Chapter 441

"When it comes to spending money, I have to tell you that in marketing, we should pay attention to emotional communication rather than money. This is my third move." I said: "this is not contradictory to what I said just now. It is necessary to spend money in the marketing process, but friendship cannot be completely based on money. Money just allows you to approach customers without any relationship, and it needs emotional cultivation and ideological exchange to make customers trust you completely. If you blindly use money to accumulate, it will make customers have bad habits. On the one hand, their appetite will become bigger and bigger. On the other hand, they will distrust you and think that your products have problems in quality or some link

"The last move is that you don't have to ignore the competitors. Although the battle of Xinghai newspaper industry has not entered the white hot stage, it is also quite fierce. I don't need to say that. We all know that the biggest competitor of our distribution network is the postal network. Of course, other networks that run and distribute newspapers by themselves can't be underestimated. When you are reporting to customers, you can't ignore them When you recommend our newspapers and networks, you will definitely meet competitors. At this time, don't be enemies of your peers. You should take the initiative to deal with them and learn as much as possible about their product content and price. The so-called "know yourself and know your enemy, win every battle" Dear students, when you can skillfully use the above four points, I believe you will have a chance to become a successful sales talent. "

Just after answering this question, in the warm applause, I suddenly saw two familiar figures at the back door of the venue, sun dongkai in front and Cao Li behind.

I turned around and looked at xiaqiutong. Qiutong also saw sun dongkai and Cao Li at the moment, with an unexpected expression on his face. But then he stood up and said to the microphone, "welcome to the group president sun and director Cao of the economic management office to visit our training meeting."

In the applause, sun dongkai and Cao Li quickly walked to the front row. Sun dongkai first turned around and raised his right hand to all of us, waving slowly. The gesture was quite the same as when the old man met the red guards on the Tiananmen Gate Tower. Then he turned back and laughed at Qiutong and me on the rostrum. Then he nodded to us to continue, and sat down in the middle of the first row.

Next, I will continue to communicate with you. In the following communication, I will try my best to answer in the most concise language, and strive to solve more problems in the limited time.

A young man asked me: "manager Yi, I'm a new salesman working in the company. I work under manager Cao of the first business department. In my work, someone advised me that if I want to get along well in the business department, good interpersonal relationship is the first and work is the second. What do you think of it?"

I took a look at Cao Teng who was sitting under the stage. Cao Teng looked at the front without expression. His eyes seemed to be at a loss. He didn't seem to hear the young man's question.

I turned my eyes and replied: "brother, this kind of idea is very dangerous. New employees always take the work at hand too lightly and the interpersonal relationship too complicated. Looking down on work means looking down on yourself. No one likes this kind of person. The interpersonal relationship is too complicated. On the one hand, it makes people feel that they are not doing their job properly; on the other hand, it makes people feel that they are opportunistic. Don't put the cart before the horse. "

After answering, I looked at Cao Teng. He was still numb and just swallowed his throat.

Then a young man with a high head stood up: "manager Yike, I am a member of the mobile newspaper sales team. I always feel out of place with my colleagues around me. It seems that everyone is having a hard time with me. What should I do?"

I thought: "man, we all come out to hang out. No one has the responsibility and obligation to see your face. Don't presume that others will get used to and eventually accept your negative personality. This is an excuse for self indulgence and the biggest obstacle to self-improvement. Arrogance is a double-edged sword. If you don't have enough charm, talent and status, don't try it easily, even if it originally exists in your character. It's true that character decides fate. "

Sun dongkai tilted his legs and gently swayed his chin with one hand. He looked at me with an interesting expression and listened to my reply.

I vaguely feel that sun dongkai didn't come here uninvited for my sake today. I don't deserve his efforts. He is not the kind of person who does things without purpose.

Before, I heard Qiu Tong say that she invited sun dongkai and Cao Li to attend the training meeting, but both of them refused on the pretext of something. Since they refused, they suddenly appeared in the middle of the training. What do you mean?

I think there is something strange about their sudden arrival today, but I can't figure out where it is.

Sitting on the platform, I didn't have time to ponder over the intentions of sun dongkai and Cao Li, because one problem after another came from the venue.

"Ike, when I'm doing marketing, I often encounter difficulties or dead ends. Sometimes I'm confused. What should I do at this time?"

I said, "water can reach the sea because it skilfully avoids all obstacles and keeps turning. In the marketing process, many smart people failed to take the road to success, many of them did not turn back because they hit the south wall. When doing marketing, everyone will inevitably encounter difficulties. It's a good way to take a turn. If the mountain does not turn, the road turns; if the road does not turn, the people turn. As long as you change your mind, adversity can become an opportunity, and turning is also a way to move forward. ""I'm a novice in business. How can I gain the recognition and trust of customers quickly in the sales work?"

I said: "it's very simple. There are three steps. The first step is to learn how to be a person and shorten the distance with customers. We should be confident, active, hardworking, reliable and studious. The second step is to start from simplicity and let customers not look down on you. That is to say, we should start from the smallest regional market unit and start from the simplest and most basic work By being a person, we can get closer to our customers. By starting with simplicity, customers no longer look down on you.

"But in sales, the final result is sales performance, the continuous growth of sales and the continuous improvement of market share. The next step is the third step. You should go deep into it, fully mobilize the enthusiasm of customers, develop and manage the market together with customers, obtain good market performance, and finally make yourself a partner of customers, so that customers can never feel separated from you.... "

"When dealing with customers, how to grasp the discretion of speech? Ask manager Yi for advice

I replied: "in the conversation with customers, marketers should have skills in speaking and art in communication; good eloquence can help you succeed in your career, and good communication can change your life. When we communicate with customers, we should pay attention to our own mouth, use our mouth well, and know what we should say and what we should not say. If we don't know what we should avoid, it will lead to failure; if we don't know what we should avoid, it will lead to stagnation. In our conversation, we should understand the ten taboos: don't argue, don't question, don't order, don't show off, don't be frank, don't criticize, don't be professional, don't monologue, don't be cold and don't be stiff! "

"I think being a salesman is always a part-time worker, always creating surplus value for others and never promising. What do you think? Manager Yi

I laughed: "man, if I say you're not working, it's a lie. You're really creating surplus value for your boss. Unless you start your own business, you will always be working for others. But working with a working attitude is a big mistake. Remember, the purpose of work is to grow up, and the purpose of growth is to upgrade the status - even the workers are divided into three, six and nine grades, and the top workers are second only to the boss. "

"Yike, I want to ask you a question. I'm very busy every day. After delivering newspapers in the morning, I have to order newspapers in the afternoon, do logistics distribution, and pay a return visit to customers. I really want to strengthen my study of marketing theory. However, I always have no time. How can I supplement my defects in theoretical knowledge?"

I said impolitely: "no time to read, no time to study, no time Enough! These are all excuses. Only successful people have the right to say that they have no time. Other people's so-called "no time" are excuses. Do you really have no time? Where's your time? "

"Manager Yi, I'm a salesman. I've been working very hard. I always think that as long as I pay, I'll get something. However, I've still got nothing What should I do? "

I said with a smile: "brother, if you pay, you will get something. This sentence is correct from a macro perspective, but don't expect that every effort you make will get something. Learn to accept futility and failure, and you will go further."

"Manager Yi, I'm a hard-working old scalper. I've always been hardworking in marketing. However, I've never been a part of it. My friend comforted me by saying that the aroma of wine is not afraid of deep alleys. Let me not complain and say that gold will shine. What do you think of this sentence, manager Yi?"

I thought: "brother, is wine not afraid of deep alley? you 're right. This sentence applies to people with unique talents, but do you think you are a person with unique talents? If not, if your talent is not outstanding, then I advise you not to just work hard, but also cleverly applaud yourself. At this time, you should remember that the crying children have sugar to eat. "

The atmosphere of the meeting was warm and lively. One by one, everyone raised their hands to ask questions. I started all my energy and brain and concentrated on answering you. I was very thirsty.

Qiutong became my waiter and poured water into my cup from time to time.

More than three hours passed unconsciously. At this time, Qiu Tong took a look at the time and said to everyone in the interval when I finished answering a question: "the time for today's training meeting is coming. You have asked a lot of questions. Let's give you a chance to ask the last question Otherwise, after everyone's questions, manager Yi will be tired. "

There was a good laugh at the meeting. Many hands that had been raised were put down, but only one hand had been raised stubbornly.