Keywords: marketing model order Manager case either in the market upstream of effective approaches and do tricks that are derived from the very successful exploration and honed life. twists 10 years in a line up of relationship marketing in China, this kind of business environment, to tell the truth to pay legal responsibility, the protagonist of a 22-year-old sales staff, I saw 2 sides of the customer within 15 minutes, as the hero of the salesman to get 210 million order for the story.
When I write in this case, I want to engage in the sales industry and personal insights, will have different comments, I just want to give to everyone: only do sales people look at issue are penetrating power.
Background: national petrochemical enterprises, project reconstruction project.
Two years ago and know exactly what this project started message, from design to begin operation, thought that would be implemented, dragged on for two years. Responsible for 3-permanent, not to hold any hope that China is a country with a strong culture of wine, strong may not be elegant wine culture, corruption is I have to face reality, so I do not hate corruption, total man?, what about a feeling of officialdom on mixing is not easy.
When I learned that the project had already bid, fast gas is broken, this group of people, even notice there is no one. Not complaining, it is not good public relations work in SARS do! when I find the following staff aware of the situation, he clearly said that this matter had been set up should be Beijing company, now bidding is only one situation, you're late, so many years of device you also do not understand, now is not the word things, you go to MM would fight for the future can also be a chance, this time I have seen enough of closure, this is his phone number.
Public relations:
1: place in the afternoon, I took a dozen copies of the works contract, specially modified his costume, sales staff dressed according to the nature and the environment. Therefore my dress is generally very black will, a look at is the mixed, hair almost bald. More than one client told me that I saw you, TM is always come out from the prison.
Dial the telephone of the handle project 1, the first words, and by others often ask people like to speculate about other people's intentions see machine. If you want to reach their aim must display rotating resistance! strong guts say: Hello, someone who. I: MMM Manager, N equipment we do business, see it, is to build relationships, find appropriate to talk about details. MM: it is tender, you find JJJ. Me: you go to this age since to this position, I think you understand equipment bidding also does not rely on private transport to do it, I'm a Word and you say, I have to thank in advance, to see you, even if, let's know, you don't know me in that the city's reputation is worth 1 million, TT project is I do.
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