Chapter 2 second quarter

Most of the salesmen are very busy every day, visiting several customers a day, but I am guarding the factory like a stone Buddha every day, not knowing how to develop my own customers.More than twenty days have passed, and I have gained something else.As the saying goes, if you know this and know your enemy, you will win every battle!First of all, you know what you are selling, and then you know how to sell it.Although this is a very simple thing, it is actually very difficult to really understand! If a worker wants to do a good job, he must first sharpen his tools.Haifeng's machines are the most advanced printing machines in the world today, with strong production capacity, and customers are also world-renowned companies, such as Dell, Sony, Adidas, etc. How far these companies are to me.Haifeng needs the support of big customers, because the printing price of Haifeng is very high, and its price has no competitive advantage in the entire Guangdong printing industry.

When other salesmen went out to work, I was alone in the business department in a daze.Fortunately, the business department has a semi-retired computer that can access the Internet, so I printed out the information of all foreign-funded enterprises in Dongguan with assets of more than 20 million.With the phone numbers of these companies and knowing what products they make, I made a classification, and I wrote down the companies that are suitable for Haifeng customers one by one. The rest is how to go to public relations! By consulting Manager Liu, I know that general salesmen can directly go to the company's purchasing personnel.If the purchasers are interested in our printed materials, they will report to the higher-level leaders, so the chances will be greater.But just having a phone and not knowing how to find someone who is responsible for purchasing printed materials is also nonsense.I am like a child who has lost his way and finally knows the north, south, east, and west, but he doesn't know where the way home is.

Later, when I went to work, I was in a daze, not because I didn't work hard, but because I felt inferior.Looking at the busy colleagues, I am like an outcast abandoned in the corner.Countless phone calls, in exchange for countless rejections.As a result, my self-confident heart was hit hard, and I was even more afraid that my colleagues next to me would make fun of me for not being able to make a business call.I sit quietly in the office. As long as someone makes a business call, I will listen to how others make a call, how to communicate with customers, and even find a notebook to record the language of my colleagues' calls.Slowly figure out other people's communication methods and business terms, and keep practicing these formulaic statements.

One day, I accidentally discovered that searching the websites of these companies from the Alibaba website may search for the name of the purchaser, and eight o'clock in the evening is the prime time to communicate with the front desk of the company.Generally, as long as the company can be searched on Alibaba, there will be a contact person's contact information on it, and most of them are purchasing personnel.At eight o'clock in the evening, if the front desk is working overtime, they are basically counting the time to get off work. If you chat with them enthusiastically at this time, they will generally not reject you. You can take the opportunity to talk to them about their hometown, maybe she As for your fellow countrymen, it will be easy to get the name of the purchaser, and you may also have a clear grasp of the internal information of their company. In this way, she will be your indicator light to the customer.

From 8:00 to 9:30 in the evening is a golden time for business, and it is very helpful for a salesman to carry out his work if he carefully grasps this time.A carp jumps over the dragon gate. If it jumps over it, it is a dragon. If it cannot jump over it, it is still a fish. It may not even be a fish. If it takes a step back, it will harm other groups.The same is true for business. If you do well, your business will get better and better. If you don’t do well, you will have difficulty maintaining your life. Everyone is equal before opportunities, but opportunities will only be reserved for those who are prepared!

With the name of the purchaser, the next step is to take the initiative to contact, and then visit.Others have one family a day, and I have two families and three families a day; others go home to rest, and I just make a phone call; others sleep at night, and I think about it at night... I believe that hard work is the prerequisite for success. The first time I made a purchase call, I was so nervous that I forgot the lines I should say. When I made an appointment with a client for the first time, I was so happy that I forgot to ask for the client's address. When I brought back the sample for the first time, I was so excited that I forgot to ask how much it was.

It was the first time that a customer made an acquiescence to the factory, and I was so excited that the order was right in front of me. ... I don't know how many times I was shy, how many times I was sloppy, how many times I was naive, and how many times I was reckless, I let the opportunity slip away ruthlessly from my side.But every time I fail, I will use a notebook to write it down, and I will never make similar mistakes again.Failure is the mother of success. Only after so many failures can there be subsequent progress. I thought how easy it is to run a business, and how free it is to do sales, but later I found out that business means sweat and sales means bitterness.