Finding key talents is the first step to successful sales
People who waste their time are often good people
I have a client. I haven't signed a contract with us for more than a year. I started talking to their boss, but the boss said that let us find the office director. The director of the office is a woman. Every time I go, the person is very easy-going. Very good, but also for you to pour tea, cold and warm, said the company is discussing this matter, but also to discuss with the leaders of various departments, see their opinions, I went home seven times before and after, and also put my boss together Call the past, sigh! It’s really speechless. Finally, the answer is that the opinions of different departments are not uniform. There are two departments that do not agree. The other department said that if it is done, it is a good thing. If you don’t do it, it doesn’t matter. Finally, the boss is determined not to do it, Mom! It’s a waste of time. I really appreciate those who tell the truth and say no.
KP is not necessarily a person with a high position
I have a customer. He is a titanium product. At the beginning, I was looking for their foreign trade manager. At that time, the foreign trade manager was very polite, telling me that the current market situation is sluggish, the country restricts exports, and the company may face layoffs. We can't cooperate. Seeing his words are sincere, I will let him go. After a month, I went back to the office. One of my colleagues said that he signed with him. I was shocked. "Signed? How is it possible, he is not saying They can't make an exit, and the company has to lay off employees?" My colleague told me that when she went to the beginning, the other party said the same thing, but then she went to a foreign trade operator to find out that the company still had an intention. After the foreign trade personnel reported with the foreign trade manager, the foreign trade manager should have reported to the company, but the foreign trade manager was afraid of trouble, did not want to go, directly let the foreign trade personnel report to the company, and finally the company approved. Damn, this bastard! Just because I was afraid of trouble, I compiled this big panic, and it made me lose this industry. It was really hot.
Must learn to cultivate allies
With this lesson, I met another company. I promised to cooperate a few years ago. The former colleagues passed the contract and finally did not sign. After I took over, I called and the other party was very indifferent. We are different, this company is a bit far away, I think we must go and see what happened, there is also a rating for this company, I ran away, because it is a big company, the boss will not see us, straight Ben Foreign Trade Department, I saw the foreign trade manager, just reported his name, I did not expect the foreign trade manager to be so impatient, I saw the visit record before I came, there are indeed many people called him, but no one came to the door, I It was also very hot at the time, my mother, I ran over, so let me sit down and drink my mouth! He saw that I was hard, so I let me sit down, poured a glass of water, and talked about it. Only then did I know that there were two people in the Ministry of Foreign Trade, and there was a woman who did not tell me what was happening at the moment. It was said to be internal. The problem, specifically what to kill, does not say, just like this, I went back, I think this company still has hope, I did not expect that after a few days, I received a call from another woman in the company’s foreign trade department. I know that I am also a surname, let me make a plan. This is a very rare opportunity. I asked her for the QQ number. Because I am handsome and careful, she quickly told me about the company because All the funds applied by all the departments of the company must be earned back by the department, otherwise they are responsible, so no one dares to apply for money, the boss is abroad, she asks me to call the assistant to the general manager, and then the general manager assistant calls the boss. She yelled at me. Don't tell the assistant to the general manager that she told me. (I was speechless.) I called and the content was omitted. The next day, Miss Wang called me, no. In ten minutes, take Ticket leave. Top-sales.com.cn
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There is another case. The boss is a woman. At first, she was looking for her. The attitude was very rude. I didn’t think about it. I didn’t think about it. I went to the door several times. It’s like this. There were a lot of colleagues who came to the door. At 10 o'clock that morning, I went to her. Office, seeing that she has been on the phone for a few hours, (I am really powerful) I can't wait for it. I wanted to go out, but it was very rainy outside. I went to the next office and sat down. One person in the office chatted. I didn't know what he was doing at the beginning. When I heard that I was doing foreign trade, I was very interested. He talked a lot about his foreign trade experience in other companies. I have dealt with foreigners, but I have only been in this company for less than a month. The surname is Liu, who is the director of the company. Oh, I am very happy. He promised that I will let the boss promise this. It’s 12:40. The boss just put down the phone, Director Liu led us to dinner, (I am embarrassed, let him pay), telling my boss to take a lunch break at noon, work at 1:30 in the afternoon, just one and a half, we follow the boss into the office, one At the beginning, of course, some comments were made. After we answered the questions, we made some demonstrations. Director Liu analyzed the current situation of the company's market in front of us. The boss saw that Director Liu was so confident. Finally, I wrote the contract and wrote it. The boss saw that I didn't say anything about the contract. (Haha) The next day, we received a water list from their bank.
In the sales process, if it is not a key person, it is useless to say anything, especially when the phone is contacted, we do not know whether the other party is a decision maker. As long as it is not a decision maker, his words can only be used as a reference. Of course, the money is paid. The opinions of the people are the most important. Understand the boss's thoughts. If the boss has no idea, then communicate with the decision-making layer around the boss. If you can't do it again, then communicate with the person you use. If you can't, congratulations, you can put it. One put it. Sales work should not take a line, learn to walk multiple lines, and finally find the key people, we can succeed.
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