The Temptation: Beautiful Female Boss

Nanlin got my encouragement and began to tell his story vividly. "My client is an architectural design institute, and they plan to use printers. When I showed them the product, the customer took out a self-contained drawing and asked to do the test on the spot. It's a blue drawing. After our engineers read it, they secretly told me that although our equipment has the function of eliminating blue, the color of the drawing is too dark, and the effect of scanning and printing with our equipment must not be good. I suggest that I find an excuse first, and don't do the on-site test immediately, 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 took the test sample back, but there was no news after that. "

Xu Meimei holds her clothes on her chest in one hand and her cheek in the other. Her expression keeps changing with the story of Nanlin. Yan Ning and Wanzhou were also deeply attracted. Ji and his men were chatting in a low voice. I took a look at Jizong and knocked on the table to remind them to pay attention. He said to Nanlin in a hurry, "how did I analyze with you later?"

Nanlin continued: "well, when Mr. Chen and I discussed this, we couldn't make a deal. Just come with me and visit clients. Later, we learned that our competitor, Datong, boasted in front of customers that their products were not only clearer than ours, but also cheaper. Customers want to compare the effects of our Yongen and Datong products, but Datong doesn't have demonstration equipment, only uses this equipment in a graphic store. However, the location is far away, the customer is busy with work, and has no time to test in person. That's how it's been dragged down. "

"I was very anxious at that time, and immediately let Nanlin take the initiative. We asked for the customer's drawings again. We asked the engineer to debug the equipment again and print out the best results. " I can't wait to get in.

"Later, the engineer said that technically, Datong's equipment could never be clearer than ours. I have a bottom in my heart. Let Nanlin dress up as a customer and go to Datong's graphic shop to print the drawing. As a result, our clarity is slightly better than that of Datong. " When I said that, Xu Meimei couldn't help clapping her hands. My heart says, this girl is really enthusiastic. However, with their encouragement, my heart is really happy. When Nanlin saw that I was always interrupting, he suddenly realized that he should emphasize the role of the manager instead of just showing himself. Then he said, "Mr. Chen specially asked me to issue an invoice at that time, so as to prove the place and time of printing. Finally, I give two copies of the printed version to the client for comparison. Moreover, I also remind the customer that good engineers for debugging and maintenance are the guarantee for better equipment effect. Customers see the difference not only in equipment, but also in service. And service is one of our strengths. Later, although our price is expensive, we still purchased Yongen's equipment! "

"OK, thank you Nanlin!" I applauded Nanlin as I spoke. Wanzhou, Yan Ning and Xu Meimei all applauded. He raised his head and slapped his face doubtfully. His men even lowered their heads as if they were asleep. I knocked on the table again, and the general manager of Ji raised his head. I said:

"let me summarize. 1、 We have to think for the customer. If the customer is busy, we will do the test for him. Moreover, we have to issue an invoice to prove that the test is fair. 2、 We should strive for the assistance of engineers and emphasize that good service is the guarantee of equipment operation effect. Highlight our strengths. 3、 It is our confident, persistent and serious attitude that moved our customers. This example shows that there is little difference between our products and those of our competitors. But salesmen are very different. If we can actively and meticulously provide customers with appropriate services, or even do something extra for them, we may win the hearts of customers. Let customers believe our advantages and win in the end. Sometimes, people are more important than products! "

Seeing everyone nodding, I really want to be convinced quickly and gather the salesmen around me firmly. If I can get the recognition of Wanzhou Yanning Nanlin and Xu Meimei, I would rather pay more. He also stressed: "I hope you will come to me to discuss if you encounter any difficulties in the future. I'd like to help you and get the order with you. As you know, sales is a hard job, and it's not just about coffee. "

"I don't agree!" Ji always obviously felt that my last sentence was aimed at him, and immediately pulled down his face and said. Ji Zong's words are startling. It attracted everyone's attention in the past.

"I don't think every deal I sign is easy. What I do are all big foreign customers. They like to drink coffee and play tennis. And I also used our senior leaders to communicate with them, which would be more convenient and direct. Am I wrong? " Ji always stares at my eyes and asks me.

"I didn't say you were wrong, but we wanted to hear some useful tips, which you didn't talk about." I was a little confused by Ji Zong's sudden question, and I couldn't find the key for a moment.

"What do you think is the difference between the skills of big customers and small customers? Big clients don't just care about what you do to them, do errands for them? " Ji Zong is not willing to show weakness.

"First of all, I want to correct one of your mistakes." I said. "Big account sales and big sales are two different concepts. Although the Lingbo company you do is a big customer, what you sell is only more than 100000, which belongs to small sales. Therefore, big account sales are not equal to big sales. Well, should your question be "what's the difference between big sales and small sales?""Yes, that's what Ji always means." Nanlin is very interested in my topic and can't wait to say. He frowned and listened doubtfully. I looked at my watch and said, "it's late today. Mr. Mai will come to train you later. This is a complicated problem. I don't know if I can finish it."

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

I laughed and said, "well, I'll start. Large sales and small sales, or big sales and small sales. Large sales are aimed at large amount purchase of customers. Because of the large amount and high risk, there are many decision-makers and long cycle involved. On the contrary, small sales have small amount and low risk, which can be solved by one-to-one communication between salesmen and purchasers with short cycle. That is to say, one is "how slow is the great danger" and the other is "how fast is the little safety."

"It's interesting to say," how slow is a big danger, how fast is a small one. " Xu Meimei dragged her chin with both hands and said with a smile. I think Xu Meimei and some of them listened very carefully and felt a sense of pride.

I then said, "so we can call it big sales, strategic sales, small sales and transactional sales. The success factors of the two kinds of sales are different. Transactional sales mainly win in cost performance, while strategic sales mainly win in suppliers' comprehensive ability to help customers succeed in business and personal development. "

"Manager, wait, I still don't understand the difference between transactional and strategic." Wanzhou asked first.

"Let's take an example. You are away on business and you lose your list. It's very boring. Your girlfriend is not around, but you need comfort. What should you do?" I asked Wanzhou.

"Look at your example. I'm really unlucky. Then I'll go to the bar and have a drink! " What Wanzhou said made everyone laugh.

"Well, when you drink, a beautiful, slim girl comes to play games with you and drink at the same time to relieve your boredom. Do you think it's good?" I asked again.

"My role is OK this time, OK, I'd like to." There was another burst of laughter.

"After drinking, you have to pay. After paying, you go your separate ways. After a few days, who forgets everyone. This is the transactional selling. It has short cycle and low risk. The success lies in the cost performance, whether the girl is beautiful and whether the price is appropriate. " I said.

"Oh, I see. What if I didn't forget? How about the girl with the wine Wanzhou asked back, and everyone laughed again.

Yan Ning said to Wanzhou: "then you will have a long cycle and high risk. You still have a girlfriend. She won't do it!"

"Yes, you forgot your girlfriend in Guangzhou." I also smile, and then said: "if you return to Guangzhou soon, and lost a business."

"I'm so unlucky that I always lose my list."

"Yes, if you don't study, you will lose your list." Nanlin said.

"If you are depressed again, your gentle and beautiful girlfriend will accompany you to eat and drink, which will make you feel happy again soon. So, you take out the money to pay your girlfriend, what will she do to you? "

"I'm so stupid. She has to be in a hurry with me! I have a long-term relationship with her. We have tested each other for a long time. I'm going to marry her as my wife Wanzhou's words brought us a burst of laughter.

"I'm joking. You see, you choose a girlfriend not only for beauty, but also for money, but for a lifelong partner. You can find a girl to accompany you, but you can't be careless in choosing a wife, because once you choose the wrong one, the risk will be a lifelong mistake. So, you and she are going to meet their parents, and their parents will give you some of their opinions. What's more, if their parents are not sure that you have the ability to make their daughter happy in the future, they may not agree with your marriage. Therefore, strategic marketing is the same as looking for a life-long partner. I'm afraid it requires large investment, many people's participation, long cycle and high risk. " I explained it clearly.

"I see. What kind of sales do the two cases of Nanlin and general manager Ji just now belong to?" Wanzhou asked.

"You're so quick. Well That's a good question. " I think Wanzhou is very positive. After thinking about it, I said, "in fact, there is another way of sales, which is between big sales and small sales."

"Then it's China sales," Nanlin interjected.

"Oh, No. It's called consultant sales. You can think of big sales and small sales as two extremes. Most sales are somewhere between the two extremes, maybe to the left or to the right, so most sales are advisory sales. " As I said, I drew a line on the whiteboard and marked the two ends of the line with trading style and strategic style. The consultant type is marked in the middle of the line. "The key to the success of consultant sales is to stand in the position of customers and make appropriate solutions to their problems. And your plan must be better than the customer thinks. In Complex procurement, customers have little knowledge and experience, and they often can't make correct judgments, so they need the help of experts and consultants. The salesperson can play this role. It's like when we have a serious illness, we can't just go to the drugstore to buy medicine, but have to see a doctor. However, you must objectively provide "Prescriptions" for customers from the perspective of customers, not from the perspective of selling products, otherwise, customers will be far away from you. It's like a doctor who prescribes a big prescription and is spurned by the patient. I don't know. Do you understand my introduction? " Then I looked at you.Please collect and read the latest novels on our website!

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