From the first director, then to finance, vice president, legal affairs, secretary of the chairman, and finally signed by the chairman. So it basically takes a long time to get a customer.
The project is located in Huang Beiling, Luohu, Shenzhen, and owns a property group. When I met the director for the first time, I found that the director belonged to the old-school style, which was very standardized, cautious and bad-tempered.
In addition, this property group used to be a state-owned enterprise, so it is sensitive to some things he is responsible for. The gate system of our company is generally more expensive. If it can be successfully promoted here, the cost is basically around 300 thousand.
In the past, two colleagues in the company went to find them, but they didn't get them down, because what they got after going was basically the rejection of the director, so they refused directly if they didn't need it! So basically I didn't even have a chance to introduce myself. In this case, how did I get this customer in two months?
As we all know, why many times now when we want others to sell things, others don't need them as soon as we finish talking? Because we triggered the customer's conditional activation mechanism. What do you mean? For example, when we hit a certain position in the knee, the whole calf will bounce up, which is called take-off reflex. Because we triggered a fixed condition, resulting in a fixed reaction.
Similarly, in a place like Shenzhen, many leaders will contact several door-to-door sales in a day. Therefore, under the influence of this environment, it has been seen that you are a salesman, or once you say "Hello, I am from XXX company, my name is XXX", it will trigger a fixed reaction that customers don't need. Are they really unwanted customers? It is very likely that customers will directly answer you without thinking, which is a disguised condition.
So before entering the office, I have been observing the place where the other party just stopped charging, looking for some shortcomings and problems of the other party's existing equipment, first finding out some problems of the other party, and creating better dialogue opportunities for the communication between the two parties. Therefore, when I went into the office to find the owner, I didn't come up with a very standardized introduction. Instead, he said, "Good afternoon, Director X. When I passed our building just now, I found that there seems to be something wrong with our parking lot equipment."
Then the director said, "What's the problem?"
Then I said a few questions I found. Then the director remembered to ask me, "What do you do? Is it from this equipment company? "
Then I said no, I'm from a company, and I just took this opportunity to talk about the advantages of our products appropriately. Finally, I left a document here.
When I left, the director said to me, "You can talk to our vice president. He has the final say. " I didn't know until afterwards that the vice president was in charge, but the premise must be that the director agreed, because the director is the person in charge directly, and he had long wanted to change, so why should I talk to the vice president? Because he's afraid of taking responsibility.
This is the end of the first visit. I remembered it when I walked out the door. It is broken. I didn't pay attention to any information. What shall we talk about next time?
The second time, I went to see the vice president. The meeting was rather bad. Although things have made good progress after talking with my boss, during the whole conversation, my heart was always at a loss and I didn't have the confidence to speak. Fortunately, the vice president is nearby.
When I met Director X again, I directly talked about some things that I talked with the vice president. That's basically bullshit. I was thinking about it before I came here. What should we talk about this time? How can I find out what the other person likes? So I talked about one topic after another. Finally, I found that the other party prefers to talk about some historical topics. Because my father participated in the Anti-Japanese War, he was also deeply affected. As soon as he talks about it, he can't stop, so I just listen occasionally, answer the words and introduce the topic. Finally, we had a good chat. Just get to know each other!
In the future, I will basically keep the rhythm of going two or three times a week. Sometimes I occasionally bring some fruit to the staff and leaders of the whole management office. Although the other party didn't refuse me, it didn't accept my product. Things have not progressed at all. The main reason is that he is afraid of taking responsibility.
What to recommend, or because of a godsend opportunity, when I went, the director was doing a health check-up in the office. Then the topic this time is basically health. Finally, I learned about the director's family background and family background.
When I was a doctor, I followed, started talking to the doctor, and finally learned some physical conditions of the director from the doctor.
What should I do after the market adjustment? Good, good opportunity is coming! I began to want to give some inexpensive but practical gifts. What should I give? After thinking about it, my mind flashed and the way came!
Knowing that the customer has physical problems, can we start here? Having decided the direction, I began to think about what gift is cheap and can reflect my relationship with customers.
Is health food distributed directly? Don't say that one is expensive, and the second customer will forget it after eating! Thinking about it, I finally came up with a cost-effective method and found dozens of health information on the Internet, all of which were related to the symptoms of some patients. Finally, I sorted out dozens of pages, printed them out, and made notes in some places with a pen and sent them to customers. (Zhu Sude said)
When I showed the information to the customer, the customer saw what I had prepared and browsed it several times. When he browsed the notes, I told him what to pay attention to. Finally, the customer didn't finish reading it and put it directly on the table! Didn't say anything to me! However, from his next actions, I know that his recognition of me has increased by more than one paragraph.
After putting down the information, I immediately stood up, walked to a table, stood up and turned on the air conditioner, saying it was hot today, blow it! Pointed the wind at me. I have been here before when the weather is hot, but I have never been treated like this. After coming down, the client took out the contract I gave him before from the drawer and began to study it. ...
Now, I can use very professional words, it is clearly "human feelings+fuzzy sales ideas+value-added services". The clearer our sales proposition is, the more confused our customers will be; We pretend to be confused, and sometimes customers know it.
It took nearly two months from the first visit to the final signing. I worked there almost every day in the later period.
Sometimes when I go, people in their office ask me, haven't I signed it yet? And every time I go, the director will say hello to me. Finally, I learned from his financial elder sister in the same office that the director praised me many times in their office!
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This is the personal experience of successfully winning a difficult customer through the "Zhu Su De Dao" strategy of perfect combination of market regulation and sales skills in the sales process.