Classic Marketing Case: There Is No Opportunity To Give Up.

A young sales representative has just joined the company and has no sales experience for major customers.

When he first visited his client, he found a large order, but the deadline for issuing the bid was over three days.

The client refused to send him the tender.

Software developers represent competitors' products and refuse to cooperate with them.

Everything was bad, but he turned the tables on him.

What is the reason?

He was in charge of the northern part of the company after he entered the company.

The sales representative left the client's office and started to give it to the local office.

All the doors seem to have been sealed, and the deadline for the tender is already over.

Even if we want to get the tender, the key software developers will not support it, and the customers will hardly know one another, and the time is limited.

Besides, he has to pay a heavy price to make the tender. He needs to ask the engineer to fly from Beijing immediately and ask the engineer to make quotation, contract and a high quality tender.

If he abandonment, no one will blame him.

He did not give up. He turned back to the customer's office and came to the customer's seat, hoping that the client could give him the tender.

The engineer said, "I have no problem here, but you have to get the director's permission. The director will meet in another city in the province."

The sales representative immediately called the director's cell phone. The director lowered his voice and asked who it was. After the sales representative introduced himself, the director said he was in a meeting and asked the sales representative to call back later.

The sales representatives no longer hesitated and came to the coach station directly to the city where the director was located. After getting off, they went straight to the hotel where the director was staying.

It was noon at that time, and he came to the meeting group and heard the director's residence.

He went up and knocked on the door for a long time. No one opened the door. He pushed the door open and slowly pushed the door open.

The director is on the noon break, lying on the bed with bare arms.

When he came in, the director woke up, but his eyes could not be opened. He sat on the bed with his bare eyes rubbing his eyes.

The sales representative introduced himself and explained that he hoped to distribute the tender to himself.

No one would like to be forced to be sold by the sales representative in the room during the lunch break.

The sales representative has been apologizing constantly. He explained to the customer that he knew it was not good, but he flew over from Beijing, and his company was very experienced in this field and should be helpful to the client's project.

With sincerity, customers gradually forgave him and agreed to issue tenders.

The sales representative thanked him again and then hurried back to Zhengzhou. When he arrived at the electric power bureau, he finished work and got the tender.

Although they get the tender, they only

At this time, there were only two nights in a day, and after they had arranged the division of labor, they began to act.

Three days later, they finally handed over three bright tenders to the electric power bureau.

In order to win this order, they released the lowest price they could bear.

On the day of the bid opening, all the manufacturers gathered in the conference room of the client, where the tender was carried out.

The other labels were soon set, but the time to discuss the server's time was very long. They waited until evening.

Finally, customers announced that they won the bid.

Positive attitude: never give up, enthusiasm and help customers succeed.

Never give up is the first mindset that a sales representative needs.

In this case, the situation is very unfavorable to the sales representative. He should not have won the chance. Why did he win the order? Later, the sales representative asked the director of the electricity department: Why did you send a bid to me when the deadline for the tender was issued? The director of the electricity Department said, "you young man is very professional, and he immediately took a long-distance bus to come, and gave you the tender." the sales representative asked the chief engineer who was responsible for the bidding. The general engineer said, "when I entered the conference room, all the tender books were on the table. Your bidding documents were very eye-catching and printed very well, just like a hardcover book."

Other companies have only a few pieces of tender, and this initial impression tells me that your company is trustworthy.

Considering the advantage of price, I still chose you.

In war, if a soldier has a gun and a gun, he uses a gun; when the bullet is finished, he goes to fight bayonets; when the bayonet is broken, he uses a dagger to spell it; the dagger hits the fly and kicks it with his fist; when his arm and leg break, he presses the enemy to bite with his teeth; his teeth can't bite, and he also yells for his own people.

In war, tough soldiers are the key to success and failure, and no exception in sales.

This unyielding spirit is a positive attitude.

A sales representative's never giving up attitude often causes customers' conflict, and a warm attitude can avoid customers' displeasure.

When the director sits up on the bed naked and sees the sales representative, his first reaction must be displeasure. If the sales representative can not explain to the customer enthusiastically, the customer may be more unhappy.

The enthusiasm of sales representatives can be pmitted to customers.

Enthusiasm is the second mindset that a sales representative needs.

For customers, the most important thing is to create greater value through purchases of goods, and price is a secondary factor.

A sales representative is a key person to help customers achieve their wishes, because customers must cooperate with sales representatives to get the products they need if they want to achieve their goals.

From this point of view, sales representatives are people who help customers succeed, help customers create value or save money, instead of making money from customers' purses.

Only by holding the mentality of helping customers succeed, can sales representatives meet their customers correctly, adjust their roles correctly, help overcome timidity and establish win-win and mutual trust relationships with customers.

Never giving up, enthusiasm and helping customers to succeed is the mentality that a good sales representative must have. Sales representatives with these three mindset are sales representatives with positive mentality.

A positive attitude determines the time between sales representatives and customers.

A sales mediocre who has been with customers all day long must have more sales talents than customers.

The common feature of an excellent sales representative is to be with customers every day.

A positive attitude can lead to self-confidence, hard work, hard work, dedication and serious success factors.

Belief motivation

Fortunately, when a person has just done his favorite job, he almost always has a positive attitude.

When new employees join the company, when the new term begins, their wives have a positive attitude when they just get married.

The new staff is very positive in order to leave a good impression on their colleagues.

The students of the new semester are determined to study hard, do their homework carefully and get good grades.

The bride serves her parents every day and cleans up her health, hoping to become a good wife.

As time went on, the positive attitude gradually disappeared.

The new employees are late for work and have conflicts with their colleagues. Students do not listen to the lectures seriously, they are distracted in class, the bride and her mother-in-law are in conflict, the meals are not done, and the family does not clean up.

The sign of negative psychology is complaining.

Listening to their complaints can help them understand their reasons for losing their positive attitude: too tired, unable to bear, unfair, and little income.

Almost everything can make people lose their positive attitude, and even nothing happens. Simple repetition can also kill the positive attitude.

The same is true for sales representatives.

Their mindset will shift from positive to negative.

At first, every new sales representative was very active and active. They came to a new company hoping to grow up well in this company.

Some time later, when I saw them again, some people began to complain constantly. After complaining, they continued to see the customers.

Some time later, after seeing them, they said that once a customer did not matter, they saw an average of three customers a day, and now only two. Their positive attitude has disappeared.

People's life is bound to be full of challenges and twists and turns, frustrations make some people depressed, and success makes some people drift.

If you want to succeed, you must maintain a positive attitude in any situation.

Complaining is useless. It can only help people find excuses for failure.

If a soldier dies in any war for any reason, does he still have the opportunity to complain and find excuses? But many sales representatives always find some justification for themselves when they do not complete their tasks.

When the sales representative has lost the order or has not completed the sales task, it is no longer meaningful for the sales representative to explain again.

There must be two reasons for the sales representative to lose the order or not to complete the task.

On the one hand, there are external factors, such as the price of a competitor is too cheap, or the engineer has made a mistake in the price of the tender.

For external factors, sales representatives should pay close attention to and try their best to reduce the loss of external factors.

The other is internal factors, such as whether the sales representatives have made proper sales.

It is the duty of the sales representative to solve and eliminate the external unfavorable factors and win the order, and the sales representatives should not regard external factors as the reasons for failure.

If you lose, you lose.

I once heard a sales executive explain that he did not finish the task on the pretext that the customer delayed the purchase because he had accepted the central leadership's inspection work, so the task was not well done in the last quarter.

This is from external factors to explain their failure, can not help themselves improve the practice.

To sum up the internal causes and external causes of failure, and improve the way we do it, to win the future victory is the positive attitude that a sales representative should have when he fails.

A positive mindset is so important that how to maintain and inspire a positive attitude.