the composition of the expert group from the bottom with our business strength - for example, it is recommended which expert to invite from the bidding center, there will not be too many loopholes, because there are so many experts in the province, and as long as it does not go beyond this circle, things will not get out of control.

Some people may say that you are breaking the rules of the business world by doing this. I don't think so, just like politics, why many upright cadres are not tolerated by the people around them, is because of the lack of political wisdom, this is a kind of political strategy, if you want to succeed, if you want to do more for the people, then you must have more power, but what is the basis? It is first and foremost to ensure your own survival, your survival in politics. That's why I call this kind of sales technique sales strategy, "Strategizing in the military tent and winning thousands of miles away." "You can't be considered a qualified salesperson without this skill.

With the help of Yongli company's agents, I finally got the list of expert personnel. If you don't look at it, you will be happy when you see it. The expert group consists of 9 people, 2 of whom are representatives of the customer side and the other 7 are experts.

The experts who participated in the bid evaluation committee are well-known people in the province, because our company's real style of doing things and has been implemented in the province several successful cases, they have a good impression of our company, this advantage is incomparable with other companies, and we also pay more attention to their friendship, often play ball, chat, 7 experts in 5 usually appreciate our company, these experts basically belong to the academic school, most of the upright personalities, I believe in the choice of the companyIf we conduct a comprehensive evaluation from the aspects of technical strength and successful cases, our company will have a great advantage.

The project has been operating to this extent, and I believe that success has begun to beckon me, and a few days before the bidding, I evacuated Yongxin and concentrated on the preparation for the bidding. In this regard, we are far inferior to Company E, all their tender production work is done by a consulting team, from writing to defense, from binding to sealing, doing quite professionally. Unfortunately, I only learned about these processes later, and I also took advantage of the loopholes in their process, and in another project, a friend of mine helped me get revenge.

In contrast, the final bidding process of our company needs to be completed by sales, that is, in the last few days, things began to change, in fact, the root of this change has been for a long time, but my blindness caused me not to pay attention to it, and at the most critical time, I was not on the scene. While I was still enjoying the bids I had been printing and binding all night long, the situation began to flip around...

The date for the submission of the bid has finally come, and the site of the bid delivery and bid opening is arranged in the large conference room of a hotel in Yongxin. It was here that I saw someone I didn't expect.

According to the order of the manufacturer, we are ranked first, E company is ranked second, to introduce the process of bidding and bid opening: first of all, the manufacturer will seal the tender to the bidding committee, which is generally divided into commercial bidding and technical bidding, commercial bidding is mainly the response and commitment to the commercial terms, including power of attorney, quotation, etc., and the technical bidding is to explain the company's technical solutions for this project.

Next, the representatives of each company will go to the stage, and the personnel of the bidding committee will first introduce the person's position, and then open the company's power of attorney to the person and read it, and then open the bidding quotation, read out the quotation, if the quotation does not meet the bidding requirements, such as the format of the quotation is not correct, there is no stamping seal, etc., these will be declared invalid.

The price we quoted is basically within a reasonable range, and we understand the investment amount of the customer in the early stage, so we chose the price of 20% of the investment amount as the standard for this bidding. Quotation is quite an art of science, if you can completely manipulate the bidding situation, then OK, you can pull up a few companies that have no hope of winning the bid, one of them will quote a high price, the other will quote a very low price, and you can quote a price in the middle of the top, which can effectively protect the company's profits.

Of course, when you can't control the whole bidding situation, you should pay attention to the fact that some manufacturers may adopt a low-price strategy, so that even if you win the bid, the customer has a target reference price, and will use this low price to negotiate the price with you, which will eventually lead to an extreme decline in the project's profits. Why do we do the project, in exchange for profits for the company, or to seize the market, to complete the "digital enclosure", then we have to take various methods to ensure the profit margin of the project. A project without profits, take down, is likely to become the company's nightmare, "abandon it, eat tasteless", customer relations are getting worse and worse, the reason is very simple, the project is not profitable, the company's resources are insufficient, how to improve customer satisfaction? In the end, it will lead to the loss of the entire market from point to surface.

Getting back to the point, when I was standing on the stage and listening to the bidding staff read out the quotation, I suddenly found a person sitting in the last row - Liu Chen of Company D. Didn't Company D give up the bid? That's my first reaction, he sat in the last row, I don't know when he came in, I used to face him, I always remember my opponents, my brain started to run fast, what's going on? There are clear regulations in this bidding that personnel unrelated to the project are not allowed to enter the bidding site. Could it be that Company D is back again, impossible, absolutely impossible, if D comes back, then I will get the news as soon as possible.

The time to read the power of attorney and the quotation is just 5 minutes, and my energy is not at all listening to the quotation, so that I haven't realized that after the quotation is read, I didn't realize that after the bidding staff behind me reminded me, I found my gaffe and hurriedly walked off the stage, my eyes were always on Liu Chen's body.

Liu Chen may have realized my gaze, and his expression seemed very unnatural...