One of the people I know has a sales friend S that I define as a top-tier salesman.
Excellent people are always very attractive, because they have not met for a long time, some time ago on a business trip specially asked him to meet a meeting, the world south sea north chat, one of the most core topics, is how his sales kung fu is trained. I'll sort it out and write it out, hoping to make some sense of reference.
(1) How cattle people are trained
S's sales can do what extent, the top hospital in his region, customers only recognize him, not only the director recognizes, go out to participate in the academic meeting will take him, the deputy director, the group leader is also very recognized, the dealer can not press into the goods, as long as he comes forward, the customer will find a way to help him press in. I went with him to visit clients and could feel the trust they had in him.
What is even more valuable is that he is neither the second generation of officials nor the second generation of the rich, and has no wealth or color (?? ), completely an ordinary person, and very young, less than 5 years after graduation, doing sales for two or three years, but achieving a lot of sales throughout his career can not reach the goal.
At the first sight of the meeting, I said, I feel that you have improved again.
Then he started telling me about a list he had just typed down recently. He took over a hospital in a prefecture-level city half a year ago, and the sales that were previously responsible for maintenance offended customers from top to bottom, and when he first visited strangely, he was directly scolded by the director, saying that he was ready to kick the equipment out.
He said that this situation is not the first time it has been encountered, carrying the pot and repaying debts is the daily life of sales, the trust of customers in us has been lost, and the first thing I have to do is to re-establish trust.
My method is simple, just five. First, be sincere to customers, do not deceive users, second, to keep the promise, do what you say, three, be professional, understand the product, four, be thick-skinned, perseverance, five, be humane.
They have any problems with the product I manage, I will help them solve as soon as possible to solve the problem, can not solve the problem I also honestly say why can not solve the current, what remedies will be, do not deceive, do not perfunctory.
Then I sent a cup of coffee to the director every day, at first the director did not want it at all, and ignored me, I insisted on sending, and then the director slowly accepted, and finally there were competitors to send coffee, and the director always thought that I sent it.
A simple thing, insisting on doing it, will also have unexpected effects. People tend to overestimate what they can do in three days, but underestimate what they can do in three months or even three years.
Vice Dean I usually can't meet, I will find a related agent to introduce, explain our solution to him clearly, and slowly win his support. Deputy Director Corey is my hometown, I set up with him, usually nothing to ask him to eat with, slowly also matured, he is also very supportive of me.
Originally, the hospital had approved the equipment procurement of the department, and the competitors had also done a lot of work, and our equipment was going to be kicked off, and the competitors thought that they were going to win and were ready to move the instruments in. I thought of a trick, and after getting the approval of the agent, vice president, director and deputy director, I preemptively moved the equipment in.
This list should be the fastest ever made by the company, from being recognized, to shipping, to being installed. Seeing that our instrument was already in the department, even the competitors were blinded, I didn't know why we got it so quickly, the instrument went in, they were also dead-hearted, and a stone in my heart also landed.
(2) The speed of trust
After listening to him tell a thrilling single story, I had a question.
I said, have you read a book called Speed of Trust? It's Steven. Covey wrote about how to build trust, nothing is faster than trust, Covey's dad Old Covey is the author of the seven habits of highly effective people, before a very popular book, you seem to have read it.
He said that there have been too many things lately, and he is really busy and has no time to read, which is very bad. I said, you don't actually need to read a book, your experience every day is an experience that can be written into a book, and your experience and Covey's point of view completely coincide. Covey is also a practicalist, and he summarizes his experience and writes it in a book, arguing that there are four cores to the establishment of trust, sincerity, motivation, ability and results.
Sincerity and motivation belong to morality, ability belongs to talent, results are the result of action, you say honesty, not cheating, keeping promises also belongs to morality, professional understanding of products belongs to talent, perseverance to do, and finally produce results, so you won the trust, quickly took down this list.
He said, if you think about it, if all of these items are available, the speed of re-establishing trust will be faster, and my professional background will help me add points to clients, who will recognize my professionalism as soon as they hear that I graduated from a good professional school.
I've heard a word called the Tacitus Trap before, which says that when public power loses credibility, no matter what it says or does, society will give it a negative evaluation. Just like the previous melamine incident, everyone's trust in the entire domestic milk powder industry was destroyed overnight, and it has not eased up until now.
Whether it is an organization, an institution or an individual, how to obtain and maintain trust is a major event that needs attention, overdraft trust, the relationship between the light is deadlocked, the cooperation is over, the cooperation is over, the business fails, the heavy losers destroy the country, and the world is lost.
Before there were the princes of the Beacon Theatre of King Zhou You, they lost their trust, lost their lives, and lost the world, and then there were beautiful countries that overdrawed their trust in the world again and again, giving priority to their own interests, and were resisted by people of insight, and freedom and democracy became a chicken feather.
So always be careful about trust. The trust of others is an intangible wealth, and this credit added to the body is also the basis for future development.
This principle is the same as borrowing money, the borrowed money is repaid, everyone trusts you, and you can borrow more money later, more money, naturally you can do more things. In a sense, building trust is the fastest way to make money.
As a salesman, sincerely, for the sake of customers, from a professional point of view to help customers analyze and solve problems, provide reasonable advice, not just just to make a business.
Customers see more people than you, but also smarter than you, how are you, over time they know very well in their hearts, and in the end there will be a return.
Original: Cabinet Master Pro Yunqi IVD